Startups
Product exists and early customers came through the founder's network. The common problem is an unclear ICP and offer before outbound begins.
Who We Help
Different technology companies. Different GTM situations. The right starting point depends on where you are.
B2B technology companies can face very different commercial challenges, even when they operate in similar markets.
The right starting point depends less on the industry label and more on what is currently limiting GTM progress.
- Startups
- SaaS Companies
- IT Services Companies
- IT Product Companies
- AI Companies
- Software Companies
By Company Type
Different technology companies, different commercial starting points.
The company type provides context. The commercial situation determines where the work should begin.
SaaS Companies
Working product and some inbound, but outbound is inconsistent. The common problem is reaching the specific accounts that inbound does not bring in.
IT Services Companies
Growth has come mostly from referrals and relationships. The common problem is no repeatable way to create new conversations or manage the pipeline.
IT Product Companies
A well-understood product with a buyer story that is still unclear. The common problem is turning product knowledge into buyer-focused positioning and targeting.
AI Companies
A newer category where buyers are still learning how to evaluate the offer. The common problem is a clear use case, buyer and budget line to lead with.
Software Companies
Custom or enterprise software where product and project selling overlap. The common problem is qualification, scoping and a consistent sales process.
Where Are You Today?
Five common GTM situations.
The right starting point depends on the commercial problem you are solving now, not simply the type of technology company you run.
Finding the Market
“I do not know exactly where to sell or who to target.”
ICP, buyer roles or the first market to prioritise are still unclear.
Preparing to Sell
“I know the buyer but need a structured GTM motion.”
The offer is clear, but targeting, messaging and outbound are not yet organised.
Building Pipeline
“I need more qualified pipeline and a structured way to reach relevant buyers.”
Outreach is inconsistent and depends on referrals or bursts of activity.
Improving Sales Process
“I need a more repeatable sales process, better qualification and clearer pipeline visibility.”
Sales activity exists, but qualification, CRM stages and reporting are weak.
Handling Complex or Ongoing GTM
“I need deeper support with complex technology opportunities or ongoing GTM execution.”
Requirements are unclear, several stakeholders are involved, scope needs structure or proposals need stronger commercial clarity. Or senior GTM direction is needed on an ongoing basis.
Relevant services:
Possible engagements:
Let’s Talk
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Tell me what you sell, who you sell to and what is getting in the way of growth. I will tell you honestly whether and how I can help.