Services

1/3: Start Up

Evaluation

  • The initial phase which looks at market drivers, product positioning and value proposition.
    • – Also includes profile of early adopters and identification of target organisations.
  • The deliverable is an outline strategy and 30/60/90 day plan.

Marketing Execution

  • Implementing marketing initiatives to meet lead flow targets.

Sales Growth

  • Hire first sales FTE.
    • – Product training and demo capability.
    • – Initial follow up of leads and qualification.
  • Technical support requirements.
  • Assist in closing deals.
  • Manage ongoing pipeline development.

2/3: Scale

Discovery

  • Review existing structure and performance.
  • The deliverable is a proposal for the sales team’s organisation, management and growth prospects.

Structure & Process

  • Align sales team.
  • Introduce sales methodology.
  • Implement sales process.

Management

  • Assume management function of sales team.
  • Produce weekly management reports on sales performance and monthly Board reports.
  • Provide Executive guidance for Account Managers on complex sales campaigns.
  • Suggest structural changes as team scales.

3/3: Turnaround

Diagnosis

  • An analysis phase which looks at existing operation, identifying what is (and isn’t) working, and recommending changes/improvements.
  • The deliverable is a comprehensive management report covering all the findings and recommendations.

Transform

  • Implementing changes identified in the Diagnosis phase, be they organizational, process or managerial.

Rollout

  • The move into business as usual where the new structure, processes and procedures become part of the DNA of the business.