Early stage growth

Marketing and sales operations for B2B tech companies in an early growth stage

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. 

The Sales Strategist phased approach to building up marketing and sales for B2B tech companies
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.

Vision

A B2B company can only successfully grow if strategy and operations are designed to align with the buyer’s perspective. We’ve translated our vision into the ‘4D Sales Model’, of the four key disciplines Market, Process, People, and Tools.

Approach

We develop and implement your key marketing and sales strategy and operations by developing a roadmap for growth together with management and then implementing it in collaboration with the existing marketing and sales people.

About us

Our ambition to bridge the gap between the ideal strategy and operations, bringing forward the best in teams and helping great companies to reach their potential is what drove us to start our own consultancy. And this is what still drives us today.

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