Impacts delivered
GTM Pivot and >50x growth rate.
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Background.
Wearable investment with 90 people.
Revenues in rapid decline.
Product lacking differentiation.
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Solution.
Complete a product pivot from wearable with app to a device agnostic algorithm.
Completed a GTM pivot from B2C to B2B2C, and sold services to three FTSE 200 customers.
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Impact.
Sold the company
Raise $3m, get married, achieve 0-1
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Background.
A 0-1 startup seeking funding.
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Solution.
Build a strategic partnership between a Product Development Consultancy and FTSE 100 technology provider.
Raised $3m, built first 50 prototypes, and attracted two offers for the business from potential acquirers.
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Impact.
Attracted two offers to acquire the business
Double rate of growth by slicing
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Background.
SaaS company treating startups and Enterprises equally in their GTM
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Solution.
Created a 6 factor categorization tool, to assign every customer and prospect to a category.
This enabled the team to prioritize their acquisition efforts, spend, and future expansion plans.
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Impact.
Company strategy pivot to focus solely on 2 of their 4 categories with higher NDR and ROI.
Operations on boosters
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Background.
Team of 25 was not well aligned
Poor accountability
Direction of company was not clear
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Solution.
CEO requested help to implement EOS
Using Traction by Gino Wickman
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Impact.
Team aligned around go forward strategy
Highly effective meetings
Company direction clear
Meeting efficiency step change
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Background.
Cross company communication was poor
Meetings started late with unclear goals
Action items were not assigned
Due dates were not set
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Solution.
GM implemented a “no agenda, no meeting rule”
Roles assigned for note taking
System chosen to document actions, due dates, owners.
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Impact.
25% more efficient team
No wasted meetings
Accountability overhaul
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Background.
Managers not owning their outcomes
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Solution.
Revised 1-1 structures
Structured weekly leadership team meetings
Monthly Business Reviews
Monthly Apples and Onions meetings to create a culture of Accountability with Support.
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Impact.
20% more efficient leaders
10× Effectiveness of 1-1s
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Background.
Outstanding people inexperienced managers
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Solution.
Coached managers to identify long term motivations
Implement micro skill training plan led by the manager
Use 3 step 1-1 template for
(i) Written updates
(ii) Discussion items
(iii) Action items -
Impact.
Higher quality discussions
Improved Execution
Increased energy from team