Go to Market Strategy and Revenue Operations Advising
Practical Guidance in a Rapidly Evolving B2B Technology Sales Landscape
Focus and Approach
Scaling for Growth
Implications of Consumption-based Revenue on GTM Strategy
Implications of Consumption-based Revenue on GTM Strategy
"Growth at any cost" has been replaced by sustainable growth models for all but a few. Knowing when and where to hire, when to automate, and (maybe) when to reset will be what separates the winners from the also-rans.
Implications of Consumption-based Revenue on GTM Strategy
Implications of Consumption-based Revenue on GTM Strategy
Implications of Consumption-based Revenue on GTM Strategy
If your revenue is usage or consumption based, product pricing strategy is only the beginning of the go to market planning journey. Compensation plan design, quota setting, revenue forecasting, consumption attribution, and sales operating cadence are all critical to ensure the GTM organization is aligned to company revenue objectives.
Making Sense of the AI Sales Tool Landscape
Implications of Consumption-based Revenue on GTM Strategy
Making Sense of the AI Sales Tool Landscape
AI-powered solutions will provide meaningful value in a sales tech stack over time. But In a rapidly changing software landscape, defining your requirements, assessing vendors and selecting the right approach (tools+process) to address your needs will benefit from informed 3rd party advisory.
Vision
Making Sense of the AI Sales Tool Landscape
To help B2B technology executives leverage experience and perspective to help shape a go to market strategy and operations framework to accelerate growth.
Approach
Nuances in company size, addressable market and leadership priorities require a practical, listen-first approach when advising CEOs and CROs on how to effectively scale sales teams and supporting functions.
Expertise
Brian has been a key contributor to the rapid growth pre- and post-IPO at both Snowflake (NYSE:SNOW) and ServiceNow (NYSE:NOW). Having participated in the journey from ~$90m to $3B+ in annual revenue at both companies, he learned how to effectively scale best-in-class sales organizations through organizational change management, process improvements, talent management, and technology adoption.