GTM STRATEGY
Go-To-Market Strategy & Design
Our process is structured yet adaptable. Every engagement is different, but we bring proven frameworks from years of GTM transformation and commercial excellence. Our experience is your asset.
02
Value Proposition & Differentiation Design
- Crafting clear, compelling value propositions tailored to each customer segment.
- Translating complex capabilities (e.g., digital transformation, automation, analytics) into simple, business-outcome messaging.
- Creating standardized pitching frameworks for Sales, Marketing, and Executive teams.
03
Commercial Operating Model & GTM Architecture
- Designing the right GTM model: direct sales, channel/partner-led, hybrid, or ecosystem-based.
- Role definition for field, inside, partner, customer success, and solution teams.
- Capacity and coverage modeling to align resources to opportunity size.
04
Sales Process Optimization & Pipeline Design
- Creating end-to-end sales motions aligned with the buyer journey.
- Standardizing qualification (MEDDPICC/BANT), forecasting cadences, and inspection routines.
- Pipeline stage redesign to improve conversion rates and reduce cycle time.
05
Account Prioritization & Territory Planning
- Developing data-driven account scoring models using firmographics, intent, and product penetration.
- Territory design that optimizes quotas, account assignments, and field coverage.
- Building enterprise and strategic account planning frameworks with cross-functional alignment.
06
Pricing, Packaging & Monetization Strategy
- Evaluating competitive pricing models and customer value drivers.
- Designing tiered offerings, bundles, and consumption-based models for unified outreach.
- Designing omnichannel HCP/enterprise customer journeys (email, digital, field, webinars, events).
- Implementing compliant, scalable engagement tools (CRM, outreach platforms, ABM tools).
07
Sales Enablement & Field Readiness
- Designing onboarding curricula, skill development paths, and product training.
- Building playbooks, competitive briefs, objection handling guides, and demo scripts.
- Launching speaker programs or field-facing initiatives across Medical, Market Access, Sales.
08
GTM Analytics & Performance Measurement
- KPI framework creation—from top-of-funnel metrics to revenue and retention outcomes.
- Designing dashboards for senior leadership, Sales Ops, and Sales leaders.
- Running diagnostic reviews to identify bottlenecks and accelerate productivity.
09
Execution Roadmaps & Leadership Alignment
- Creating multi-quarter GTM roadmaps aligned to pipeline, product readiness, and revenue targets.
- Facilitating cross-functional alignment between Sales, Marketing, Product, Medical, and Finance.
- Providing governance models to ensure accountability and measurable progress.
Summary
I help organizations accelerate revenue and scale by delivering:
- Market & customer intelligence
- GTM design & commercial model architecture
- Sales process optimization and pipeline improvement
- Pricing & monetization strategy
- Multi-channel customer engagement & field enablement
- GTM analytics, KPIs, and performance dashboards
- End-to-end execution roadmaps that drive measurable business outcomes
SALES OPS & EXECUTION
Sales Operation and Commercial Execution
Sales Operations – Core Services
01
Sales Strategy Enablement
- Sales model design (inside vs field vs hybrid)
- Territory and account segmentation
- Role clarity and capacity modeling
- Quota-setting methodology and coverage models
02
Sales Planning & Forecasting
- Annual and quarterly sales planning
- Bottom-up forecasting models
- Pipeline health and gap analysis
- Scenario planning and sensitivity analysis
03
Territory, Quota & Incentive Design
- Territory mapping and white space analysis
- Quota allocation and fairness modeling
- Compensation plan design & SPIFFs
- Incentive alignment with business objectives
04
Pipeline & Deal Management
- Pipeline stage definitions and exit criteria
- Deal inspection frameworks
- Win/loss analysis
- Sales velocity optimization
05
CRM & Sales Technology Optimization
- CRM selection, implementation, and cleanup (Salesforce, HubSpot, etc.)
- Opportunity hygiene and reporting standards
- Sales tech stack rationalization
- Automation and workflow optimization
06
Sales Analytics & Performance Reporting
- KPI definition and dashboard design
- Rep productivity analysis
- Funnel conversion metrics
- Executive and board-ready reporting
Commercial Execution – Core Services
01
Revenue Process Design
- Lead-to-cash process mapping
- Alignment across Sales, Marketing, Finance, and Customer Success
- Handoff and SLA definition
- Deal approval and governance models
02
Pricing & Packaging Strategy
- Pricing structure and discount frameworks
- Packaging and bundling strategies
- Deal desk design and enablement
- Margin protection and approval workflows
03
Sales Enablement & Execution Readiness
- Playbooks and messaging frameworks
- ICP and persona definition
- Competitive positioning
- Sales onboarding and ramp frameworks
04
Go-To-Market Execution Support
- GTM launch execution
- New product or market rollout
- Partner/channel execution models
- Field execution cadence (QBRs, MBRs)
05
Sales Cadence & Operating Rhythm
- Weekly/monthly execution cadence
- Pipeline reviews and forecast calls
- Performance management frameworks
- Leadership operating dashboards
06
Revenue Predictability & Scale Readiness
- Process maturity assessments
- Scaling readiness for growth-stage companies
- International or multi-segment expansion support
- Pre-fundraising or pre-exit sales infrastructure
SAP S/4 MIGRATION
SAP Advisory
Advisory services available to better manage your SAP S/4HANA Public and Private Cloud migration. We will assess the current as-is and provide best practices guidance on the to-be model.
Cost Effective Steps
- Start with a Business-First Migration Hypothesis (not tech-first)
- Run a Lean System & Process Assessment (4–6 weeks max)
- Custom Code Rationalization — Kill Before You Migrate
- Choose Public vs Private Cloud with a Decision Framework
- Define a Phased Migration Path (Not Big Bang)
- Push for RISE with SAP – But Negotiate Hard
- Build a Minimum Viable S/4 (MVS/“Fit-to-Standard”)
- Set Up Strong Governance from Day 0
- Recommend Automation Early (Testing & Data)
- Current Support Model (Reactive vs Proactive)
Accelerate your GTM execution
Discover a structured, pragmatic approach to GTM strategy, sales operations, and commercial execution. Let's discuss how we can help.
Schedule a Consultation