The foundation to
realize fast, sustainable
& scalable growth
Profit
You will get control over your funnel/bow-tie with our unique DNA-ICP: increase in conversions, winrates, deal size and CLV
Togetherness
Being succesfull together: shared focus, kpi's and strong collaboration based on a shared belief
People development & happiness
Bringing the teams to the next level with the right enablement to go to market where the magic happens
Purpose
Inject why you exist in your storytelling and -selling. That is what makes you unique and leaves a footprint
Building block 0
Aligning the team around the common purpose
Objective
Finding/clarifying why you exist: exploring the intersection of purpose + profit
Togetherness
Making everyone part of diving deep into your why as foundation of what you live and breathe
Results/Output
-
Redefined/localized Purpose, Vision, Mission & Values
-
Shared understanding of the impacat of purpose in strategic selling
Building block 1
Defining growth and how teams measure success & progress
Objective
Getting the right external & internal insights to define what success looks like
Togetherness
-
Auditing the state of your togetherness & transformation journey to become better every day
-
Leadership explaining growth objectives and team defines shared success KPI's
Results/Output
-
Next stage defined in transformation journey
-
A growth calculator that defines volume, velocity & conversion to reach your revenue goals
-
Shared KPI's & goals
Building block 2
Create processes to define customers with the highest values
Objective
Defining & finding high-value customers based on our DNA-ICP with our unique approach
Togetherness
The entire team is involved in creating the criteria like how the ideal customer looks (e.g.demographics, culture, values)
Results/Output
-
A DNA-ICP profile
-
Having a defined focus on customers with the highest propensity to land & expand
Building block 3
Understand together how to engage with DMU
Objective
A collaborative approach to stakeholders in the DMU, messaging & value proposition
Togetherness
Deep understanding of the buyers to bring the team to the next level (content, communication, outbound & sales)
Results/Output
-
The team feels enabled to engage with the entire buying group, what they value and how they buy
-
Messaging mapped to buying process
Building block 4
Connecting your purpose & brand to a topic to claim in the market
Objective
A trust-worthy topic that resonates with the audience
Togetherness
Creating a topic as a team that appeals others to join you in that movement (colleagues, investors, customers, society)
Results/Output
A purpose-driven topic, distinctive messaging and storytelling
' Fighting for art; the voice of humanity" - ' Making IT Carbon free' - ' Serving the market by growth trough togetherness'
Building block 5
Getting an account-centric approach in place
Objective
Connecting Sales & Marketing process & activities to buying process & activities
Togetherness
Defining roles & responsibilities in each stage of the selling process of the entire funnel or bow-tie
Results/Output
Account-centric approach for BDR's/Sales/Marketing/Customer success
Building block 6
First attempts in learning playing the game different
Objective
Ensuring that team adopts and implements the togetherness-led growth gtm model by coaching
Togetherness
Creating ONE playbook for the teams
Results/Output
The teams work smarter, have more fun and realize a faster time to impact
Togetherness-led Growth GTM Playbook