Business Consulting with the System in Mind
Practical advisory support for business owners and leaders who know that strategy and structure are only part of the story.
Helping you navigate complexity beyond point solutions, grounded in the realities of the whole system.
In Sydney and online
Ursula’s practical, systemic Go To Market Consulting or advisory service brings a holistic lens to go-to-market strategy, looking at how every part of your business system interacts.
Independent of company size, it supports solutions to address strategy questions, hidden dynamics, misalignments, and relationship issues. If paired with business constellations, these services support the transition from insight to action.
“GO-TO-MARKET IS NOT A HIGH LEVEL, ONE-OFF PROCESS….
… it is dynamic and requires integrated strategy and operations frameworks”
Predictable Revenue
through transparency and process
Scalable Sales Process
to grow pipeline and improve conversion
Effective Structure
for high-performance GTM engine
Focused Execution
to achieve business objectives
Simplifying Go To Market
More art than science, the complexity of GTM lies in the fact that it touches a number of functional areas, mainly product, marketing and sales. GTM strategy and execution must be well orchestrated and highly agile to move with market dynamics.
All the building blocks are interconnected and have significant impact on each other. Any changes in either sales or marketing or product has immediate impact on the others. Without a systemic approach, effective alignment behind shared goals and action plans is difficult and limits outcomes.
Based on your organisation’s vision and purpose, the Go To Market framework delivers focus, clarity and alignment to the strategy and operational execution across all elements. Independent of the size of your organisation, the principles are the same.
Go To Market Consulting encoded over 30 years experience with more than 100 tech companies into the GTM Framework. It provides a pragmatic pathway to build a vital Go To Market strategy in a collaborative and inclusive way. It cuts through complexity and offers a simplified frame of reference with specific building blocks, methods, tools and deliverables.
Complementing hands-on analytical consulting services with the facilitation of systemic problem diagnosis and solution development provides a holistic, fast and efficient approach.
Strategic Go To Market
Positioning is at the heart of the strategic GTM. It brings your vision, purpose – your “why” to life. It is the most challengind part as it captures the complexity of market dynamics, competitive landscape and differentiation.
From there, the other elements flow. The key is that all are aligned around the same “true north” of the GTM pathway.
Without clarity at this level, execution in day to day operations can easily get distracted into other directions. GTM is a team play.
Outcomes
POSITIONING
Guided by your vision, market dynamics and the competitive landscape your market positioning needs define a compelling place in your customer’s mind.
MARKETING STRATGEY
A strategic marketing plan defines target markets, company messaging, communication objectives and marketing competencies.
PRODUCT / MARKET FIT
The value of your products and services is determined by your customers’ perception.
A strong product/market fit defines the ideal customer profile.
CHANNEL TO MARKET
Defining the sales channel and structure requires close alignment with the marketing structure. Shared objectives will foster collaboration and optimal results
BUSINESS OBJECTIVES
Measurable outcomes go beyond revenue and profit and reach into marketing, channel or finance domains to align objectives or reach qualitative milestones.
KEY INDICATORS
Effective cadence to assure timely information flow and decision making across hierarchies and functions will provide the visibility needed to remain agile.
Operational Go To Market
Based on the strategy, the operational framework defines “what” to focus on and “how” things are done . It simplifies complexity and breaks it down to logical interconnected building blocks across sales and marketing functions and owners.
Sales and Marketing can runwith more clarity, focus and gain more confidence in results through repeatability and scalability of processes.
Most importantly it is always aligned with your organisations strategy and purpose. All elements are interconnected and impact each other. Strong alignment makes everything more impactful and enables agility for neverending change.
Outcomes
GTM FOCUS
CONNECTING Products and Markets through a comprehensive Go- to-Market strategy across direct or indirect channels.
SALES PROCESS
FORMULA defining step by step the process with all stages and activities specific to your business.
SALES REVENUE PLAN
CLARITY where the revenue will come from, chunking the big number into achievable, trackable targets.
MARKETING CAMPAIGNS
ALIGNMENT between Marketing and Sales objectives for Lead Generation and buyer experience
SALES STRUCTURE
ACCOUNTABILITY for the team defining roles, responsibilities, measures and territory definitions.
PERFORMANCE
OPTIMIZE performance and increase forecast accuracy through effective sales management.
Services Portfolio
GTM CONSULTING & ADVISORY
Ongoing work on GTM capabilities provides the consistency and reliability to progress what needs to be done without the start/stop of isolated project work with an affordable budget.
From A$ 3,000/mth (2 days consulting) or A$1,500/mth (4hrs advisory)
PROJECT CONSULTING
For specific requirements demanding bandwidth and hands -on GTM expertise as accountable part of the team.
With agreed project scope I faciliate and deliver defined outcomes within timeframes to a fixed project budget.
SYSTEMIC SOLUTIONS
Intuitive insights for fast, effective and experiential problem solving for complex, delicate or “stuck” situations. On-line or in-person(Sydney metro).
A$ 2,000 + GST incl. 30 min preparation call, 2 hr faciltiated session, 1 hr debrief call.