Growth Matrix

The Way to Growth

Every business is unique; that’s why we don’t believe in cookie cutter approaches or patchwork solutions. But we do know from our research and experience that, depending on what stage a business is in, there are common needs and challenges a company must address to successfully position itself and manage sustained growth.

Where Is Your Business in The Stages of GROWTH?

Genesis

 

In the beginning.

You’re a CEO/Founder who’s asking:
• How do I prioritize investments? I have to stop working in the business and start working on the business, but what Sales and Marketing investments should I make first?
• When should I hire sales staff? What type of sales resources do I need?
• How do I put a go-to-market process in place so we have a consistent approach once we bring new people on board?
• Most of our business comes through referrals, but we want to get proactive. How do we know what markets and/or geographies to focus on for growth?
• What measures and metrics should I pay attention to?

You need:
To get poised for growth by putting the right infrastructure, foundation and essential resources in place.

We can help you:
• Put together a solid business development plan with clearly identified objectives and milestones
• Procure distribution resources
• Map priority markets
• Plan account penetration strategies
• Develop and implement a lead generation and management program
• Create forecasting and other dashboard reports
• Develop position tools and your Unique Selling Proposition (USP)

Replicate

 

Moving forward.

You’re asking:
• Do I have the right tactics in place to enable me to achieve my strategic objectives – both short-and long-term?
• How do I set up territories and target sales resources most effectively as I grow? Should I add full-time sales staff or consider distributors and/or alliances?
• If I hire sales staff, how do I attract the right talent and build a comp plan that rewards the right behaviors and gets the results I’m looking for?
• Should we develop new products or update/enhance existing product lines?
• How do I ensure our target market is still right for us? What are the questions I need to ask to keep us on track for our revenue and profit objectives?
• Where should I invest my marketing resources to make sure the pipeline stays strong and Sales gets quality leads?

You need:
Strategies and tactics that will help you select and manage the right distribution channels, markets and resources to drive exponential growth.

We can help you:
• Develop a segmentation or channel strategy
• Create sales profiles and compensation structures
• Recruit and coach sales professionals
• Accelerate ramp-up with on-boarding processes and tools
• Establish processes for quota development and goal setting
• Create and implement prospecting and pipeline development strategies

Optimize

 

Gearing up for expansion.

You’re asking:
• What do I need to do to get to the next level of success? Do I have the appropriate resources – sales, marketing, other areas – and infrastructure to handle it?
• How do we plan for additional sales resources (channels, full-time staff, segmentation, alliances, etc.) while still keeping current staff engaged and motivated?
• How do I make sure that my existing customers get the right service and stay with us while we are adding new customers?
• How can we get more efficient, effective and profitable? What processes and development plans do we need to help us improve consistency, sell deeper and wider, and set the stage for continued success?
• Should we expand into new markets? What are the best practices for starting to go global?
• What are the key marketing levers that will really accelerate the selling activity?

You need:
Target market clarity and sales territory development to fuel geographic, distribution and/or market expansion.

We can help you:
• Mentor your leaders and executives
• Recruit and coach sales, service and other professionals
• Develop effective customer management processes
• Optimize your sales structure through territory mapping, planning and compaction
• Create account penetration strategies
• Develop a global strategy
• Identify gaps and opportunities through competitive market analysis
• Strengthen your sales operations infrastructure
• Develop marketing strategies

Widen

 

Broadening your horizons.

You’re asking:
• What are the challenges and issues I have to plan for and address to reach a level of success that will be quite challenging to achieve?
• We have established Sales and Service teams, but how can I really be sure the right relationship-building conversations are happening to support our reputation?
• How can we get an intimate look at the competition as we consider bringing new products to market?
• What are some creative pricing strategies that will help me get more market share and tie our customers more closely to us?
• Why aren’t we more successful at getting repeat business from our customers, and how can we change that?
• Are we able to consistently execute on strategy and tactics? What do I need to reevaluate in the business strategy, and how do I most effectively do that?

You need:
Brand clarification, market intelligence and a solid product-to-market process to open doors into new markets and broaden your presence in existing markets.

We can help you:
• Conduct competitive analyses
• Gather intelligence through mystery shopping [link to quick mystery shop] programs
• Develop pricing strategies
• Provide product knowledge and value proposition training to sales teams
• Conduct test marketing with customers and prospects
• Create a product architecture
• Develop marketing strategies
• Organize and get the full benefits of a customer advisory board

Thrive

 

Keeping growing pains at bay.

You’re asking:
• I’m facing all the challenges I’ve faced in the past, but there’s one difference – most of them are even more difficult now. How can I get an objective view of my business and the expertise to address a more sophisticated level of operations, strategy and execution?
• What do our customers really think about us? We use Net Promoter (or other instruments), but how can we get a close-up view of what they’re thinking? What can we do beyond standard surveys to involve them in some of our key decisions?
• How do I help our Sales and Service teams understand how important it is to manage every aspect of the client relationship – and then actually do it?
• How do I plan for and manage sales force turnover? When I lose sales or service staff, how do I ensure the customer relationship isn’t lost with them?
• How do I prioritize and plan for continuous improvement?

You need:
Operational improvements, infrastructure calibration and superb client management to sustain growth and successfully handle the challenges of growth.

We can help you:
• Conduct customer satisfaction studies
• Implement sales performance management processes and reviews
• Review, map and improve your operational processes
• Analyze your infrastructure
• Develop sourcing strategies
• Manage sales resource turnover

Heighten

 

Surfing the next wave.

You’re asking:
• Now that we’re at a level where it’s more challenging to know exactly what is taking place and how it’s taking place, how do I ensure consistency of practices, processes and overall execution?
• Many of our most talented people have led our growth up to this point, but now they’re almost too close to really see the business. How can I challenge everything we are doing in a way that encourages participation and keeps people engaged?
• How do we get more collaboration from our global partners to support our business strategy and objectives?
• What are some strategies for making our key customers feel like partners rather than just customers?
• What are some creative ways we can bring in new qualified leads to keep growing?

You need:
A sound sales channel segmentation approach with clearly defined distribution sources to avoid cannibalizing existing revenue streams and creating conflict with established channels.

We can help you:
• Analyze distribution channels and develop profiles
• Create distribution policies and governances
• Handle channel management
• Create key client and executive sponsorship programs
• Develop global expansion strategies
• Develop alliance and referral program strategies