Real Services.
Real Results.
The world of SaaS growth is drowning in buzzwords, acronyms, self-proclaimed gurus, and quick-fix promises that rarely pan out. You don’t need magic beans, you need scalable, profitable growth. That’s where we come in, delivering practical strategies and results, built on experience, not hype.
Growth Strategy
The Challenge:
You have ambitious revenue targets, but don’t have a a concrete and actionable plan that Sales, Marketing and Product can rally behind. You have ideas, but need to translate those revenue goals to strategies and tactical plans that will drive results.
What We Do:
Reality-Check Your Revenue Goals: We dig into your historical performance, current investments (in teams, tech and working dollar spend), and the product roadmap to make sure your revenue waterfalls are ambitious yet achievable. We make sure there is no spreadsheet fantasy.
Align Goals to Your Company Strategy: We help translate your big-picture vision into clear, straightforward strategies that everyone understands and can work towards. These strategies need to form the core of department and individual goals (OKRs, SMART, BHAG or whatever is being used) to ensure everyone is pulling in the same direction.
Focus Your Growth Engine: Company strategies need to cascade in the various departments responsible for growth, making sure that everyone knows what priority investments are. Whether this is creating a framework for investment by segments, regions or product groups, everyone will know exactly where to focus their efforts and budget.
Equip Your Teams to Deliver: With clear strategies are set and budgets allocated, teams can build there quarterly plans. We help them pin points their critical tests, product-led growth activities, customer acquisition campaigns, and lifecycle programs that are designed to drive results and continual learning.
Outcomes:
A blueprint that outlines how the revenue goals map to the overall company strategies and Growth Team priorities. An evaluation framework that help review the quarterly activities to adjust accordingly based on what was launched and observed.
Mergers and Acquisitions Strategies
The Challenge:
Merger and Acquisitions can be challenging for organizations. From establishing prospective targets to finding the right fit and agreeing on a deal, to the monumental task of making two companies operate seamlessly. This is a complex process with a high risk profile.
What We Do:
M&A Growth Framework: We develop a clear framework that is based off the company strategies to identify potential acquisition categories and targets. We make sure that that approach maps closely to your company goals, whether that is customer growth, market expansion or segment expansion.
No-Nonsense Due Diligence: Data rooms only tell part of the story. Running through the numbers can be a daunting task and often doesn’t tell the story behind how a company has been running their business. We cut through the noise, diving into the numbers, but also interviewing key stakeholders to understand what has been driving growth, identifying potential risks in their future growth plans.
Integration Blueprint: The post acquisition period of often the most challenging. We help build an appropriate integration plan for the growth teams. This activity involves building a new operational structure of the growth team (fully integrate vs run separately vs. hybrid) and how the team can be optimally structure for the greatest efficiency while hitting core targets. All while avoiding chaos.
Outcomes:
Confidence that you are targeting the right companies, a clear view of a target’s true growth potential and a roadmap for a smoother, more successful post-acquisition operation of the growth teams.
Funnel Analysis and Metrics Optimization
The Challenge:
Revenue teams are often challenged with how to run their funnel performance activities. From how to structure the performance read outs to optimizing their programs to improve performance. When teams are not aligned on the core of what they need to be looking at from a funnel performance standpoint, improving it is virtually impossible.
What We Do:
Metrics That Matter: We look at what you are tracking, the definitions and cadence you are pulling the data. We ensure there is consistency across your channels and that there are clear attribution methods. We take the gross-to-net funnel and establish key items for ongoing reporting and the areas that may need separate deeper dives outside of performance reporting.
Performance Tracking and Operating Structure: We build the appropriate operating rhythm for your performance meetings. (Have you ever been in a meeting where you didn’t get off the first data point because a discussion spiralled for 20 minutes on it? Yeah, thought so). We look at key channels like self-serve, sales and partners and make sure everyone is focused and having the most productive conversations that will focus on understanding what is happening in the data, then building the understanding of why.
Outcomes:
Everyone is aligned on the metrics that matter. An operational playbook to to drive efficient conversations and insightful discussion that drive action, not frustration.
Fractional CMO/CGO and Staff Augmentation
The Challenge:
Start ups, scale ups and growth companies often face the challenge of needing senior level guidance and strategy, but don’t need the commitment of a full time C-suite hire. They are resource constrained, but having seasoned leadership helps them shortcut the pitfalls of growth.
What We Do:
Fractional Leadership: We step in as your fractional CMO/CGO, working with the executive leadership team, deptarmental leads and subject matter experts, helping provide the guidance and mentorship they need to make the right decisions.
1) ELT Collaboration - working with the executive team to help set company strategies, board guidance, company operative structures, administrative requirements, team and capital management.
2) Team Oversight - working with the various components of growth, including Marketing, Sales, Success and Support to ensure team have revenue growth strategies, customer experience, and the appropriate tools and systems in place. It is a must that the appropriate strategic plans are built and operational structures in place to ensure exceptional execution. We help provide the mentorship and guidance the team needs.
Outcomes:
A seasoned leader in-seat when you need them, with a more efficient team at a fraction of the cost of hiring full-time support. Giving you the ability to scale faster without incurring operational and technical debt.
Product Led Growth Strategies and Customer Journeys
The Challenge:
Product led growth (PLG) has become such a misrepresented term is has started to lose meaning. We seek to change that. Help companies build practical PLG strategies that convert customers and keep them engaged.
What We Do:
Break Down the Customer Journey: We work with the product, sales and marketing teams to uncover the critical ‘ah-ha’ moments when customers get that the product is a game-changer for them. We break down the journey to the critical stages the customer needs to experience in the funnel and how they need to be engaged to realize value. Hint: they don’t need to fully engage with all features of the product in a 14-day trial, they need to get to the pain point they came in to solve.
Tailor Segmented Experiences: Different customer wants different things. We help you segment journeys to guide users effectively, whether that means routing them to sales, offering a human touch when they're stuck, or designing unique paths for different user types.
Smart Experiments and Test Plans: We look at best-in-class examples, form clear hypothesis and build a roadmap of experiments designed to deliver measurable gains, We look at what we can implement with current capabilities and what needs to happen to fill gaps that may exist.
Outcomes:
A practical plan that simplifies the customer experience, solves their problems faster, and accelerates your time-to-revenue.
Customer Analysis and Ideal Customer Profiles
The Challenge:
Your business has evolved, but has your understanding of your customer kept pace? If your teams are running on outdated assumptions, you could be leaving opportunity on the table.
What We Do:
Building Ideal Customer Profiles (ICP) is critical to a SaaS businesses success. It feeds all company strategies and deployment of resources, so getting it right and evolving it over time is essential.
Unlock Hidden Customer Insights: So much valuable customer data is scattered across support tickets, sales notes, NPS surveys, and focus groups. We bring it all together to paint a complete picture of your customers' real challenges, motivations, and what makes them tick.
Actionable ICPs: We establish they key buyer personas and map out their profiles: who they are, how they buy, their key pain points, the benefits they want, their biggest objections, the features they love and how we can serve them.
Organizational Eduction: An ICP is useless if it lives in a document no one reads. We help simplify your ICPs and create internal education so everyone in your organization – from product to sales to support – truly understands who your customer is and how to serve them.
Outcomes:
Your entire business aligned around a crystal-clear understanding of your ideal customer, embedding that knowledge into every strategy and tactic. Become truly "customer-obsessed".