Case Study 03
Go-to-Market Assessment to Build a Scalable Revenue Engine
How we unified siloed sales and customer success teams to unlock ~$6M in value through optimized GTM structure
Challenge
Sales and Customer Success teams operated in silos with fragmented data, unclear account ownership, & limited visibility into the customer lifecycle
Approach
- Conducted a comprehensive GTM assessment to evaluate structure, performance, and scalability
- Mapped the end-to-end sales process, account segmentation, and customer journey to identify friction points
- Introduced a KPI framework linking leading, lagging, and behavioral indicators to enable proactive Mgmt
Outcomes
~$6M
Identified ~$6M in value from optimizing customer segmentation and GTM structure
Unified
Unified Sales & CS reporting, enabling data-driven revenue Management
100%
Improved revenue forecast accuracy and accountability across commercial teams
Key Deliverables
GTM Assessment Framework and Diagnostic - Questions to understand structure
Current State RevOps Organizational Design - Reporting lines and opportunities
KPI Pyramid Linking Lagging, Leading and Behavioral Metrics