Build. Construct the missing GTM system
Fixed-scope engagements that build the specific GTM systems, processes, and operating discipline needed to connect strategy, execution, pipeline, and revenue.
When Build is the right fit
Build is for companies that already know the priority and need a specific system, process, or operating model to support it.
That priority may come from Diagnose, or from a leadership team with a clear view of the problem. Each Build engagement turns that priority into clear structure, ownership, process, and measurement.
Build engagements
Build engagements are organized across six areas of the GTM system. Each category contains individual engagements, scoped and priced independently. Start with one, or combine several based on need.
GTM INFRASTRUCTURE
How the GTM system is structured, governed, and run.
GTM operating model
ICP, revenue motions, coverage, targets, and cadence in one system.
Revenue team alignment
Shared accountability for one pipeline and revenue number.
GTM org design
Team structure, roles, reporting, and hiring sequence.
AI-enabled workflows
Content, campaign, and outreach workflows with quality guardrails.
MARKET AND PRODUCT
How you define who you serve, why you win, and how you enter new markets.
Positioning and messaging
Market position, value proposition, and competitive narrative.
Product marketing
Personas, use cases, proof points, and sales enablement.
New segment GTM motion
ICP, messaging, coverage, and plays for entering a new segment or moving upmarket.
PIPELINE CREATION
How marketing, business development, and sales create qualified pipeline together.
Demand and pipeline architecture
Campaign, channel, and account-based programs that create qualified pipeline.
Outbound system
Account coverage, AE/BDR responsibilities, and inbound/outbound routing.
BDR function
Structure, hiring, onboarding, compensation, and performance standards.
FUNNEL AND REVENUE CONVERSION
How pipeline is qualified, handed off, and converted into revenue.
Funnel framework
Stages, qualification standards, conversion targets, and review cadence.
Lead and handoff rules
Routing, SLAs, and follow-up between teams.
Sales process and inspection
Qualification, deal hygiene, forecasting, and conversion analysis.
CUSTOMER REVENUE GROWTH
How you grow customer revenue: retention, expansion, and upsell.
Customer growth
Onboarding, retention, expansion, cross-sell, upsell, and advocacy.
GTM
ECONOMICS
How targets, budget, capacity, and reporting connect to pipeline and revenue outcomes.
Annual GTM planning
Targets translated into quarterly priorities, owners, and motions.
Performance and measurement
Scorecard, KPI hierarchy, and reporting cadence.
Investment and budget
Spend connected to segment economics, channel contribution, and CAC.
Sales capacity
Quota assumptions, sales cycle, and headcount requirements.
"At Kinaxis, Wendy grew Demand Generation to a sophisticated function on the Marketing team and was able to help drive increased demand and revenue for the organization. She led the charge in shaping the overall full funnel marketing strategy from awareness, acquisition, acceleration and advocacy."
Stephanie Szeto
Director of Demand Generation, Rewind
“Rob was instrumental in building a sales team that molded together, which led to tremendous success quarter over quarter."
Matthew Flainek
Strategic Account Executive, Palo Alto Networks
Ready to build the system behind your pipeline?
Start with a 30-minute conversation about what needs to be built and whether Build is the right fit.