Solutions

Identifying Your Pains

As companies grow and mature, the level of experience and maturity in their go to market organisations vary. Quite often, revenue goals are missed, plans for top line growth and the required profitability never actually materialise and CEO’s are left wondering why.

There are many tell the signs of underlying problems that contribute to a sub-optimal go to market execution, including:

- Not enough pipeline, poor demand generation

- Inefficiencies in top of funnel and lead generation,

- Poor marketing returns and increasing lead costs,

- Poor sales processes and lead conversion rates,

- Lower than average ASP,

- Slower and elongated sales cycles,

- Ineffective partner channels and partner conflict,

- Lack of forecast accuracy and slipping deals,

- Lack of alignment between targets in different LOBs,

- Incorrect KPI’s that do not drive the right behaviours,

- Weak account, territory, and country level sales plans.

These problems can be easily remedied and are often over looked, especially with companies that are accelerating growth with less mature or experienced personnel. When these problems occur, different stakeholder in other lines of buisness, start blaming each other as the root cause. Addressing these issues drives significant impact on ARR growth and NRR, as well as bottom line costs and productivity

There are a lot tech and AI companies out there all promising the “silver bullet” with innovative solutions, to address many of the above points, but one of the areas people fail to look at to really address these pains, is People, Data, Systems, Process and Business Logic! Execution is the key - NOT just software! Understanding where the immature areas are and realising the ROI on addressing each area, helps create…

A plan for change. A plan for growth. A plan for success!

Finding the right solution

We pride ourselves on our range of services and can be as flexible and agile as our clients need. We always put our customers first, and focus on what goals and outcomes are important to our customers. We always tailor our various solutions and working methodologies to completely fit the needs of the client.

Go To Market is a wide reaching and complex set up in any company, that covers many lines of business, multiple systems, and extensive processes, data and people. As such, our services range from a complete GTM strategy development, to single projects based on driving single changes in any component part of the GTM plan.

One aspect that remains consistent is our logical DATA driven approach which remains at the core of our direction. Whether you need a complete GTM transformation, or are simply seeking validation on how to increase win rates, we have a way to support you.

GTM Maturity Assessment

One way to get a good overall picture of the health of your GTM business, is by running a maturity assessment.

Built and evolved over many years, our approach starts with a simple anonymous questionnaire that is delivered to a cross section of key people across all LOB’s in the GTM org. It is a tried and tested process that is designed to quickly and easily pull out areas of weakness and points of low maturity. It is aimed to take a view of People, Systems, Data, Process and how you execute. Once completed, the results are compiled and discussed with the senior leadership team to attribute a revenue value to each point and a prioritised plan is built to address these gaps in systematic way. Typically multiple plans are built in alignment with RevOps and the sales leadership to drive outcomes aligned to desired goals. We can help you with the development of the plans and train and coach your sales leadership on the journey and even help in the execution, if required.

The resulting accelerated revenue growth quickly shows a very tangible and quantifiable ROI.

How long this process takes depends on the size and complexity of your sales organisation.

Sales Methodology and Process

Growing revenue is actually quite easy when you break down the components into a logical process.

Depending on the size of your organisation, and the size of your addressable and serviceable market, there are many ways to accelerate revenue.

1) You can focus on selling more product. Then you need an efficient way to drive top of funnel and demand generation to drive the throughput.

2) You can look at controlling the ASP and the commercial pricing for ARR and NRR growth

3) You can control conversion and win rates, deal sales cycles and impact productivity measures of the sales org

4) You can supercharge your route to market via channel and the partner community.

Smaller rapidly growing companies often don’t have the experience and expertise to know how to drive these points in the most effective way, and larger more complex businesses often lose the efficiency as they scale. There are various ways we can engage with your business to drive significant impact.

KPI’s Metrics and driving action from insight

Every good sales organisation drives their business in a data driven way. (Or at least they think they do!) over our years experience, what we see is that data is only useful if it is “actioned”. The whole point of exploiting the assets in your data, is to commoditise it in an actionable way.

We work with our clients focusing on the output and goals in mind, From here work with them to determine what data points are needed that ultimately drive the revenue goals. What you need to measure that a first line sales leader can coach on, and ultimately create a culture ownership and accountability on revenue, pipeline and activity. Having copious amounts of data and dashboards is one thing, but understand if they are the right metrics, (whats missing) and how to use the data to drive the right outputs is where a lot business lose on fast and easy sizeable wins!

Sales Training, Coaching and Mentoring

With decades of sales training from a wide range of “industry standards” and even more time of real world experience in role, we can quickly understand the skill gaps in the sales teams and individuals that are limiting revenue growth, impact conversion and reducing win rates. lack of sales skills also leads a reduction in the ASP. All of these are components that a critical in driving more efficient revenue growth. The right KPIs, metrics and sales process can quickly drive ownership and account ability with sales leaders and sales people when executed properly. This process can also drive “Skill” and “Will” gaps in the employees and allow every engagement to be one of productive “in the moment” coaching.

We can work with your enablement teams and sales leadership to drive this, as well as looking at tailored training needs.

Efficiency

AE and sales productivity is key when it comes to driving the best revenue at the lowest cost of sale. All of the prior mentioned points roll into this.

More importantly though, you need a solid grasp of many data points, and key performance, leading and lagging indicators to drive the right behaviour. It’s also key to have aligned targets across many of the LOB’s and stake holders across the GTM Organisation. Driving efficiency and the most productive sale team is the “holy grail” that most business search for (Irrespective of the market they are in).

We are very confident in our ability to partner with you to drive your current productivity levels to where you need them to be in order to achieve the goals your business and shareholders require.

We would be very happy to discuss all of the current systems, processes, data, activities and culture in the organisation with a view to help you put the right measures and actions in place to transform this key metric.

Partner and Channel Development

An efficient partner program is a key revenue multiplier for most organisations. It is a fantastic way to drive revenue growth whilst driving a lower cost of sale. It allows faster market penetration and a lower cost of customer acquisition.

We have a wealth of experience in building proficient partner organisations and can help out in all aspects of partner strategy, partner commercials, partner planning and aligning growth goals and programmes with partner P&L. Areas of partner business development include: VAR, VAD, MSP as well as consulting partner engagements.

At Clear Glass Consulting, we see varying degrees of maturity in the partner Org, and not all partner managers are equal. There are partner managers out there who are used to working in mature businesses with slick processes and partner programmes, so if you are a less mature business, the type of employee you will need will have a differing skillset to the one above. We can help you find the candidates and support on interviewing, as well as developing your strategy!