Services

Deep, actionable understanding of personas, how and why they act which enables marketing, sales and customer success teams to act on customer intent pre- or post-purchase. Based on qualitative research the deliverables are easy to understand, detailed visual maps of what buying teams/personas do at each step, where they go, decisions made and why, and what they expect of vendors.

Collect unbiased buyer feedback for a complete, in-depth and contextual understanding of why you win and lose. Uncover blind spots in messaging, content, product features, and sales engagement with Win/Loss and Churn Analysis. Understand what is contributing to missteps in meeting buyer expectations and how to delight customers from onboarding through renewal.

Enablement is about creating compelling content for buying teams as well as sales teams. We develop content strategy based on our Sellers' Compass Journey Maps by mapping sought content with key micro-moments and buying team personas. Everyone expects vendor content to be concise, industry-relevant, trustworthy, and add value.

Our market and competitor research zeroes in on your ideal customer profiles (ICP) and market segments with positioning and messaging that tell a product's differentiated story expressed in your target customers' words. We promote that story through content and media relations leveragin the team's thirty years of experience.

One of the biggest challenges to growth is when sales and marketing don’t work as partners. The root causes include lack of agreement on hand-off processes and system gaps to differing team cultures and language. We get everyone on the same page focused on achieving shared goals instead finger-pointing.

Strategic planning is the cornerstone to capitalizing on disruption. We don't believe a big, hefty annual plan is the answer.

Our FOCUS approach is quick and participative to ensure organizational alignment on key measurably needle-movers.  Our evergreen approach enables early and growth stage companies to gain unpredecented agility and resilience in the face of rapidly moving customer behaviors, technologies, markets, economies, and geopolitical drivers.