Defining: HT GTM

What is this for & who do we target?

Must: Threshold of deal value → €200K

Nice to have: Number of employees → 20 employees

Nice to have: Value of payroll per employee → €100K

Revenue goal for the motion (Max’s target) is €2.4M per year/€600,000 per quarter

Commitment to a list of 100 target accounts

Transfer of existing employees is a prerequisite as that is the only way to get the numbers at the get go

Longer sales cycles → 6-12 months

Who is doing what?

Maria

Pre conversation stuff → Sourcing and research, creating lists using tools

Prioritising accounts by tiers

Facebook of ICPs

(in the future) Cold outreach → junior people

Max

Majority of outreach

Qualifying conversations with mid/senior level people

Creating deals

Nurture deals and progressing them through the pipeline

Owns process and the progress through the pipeline

Project manages the entire process in negotiation and deal closing

Dee

Defining strategy for high-touch

Creating awareness for Boundless

Speaking at events

Engaging with media

Tapping into existing network

Identifying potential prospect companies

Leads the deal negotiation

Leads the commercial terms negotiation

What strategies are we using?

Each of these strategies should come in as a touchpoint with a target account:

Marketing-led paid campaign with Gripped

Event attendance and networking

LinkedIn outreach to selected target companies

Influencer engagement - keeping warm relationships with the Pete Tiliakoses, Mary Hollands, David B

(in the future) Running our own events