SUCCESS STORY: enhancing buyer relevance with lifecycle GTM

The client, a network equipment and software platforms vendor, had enjoyed several years of software and services growth from the acquisition of a highly customizable network service orchestration software platform. In order to expand the application adoption and relevance with existing and new buyers, the client needed to define and activate new lifecycle GTM motions at greater scale.

Assembling and convening a cross-functional GTM team, we diagnosed several key improvements in the discovery, evaluation and selection journeys. We utilized agile development principles to envision, roadmap and plan additional improvements, while executing in the market. One foundational improvement was to unify and uplevel the client’s market message. We initiated the design of a whole solution value proposition message leveraging the perspectives across generalist and specialist sales, marketing and product management, professional services and customer success. Another experiment was to design the client’s customer success motion around automation-specific customer value realization and captures. Additional experiments included prototyping a complex software RFx library and reuse motion. 

  "...created new Go-to-Market motions to grow our holistic business through services led and services enhanced motions. Her command of the entire market, a team first approach, and ability to think like varied purchasing personas has helped her drive growth " 

VP, Sales Strategy & Customer Success

The client employed the message and RFx framework, leading to the highest YoY growth rates (30%). The client utilized the practices developed to land a net new 5G operational transformation engagement with a new customer.