A private equity-backed company was selling hardware, software and services relevant to airports, airlines and border control agencies. There was no ideal customer profile, so the sales teams were targeting prospects haphazardly — and were also responsible for generating their own leads, closing business, collecting cash, service delivery and project management.
The approach was neither scalable nor efficient. We were tasked with building a GTM strategy, ideal customer profile and governance matrix, as well as refining the sales playbook to ensure that the company would deliver growth as expected by the PE fund.
Efficiently scale your business to achieve revenue growth and tap into new markets. We help build a channel partner strategy and ecosystem.
Do you have a problem with your sales forecast accuracy? We can implement methodologies and IT systems to create a predictable revenue model.
We help our clients break down the silos and boundaries between teams, and create processes that provide end-to-end visibility and control.