FOR SOLUTION PROVIDERS
Is your business growing as fast as you want?
Most Solution Providers experience a very natural cycle of growth phases as their businesses mature. Initial surges of businesses are often followed by a period where revenue growth plateaus.
At Alveo, we specialize in developing strategies for service providers that enable them to meet their business objectives and grow their revenue. Our Roadmap for sustainable and scalable growth is based on established GTM practices and aligned with your business’ position and your goals to ensure:
Focused sales training and enablement
Shorter sales cycles
Better win/loss ratios
Improved solution market position
Increase in quality pipeline growth
Better customer buying experience
ACHIEVE SUSTAINABLE REVENUE
With our client's business model, growth objectives, and market position in mind, we develop services that will target various aspects of your organization to ensure stable, sustainable revenue growth.
GTM READINESS & PLANNING
Create a solid foundation
Strategy strengthens execution. Without the foundational components to your go-to-market strategy, your execution will continue to fall short meaning higher customer acquisition costs and slower sales cycles. Our holistic approach identifies any potential roadblocks and we fix them, saving you time, resources, and money.
REVENUE STRATEGY
Grow Your Business
This is where strategy and execution come together. From positioning to personas to organization and technology design, we will build and architect the components necessary to scale and grow your revenue growth function. Tap into decades of experience so you can do it right, the first time.
SALES AND MARKETING EXECUTION
Achieve Your Goals
Leverage our strategic partnerships with award-winning agencies to execute your revenue strategy. From comprehensive sales and marketing plans, content development, lead generation, and sales enablement services, we have you covered end-to-end.
4 REASONS YOUR SERVICE REVENUE IS INCONSISTENT
According to Service Performance Insight (SPI), the top two improvement priorities for services companies are:
Marketing effectiveness
Solution portfolio
And sales effectiveness as a close third. Unfortunately, many companies try the same tactics to improve these areas. But what we have found is that there is a major organizational gap to blame. In less than 30 minutes, we cover the most common reasons behind inconsistent revenue as well as explain the organizational gap that impacts marketing, solution portfolio, and sales effectiveness.
GTM READINESS AND PLANNING
Harness your business intelligence to gain a competitive advantage over your peers. Tap into key information and analysis to adjust and refine your business strategy and achieve your business objectives faster.
GO-TO-MARKET ASSESSMENT
Eliminate guesswork. We assess the entire landscape, identify areas for improvement, and architect an action plan that prioritizes GTM activity with your business objectives in mind.
SERVICES PORTFOLIO WORKSHOP
Provide your sales and marketing teams a clear understanding of your services as well as create a starting point for services portfolio planning and management.
GTM PLANNING WORKSHOP
Review and adjust your GTM plan holistically by leveraging the significant amount of information collected over the years. Alveo pulls together delivery, marketing, and sales to focus your company's time, resources, and investment.
MARKET RESEARCH
Gather market intelligence to inform your go-to-market strategy and portfolio planning. Alveo can provide you with actionable market, competitor, and buyer information tailored to the maturity of your business. No 100-page paper weights.
SERVICES PORTFOLIO MANAGEMENT
Your delivery and practice teams are focused on the customer and delivering value. Let Alveo help keep an eye on your services portfolio to make sure you are adjusting to market requirements, enabling revenue teams, and productizing your IP.
STAKEHOLDER COMMUNICATIONS
Facilitate greater alignment to your business strategy and promote cross-departmental collaboration. From facilitation to communication frameworks designed for your company, we can help make sure everyone is aligned with your mission.
ENABLING REVENUE TEAMS
Customer Experience Platform Consulting Firm
What were you looking to solve before working with Alveo?
PAUL: Our organization was trying to solidify our go-to-market strategy and plan.
How did Alveo help?
PAUL: Alveo provided a good structure and the focus to complete a list of deliverables by working with a cross-functional team. The deliverables included a go-to-market strategy, market segment briefs, and ideal customer profiles for my team to focus on.
What resulted from working with Alveo?
PAUL: The outputs and tools provided have helped us to articulate our message and focus, to guide partners, outsourced BDR firms, and our own account executives in our pursuit of new logos.
REVENUE STRATEGY
This is where strategy and execution come together. Leveraging business and market insights, proven methodologies, and industry best practices, Alveo will build the components necessary for you to scale and grow your revenue function.
FRACTIONAL CMO AND CRO
We become a part-time executive addition to your management staff, acting as a trusted advisor. From developing the marketing and/or sales strategy to hiring and coaching teams to managing 3rd party resources, a fractional leader can get you the guidance you need without the high salary cost.
IDEAL CLIENT PROFILE
Increase effectiveness and focus and reduce cost of acquisition by defining the ideal client for your business and enabling your sales and marketing teams. Alveo leverages information from customers, recent evaluators, untapped potential customers, and buyer-facing internal teams and analyzes win/loss data.
BUYER PERSONA
Create revelant content, campaigns and touch points by leveraging buyer personas developed from internal interviews and external research. Alveo can identify and capture the characteristics of the typical existing and target customer influencers and decision-makers involved in your typical sales cycle.
JOURNEY MAPPING WORKSHOP
Your buyer and customer experience is everything. By looking at the entire picture you can prioritize activity and optimize. Our virtual or in-person workshops host your sales, marketing, customer success, and delivery teams to document and visualize the entire journey and identify content, process, and experience opportunities.
CONTENT STRATEGY & MAPPING
Create a cohesive story and distribute it across the channels your buyers are in. Alveo can develop a content messaging strategy and distribution plan including mapping existing content to segments, personas, and the buyer and customer journey and identify any gaps.
PEOPLE, PROCESS & SYSTEMS
Invest in the right resources, tools, and processes based on where you are in your maturity. Alveo can help build your marketing and sales functions by aligning to your overall business strategy and objectives leveraging industry best practices.
TANGIBLE RESULTS
Fortune 500 VAR/MSP
"From extensive, personal experience, I can attest that MJ will help any organization (regardless of how complex) close the chasms that invariably exist between sales, marketing, and target customers. I heartily recommend her to any organization committed to driving change across its sales & marketing culture or external market presence."
- Director of Sales
BACKGROUND:
Vertical revenue growth was flat
Initiatives had low conversion
Marketing and Sales teams focused on vendor-driven content and product features
Sales and marketing were extremely siloed
SOLUTION:
Increased marketing and sales collaboration – acted as one team with same goals
Developed buyer personas for each vertical
Created content strategy aligned to buyer personas and market drivers
Created marketing and sales campaigns with new positioning
Adjusted sales training to align to new approach
RESULTS:
Increased pipeline by 281% in 6-months and 364% year-over-year
Closed 93% of annual revenue goal in 6-months
74% of 300+ sales and marketing professionals saw improved collaboration
89% of the same group saw improved communication
REVENUE EXECUTION
Alveo works with award-winning sales, marketing, operations, and revop firms to provide end-to-end support for execution. Depending on your objectives, we can provide a seamless experience with the below partners to develop campaigns, content, enablement, system implementation, and more.
SmartBug Media® is a globally recognized Intelligent Inbound® marketing agency packed to the brim with experts in inbound strategy, design, content, web development, PR, sales enablement, and marketing automation.
Yeager Marketing is a Scottsdale-based agency that helps the world’s leading B2B technology companies streamline customer acquisition and accelerate growth. It provides best practice, purpose-built marketing strategy, content and campaigns for its clients.
TIDAL is a business development services firm that leverages the science of high-tech solutions with the art of human communication to drive top-of-funnel growth for its clients.
DEVELOPING A GLOBAL SERVICES ORGANIZATION
Profile: Fortune 100 global IT Distributor
Problem: Company underwent acquisition and needed to reposition 8 global, unique and siloed service organizations under a single cohesive services portfolio that would resonate in market.
Solution: Performed market assessment, competitive analysis, customer wants & needs survey, GTM workshops and delivered recommendation, positioning and buyer personas.
Results: Client was able to establish itself in a very saturated market and was recognized by multiple industry analysts as a market disrupter.
ENABLING SERVICES SALES
Profile: SMB Professional Services Company
Problem: Sales was not ramping up as quickly as expected causing concern about missing revenue targets.
Solution: Performed a Go-to-Market (GTM) Assessment and identified extreme silos across different lines of business that impacted the team's ability to understand, scope, and upsell/cross-sell the services. Additionally, due to the silos, each line of business was targeting a different market. We standardized the services and helped the firm focus on a single GTM. This drove the development of several enablement assets: market drivers, competitive positioning, ideal client profiles, and personas.
Results: Hitting the revenue target is a given but the client also quickened their execution time and was able to justify additional sales enablement and marketing resources. Additionally, the client is organizationally aligned to their new GTM focus, and as the CRO says "you guys helped us get our sh*t together."
OUR PROCESS
We assess the entire landscape, identify areas for improvement and architect an action plan that prioritizes GTM activity with your business objectives in mind.
ASSESSMENT & ROADMAP
Our custom roadmap gives you a clear path to achieving your objectives, removing guesswork, identifying any potential roadblocks, and achieving your goal faster and more efficiently.
We have been in your shoes and hated working with firms that try to just pile on unnecessary work. All of our recommendations are based on your unique situation. We won’t ever tell you to invest in something that we don’t think will have an impact on your bottom line.
GET SH*T DONE
We're not one of those "throw sh*t over a fence and run" consulting firms. We want you to succeed so we can help manage or implement the recommendations on a per-project, retainer, or advisory basis. The only requirements are access to existing materials, interviews as needed (kept minimal), and timely approvals of deliverables. Our goal is to enable your teams, not distract them.
FREQUENTLY ASKED QUESTIONS
DO WE REALLY NEED AN ASSESSMENT?
Yes. If we go into a project without at least a minimal assessment, we're going to run into issues, project delays, and frankly just waste your money. We don't want that and I'm sure you don't want that either. This gives us a clear line of sight into what needs to be done to maximize ROI.
CAN THE ASSESSMENT BE A QUICK SURVEY?
We only leverage surveys to append group interviews when each department is over 20 people. In smaller teams, surveys aren't as valuable. Participants interpret questions and terms differently, and by only looking at survey results, we lose the opportunity to align on strategy.
WHAT FORMAT IS THE ASSESSMENT?
Usually, it's a group format but there are situations where we require individual interviews as well. One of the main reasons why strategy falls short is because of internal misalignment. By having the assessment in teams, we allow for dialogue around topics that usually aren't discussed at this level. We also separate executive leadership from function teams in order to create a safe space for feedback. We look at this information to determine if there is a misalignment between the executive team and the teams executing the strategy.
WHAT CAN WE EXPECT AFTERWARD?
We will use the data to look at gaps in the GTM but also identify any internal misalignment. A report will be shared with the executive team and then a roadmap will be developed to efficiently close those gaps with the existing resources.
WON'T YOU TELL ME SOMETHING I ALREADY KNOW?
We hope so. Our clients are ridiculously smart people but they have been sucked into the day-to-day and unfortunately can't see the most optimal way to achieve their goals (or more likely, don't have the bandwidth). Our goal is to validate your concerns and then create a game plan that will prioritize your efforts and get everyone focused on the plan. No more, go chase this because I had a dream about it and it feels like a good idea.
BUT DO YOU REALLY EXECUTE?
Yes. We have been personally burnt by consultants that drop their shit and leave. We promise to deliver something that is useful and should be leveraged by your sales and marketing teams. If our deliverable ends up in your desk drawer, we failed. And we don't like to fail.
LET'S START A CONVERSATION
Please get in touch to discuss how our kick-ass team can help you achieve results that matter.