Work
Problems we’re working on.
We publish only what is accurate, approved and genuinely underway. Some engagements are described anonymously. None are embellished.
New ownership, an established business, and a commercial model built for an earlier stage.
Context
Revenue was real and durable. The go-to-market architecture underneath it had accumulated a decade of additions.
What we found
Offering complexity was doing the damage. Sales was translating the portfolio for every buyer, individually, from scratch.
Common Cost
Excellence lived in a handful of people, and none of it was institutionalized.
Intervention
Positioning, offering architecture, sales enablement and a marketing-to-revenue model leadership could actually read.
Outcome
In progress. Reported as it is approved.
A fragmented portfolio of genuine capabilities that the market could not assemble into a story.
Context
Buyers had to understand the organization before they could understand the value.
What we found
The company had more capability than story, and the category language it used was identical to its competitors’.
Common Cost
Differentiation collapsed into price.
Intervention
Enterprise positioning, product architecture and a repeatable sales motion.
Outcome
In progress. Reported as it is approved.