A phased and structured approach to growth
One of the main challenges for technology companies with a B2B business model is building a solid commercial operation. As soon as the first number of satisfied customers has been reached, and thus also a growing turnover, confidence and expectations with regard to the founders also increase. The company has a challenging change ahead of it: from a relatively small open-minded operation directly managed by the founder(s), to a scalable sales organisation with a solid growth strategy.
Project examples
Marketing and sales operations foundations
Our phased growth structure is a complete package that consists of all necessary components for marketing and sales to function smoothly, including integration of marketing and sales around a central methodology, configuration and guidelines for the use of CRM and supportive tools, processes for nurturing contacts and opportunities, KPIs and objectives for teams and individuals, and measuring progress and improvements. All this according to a predetermined model in which all components are predefined and coordinated to reinforce each other.
Lean market discovery
A lean operation to test your product in your market through a structured and defined validation process – with your own team or outsourced. This programme is aimed at validating the connection between the problem and solution, and willingness to pay. We set up a controlled experiment with solid marketing & sales operations aimed at gathering customer intelligence and market feedback. These insights, both qualitative and quantitative, speed up decision making and well-informed strategic planning while also working towards achieving the first real business results.
