Most companies know what they want to achieve. The hard part is figuring out how, as market dynamics change faster than planning cycles, customer acquisition costs keep rising, and your top talent spends time on the wrong opportunities.
Revenue growth is a system issue. Your GTM strategy might be strong, but unbalanced territories mean missed opportunities. Your sales team could be skilled, but without clear processes, they reinvent the wheel with each deal. Your customers may love your product, but if no one tracks expansion signals, renewal season turns into a scramble.
We work across your entire commercial process—from market segmentation and pricing strategies to sales execution and customer success—to create growth engines that are predictable, efficient, and scalable. This isn't about quick fixes. It's about designing systems that grow stronger over time.
Go-to-Market Strategy & Operating Model Design
The best GTM strategies answer uncomfortable questions: Are we pursuing the right customers? Do we have the right coverage model for how buyers want to engage? Are our resources concentrated where we can win, or spread thin everywhere?
Market Strategy & Segmentation
We help you shift from demographic assumptions to data-driven prioritization:
Opportunity segmentation frameworks that evaluate current value, future potential, strategic importance, and cost to serve
ICP definition is specific enough for sales teams to identify good-fit prospects without relying on scoring tools
Realistic TAM/SAM/SOM models that can withstand board scrutiny
Segment-led deployment strategies that focus resources where you can succeed
A national media company approached us because 20% of their accounts generated 64.5% of revenue, yet sellers spent equal time across all customers. We developed segment-led coverage across SMB, Mid-Market, and Enterprise with vertical overlays that focused specialized effort on high-value opportunities while directing transactional demand to scalable, automated coverage. No new headcount. Just smarter deployment.
Coverage Model & Operating Design
Most organizations design coverage around geography, territory assignments, and who joined when. We design it around how customers buy and where you can win:
Direct vs. partner decisions based on segment economics
High-touch vs. digital engagement matched to customer complexity
Role specialization (Hunters vs. Account Strategists vs. Account Management)
Clear swim lanes that prevent handoff friction
For a talent marketplace with thousands of enterprise clients but persistent churn, we separated Hunters from Account Strategists and deployed dedicated Account Management to own retention and expansion. The old model had generalists doing everything poorly. The new model gave each role clear swim lanes and the capacity to do their job well.
Sales Strategy & Execution
Sales transformation isn't about motivation or activity. It's about removing obstacles so talented people can focus on understanding customer problems and positioning solutions.
Sales Process & Methodology
The best sales processes feel like common sense to reps because they mirror how customers buy:
Stage gates that improve forecast accuracy without creating bureaucracy
Qualification frameworks that help reps walk away from bad deals early
Playbooks for new logo acquisition, expansion, and competitive displacement
Account planning frameworks that identify whitespace without 40-slide decks
To move a talent marketplace from transactional order-taking to strategic discovery, we replaced a 20-field form with a 6-field framework. Instead of "What role do you need to fill?" it asked "What business objective is this role supporting?" That single shift changed the conversation from commodity fulfillment to strategic partnership.
Territory Design & Deal Support
Territory design seems simple until you balance quota distribution fairly while maintaining market coverage and avoiding constant rebalancing that destroys relationships. We build frameworks that consider workload capacity, account potential, and rep capability—not just revenue distribution.
For complex opportunities, we provide live deal coaching: mapping stakeholder dynamics, building competitive positioning, engineering value cases, and planning executive engagement.
Customer Success & Expansion Strategy
In subscription and consumption businesses, 80-95% of lifetime value happens post-sale. We design customer success operations that maximize retention, accelerate expansion, and turn customers into your most efficient growth engine.
CS Operating Model & Organization
We help you figure out what CS should do and how to structure teams that can do it well:
When customers need high-touch CSMs versus digital engagement and automated workflows
How many accounts can one CSM realistically manage, given segment complexity
Handoff protocols between Sales and CS that don't drop information or accountability
Health scoring models combining product usage with relationship signals and business context
Onboarding, Retention & Expansion
Time-to-value determines whether customers renew. We design onboarding that gets customers to their first success quickly, then progressively deepens adoption:
Adoption monitoring that identifies at-risk customers before they churn
Expansion playbooks keyed to usage thresholds, team growth, or new business priorities
Manager dashboards showing pipeline by segment with 30/60/90-day check-ins
Early warning systems that surface risks months before renewal
Pricing & Portfolio Strategy
Pricing is the fastest path to margin improvement, yet most companies either copy competitors or use cost-plus formulas that ignore value.
We design pricing models matched to how you deliver value and how customers want to buy:
Tiering based on capability, usage limits, or customer segment
Consumption models with the right metric, minimums, and caps
Hybrid approaches balancing predictable revenue with usage-based upside
Portfolio optimization, identifying what drives profitability versus complexity without benefit
The goal isn't maximizing revenue per deal. It's creating pricing that's easy for customers to understand, hard for them to game, and structured so natural growth drives expansion revenue.
M&A Revenue Integration
Private equity firms and strategic acquirers hire us because they've seen too many deals where revenue integrations looked promising on paper but never materialized.
Integration Planning & Execution
The best integration strategies start during diligence:
Revenue risk assessment if key customers or sellers leave
Customer overlap analysis - potential conflicts or opportunities?
Cultural assessment for realistic team integration timelines
We guide territory rationalization that preserves customer relationships, compensation harmonization that doesn't create retention risk, and tech stack consolidation with realistic timelines.
Our frameworks have helped PE-backed companies maintain customer retention above 95% post-acquisition while achieving revenue efficiencies within 6-9 months.
Most companies know what they want to achieve. The hard part is figuring out how, as market dynamics change Unlike traditional consultants who deliver strategy decks and leave, we partner with you through implementation. Our 4D Framework - Diagnose, Design, Deploy, Decode - ensures strategies translate into operational reality.
Diagnose: Understand Current State & Root Causes
Rather than jumping to solutions, we begin with deep diagnostic work using a multi-lens approach:
Comprehensive data analysis: Historical trends, AI-driven pattern recognition, root cause identification based on KPI relationships
Stakeholder engagement: Executive interviews, cross-functional surveys, customer journey mapping
Process and system reviews: Tech stack evaluation, process bottlenecks, systemic friction points
This surfaces root causes and not just surface symptoms.
Design: Co-Create the Future State
We don't prescribe theoretical solutions. We co-create practical, implementable designs with your teams:
Strategic planning workshops defining clear success criteria
Goal and accountability mapping aligning cross-functional teams
Solution development, redesigning workflows, customer engagement models, and enabling systems
Co-creation ensures alignment, buy-in, and a realistic foundation for execution.
Deploy: Put Strategy into Action
Execution support isn't an afterthought—it's core to our approach:
Implementation governance: Decision rights, escalation paths, progress review cadence
Change management activation: Change agent networks, segmented communications, experiential learning
Field enablement: Blended training (microlearning, practical workshops, real-world simulations)
This structured approach ensures strategic execution isn't left to chance.
Decode: Drive Continuous Optimization
Execution doesn't end at launch. It evolves through continuous optimization:
Performance monitoring with KPI tracking and automated dashboards
ROI measurement tracking implementation costs against business benefits
Process refinement, gathering user feedback, and scaling successful changes
Chief Revenue Officers who need strategies that align marketing, sales, and customer success around shared outcomes
CEOs and Boards navigating inflection points: new markets, business model transformation, and acquisitions.
Chief Customer Officers who are building customer success functions that drive retention and expansion revenue.
Private Equity Operating Partners who are focused on revenue growth and margin improvement, with tight timelines
Revenue Performance
Pipeline conversion improves 20-40% when territories are balanced, processes are clear, and sales teams focus on the right opportunities.
Growth Efficiency
Customer acquisition costs decrease when segmentation is sharp and coverage models match how customers want to buy.
Operational Leverage
Growth becomes scalable through better processes, more intelligent automation, and coverage models that differentiate high-touch from high-tech engagement.
Talent Marketplace Transformation
Annual churn exceeded 75% with an average customer lifespan of 6-7 months. Win rates hovered at 25%. We implemented segment-led coverage, a consultative sales framework, and dedicated account management. Capacity unlocked without headcount. Consultative approach increased win rates and deal quality. Early intervention surfaced expansion opportunities.
National Media Company RevOps
20% of accounts drove 64.5% of revenue, yet sellers were bogged down in low-yield activity. We introduced segment-led coverage, AE + CSM pods, re-established Revenue Operations, and prioritized AI use cases. Productivity boost refocusing effort on high-value accounts. The result was double-digit growth in all segments, with 15% year-over-year growth in the previously slow-growth Enterprise segment.
Growth Excellence Model (GEM) - Our comprehensive framework for integrated revenue transformation
Revenue Operations & Performance Infrastructure - Building the systems that power growth at scale
[BLOG LINK: Customer Success blog]
[BLOG LINK: Territory Design blog]
[BLOG LINK: GTM Strategy blog]
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Revenue growth that's predictable and scalable doesn't happen by accident. It's the result of an integrated strategy, disciplined execution, and continuous optimization.