FOR IT 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 our services that will target various aspects of your organization to ensure stable, sustainable revenue growth. Some of the specialized solutions we provide include:
SERVICES PORTFOLIO MANAGEMENT
Alveo will provide market and competitor data for guidance to help our clients standardize and/or develop their portfolio of services that best meets the needs of their target markets. We will develop a customer feedback loop and implement standardized methods to collect customer data to improve future services and products.
FRACTIONAL MARKETING EXECUTIVE
Increase brand awareness by targeting the right customers and mapping your solutions onto the market’s pain points. Alveo will assist you in developing a marketing and content strategy and take over internal project management to free up valuable resources and ensure consistent execution.
SALES AND MARKETING ENABLEMENT
Knowledge is key to sustainable business growth. At Alveo, we leverage industry best practices to develop ideal client profiles and buyer personas, generate market driver reports and provide insights from competitor analysis to bring your business to the next level.
4 REASONS YOUR SERVICE REVENUE IS INCONSISTENT
According to Service Performance Insight (SPI), the top two improvement priorities for services companies are:
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.
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."
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.