Four pillars of GTM infrastructure.
Every engagement is scoped to deliver working systems your team can own and operate. Documented process, hands-on training, and AI tooling built into every deliverable.
GTM Strategy & Planning
AI can research any market in seconds. It can't decide who to target, why you win, or how to position against a competitor your prospect just demo'd yesterday. We build the strategic layer that turns data into decisions — then give AI the playbook to execute against.
ICP Development
Data-driven ideal customer profiles built from your win/loss history, market analysis, and AI-assisted firmographic research. Not personas on a poster. Actionable targeting criteria your team uses daily.
Competitive Positioning
Where you win, where you lose, and why. Clear differentiation framework with battle-tested messaging your reps can use in live conversations, not just marketing copy.
Territory Design
Account segmentation, territory mapping, and coverage models that match your team size and market opportunity. Balanced for fairness, optimized for revenue potential.
Product-Market Messaging
Value propositions mapped to each ICP segment. Messaging hierarchy from elevator pitch to detailed use case narratives. Tested against real prospect feedback, not internal assumptions.
GTM Playbook
The master document that ties it all together. Market definition, targeting criteria, channel strategy, competitive positioning, and sales motion in a single reference your team actually uses.
AI-Assisted Targeting
Prompt libraries and workflows for AI-powered account research, contact enrichment, and signal monitoring. Your team finds the right accounts faster with less manual effort.
What changes after this engagement
Sales Enablement
Your prospects can upload your product docs to ChatGPT and get better answers than 80% of your sales team. That's the bar now. We don't build enablement that creates "people persons" with battle cards. We build systems that turn reps into product experts who can teach prospects something they didn't already know.
Product Fluency System
Structured knowledge programs that take reps beyond feature-level understanding into deployment patterns, edge cases, and industry-specific use cases. The goal: every rep knows the product cold enough to sell without an SE in the room.
Competitive Intelligence Framework
Not just battle cards — an honest competitive positioning system. Where you win, where you lose, and how to handle it when a prospect has already seen the competitor's demo. Updated quarterly with real win/loss data.
Outbound Cadences
Multi-channel prospecting sequences with email, phone, and social touch patterns. Built for your specific ICP segments with AI-assisted personalization at scale.
Discovery & Teaching Framework
Conversation frameworks that go beyond qualifying into teaching. Reps learn to show prospects patterns from similar deployments, reframe how they think about their problem, and ask questions the prospect didn't know they needed to answer.
Sales Process Playbook
Stage-by-stage breakdown of your sales motion with entry/exit criteria, required activities, and coaching checkpoints. The operating manual for how deals move through your pipeline.
AI Prompt Library for Reps
Ready-to-use prompts for pre-call research, email drafting, competitive positioning, and deal strategy. Designed so AI handles the repetitive work and reps spend their time on what humans still do better: navigating politics, building trust, and closing.
What changes after this engagement
Team Development
In the age of AI, the bar for what makes a good sales rep just went up. The "people person" who relies on charm and a battle card is already obsolete. You need reps with product curiosity, initiative, and the ability to teach — and you need systems that develop those traits from day one. We build the hiring, onboarding, and coaching infrastructure that produces the kind of team AI can't replace.
Hiring Scorecards
Competency-based evaluation frameworks with structured interview guides that screen for product curiosity and initiative, not just "people skills." If a candidate hasn't signed up for your trial before the interview, that tells you everything you need to know.
Structured Onboarding
30/60/90 day plans with specific milestones including product fluency checkpoints, competitive knowledge gates, and graduated responsibilities. New hires don't just learn the process — they learn the product cold before they get in front of customers.
Coaching Framework
Weekly 1:1 structure, deal review cadence, call coaching methodology, and skill development tracking. AI handles call scoring and pattern detection. Managers focus on the judgment calls AI can't make — navigating politics, building trust, and developing product expertise.
Weekly Operating Cadence
Meeting rhythm, reporting structure, and accountability systems. Pipeline reviews, forecast calls, activity reviews, and team standups with clear agendas and outputs for each.
Performance Dashboards
Real-time visibility into leading and lagging indicators by rep, team, and territory. Activity metrics, conversion rates, pipeline health, and quota attainment in a single view.
Promotion Criteria
Transparent career progression framework with defined competencies, performance thresholds, and development milestones. Retention improves when people see a clear path forward.
What changes after this engagement
Revenue Operations
AI-powered forecasting, pipeline analysis, and deal scoring are transformational — but only if the underlying data is clean. Most companies try to layer AI on top of a CRM full of garbage data and wonder why it doesn't work. We build the operational foundation first, then integrate the AI tooling that makes it compound.
CRM Architecture & Hygiene
Field structure, record types, automation rules, and data quality standards. We clean up what's broken and build the foundation that keeps it clean going forward.
Deal Stage Definitions
Clear entry and exit criteria for every pipeline stage with required fields, validation rules, and rep-facing guidance. Eliminates "happy ears" pipeline and makes forecasting possible.
Pipeline Rules & Management
Aging policies, stage velocity benchmarks, and deal hygiene automation. Stale deals get surfaced, stuck deals get attention, and the pipeline reflects reality.
Activity Scorecards
Rep-level activity tracking with leading indicators tied to outcomes. Calls, emails, meetings, and pipeline generation tracked against targets with color-coded visibility.
KPI Dashboards
Executive, manager, and rep-level views built in your CRM. Pipeline coverage, conversion rates, cycle times, and revenue attainment without needing a BI tool or analyst.
AI Forecasting Framework
AI-assisted pipeline analysis that identifies risk factors, scores deal health, and surfaces patterns your team would miss manually. Forecasting moves from art to data.
What changes after this engagement
Not sure which pillar comes first?
Most engagements start with a diagnostic. We assess your current state, identify the highest-impact gaps, and recommend where to begin. The initial consultation is free.
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