I help B2B SaaS leaders

I partner with B2B SaaS CxOs and revenue leaders to accelerate revenue growth by building a buyer-centric go-to-market strategy.

I often work with leaders when things have started to veer off the venture track.

  • Poor pipeline coverage

  • Low conversion rates

  • End of quarter discounting

  • Deals slipping out of quarter

  • Closed-No Decision opportunities

  • Churn is creeping up

  • Voluntary attrition increasing

  • Finger-pointing between teams

Most commonly I partner with the most senior revenue leader in place (typically a CRO, sometimes the VP of Revenue Operations) I will work with that role to revisit and improve your buyer’s journey from unaware to repeat customer.

This may include:

  • Defining your ICP, buyer personas and value propositions

  • Designing, building and managing buyer enablement tools

  • Developing sales plays for new territories or customer segments

Note: CMO and VP Customer Success may not actually report into the CRO, but this graphic represents the CRO has 100% ownership of all Go To Market processes, systems and people.

In smaller organisations where there is no single revenue leader with responsibility across the go-to-market organisation I will work directly with the CEO.

I support them in building (or rebuilding) their go to market function, including:

  • hiring the GTM team

  • defining the value proposition for your ICP

  • defining the buyer and seller journey

  • designing, building and managing buyer enablement tools

  • Building sales plays to enable your sales team on a buyer-centric go-to-market strategy