What We Do
Behind every revenue traction problem is a go-to-market problem. And behind every go-to-market problem is almost always a go-to-market integration problem:
- Multiple businesses
- Complex product lines
- Different sales teams
- Varying skill sets
- Assorted marketing efforts
If the growth problem could be solved with more products, people or leadership, it would have been solved long ago. Integration means creating something bigger, more cohesive and more valuable.
An outside-in, customer-based view is the key to integration success:
- See your business through your customers’ eyes
- Use words they understand and say themselves
- Sell the bigger picture value that matters to them
- Make it easy to grasp how your entire business helps them, the problems you solve, what makes you different, and why they should care
As a go-to-market messaging & integration specialist, we’re in the insight and substance business. The kind that brings whole businesses together and gets revenue traction. We specialize in go-to-market integration — helping companies combine acquisitions, roll-up product lines, and create the sales substance everyone can use.
We train sales and go-to-market teams how to:
- Be more substance-focused
- Listen and ask questions
- Understand and contrast
- Speak business value
The result: bigger deals, bigger growth in valuation, and bigger exits with future suitors.
The above just hints at what we do and what makes us unique. Experience it for yourself, and you’ll become a client for life. Because we’ll make you wildly successful, every time you call on us.
Our Core Values
We’re driven by five qualities our clients count on – for decades.
- Discipline – We work with the highest level of diligence and professionalism.
- Candor – We challenge perspectives and offer solutions with honesty and sincerity.
- Respect – We conduct ourselves with humility and trustworthiness.
- Responsibility – We do whatever it takes to satisfy our commitments.
- Intelligence – We provide a depth of insight and caliber of thinking without rival.
How We Complement
There are many resources to help with the transaction, buy-side or sell-side. Investment bankers. Attorneys. Valuation consultants. We help you with the most critical success factor in M&A: aligning, integrating and elevating the go-to-market execution of the combined business. Particularly in bringing diverse sales teams together to help them sell more holistically, engage more strategically and cross-sell more productively.
We sometimes hear, “That’s what they hired me to do.” We don’t compete with leadership teams. We help you become more effective, give you more bandwidth, uncover new insight, facilitate agreement, and be more be objective. We elevate the skillsets of your teams and people and do it company-wide. Our best clients use us as a strategic weapon.
Many consulting firms are expensive and they often never leave. They produce hundreds of PowerPoint slides. Our best work fits on one. Clarity is something everyone can benefit from, and it’s something that can be used literally. You can stand up and say it to customers. Many of our clients have invested in consulting efforts — or two, three, four or more. It gives us more to work with and we can make that investment pay off.
Sales training firms
There are no shortage of firms to help your teams with the process of sales or techniques in sales. They seem less focused on the substance of sales: teaching sales teams how to have conversations, to understand what customers think, how they see things, how to spend less time selling and more time listening. Then, helping everyone consistently communicate what you do and the unique value you bring to customers.
Research companies conduct research. They often have not led businesses. We conduct executive-to-executive research with customers — existing and potential. We have unguarded conversations to explore what they think, believe, and want. Your company and your teams can use your customer’s own perceptions and words to win more customers. The discussions we have are often so engaging we leave a trail of prospective customers who want to know more about you and your company.
Agencies are great at being creative. They spend less time being substantive. Customers will choose clarity over creativity every time. Because that’s what they want: clarity, value, understanding, impacts, and assurances. Without this, you become part of the market and competitive noise, and burn a lot of money on things that aren’t really used. But, great substance with great creativity is truly powerful. We’ve worked with dozens of agencies and can help them be all the more creative and effective.
PR firms are great at getting coverage and at influencing influencers, but they need the right substance to get the coverage and woo the influencers. We work with many PR firms. They always say, “Wow, I wish every one of our clients had this kind of work to begin with. We could so much more effective.” We know a few PR firms that we can highly recommend when the time is right.