GTM Accelerator
We Compress Time. Bring Your Revenue Team to Confident Clarity on the GTM Strategy in 90 Days.
GTM Accelerator
We Compress Time. Bring Your Revenue Team to Confident Clarity on the GTM Strategy in 90 Days.
GTM Accelerator
We Compress Time. Bring Your Revenue Team to Confident Clarity on the GTM Strategy in 90 Days.
The best product in the world can fail without a great Go-To-Market strategy
-Peter Drucker
The best product in the world can fail without a great Go-To-Market strategy
-Peter Drucker
The best product in the world can fail without a great Go-To-Market strategy
-Peter Drucker
A comprehensive, well executed Go-To-Market Strategy is the number one determinant to value creation for the firm.
It should, therefore, not be based on opinions, formed by an incomplete knowledge of the ideal customer.
Yield’s GTM Accelerator gives you the depth of knowledge you need about your target customer to make confident, data-informed decisions on where to invest in the Go-to-Market engine.
The key to value creation is the compounding effect of well orchestrated and prioritized Go-to-Market motions.
We’ve seen it happen too many times. companies form their GTM plan without this data-informed foundation, only to find a year later that the plan falls short.
The real cost is not only the resource investment and time, but having to start the compound clock from zero.
That three year plan to reach your goals just became five.
A comprehensive, well executed Go-To-Market Strategy is the number one determinant to value creation for the firm.
It should, therefore, not be based on opinions, formed by an incomplete knowledge of the ideal customer.
Yield’s GTM Accelerator gives you the depth of knowledge you need about your target customer to make confident, data-informed decisions on where to invest in Go-to-Market engine.
The key to value creation is the compounding effect of well orchestrated and prioritized Go-to-Market motions.
We’ve seen it happen too many times. companies form their GTM plan without this data-informed foundation, only to find a year later that the plan falls short.
The real cost is not only the resource investment and time, but having to start the compound clock from zero.
That three year plan to reach your goals just became five.
A comprehensive, well executed Go-To-Market Strategy is the number one determinant to value creation for the firm.
It should, therefore, not be based on opinions, formed by an incomplete knowledge of the ideal customer.
Yield’s GTM Accelerator gives you the depth of knowledge you need about your target customer to make confident, data-informed decisions on where to invest in Go-to-Market engine.
The key to value creation is the compounding effect of well orchestrated and prioritized Go-to-Market motions.
We’ve seen it happen too many times. companies form their GTM plan without this data-informed foundation, only to find a year later that the plan falls short.
The real cost is not only the resource investment and time, but having to start the compound clock from zero.
That three year plan to reach your goals just became five.
"Whatever they feel is needed in order to move your growth strategy forward, they will jump in, no questions asked."
-Josh Tolan, CEO, Sparkhire
"Yield Group was the absolute best decision that we could make, short and long term, for our business"
-Brad Rush, CEO, RBJK Marketing
"They dug in very quickly and produced insights from all the noise"
-Thomas Katsahnias, COO, ACI Learning
"They dug in very quickly and produced insights from all the noise"
-Thomas Katsahnias, COO, ACI Learning
A Framework Not a Playbook
A Framework Not a Playbook
Yield’s Buyer Led Growth Go-to-Market Framework was developed in the real world working with more than 50 companies in the lower middle market.
It is not a prescribed playbook that only works in certain situations, but a flexible tool that guides us to the critical inputs to Go-to-Market success.
That success starts with …
Yield’s Buyer Led Growth Go-to-Market Framework was developed in the real world working with more than 50 companies in the lower middle market.
It is not a prescribed playbook that only works if the situation is just right, but a flexible tool that guides companies to the critical inputs to Go-to-Market success.
That success starts with …
Yield’s Buyer Led Growth Go-to-Market Framework was developed in the real world working with more than 50 companies in the lower middle market.
It is not a prescribed playbook that only works in certain situations, but a flexible tool that guides us to the critical inputs to Go-to-Market success.
That success starts with …
An Incredibly Deep Understanding of the Ideal Customer.
An Incredibly Deep Understanding of the Ideal Customer.
An Incredibly Deep Understanding of the Ideal Customer.
All before day 45.
All before day 45.
In our experience, the most common obstacle to Go-to-Market success is the lack of a deep, data-informed understanding of the customer portfolio.
Instead, decisions are made on strong opinions and weak analysis.
This is because companies most often lack the bandwidth, but also the expertise, to get to this depth of understanding.
Even if there was capacity, it might take months simply because of the daily demands on the team to run the business.
This is where Yield shines. We put our team of expert analysts to work to get to the GTM insights you need, fast!
In our experience, the most common obstacle to Go-to-Market success is the lack of a deep, data-informed understanding of the customer portfolio.
Instead, decisions are made on strong opinions and weak analysis.
This is because companies most often lack the bandwidth, but also the expertise, to get to this depth of understanding.
Even if there was capacity, it might take months simply because of the daily demands on the team to run the business.
This is where Yield shines. We put our team of expert analysts to work to get to the GTM insights you need, fast!
In our experience, the most common obstacle to Go-to-Market success is the lack of a deep, data-informed understanding of the customer portfolio.
Instead, decisions are made on strong opinions and weak analysis.
This is because companies most often lack the bandwidth, but also the expertise, to get to this depth of understanding.
Even if there was capacity, it might take months simply because of the daily demands on the team to run the business.
This is where Yield shines. We put our team of expert analysts to work to get to the GTM insights you need, fast!
"Yield Group was the absolute best decision that we could make, short and long term, for our business"
-Brad Rush, CEO, RBJK Marketing
Segmentation
There is no average customer. Your customer base is a portfolio of segments. So we perform extensive cohort-based analyses across multiple vectors to get to the attributes and behaviors of the ideal customer that are hiding in plain sight!
There is no average customer. Your customer base is a portfolio of segments. So we perform extensive cohort-based analyses across multiple vectors to get to the attributes and behaviors of the ideal customer that are hiding in plain sight!
There is no average customer. Your customer base is a portfolio of segments. So we perform extensive cohort-based analyses across multiple vectors to get to the attributes and behaviors of the ideal customer that are hiding in plain sight!
Jobs to be Done
The “Jobs” for which customers “Hire” your product/service to solve evolve over time. This drift can lead to messaging that misses the mark.
Our Partners personally interview 10 +/- customers to expose these core “Jobs” that are the key ingredient to clarity.
The “Jobs” for which customers “Hire” your product/service to solve evolve over time. This drift can lead to messaging that misses the mark.
Our Partners personally interview 10 +/- customers to expose these core “Jobs” that are the key ingredient to clarity.
Buyer Dynamics
The structure of an organization and the department to which you sell can provide incredible predictive power when assessing problem/solution fit.
Our research helps make more visible the patterns that inform more reliable account targeting methodologies.
The structure of an organization and the department to which you sell can provide incredible predictive power when assessing problem/solution fit.
Our research helps make more visible the patterns that inform more reliable account targeting methodologies.
"Yield Group was the absolute best decision that we could make, short and long term, for our business"
-Brad Rush, CEO, RBJK Marketing
"Yield Group was the absolute best decision that we could make, short and long term, for our business"
-Brad Rush, CEO, RBJK Marketing
Positioning is for Customers, not Investors
Positioning is for Customers, not Investors
Positioning is for Customers, not Investors
Too many companies try to tackle Positioning without the structured insights provided by the first 3 steps. Proper positioning is more critical than ever in markets saturated with an abundance of competitive options.
Done well, it will feel “uncomfortably small.”
Consistency across functions; Marketing, Sales, CS and even Product, is the key to unlocking the growth flywheel.
Our Partners provide expert guidance leveraging several frameworks to help align the revenue team towards Buyer Led messaging.
Too many companies try to tackle Positioning without the structured insights provided by the first 3 steps. Proper positioning is more critical than ever in markets saturated with an abundance of competitive options.
Done well, it will feel “uncomfortably small.”
Consistency across functions; Marketing, Sales, CS and even Product, is the key to unlocking the growth flywheel.
Our Partners provide expert guidance leveraging several frameworks to help align the revenue team towards Buyer Led messaging.
Too many companies try to tackle Positioning without the structured insights provided by the first 3 steps. Proper positioning is more critical than ever in markets saturated with an abundance of competitive options.
Done well, it will feel “uncomfortably small.”
Consistency across functions; Marketing, Sales, CS and even Product, is the key to unlocking the growth flywheel.
Our Partners provide expert guidance leveraging several frameworks to help align the revenue team towards Buyer Led messaging.
Reverse Engineer the Revenue Engine
Reverse Engineer the Revenue Engine
Most Go-to-Market plans start with a list of campaigns and activities that we intend to execute.
A Buyer Led Go-to-Market plan starts with a deep understanding of the Buyer's needs, then determines the motions necessary to enable the buyer to buy.
Most Go-to-Market plans start with a list of campaigns and activities that we intend to execute.
A Buyer Led Go-to-Market plan starts with a deep understanding of the Buyer's needs, then determines the motions necessary to enable the buyer to buy.
Most Go-to-Market plans start with a list of campaigns and activities that we intend to execute.
A Buyer Led Go-to-Market plan starts with a deep understanding of the Buyer's needs, then determines the motions necessary to enable the buyer to buy.
Content & Distribution
Before jumping straight to campaigns and sales calls, we jointly develop a map of content required by the Buyer and determine the best modes of distribution.
We then perform a gap analysis against that map and prioritize efforts based on points of leakage along the conversion journey.
Before jumping straight to campaigns and sales calls, we jointly develop a map of content required by the Buyer and determine the best modes of distribution.
We then perform a gap analysis against that map and prioritize efforts based on points of leakage along the conversion journey.
People, Process, Tech
The most efficient, productive revenue engines are those that orchestrate an integrated buyer experience, with each step helping accelerate the next.
Yield takes both a top-down and bottoms-up approach to building a resource allocation model based on economic targets and operational requirements.
The most efficient, productive revenue engines are those that orchestrate an integrated buyer experience, with each step helping accelerate the next.
Yield takes both a top-down and bottoms-up approach to building a resource allocation model based on economic targets and operational requirements.
Data & Measurement
Data permeates the revenue engine. First, we need attribute and behavioral (intent) data in order to execute, and secondly, data to support performance monitoring.
In order to design an engine that can test and iterate with velocity, we need measurements that capture key inputs to the system, often cohort-based, to make visible what is driving outcomes.
Data permeates the revenue engine. First, we need attribute and behavioral (intent) data in order to execute, and secondly, data to support performance monitoring.
In order to design an engine that can test and iterate with velocity, we need measurements that capture key inputs to the system, often cohort-based, to make visible what is driving outcomes.
Expert Guidance Exclusively for the Lower Middle Market
Expert Guidance Exclusively for the Lower Middle Market
Expert Guidance Exclusively for the Lower Middle Market
We focus exclusively on the Lower Middle Market. The challenges here are unique and the typical “hyperscale” guidance actually does more harm than good.
We focus exclusively on the Lower Middle Market. The challenges here are unique and the typical “hyperscale” guidance actually does more harm than good.
Gary Schwake
Hi! I'm Gary. I co-founded Yield Group, a boutique go-to-market advisory firm that focuses exclusively on B2B software and services companies in the lower middle market.
Why? Because the challenges faced by companies of this size are unique. Too big to be small, too small to be big. It takes a maniacal focus on the fundamentals to break through to the next stage.
I am also an Operating Partner at Boathouse Capital and a Limited Partner at Stage 2 Capital. With these roles (and quite a few laps around the sun) I've had the good fortune to serve as a board member of and advisor to many companies seeking capital-efficient growth.
Hi! I'm Gary. I co-founded Yield Group, a boutique go-to-market advisory firm that focuses exclusively on B2B software and services companies in the lower middle market.
Why? Because the challenges faced by companies of this size are unique. Too big to be small, too small to be big. It takes a maniacal focus on the fundamentals to break through to the next stage.
I am also an Operating Partner at Boathouse Capital and a Limited Partner at Stage 2 Capital. With these roles (and quite a few laps around the sun) I've had the good fortune to serve as a board member of and advisor to many companies seeking capital-efficient growth.
Hi! I'm Gary. I co-founded Yield Group, a boutique go-to-market advisory firm that focuses exclusively on B2B software and services companies in the lower middle market.
Why? Because the challenges faced by companies of this size are unique. Too big to be small, too small to be big. It takes a maniacal focus on the fundamentals to break through to the next stage.
I am also an Operating Partner at Boathouse Capital and a Limited Partner at Stage 2 Capital. With these roles (and quite a few laps around the sun) I've had the good fortune to serve as a board member of and advisor to many companies seeking capital-efficient growth.
Andy Monahan
Hi! I'm Andy. I have been a data-driven marketer my entire career, so I have empathy for Marketing Leaders who feel they are perceived simply as a "vending machine for leads."
As someone who has generated a lot of demand for large (AOL, Capital One) and midsized companies, I have always been obsessed with the "why" underlying the buyer, which is a critical input to an efficient Go-to-Market engine.
I joined Yield in order to help answer that question on behalf of lower middle market companies & go-to-market teams regarding their customers.
I am also an Operating Partner at Boathouse Capital and mentor to earlier stage startups.
Hi! I'm Andy. I have been a data-driven marketer my entire career, so I have empathy for Marketing Leaders who feel they are perceived simply as a "vending machine for leads."
As someone who has generated a lot of demand for large (AOL, Capital One) and midsized companies, I have always been obsessed with the "why" underlying the buyer, which is a critical input to an efficient Go-to-Market engine.
I joined Yield in order to help answer that question on behalf of lower middle market companies & go-to-market teams regarding their customers.
I am also an Operating Partner at Boathouse Capital and mentor to earlier stage startups.
Hi! I'm Andy. I have been a data-driven marketer my entire career, so I have empathy for Marketing Leaders who feel they are perceived simply as a "vending machine for leads."
As someone who has generated a lot of demand for large (AOL, Capital One) and midsized companies, I have always been obsessed with the "why" underlying the buyer, which is a critical input to an efficient Go-to-Market engine.
I joined Yield in order to help answer that question on behalf of lower middle market companies & go-to-market teams regarding their customers.
I am also an Operating Partner at Boathouse Capital and mentor to earlier stage startups.
"They allowed us that clarity and ease of flow, removing friction from our own buying process"
-Lee Roquet, CEO, Finch
"They allowed us that clarity and ease of flow, removing friction from our own buying process"
-Lee Roquet, CEO, Finch
Under the Hood on the Accelerator
Under the Hood on the Accelerator
Under the Hood on the Accelerator
Segmentation
Data-informed definition of the Ideal Customer Profile that creates clarity for the revenue team and confidence for Investors (current and future).
Cohort-based retention analysis based on a variety of relevant attributes.
Joining sales, marketing and product data, at the transaction-level, to reveal patterns on conversion rates, cycle times and more.
Bottoms up and top down assessment of resource allocation and performance across the customer portfolio.
Synthesize findings into consumable format for the team.
Segmentation
Data-informed definition of the Ideal Customer Profile that creates clarity for the revenue team and confidence for Investors (current and future).
Cohort-based retention analysis based on a variety of relevant attributes.
Joining sales, marketing and product data, at the transaction-level, to reveal patterns on conversion rates, cycle times and more.
Bottoms up and top down assessment of resource allocation and performance across the customer portfolio.
Synthesize findings into consumable format for the team.
Buyer Dynamics
Helping reveal the internal dynamics of Buyer departments and organizations in order to identify patterns for sales discovery..
Leverages JTBD research (interviews, assessments, etc.)
Identify prototype of “archetypes” to support the connection of unique value props to problems as a result of common dynamics.
Jobs To Be Done
With Jobs to be Done, we seek to understand why B2B customers “hire” products and for which critical “jobs” they are being hired.
Interviews of internal team members..
10 +/- customer interviews by Yield’s Partners..
Review Sales and CS call recordings.
Assess the Solution Landscape, from the Buyer perspective.
Summarize insights into actionable building blocks.
Jobs To Be Done
With Jobs to be Done, we seek to understand why B2B customers “hire” products and for which critical “jobs” they are being hired.
Interviews of internal team members..
10 +/- customer interviews by Yield’s Partners..
Review Sales and CS call recordings.
Assess the Solution Landscape, from the Buyer perspective.
Summarize insights into actionable building blocks.
Positioning & Messaging
Helping reveal the internal dynamics of Buyer departments and organizations in order to identify patterns for sales discovery..
Leverages JTBD research (interviews, assessments, etc.)
Identify prototype of “archetypes” to support the connection of unique value props to problems as a result of common dynamics.
Content & Distribution
Content themes are prioritized relative to Buyer requirements, current gaps and impact assessment.
Gap analysis of current content portfolio against core “Jobs”
Mapping required Buyer Content to Conversion Zones
Prioritizing based on “hot spots” along the Buyer Journey
People,
Process & Tech
Now that we understand Buyer requirements across the journey, we can determine the most efficient mediums for content delivery.
Top down resource allocation model with efficiency metric targets
Bottoms up resource allocation model based on prioritized motions
Mapping integrated motions relevant for each Buyer “Zone”
Tech stack assessment and recommendations
Data & Measurement
The revenue engine is a system, with each component affecting the other. As such, we need a systems-oriented measurement model fueled by data.
Design measurement system to monitor key leading indicators
Assess and help fill data gaps for Buyer targeting and activation
Buyer Dynamics
Helping reveal the internal dynamics of Buyer departments and organizations in order to identify patterns for sales discovery..
Leverages JTBD research (interviews, assessments, etc.)
Identify prototype of “archetypes” to support the connection of unique value props to problems as a result of common dynamics.
Positioning & Messaging
Key inputs to positioning framework(s) based on the results of the Segmentation, JTBD and Buyer Dynamic modules.
Gap analysis relative to current vs Buyer-driven research
Alignment assessment for key buyer touchpoints across marketing, sales, CS and even product.
Content & Distribution
Content themes are prioritized relative to Buyer requirements, current gaps and impact assessment.
Gap analysis of current content portfolio against core “Jobs”
Mapping required Buyer Content to Conversion Zones
Prioritizing based on “hot spots” along the Buyer Journey
People, Process & Tech
Now that we understand Buyer requirements across the journey, we can determine the most efficient mediums for content delivery.
Top down resource allocation model with efficiency metric targets
Bottoms up resource allocation model based on prioritized motions
Mapping integrated motions relevant for each Buyer “Zone”
Tech stack assessment and recommendations
Data & Measurement
The revenue engine is a system, with each component affecting the other. As such, we need a systems-oriented measurement model fueled by data.
Design measurement system to monitor key leading indicators
Assess and help fill data gaps for Buyer targeting and activation.
Tell Me More!
The GTM Accelerator is a 90-day engagement and costs $55K - $75K. It was designed for companies that want to build a scalable, capital-efficient Go-to-Market system that will accelerate value creation.
How much does it cost you, per month, to operate with an inefficient revenue engine?
If you are tired of spinning your wheels on random acts of marketing and sales, then let’s get started.
Yes! I want to learn more about the GTM Accelerator
The GTM Accelerator is a 90-day engagement that starts at $55K. It was designed for companies that want to build a scalable, capital-efficient Go-to-Market system that will accelerate value creation.
How much does it cost you, per month, to operate with an inefficient revenue engine?
If you are tired of spinning your wheels on random acts of marketing and sales, then let’s get started.
Schedule a call to meet with Gary & Andy to learn more.
The GTM Accelerator is a 90-day engagement that starts at $55K. It was designed for companies that want to build a scalable, capital-efficient Go-to-Market system that will accelerate value creation.
How much does it cost you, per month, to operate with an inefficient revenue engine?
If you are tired of spinning your wheels on random acts of marketing and sales, then let’s get started.
Schedule a call to meet with Gary & Andy to learn more.
Tell me more about the GTM Accelerator
Complete the form to schedule a call.
Tell me more about the GTM Accelerator
Complete the form to schedule a call.
Tell me more about the GTM Accelerator
Complete the form to schedule a call.
FAQs for the GTM Accelerator
Does it take 90 days to get to something actionable?
How much time is required from my team?
What size of company is the best fit for the GTM Accelerator?
What do I get by engaging in the GTM Accelerator?
What is the “work product” from the GTM Accelerator?
FAQs for the GTM Accelerator
Does it take 90 days to get to something actionable?
How much time is required from my team?
What size of company is the best fit for the GTM Accelerator?
What do I get by engaging in the GTM Accelerator?
What is the “work product” from the GTM Accelerator?
FAQs for the GTM Accelerator
Does it take 90 days to get to something actionable?
How much time is required from my team?
What size of company is the best fit for the GTM Accelerator?
What do I get by engaging in the GTM Accelerator?
What is the “work product” from the GTM Accelerator?
