Strategic Enablement Delivers
Improved Productivity and Efficiency
By providing your team with the resources and training they need, you can streamline processes and reduce inefficiencies.
Enhanced Customer Experience
A well-trained and equipped team delivers better customer experiences, leading to increased customer loyalty and satisfaction.
Increased Revenue and Profitability
By achieving your strategic goals and improving operational efficiency, you can increase revenue and profitability for your business.
Growth Detractors
Revenue mix changes
Companies with product-market fit expand market share by moving from primarily product-led growth (PLG) to layer on an outbound sales motion. This new go-to-market process will not deliver results if the product and GTM teams aren’t aligned. Successful businesses must address:
New competitors and economic headwinds make value selling a requirement
Varied sales motions requires more rigor to analyze and realize target conversion rates
Product evolution and proliferation requires more responsive enablement to ensure the team is equipped
Product and GTM teams have to have a defined operating rhythm to drive feedback loops
Feature/Function Selling
Selling “speeds and feeds” will get you delegated to buyers with limited budget and influence to drive urgency.
Reps and other members of the revenue organization need the tools and knowledge to understand what drives the most value for their customer. Attaching to critical business needs and successfully mapping your product capabilities and differentiators to them will drive urgency and gain access to larger budgets.
Truly effective value-based messaging requires an organization wide effort to clarify the true value that their products and solutions can deliver and embed that in all phases of customer engagement through enablement, marketing, tooling and processes.
Proactively prepare for your next phase of growth
Software companies that have achieved product-market fit can grow admirably based solely on technical buyers who tend to be early adopters. However, even companies with the best products will hit a wall once they have saturated that buyer profile. If you’re planning to target a broader set of companies, and engage with a more diverse set of buyers, you need a strategy to make sure your revenue team is ready.
Evolving your customer engagement can take months and years to be completed, so starting to build that transition before you hit that wall is critical. This migration will require a company-wide shift in how your whole product, marketing, sales and post sales teams operate together and how they approach the customer with consistency, and a proactive effort to measure the specific impact that each function has in driving the revenue flywheel.
Focus Areas
Large or small, we can tackle point issues, or support a full transformation of your revenue enablement strategy to succeed in all market conditions