SERVICES


Male hands holding a green plant in fertile soil

Grow Well: Start (and Continue) With Value

If you’re building an enablement strategy for the first time, we‘ll help ensure each part of the plan focuses on customer value.

  • Customer Value Cycle fundamentals
    • Customer Value Cycle definition
    • GTM role definition
    • GTM Value enablement roadmap design
  • Value enablement fundamentals
    • Content. Creating and distributing the essential assets BDRs, AEs, SEs, and CSMs need to know, do, say and show to customers to fulfill their role in customer value delivery.
    • Tools. Identifying, procuring, and deploying tools to optimize GTM team productivity in their roles.
    • Onboarding. Defining processes, developing resources, and delivering the training and certifications to onboard new hires quickly, and accelerate their time to initial customer value delivery.
    • Ongoing Enablement. Establishing and driving predictable, agile cadences of knowledge and skill development, to grow and evolve your GTM teams as your business grows.
    • Operations and Communications. Establishing and managing the communication channels and metrics necessary to capture, quantify, accelerate and amplify the impact of your enablement programs.

Partially withered houseplant

Be Well: Realign Around Value

Whether the problem is slow or stagnant growth, the solution starts with identifying the roadblocks hindering customer value delivery, and getting them out of the way.

  • Customer Value Cycle Assessment
    If you follow a linear “customer journey” framework, aligning it to your customers’ value cycle will yield actionble improvements to your internal process.
  • Role Transformation & (Re)alignment
    When business change requires role change, help your teams adopt and embrace it, and succeed, individually and together.
    • Role definition, documentation, and reintroduction
    • Upskilling
    • Competency matrices
    • Certification frameworks
  • Conversation Methodology
    Help your BDR, Sales, SE, and CSM teams speak with one voice to customers throughout each phase of the customer value cycle.
    • Value-based conversation frameworks
    • Insight-driven discovery
    • Storytelling
    • Competitive threat mitigation