Go-to-Market for Start Ups

We have a passion to partner with promising start ups in the enterprise B2B space. We are a boutique firm and understand first hand the challenges and limitations faced by smaller companies. We have developed special go-to-market frameworks for start-ups that provide clear and concise direction to start up founders as they embark on their quest to make their dream a reality. This approach is further accentuated by our proprietary sales efficiency tools and software to help our clients expand their sales reach while keeping their burn rate to a minimum.

 

 

Developing new sales teams

The hiring and development of a new sales team can often be a very costly and time consuming process often riddled with the need to change direction frequently. Our sales development framework offers a deliberate, clear, and quantifiable approach designed to improve the development and success of a new sales team. We work with our client partners to set achievable objectives and then work closely with them through recruitment, compensation strategy, deployment, and coaching to transform a nebulous sales team into a force to be reckoned with.

 

 

Sales & Marketing Alignment

The dynamic between sales and marketing can make or break a business in the B2B space. At Sangha Partners, we have extensive experience in sales and marketing roles and have used our knowledge to develop a framework that enables sales and marketing to work as one cohesive unit. The concept is simple – everything starts and ends with the end customer. We help our client partners develop a closed loop implementation starting with customer discovery and coming full circle with value delivery to the customer. We assist in defining roles and responsibilities for different sales and marketing functions and highlight the interdependencies between them to enable a productive and synergetic organization.

 

 

Sales Pipeline Management

A major challenge faced by many of our clients was the diminishing return on SG&A investment in their core markets. The expansion and growth strategies that had worked in the past were not providing the commensurate results any longer. General wisdom was to continue on the current path via escalation of commitment or hit the reset button. We decided to explore this scenario further and determined that subtle adjustments to the existing approach of our clients could provide a sustainable growth catalyst in the most saturated of markets. We have used our research to develop a sales pipeline management framework that provides an analytics based approach to identifying the delicate gaps that need to be bridged for our clients to get back to a growth trajectory early and often. We have developed proprietary analytics tools that our clients can utilize to continually monitor the health of their sales pipeline and to make informed strategic decisions to get back on the path to growth.

 

 

Strategic Opportunity Management

We define strategic opportunities as those critical game changing sales opportunities that can add exponential value to an organization. Such opportunities require careful strategy, preparation, and execution at every step to progress in the sales cycle. Sangha Partners has extensive experience is working on such deals ($10M+ annual revenue) and a high success rate in converting them to wins. We have used our learning to develop a strategic opportunity management framework categorizing each opportunity into one of the following approaches:

  • Penetrate: Breakthrough into a new customer or segment.
  • Proliferate: Increase market share by scaling first success.
  • Protect: Defend existing revenue stream.

The secret to success is to focus on each phase as a separate opportunity and continue to move forward and mitigate risks in the process. Our approach is analogous to “playing small ball” as opposed to “swinging for the fences.”