July 1, 2024
Building new approach and team inside Netguru, to improve ability to proactively pitch, sell and expand new customer base.
Company grew to great success, but was limited to inbound and refferal sources. We had to change that.
I started by preparing a plan in the form of V2MOM/OKR, utilizing this management technology.
Next, I obtained approval from all decision-makers.
We also prepared a file with the available budget, which allowed for increasing the team's resources. This formed the basis for further expansion.
Additionally, I worked on key go-to-market strategies, based on the company's strategy and future forecasts.
I trained, integrated, and divided every new employee into groups that connected partner clients with SDR employees and the market research team. The division of duties was such that the research team analyzed the market, identifying potential targets, namely ICPC accounts and biopersonals. The SDR team supported partner clients in establishing contacts with these individuals.
We created four effective playbooks, which I cannot discuss in detail as they are trade secrets. We also tested about seven other playbooks that were ultimately not put into production.
The goal of the entire mission was to build within the company the appropriate skills and approaches that would be distributed to the rest of the organization along with best practices in the following years..