Seven operational stages, from Product Design to Analytics & Reporting. Each stage defines activities, tools and outputs.
Translate needs and constraints into product requirements. Map user journeys and use cases, build wireframes and prototypes, prioritise features and validate assumptions through structured testing.
Define scope and segments, gather comparable sources and classify competitors and alternatives. Compare offers, pricing, channels and messaging in a matrix that guides decisions.
Define the ICP, value proposition and differentiators. Translate positioning into messaging architecture, editorial plans, channel copy and guidelines for a consistent tone of voice.
Design campaigns by segment and objective: audiences, channels, assets, landing pages and tracking. Test creative and offers, analyse conversions and cost per qualified lead, and reallocate budget.
Design GTM workflows that turn verified signals into qualified opportunities; structure and lead the commercial department through roles, processes, recruitment, playbooks, training, targets and KPIs.
Define structure, roles, responsibilities, territories, targets and KPIs. Manage pipeline reviews and forecasts, coaching, CRM quality and coordination with marketing and delivery.
Define role profiles and scorecards; select through structured interviews and practical cases. Introduce new hires to the offer and sales process, with ramp-up targets and regular reviews.
Document sales stages, qualification criteria (MEDDIC/SPICED), discovery, objection handling and handoffs. Build training around role play, shadowing and call reviews; update the playbook using conversion data.
Lead discovery to understand needs, priorities and the decision-making process; qualify opportunities against value, budget and the stakeholders involved. Build proposals aligned with customer objectives, handle objections and negotiate terms and agreements. Manage next steps and deal progression through to closing, then coordinate the handover to delivery with shared scope, commitments and responsibilities.
Define a measurement plan connecting marketing and sales objectives to sources, events, UTMs, KPIs and custom metrics. Integrate GA4, Search Console, advertising and CRM data to measure acquisition, costs and attribution alongside pipeline quality and coverage, stage conversion rates, win rate, sales cycle length, forecast accuracy and revenue. Process data with Python and APIs, build dashboards and reports in Data Studio, and turn deviations into actions, tests and priorities. Data guides every process iteration.