Services

Everything we do is tied to increasing your profits and market share.  We enable the high-impact relationships between you and your customers that drive sales and market leadership.

We provide objective and experienced advice to help you make important and often difficult decisions regarding markets, customers, partners, and competitors.  Whether you need help making a key decision such as which geography to expand or segment to target, a full go to market strategy, or an objective assessment of your marketing strategy, we have the expertise to deliver the results that matter to you. When a product launch has to be successful, we help avoid hiccups and ensure success by sharpening your market focus and improving your execution. 

The better you understand the market from your customer’s perspective, the better you’ll be able to define and articulate the unique value your firm provides.  Success starts long before execution.  Experience shows that companies with a sharper focus experience better results. We’ll challenge you to know your market more deeply, serve your customers better, and execute with excellence because we are only successful after you are successful.

Our services are structured around a deep understanding of your market, clear definition of your value and position in the market, and programs and tools to enable your sales force. With success spread across traditional software, SaaS, hardware, financial services, manufacturing, and education we know what works and doesn't work, so you achieve success faster.

Market Understanding

Market assessment & validation
Validate that the market is real and will support the desired financial results.

We offer an objective assessment of the market and your ability to address it with existing or planned offers. Analyst forecasts, market trends, and quantitative data provide important information, but we also talk to existing and potential customers or partners to understand the problem they are trying to solve from their perspective.

Segmentation
Understand segments offer the greatest potential.

Targeting too broad an audience wastes resources and waters down your message. Knowing who—exactly—you need to talk to enables you to concentrate a more compelling message on the specific buyers that will make you successful. SMB, Healthcare, or Fortune 500 companies are not market segments. Depending on your offer, “law firms” or “software companies” may be overbroad as well. We help you identify, understand, and focus on those user segments where you can knock it out of the park.

Competitive assessment and response
Manage competitors before they manage you.

Between direct competitors and other alternatives, your customers have lots of options. If you don’t define the landscape, your competitors will define it for you with the goal of robbing you of revenue and market share. We provide you with a competitive assessment and recommended response designed to protect or grow your market share while maintaining the value of your offer.

Value Definition and Capture

Value proposition development
If you can’t clearly and concisely articulate why customers should work with you, they won’t know why either.

Because your offer does so much, it’s sometime hard to get everyone from your company to agree on a single value proposition. We work with your team to articulate a powerful value proposition that describes why customers need your product or service. While we work with all the major stakeholders, we make sure the result is not something “created by a committee.”

Pricing and licensing optimization
Not fully understanding how customers value your products can cost you plenty—even when you win the deal.

Your ability to charge more is directly related to your ability to identify, define, and communicate the value you provide to your customers. Customers will pay you according to the value you provide to them.  To the extent that you can communicate unique value versus your competitors, you have more pricing flexibility.

Sales Enablement

Channel and partner development
You have a channel or partner program because it provides leverage, reach, and lowers your cost of sales. Your partners participate because it is a good business decision for them.

Success requires the right partners, earning enough that their goals are in alignment with your expectations. We help you design or optimize your channel or partner program so it is the sales multiplier you need to achieve your financial goals. A well conceived channel strategy must balance revenue, margin, and market share according to your specific business needs.

Sales tools
Higher performing sales reps that ramp faster generate money you can take to the bank.

We measure the quality of sales tools and programs not by how good they are with the current sales reps, but by how successfully they enable success for sales reps that are yet to be hired.