Our Process

In a modern recurring revenue business, it is impossible to scale without treating growth as a science. We apply proven frameworks and expose the math that underpins each step of the customer journey.

Diagnose

Align your GTM executive team to one impact-focused customer journey, and prioritize the opportunities that can impact your business

Design

Apply a standard operating model that reps and FLMs need to execute as one unified org

Educate

Upskill reps and FLMs with the key skills that they need to succeed in their roles, with interactive private or public courses

Coach

Create behavior change that actually sticks, with active coaching on real customer scenarios and deals

Reinforce

Increase your team’s sales productivity over the long term with scalable, ready-made enablement programs and ongoing public courses

Our Process – Design

All

Process & Playbook Design

Our approach

Optimize your revenue by applying a common language across all GTM teams, with a universal methodology, all codified into measurable best practices at a global scale.

A common language – so that when teams speak with each other, there is fluid movement of information rather than boundaries
A universal methodology – this unites the entire lifecycle, and makes the customer journey a seamless and well-orchestrated experience across Marketing, Sales, and Customer Success
Codified best practices on a global scale – in documented processes, playbooks, content, and systems
A standardized way to drive and measure accountability at both the manager and the individual contributor level”

Our Design Services

GTM Playbooks Sales Playbook Design Prospecting Playbook Frontline Manager Playbook Impact & Retention Playbook Expansion & Growth Playbook Onboarding & Adoption Playbook Account Based Strategy GTM Messaging Frontline Manager Program Revenue Architecture Design GTM Blueprint Design

Examples

The details

All of this can be achieved with a clear process, vetted strategies, and well-defined GTM playbooks. Give your customer-facing teams and managers clear directions for exactly how to deliver impact their customers, with visual turn-by-turn directions that they can start use right away.

The typical process redesign and playbook (whether for Sales, Marketing, or Customer Success) includes:

Clear direction for how to execute at the key moments of the customer buying process
Definition of your relevant process stages
Customized blueprints that visualize each key moment in your process
Turn-by-turn directions for your reps at each stage of the process
Identification of clear entry and exit criteria at each stage
Alignment of content and skills to each stage
Best practice recommendations on how to implement the playbook