Executing stage appropriate GTM and partnerships strategies to drive growth from startup through scaling and turnaround

Three Stages of Venture Growth

Any successful venture (or new product or feature) must successfully navigate 3 stages on the growth journey; Exploration, Extrapolation and Exploitation as it progresses from initial concept to scaled established enterprise.  

Executing situationally dependent Product GTM strategies across all three stages is critical to driving organizational success

REF: HBR “The Overlooked Key to a Successful Scale-up”

…… But Success is not Certain

As business conditions change and/or execution becomes more complex, once successful companies can become stuck in modes of operating that brought past GTM success but are now resulting in failure.

Common drivers of “Decline” include;

  • BLINDERS - Failure to evolve the “strategic frames” that determine how managers view the business

  • ROUTINES - Failure to evolve the way things are done

  • SHACKLES - Failure to evolve relationships with key stakeholders (customers, suppliers, shareholders)

  • DOGMAS - Failure to evolve the values and shared beliefs that determine company culture

REF: HBR “Why Good Companies Go Bad”

Where We Drive Impact

Exploration

  • Enable achievement of Product-Market-Fit

    Directly facilitate connections with critical ecosystem stakeholders (target customers, enabling & distribution partners, etc) whose feedback and participation in Early Access, Alpha and Beta programs is critical to support initial product design, market viability & GTM strategy

Extrapolation

  • Enable Profit-Market-Fit

    Accelerate commercial activity (sales & partnerships), build early GTM teams and deploy repeatable motions that span across internal functions (commercial, product, marketing, legal, policy, etc) and enable constant improvement to the efficiency of revenue capture 

Turnaround

  • Restore enterprise profitability and growth

    Leverage consultative ecosystem engagement, direct partner feedback and competitive & regulatory analysis to refine product-market-fit while restructuring commercial operations, improving GTM strategy and up-leveling GTM teams, processes and systems