Who we help

We focus exclusively on mid-sized B2B companies
and business units that operate in complex selling environments.

 
 

And many more ...

Our typical client profile:

Offering
  • Complex product and service offerings
Geography
  • National and international
Sales force
  • Direct and distributor
  • Indirect: account managers, service technicians, etc.
Channel
  • Multichannel and multistep distribution
  • Multiple paths of distribution
Selling environment
  • Intricate and lengthy decision-making process
  • Layers of gatekeepers, influencers and decision-makers
Lifestage
  • Triggered by a disruptive event
  • Seeking new pathways to long-term growth
  • Recognize the need to change current marketing strategies and processes

Triggers of change

Our clients are often in or entering a time of Big Change, which is the catalyst for new expectations for the performance of their business.

Issues We Help Transform:

Leadership & Culture

  • Uncovering a purpose that inspires and aligns employees and customers
  • Aligning the efforts of sales and marketing
  • Engaging employees to deliver on your market promise
  • Aligning functional groups to work together to meet customer needs
  • Changing the mindset and behaviors of employees
  • Breaking down silos

Brand & Marketing

  • Simplifying complex products and services, making them easier to sell and easier to buy
  • Developing a compelling market message
  • Establishing a market leader position
  • Raising the profile and visibility of your company
  • Creating true differentiation in an increasingly commoditized market
  • Developing the ability to better diagnose customers’ business problems and finding creative solutions

Sales Reps & Approach

  • Evolving sales skills from product pusher to consultative partner
  • Graduating the sales approach from ad-hoc to structured process
  • Identifying ways to create customer value throughout the sales cycle
  • Adopting new technologies to improve the sales experience and productivity
  • Selling on value and business benefits vs. price and features

Customers & Market

  • Stemming the impact of an aggressive new entrant
  • Getting ahead of trends that are shaping customer behaviors
  • Determining which customer segments offer the most opportunity for growth
  • Strengthening distributor relationships to become true business partners

We love clients with...

Complicated offerings

Got a product that takes three meetings to explain? Got a product that's not really a product? Do you make the things that go in other things? Great. We speak your language.

Convoluted ecosystems

Some companies make a product and sell it directly to customers who use it. Where's the challenge in that? Our clients often sell through a tangled web of manufacturers, distributors, retailers, sales forces, brokers, influencers, purchasers, installers, customers and users. Solving these Gordian knots—that’s the fun part.

Protracted sales cycles

Our clients live in a world where sales cycles are commonly measured in months and years, with intricate decision-making processes and extensive touchpoints that require loads of preparation and persistence. It’s the kind of challenge that results in huge, hard-fought victories. If it were easy, everyone would do it.

Unknown brand names

Anyone can build awareness for a Fortune 100 name. We're into brands that fly under the radar, the ones with the most to gain. Our job is to make them known, preferred, chosen, loved—not by the man on the street, but by the people who matter to their business.

Unsung industries

Most business takes place far away from the public limelight. That’s the kind we’re most interested in: the businesses that make business work and the companies that keep industries moving. We let other firms chase after sizzle—we'll gladly focus on substance.

But most of all, we love leaders with outsized ambitions

We’re drawn to leaders with passion for their business, a vision for the future and the guts to do what it takes. They’re the ones we want to work with. Because they’re the ones who make great things happen.

see our work