Work Backwards with The End in Mind
What do you intend to achieve in the next twelve or 24 months -- how about five years from now? Do you have the resources, both human capital and cash flow, to get there on your timeline? We’ll help construct a plan to focus on your ultimate goal. Whether that is:
- Growth -- improved CAGR and predictable recurring revenue and profit
- Positioning to raise capital for future M&A expansion
- Recapitalization
- An equity exit to the next investor(s)
De-Risking for Success
Creating a solid growth plan is only the start. Is your executive team clear on the mission and fully supportive of the playbook? We’ll help ensure you de-risk your plan by:
- Identifying potential obstacles
- Ensuring executive team collaboration and acceptance
- Planning contingencies to get you back on track, should you veer off course
M&A, Partnerships and Exits
Build, buy or partner is often a key question related to how you get to the next level. Whether that is building your next product, or deciding to grow market share by acquiring customers through M&A. We’ll help evaluate:
- Product fit and alternative approaches
- Sourcing alternatives to building a product in-house
- Comparing approaches -- time to market, payback period, and the ROI of an investment
Interested in growing inorganically by acquiring a business? We can help you identify new or adjacent markets, acquisition targets and manage the diligence, valuation and negotiation processes.
Interested in packaging or preparation for investor presentations to raise capital or exit the business? We will help you plan today so that you are prepared. We'll help manage due diligence, including reverse diligence on the investing party.
Build Your "Moat"
Product, Price, Place and Promotion... the 4 Ps have been around for decades and are still absolutely relevant. Is your product competitively positioned to provide a strong and durable moat to keep your competition at bay? Your positioning starts with assessing and comparing your product(s) and their deliverables against the competitive landscape:
- SWOT analysis and competitive price analysis
- Competitive positioning
Market and Buyer Assessment
Who are you targeting and what are their needs? Does your message align with your deliverables? We’ll help match your message:
- Buyer's needs assessment (by role and goal)
- Market identification and Total Addressable Market (TAM)
Messaging Matters
Bookings start with the leads generated from a sound promotional strategy. Are you speaking your customer's language? Does your message differentiate you from your competitors? We'll collaborate with your team in the following ways:
- Brand review (and re-branding as necessary)
- Marketing operations
- Marketing efficacy (funnel analysis and conversion rate analysis)
- Marketing mix and spend/allocation -- omni-channel campaign design and execution based on the buyer’s journey, to ensure the right message is delivered at the right time, through the right channel
- Growth marketing Tactics
- Persona-based messaging
- Account-Based Marketing (ABM)
Grow Bookings and Recognized Revenue
The single most important function of any business is sales and the resulting cash flow that every other department depends upon. Once you have your positioning nailed down, how will you take it to market most effectively? We provide direction to maximize:
- Sales territories, staffing and variable compensation modeling
- Managing pipeline velocity and forecasting for transparency
- Sales staff and management assessment and methodology training
- The Challenger Sale | Matthew Dixon / Brent Adamson
- Solution Selling | Michael T. Bosworth
Manage Your Progress
Quite simply, what gets measured gets done. Up and to the right is generally the most important indicator of success, whether that is growing top line bookings, recognized revenue, or the leads that support your progress. Ultimately, managing your metrics is critical when trying to raise future capital for expansion, or when it is time to exit the business.
Be metric driven. Are you tracking Pipeline Velocity and calculating your current Customer Acquisition Cost (CAC)? Knowing and managing to these critical metrics will determine your future growth. What is your current NPS score and how is it affecting Churn and Lifetime Value of a Customer (LTV)? These important measures will highlight where to invest your expensive and often limited resources. After considering the top and bottom lines, these are some of the concepts investors care about most.
Capture the Right KPIs
Reporting shouldn’t be a nuisance, or an afterthought. Set benchmarks and track the KPIs that truly make a difference. We're very experienced in:
- Identification of benchmarks and key metrics specific to your business
- Streamlined reporting - weekly, monthly and year-over-year report creation
- Systems review (and selection for sales and marketing departments)
A Solid Strategy Requires Sound Tactics and Coordination
Not ready to go heads-down yet but do need help with a specific project? We can support your team in working though the details to manage their way to success on an individual project basis.
