Fractional and Advisory Services
Revenue Diagnostic
Audit and review across all key areas of the revenue funnel:
- Review first call pitch and product demo
- Structured Executive/Mgr/IC interviews
- Sales stages, process, and playbooks
- Side-by-sides on sales calls
- Opportunity win/loss analysis
- CRM, forecasting, and metrics review
- Customer churn analysis
- Enablement program review
- Pipeline development strategies
- Indirect sales channel program review
- Clear set of recommended areas of focus for highest revenue impact
Strategic Planning
- Team/Org Design
- Recruiting Support
- Quota Capacity Plans
- Headcount/Hiring Plans
- ICP and Account Plans
- Pipeline Development/Account Penetration
- Segment, Vertical, and/or Geo Expansion Plans
- Target Metrics and Unit Economics
- Contracts & Commercial Alignment
- Quota & Compensation Plan Design
- Fundraising/M&A Support
Foundational PMM
- TAM | SAM | SOM Analysis
- Pricing & Packaging Strategy
- ICP Development
- Pitch Deck(s)
- Competitive Positioning & Battlecards
- Business Case/ROI Calculators
- Buyer persona & messaging maps
- Use case-to-value maps
- Account selection and planning
- Mutual Close Plans
- Qualification and Discovery guides
Sales Process Design
- Sales Methodology Selection
- Enterprise Account Based Selling
- Sales Process Design
- New Logo Sales Playbook
- Expansion Sales Playbook
- Opportunity Management
- Key Account Management
- Pipeline Forecast Management
- QBR Design
Indirect Sales Channels
- Alliances, Partners, Channels, Marketplaces
- Partner GTM Playbook
- Headcount/Hiring Plan and Budget
- KPIs and OKRs
- Identified partners and strategy across ISVs, VARs, and SIs
- Partner introductions
Pre-Sales
- Product demo scripts
- Proposal design
- Alignment with sales playbook
- Security, compliance process
- Defined Roles & Responsibilities across technical, functional, and domain expertise
- Pre-Sales COE
Inquire for any additional services not listed here
ENGAGEMENTS
Fractional
Companies looking for an interim head of sales to build a solid strategy and plan to drive profitable revenue growth. This can be a less risky and costly way to bring on the first head of sales and/or fill a gap while finding a new head of sales. This also allows a company to hire someone with deep Work Tech domain expertise that can open doors and help drive early customer acquisition.
Advisory
Companies looking to flex up with project based work to focus on a specific area within the overall sales strategy with a clear deliverable or set of deliverables. This is typically because the expertise doesn’t exist in-house or the bandwidth is limited to take on this work. It also guarantees you get an expert with proven success in the Work Tech domain to step in and quickly deliver on the outcomes you need.
Pre-Revenue Advisory
For startup founders looking for a GTM partner to act as an advisor with deep HR/Work Tech domain expertise. The goal is to help them achieve their revenue targets so they can raise a healthy seed round. This is often done in the form of deal coaching with the founder, leveraging the advisor’s network (built over 25 years selling Work Tech) to set sales meetings, promoting the company, setting specific sales targets, etc. Given cash constraints on the business, compensation is typically in the form of an equity grant. The founder has a pre-set amount of hours per month (usually 3-5) to be used on an as needed basis.