B2B TECHNOLOGY
SpeakUp
Revenue Growth & GTM Optimization
Challenge
- Fragmented marketing spend and unclear priorities (Geo/ICP/industry)
- Inconsistent deal hygiene and unclear stage criteria
- Insufficient cadence in pipeline, deal and forecast reviews
Solution
- Segmentation & focus: crisp Geo/ICP/industry definitions, priorities and targets per segment
- Sales motions per segment: standardised offerings, differentiated pricing and clear roles (SDR/AE/CSM)
- Operating cadence: weekly pipeline & deal reviews, monthly forecast calibration, tight entry/exit criteria
- Team & incentives: Sales & Marketing re-org, promotions for top performers, comp-plan redesign
- Demand gen: clear lead SLAs and routing/nurturing to avoid dead ends
Key results
- ARR +91% YoY
- ARPA +34%
- Inbound leads +130%
- Forecasting in line with budget
B2B TECHNOLOGYGTMsegmentationSales motionsPipeline managementDemand generationRevenue growthForecasting