Our advisory programs

Our Advisory
 
Programs

For many tech start-ups, expanding globally to increase revenue seems a natural progression. There’s no doubt international expansion can bring high returns, but it is also high risk. Indeed, over 85% of businesses fail in this endeavour. By contrast, the other 15% enjoy exceptional success.

We have two engagement models, which can be adjusted to suit your needs. Our programs are designed to substantially increase your probability of success in international sales expansion, while reducing the risk. Our offerings are flexible, and suit start-ups with a variety of goals including:
list

Developing international sales for the first time

growth

Increasing investment in international sales operations

sky

Improving international sales that are under-performing

International sales

acceleration
 
Program (ISAP)

This program is targeted to start-ups which have just completed a funding round focused on go-to-market expansion, or have an underperforming go-to-market model, and need intensive assistance. We will work with a network of experts in the client’s priority countries to accelerate international sales results.

Days 1 to 30
​The first 30 days of this program is focused on strategically reviewing your go-to-market strategy, as well as your industry and competitors, and developing recommendations. This process includes
  • Advising on country fit, accessibility, readiness and sequencing
  • Recommending success metrics
  • Cost-benefit analysis of go-to-market options and recommendations (options considered include direct field and inside sales, indirect channels, digital channels, referral channel, influencers, license partner, services partners, joint venture or hybrid)
  • Working with key stakeholders to select the optimal go-to-market model, and identify country-specific considerations
  • Developing a high-level operational plan.
Days 30 to 90
Days 30 to 90 focus on executing the operational plan. Typical activities include
  • Identifying and helping to recruit internal hires, indirect channels, joint ventures and outsource partners
  • Recommending structures for commercial partnerships
  • Advising on global and local operational strategies (e.g. job descriptions, compensation models, enablement structure, demand generation and sales funnel management)
  • Using networks to secure key customer introductions
  • Coaching, mentoring and governance support.

Advisory board
 
Program

This less intensive program is targeted to start-ups who have either just completed our International sales acceleration program (ISAP), or who need go-to-market coaching and mentoring to accelerate sales success.
Activities
  • Reviewing key customer, sales pipeline and channel metrics to identify key trends and recommend global sales expansion strategies
  • Advising on country fit, accessibility, success metrics and sequencing
  • Recommending a go-to-market model, globally scalable with country-specific considerations
  • Identifying and helping recruit internal hires and channel partners
  • Providing insights on accelerating direct and indirect channel sales performance
Composition
Our Advisory Board Program contact hours typically amount to the equivalent of one day per month. This normally consists of
  • A weekly one hour session analysing sales opportunities and activities to identify insights and actions
  • A quarterly Advisory Board meeting to plan go-to-market priorities for the coming quarter
  • A half-day per month of ad hoc go-to-market support, coaching and mentoring.

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