Growth System Development - The business context
You may be a high potential startup, or secured seed funding or Series A or B funding. The pressure is now on to deliver revenue growth. But your sales pipeline is unpredictable. You are seeing some growth but you are not where you need to be. You know your sales pipeline lacks the structure, the processes and technology to work better for you.
Many think this is all about recruiting more people, increasing marketing spend and getting more sales people on board. There will be a point when that scaling is needed. But right now, it is not about more effort, it is about making your growth system work. That’s what I do.
Without alignment between sales, marketing and product/service, your business loses direction and loses revenue opportunities.
When your people are already maxed out, demanding more effort is counterproductive. The solution is to build a better and more efficient growth system.
It is not about adding more activity - but developing the underlying structure that drives revenue
Businesses with an effective growth system have confidence in forecasts and predictable revenue growth.
What do I offer?
I will work with your existing growth plans and budget. I will collaborate with your Senior Management Team to diagnose what the gaps are in your growth system and develop a roadmap that we implement as a team to fix it. The roadmap will establish future improvements as budget and resources become more available. But you will see an immediate revenue impact. Your confidence in your forecasting will grow as you realise more predictable revenue growth.
This is a project that will be delivered within 3-6 months where I work collaboratively with senior stakeholders of your business for 1-2 days a week, depending on what is already in place in the business.
I will use the 5 core elements of the Growth System (shown opposite), aligned to your current sales, marketing and product/service resourcing to build a scalable growth system. The focus will be on building each stage of the sales pipeline, with the necessary people, processes and technology to effectively manage the progression of prospects through the pipeline. KPI's will be established using the historical baseline and setting achievable and repeatable conversion rates.
Every touch point with the prospect will be considered and optimised. The priority will be to ensure value for the business and value for the prospect to minimise pipeline leakage and maximise revenues.
The Growth System
1. Positioning – Who you target and why you win deals
2. Pipeline – How opportunities are consistently generated
3. Conversion – How effectively leads become revenue
4. Economics – Pricing, deal value and lifetime value
. Velocity – How quickly revenue moves through the pipeline
The Growth System
1. Positioning – Who you target and why you win deals
2. Pipeline – How opportunities are consistently generated
3. Conversion – How effectively leads become revenue
4. Economics – Pricing, deal value and lifetime value
5. Velocity – How quickly revenue moves through the pipeline
What do I offer?
I will work with your existing growth plans and budget. I will collaborate with your Senior Management Team to diagnose what the gaps are in your growth system and develop a roadmap that we implement as a team to fix it. The roadmap will establish future improvements as budget and resources become more available. But you will see an immediate revenue impact. Your confidence in your forecasting will grow as you realise more predictable revenue growth.
This is a project that will be delivered within 3-6 months where I work collaboratively with senior stakeholders of your business for 1-2 days a week, depending on what is already in place in the business.
I will use the 5 core elements of the Growth System (shown opposite), aligned to your current sales, marketing and product/service resourcing to build a scalable growth system. The focus will be on building each stage of the sales pipeline, with the necessary people, processes and technology to effectively manage the progression of prospects through the pipeline. KPI's will be established using the historical baseline and setting achievable and repeatable conversion rates.
Every touch point with the prospect will be considered and optimised. The priority will be to ensure value for the business and value for the prospect to minimise pipeline leakage and maximise revenues.
Developing a robust and scalable Growth System will enable you to:
Realise the £300k-£1m of untapped revenue in your pipeline
Identify the growth constraints and implement plans to address/mitigate them
Fix the conversion gaps in the sales pipeline
Improve your positioning to attract better quality leads and increase conversions
Increase deal value to grow lifetime values
Accelerate pipeline velocity to deliver faster revenue flow into the business
Deliver a better alignment between sales, marketing and product/service
Increase confidence in forecasting based on a more predictable growth system