We come in, look at the GTM end-to-end, and tell you what's actually working, what isn't, and what to do about it. Then we build the consulting work to fix it.
87% of sales leaders set quota targets without a structured method. The system most founders inherit was never engineered.
Most consulting engagements end with a slide deck. Course ends with the working artifacts your team needs to actually run the motion.
Course starts when something is off and you can't quite name it. The pipeline isn't where it should be. The forecast isn't holding. The team is busy but the number isn't moving.
We come in and look. Pipeline shape and velocity. Forecast accuracy. ICP fit. Comp design. Team structure. Sales process versus reality. The founder's role in revenue. What the next twelve months actually require.
What you walk away with isn't just an assessment. It's the work the motion calls for — operating models, comp plans, the hiring scorecard for who comes next. Not a slide deck. The actual consulting work that makes the system run.
Sometimes Course is the whole engagement. The founder gets the truth, gets the tools, makes their own call, and we're done. Often it's the front door to Command or Crew — once we've seen the situation clearly, we know what the right intervention is.
The deliverables vary by engagement. The principle doesn't: every artifact is built to be used by the team, not admired by the board.
How the GTM function actually works — roles, ownership, decision rights, handoffs between sales, marketing, and CS. The org chart you wish you had.
Comp design for AEs, SDRs, leaders. Quota-setting methodology grounded in actual capacity. The plan that motivates the behavior you want, not the behavior you don't.
The role specs, the interview rubrics, the success criteria for the people you'll bring on next. Built tightly enough that whoever runs the search is searching for the right person.
A forecast process built on actual close rates, deal velocity, and stage conversion — not what reps think will happen. Run it monthly and watch the variance shrink.
A clear answer to who do we sell to and why, with the qualification criteria and sales motion mapped to actual segments. Stops the team from chasing every lead that comes in.
Territory plans. Sales playbooks. KPI dashboards. Pricing models. Whatever the diagnosis surfaces and the team needs to operate. We build the work the engagement requires — not the work we have a template for.
Some engagements end at Course. Others lead deeper. Either way, the diagnosis comes first.
A short note about your business and what isn't working. We'll come back with what we think the right shape of help is, and whether we're the right firm to provide it.
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