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Engagement models

Three ways to work together. We recommend the smallest engagement that will answer your question or solve your problem, not the largest package. Fees are agreed once the scope is clear.

ICP and Go-to-Market Sprint

Format
Fixed-scope project
Length
Usually four to six weeks

Best for: ICP discovery, message testing, buyer research and outbound readiness. Suits early-stage companies, and established vendors entering a new segment.

What it includes

  • Review of customer evidence, or founder knowledge where history is limited
  • ICP definition using the six ICP questions
  • Buyer and persona mapping
  • Message development and testing with a small set of target accounts
  • Outbound readiness review covering data, tools and process

What you have at the end

A written ICP, persona messaging, early evidence from the market, and a recommendation on whether and how to scale outbound.

Qualified Pipeline Development Programme

Format
Ongoing programme
Length
Initial three-month engagement

Best for: Focused outbound, persona messaging, qualification, reporting and market feedback.

What it includes

  • Account and persona targeting
  • Persona-specific content for email, LinkedIn and calls
  • Outbound execution and follow-up
  • Qualification to the model that suits your stage
  • Handover of qualified opportunities with full notes
  • Regular reporting and market feedback

What you have at the end

Opportunities that meet an agreed qualification standard, a clear record of what the market said, and a view on what to continue, change or stop. Results depend on market, product and timing, so we agree what good looks like at the start and report against it throughout.

Fractional Go-to-Market Support

Format
Ongoing support
Length
Monthly

Best for: Companies that need wider commercial judgement, a positioning review, support with the sales process or input on channel and partners.

What it includes

  • Regular working sessions with founders or sales leadership
  • Positioning and messaging review
  • Sales process and qualification review
  • Channel and MSSP partnership input

What you have at the end

Senior commercial input without a full-time hire. The level of support is agreed in advance and reviewed each month.

How to choose

What we need from you

Good outbound depends on access and quick decisions. Before starting, we agree:

  • Access to your CRM or sales history, where it exists
  • Regular time with a founder or sales leader
  • Agreement on the qualification standard and handover process
  • Prompt review and approval of messaging
  • A named person to receive qualified opportunities

Start with a pipeline review

A 45-minute call about your ICP, your current outbound and how opportunities are qualified. You should leave with a clearer view of where to focus, whether or not we work together.

Book a pipeline reviewSee the methodology