Go-to-market

Go-to-market is where the rebuild starts.

Our practice covers thirteen go-to-market functions in five groups. A person decides in each one.

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A PERSON DECIDES IN EACH GROUPFOUNDATIONDEMANDDEALSAFTER THE SALEOPERATIONS13 FUNCTIONS IN 5 GROUPS

What you get

Our practice covers the whole revenue organization.

Group 1 of 5

Foundation

Agents need an agreed customer profile first.

  • 01

    Market intelligence

    Propose segments from won and lost deals.

    The customer profile and each segment.

  • 02

    Account and contact data

    Fill and verify fields from approved sources.

    Which source wins for each field.

Group 2 of 5

Demand

Demand work carries the heaviest policy load.

  • 03

    Outbound prospecting

    Research accounts, write messages and send within caps.

    Who may be contacted and what may be claimed.

  • 04

    Inbound response and qualification

    Answer a form or a demo request within minutes.

    Any pricing, legal or security question.

  • 05

    Marketing and content

    Draft from approved source material.

    Brand and claims rules, and the decision to publish.

  • 06

    Account-based marketing

    Maintain the account list and propose plays.

    Account ownership and contact frequency.

Group 3 of 5

Deals

The seller stays the sender.

  • 07

    Sales execution

    Prepare meeting briefs and draft follow-ups.

    Every buyer-facing message.

  • 08

    Pipeline, forecasting and record upkeep

    Update records from calls and email.

    The forecast number.

  • 09

    Partnerships, channel and co-sell

    Match accounts with partners and prepare co-sell briefs.

    What account data is shared with which partner.

Group 4 of 5

After the sale

Account owners decide every renewal action.

  • 10

    Customer success

    Combine usage, support and billing signals into one view.

    Every renewal, save or expansion action.

  • 11

    Support

    Classify requests and draft answers with citations.

    Billing, refunds and policy exceptions.

Group 5 of 5

Operations

Reporting starts with agreed definitions.

  • 12

    Reporting and analysis

    Answer questions from governed data.

    One definition per metric.

  • 13

    Enablement and knowledge

    Answer staff questions with citations.

    The source documents and their owners.

Where to start

Start where an error can be caught.

Start with these six

  • Record and pipeline upkeep
  • Meeting preparation and follow-up drafts
  • Inbound response
  • Account research and list building
  • Internal knowledge answers with citations
  • Outbound agents, once the policies exist

In each one a person can catch an error before it reaches a customer, and the result can be measured.

These seven should wait

  • Support answers on policy or billing with no person involved
  • Deal-desk approvals, pricing and contract terms
  • Forecast calls before the data is clean
  • AI voice calling
  • Automated messaging on professional networks
  • Partner data sharing before a confidentiality policy exists
  • Content published without an editor

The order of work

Every function follows the same four steps.

  • Connect
  • Policies
  • Agents
  • Improve

Systems are connected and policies are written before an agent takes a step.

Read the full approach

Partners

Both partners have spent their careers in revenue.

Amir Torabi, partner at The Partner Shop.
Amir TorabiPartner, San Diego15 years in revenue leadership. More than $50M in SaaS sales closed.
Nicholas Romaya, partner at The Partner Shop.
Nicholas RomayaPartner, Los AngelesHe started a SaaS partner program from nothing. It sourced more than $10M in revenue.
$100M+
SaaS sales closed between them
25 years
Combined experience
$0 to $10M
Businesses taken there more than once

Meet the partners

Next step

Tell us which workflow you want rebuilt.

The first step is a call with a partner.

Book a call
01020304