Boutique Go-to Market Advisory & Coaching
Value Creation through
Go-To-Market Acceleration
Finally, expert guidance specifically for B2B software and services companies in the lower middle market (<$50MM in revenue)
Boutique Go-to Market Advisory & Coaching
Value Creation through
Go-To-Market Acceleration
Finally, expert guidance specifically for B2B software and services companies in the lower middle market (<$50MM in revenue)
Boutique Go-to Market Advisory & Coaching
Value Creation through
Go-To-Market Acceleration
Finally, expert guidance specifically for B2B software and services companies in the lower middle market (<$50MM in revenue)
Yield Group has been a perfect fit for our portfolio companies. They have an amazing ability to help lower middle market companies quickly identify, prioritize and execute go-to-market initiatives."
- Chong Moua, Managing Partner, Boathouse Capital
Yield Group has been a perfect fit for our portfolio companies. They have an amazing ability to help lower middle market companies quickly identify, prioritize and execute go-to-market initiatives."
- Chong Moua, Managing Partner, Boathouse Capital
Yield Group has been a perfect fit for our portfolio companies. They have an amazing ability to help lower middle market companies quickly identify, prioritize and execute go-to-market initiatives."
- Chong Moua, Managing Partner, Boathouse Capital
The Problem
The Problem
The Problem
Growth is hard and getting harder, especially for companies with less than $50mm in revenue.
Growth is hard and getting harder, especially for companies with less than $50mm in revenue.
Growth is hard and getting harder, especially for companies with less than $50mm in revenue.
Growth is hard and getting harder, especially for companies with less than $50mm in revenue.
What We’ve Done No Longer Works
What We’ve Done No Longer Works
Fewer leads, fewer demos, declining win rates, longer cycles, lower ACVs and more. What once worked reliably well, doesn't.
Fewer leads, fewer demos, declining win rates, longer cycles, lower ACVs and more. What once worked reliably well, doesn't.
Going Up (Down) Market
Going Up (Down) Market
The Board is telling us we need to go up (or down) market. If only it were that easy. This road is filled with pitfalls
The Board is telling us we need to go up (or down) market. If only it were that easy. This road is filled with pitfalls
Marketing is a Revolving Door
Marketing is a Revolving Door
Improved fit and content alignment improves win rate by 3%
Improved fit and content alignment improves win rate by 3%
Efficiency Needs to Improve
Efficiency Needs to Improve
Capital is now much more expensive, with no relief in sight. We need to improve the efficiency of our revenue team.
Capital is now much more expensive, with no relief in sight. We need to improve the efficiency of our revenue team.
The Solution
The Solution
The Solution
Capital-efficient growth is a result of coordinated improvements across the GTM engine
Capital-efficient growth is a result of coordinated improvements across the GTM engine
Capital-efficient growth is a result of coordinated improvements across the GTM engine
Capital-efficient growth is a result of coordinated improvements across the GTM engine
Interested
2%
Tighter messaging brings 2% increase in “hand raisers
Opportunity
3%
Better targeting brings 3% uptick to opp conversion
Win Rate
3%
Improved fit and content alignment improves win rate by 3%
Deal Value
+2%
Higher quality opps + fit + value delivery enhances ACV by 2%
Cycle Time
+32%
-10 days
New Business Growth
Proactively managing buyer process reduces cycle time by 10 days
+32%
New Business Growth
Why Does the GTM Engine Get Stuck?
Why Does the GTM Engine Get Stuck?
Why Does the GTM Engine Get Stuck?
Pervasive for Companies with $5MM - $50MM in Revenue
Companies in the lower middle market have a unique set of challenges:
The business has grown to a size that requires significant operational focus
This leaves revenue leaders very little time to coordinate and tackle the GTM strategy
Effective Go-to-Market requires an inter-connected operating system vs optimizing the parts
There are strong, but diverging opinions, but insufficient data to move forward with confidence
The vision of the CEO/Investors is NOT what customers buy, today. This impacts focus.
These dynamics often cause companies to burn through multiple cycles with partial solutions.
Pervasive for Companies with $5MM - $50MM in Revenue
Companies in the lower middle market have a unique set of challenges:
The business has grown to a size that requires significant operational focus
This leaves revenue leaders very little time to coordinate and tackle the GTM strategy
Effective Go-to-Market requires an inter-connected operating system vs optimizing the parts
There are strong, but diverging opinions, but insufficient data to move forward with confidence
The vision of the CEO/Investors is NOT what customers buy, today. This impacts focus.
These dynamics often cause companies to burn through multiple cycles with partial solutions.
Pervasive for Companies with $5MM - $50MM in Revenue
Companies in the lower middle market have a unique set of challenges:
The business has grown to a size that requires significant operational focus
This leaves revenue leaders very little time to coordinate and tackle the GTM strategy
Effective Go-to-Market requires an inter-connected operating system vs optimizing the parts
There are strong, but diverging opinions, but insufficient data to move forward with confidence
The vision of the CEO/Investors is NOT what customers buy, today. This impacts focus.
These dynamics often cause companies to burn through multiple cycles with partial solutions.
4 Ways We can Help
Go to gtmPRO
5+ Years. More than 50 client engagements. Thousands of hours in development, we provide every guide, template, framework and tool we use, for free. Plus our weekly newsletter, podcast, free workshops and more!
5+ Years. More than 50 client engagements. Thousands of hours in development, we provide every guide, template, framework and tool we use, for free. Plus our weekly newsletter, podcast, free workshops and more!
Go to gtmPRO
5+ Years. More than 50 client engagements. Thousands of hours in development, we provide every guide, template, framework and tool we use, for free. Plus our weekly newsletter, podcast, free workshops and more!
GTM Coaching
GTM Coaching
Hands on, 1:1 coaching to help you solve your most immediate go-to-market issues.
Spots are limited.
Hands on, 1:1 coaching to help you solve your most immediate go-to-market issues.
Spots are limited.
Hands on, 1:1 coaching to help you solve your most immediate go-to-market issues.
Spots are limited.
GTM Coaching
GTM Workshop
GTM Workshop
30-Day sprint with your revenue team, culminating in a 1-day workshop that aligns the team around GTM priorities and a plan to execute.
30-Day sprint with your revenue team, culminating in a 1-day workshop that aligns the team around GTM priorities and a plan to execute.
30-Day sprint with your revenue team, culminating in a 1-day workshop that aligns the team around GTM priorities and a plan to execute.
GTM Workshop
GTM Accelerator
GTM Accelerator
90-day consulting engagement where we dig deep to provide the revenue team insights to inform the GTM strategy and prioritized execution plan.
90-day consulting engagement where we dig deep to provide the revenue team insights to inform the GTM strategy and prioritized execution plan.
90-day consulting engagement where we dig deep to provide the revenue team insights to inform the GTM strategy and prioritized execution plan.
GTM Accelerator
GTM Accelerator
"They helped us establish a growth framework internally and helped us gain that alignment & cohesion across the revenue team"
-Josh Tolan, CEO, Sparkhire
"They helped us establish a growth framework internally and helped us gain that alignment & cohesion across the revenue team"
-Josh Tolan, CEO, Sparkhire
"They helped us establish a growth framework internally and helped us gain that alignment & cohesion across the revenue team"
-Josh Tolan, CEO, Sparkhire
WHY CHOOSE US
We Compress Time
We have started companies from scratch and worked for a few in the Fortune 100, but our passion is with companies in the lower middle market.
We compress time by providing strategic guidance and tactical support to companies that need to design, implement and execute Go-to-Market motions that drive capital-efficient growth.
WHY CHOOSE US
We Compress Time
We have started companies from scratch and worked for a few in the Fortune 100, but our passion is with companies in the lower middle market.
We compress time by providing strategic guidance and tactical support to companies that need to design, implement and execute Go-to-Market motions that drive capital-efficient growth.
WHY CHOOSE US
We Compress Time
We have started companies from scratch and worked for a few in the Fortune 100, but our passion is with companies in the lower middle market.
We compress time by providing strategic guidance and tactical support to companies that need to design, implement and execute Go-to-Market motions that drive capital-efficient growth.
Top Posts at gtmPRO
Top Posts at gtmPRO
Top Posts at gtmPRO
gtmPRO is a Go-to-Market resource created exclusively for:
Revenue Leaders in Marketing, Sales and Customer Success, at
B2B software and services companies, that are in
the Lower Middle Market ($5mm - $50mm in revenue)
gtmPRO is a Go-to-Market resource created exclusively for:
Revenue Leaders in Marketing, Sales and Customer Success, at
B2B software and services companies, that are in
the Lower Middle Market ($5mm - $50mm in revenue)
gtmPRO is a Go-to-Market resource created exclusively for:
Revenue Leaders in Marketing, Sales and Customer Success, at
B2B software and services companies, that are in
the Lower Middle Market ($5mm - $50mm in revenue)
Every deal is competitive. Embrace it.
Every deal is competitive. Embrace it.
Bowling Pins for 2024 Planning
2023 Guide to Marketing Organization Structure (for companies under $50MM in revenue)
The Unintended Consequences of AI-Supported Sales
The Unintended Consequences of AI-Supported Sales
Blow Away the Board: Cohort Analysis and Other Reporting Fundamentals
Blow Away the Board: Cohort Analysis and Other Reporting Fundamentals
4 Keys to Outbound in 2024
4 Keys to Outbound in 2024
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