I can: • Coordinate and run live user feedback groups, 1-2-1s, telephone surveys, customer feedback sessions. • Carry out: • Market/competitor analyses • Pain points/needs/gaps analyses • Assess the Total Addressable Market (TAM) • Provide market feedback to help guide prototype/beta testing/pilots • Recommend software resources to carry out certain elements of PMF requirements

Identifying your ideal customer profiles (ICPs) is at the heart of every step of your business growth. I would combine professoinal research, various tools and resources, and integrate the data with your Customer Realtionship Management system (CRM) to begin with. See the GtM resources and services document here for more information.

Competitive positioning is critical to your success. A variety of resources are available to empower you with both historical and live data on competitor positioning. I would use available data to work with leadership, product management/development, sales, marketing, and operations to better position your business for success. For example resources, look at page 2 of this document.

Communication, positioning, and messaging are absolutely critical to your success. In addition to decades of business communication experience, I am a professional copywriter and publisher.​ I write content that inspires, educates, enlightens, and empowers our clients’ audiences. I also embed structured sales methodologies into messaging for maximum impact.   Take a look at my copywriting portfolio here.(https://www.wordferret.co.uk/portfolio)

Buyer behavior has changed. Delivering experiences closely aligned with your buyers' needs has never been more important. In addition to understanding the buyer journey, situational and cultural awareness will set your messaging apart from the generic approach of others.   A part of the toolset you will need, collecting information that shows buyer intent and signals that they are ready to buy is a key differentiator when it comes to sales and marketing activities, enabling you to build ICP specific messaging that matches various stages of the buyer journey. Intent signals • News • Clinical Trial triggers • Content downloads • Competitor research • Events/conferences • Funding • Hiring signals • New technology implementation • Social media and forum engagement • Specific web content consumption I can feed these signals into your CRM to empower the sales and marketing teams. I can also craft marketing, sales strategy, campaigns, and messaging that keep you in step with your buyers.

6 / Channels Synchronised multi-channel marketing and sales strategies and execution are the keys to success. • Associations • Blogs/articles • Books/eBooks • Conferences/speaking engagements • Dynamic landing pages (including an ROI or fine calculator) • Email • Focus-groups • Industry specific communities and groups • Networking • Phone • Podcasts/webinars • Referrals • Social media (LinkedIn, BlueSky, etc) • Specialist and vendor websites (partnering and collaboration) • Steering Committees • Video • Website Leverage my 19-years marketing experience up to VP level, and the multitude of resources and tools available that I'll integrate into your commercial operations.

Building on the Go to Market work so far, we'll be able to be laser focused on how to sell to your ICPs. This will cover : • Strategy • Implementation • Execution This activity is an entire discipline in it's own right, so I will just state that the following areas would be taken into consideration: • Close collaboration with marketing • Taking a focused account based sales and marketing approach • Strategic partnerships will scale growth faster • Field sales and inside sales • Sales support/enablement • Structured sales methodologies I have over 40-years of experience in sales, strategy, and execution in leadership, global enterprise account management, inside sales, field sales, and strategic partnerships.   If you use structured sales methodologies such as MEDDIC, SPIN, Value Selling Associates, Customer Centric Selling, Mercuri, or others, I can integrate them seamlessly across marketing and sales.

The multiple systems used in commercial operations will provide visibility and reporting to enable strategic decisions and shifts in execution.

Two key challenges in small businesses are impact and scalability. Whilst this is step 9 of this GtM model, many resources and solutions will be implemented and integrated throughout the GtM process. A solid, integrated commercial operations infrastructure is essential to empower marketing and sales to enable scalable and impactful growth far beyond the capabilities of manual processes.. I can implement these for you.