From new consultancy to $1M+ in first-year revenue
Positioned, validated and launched a new transformation consultancy targeting global enterprises — building the messaging and Go-to-Market strategy that helped secure $1M+ in first-year revenue and enterprise clients.
Key Results
$1M+ first-year revenue
Secured $1M+ in first-year revenue following successful positioning, market validation and launch.
Positioning validated
Ran live message testing that overturned the intended positioning before launch — the visionary, big-picture message won on engagement but failed on comprehension.
Enterprise clients
Created the Go-to-Market and growth strategy to identify and convert large enterprise organisations with active buying intent.
First hires
Successful launch and growth led to the company’s first full-time and part-time hires.
Role
Sales & Marketing - Strategy and Implementation
Multiple engagements across two years - ongoing · Confidential Client
The Challenge
Turn a sophisticated offer into a business buyers could quickly understand
The client was launching a new transformation consultancy targeting global enterprises. They needed help defining a clear commercial proposition, validating the market, and turning a comprehensive framework into a compelling business that buyers could quickly understand.
The offering was sophisticated and structured as a multi-tiered suite, which created a challenge in turning it into something enterprise buyers could understand and buy.
This included:
Positioning and commercial strategy
Messaging and offer development
Market validation
Go-to-Market strategy and implementation
Marketing materials — web pages, product strategy, and design feedback
Sales training with core team members
The Solution
Positioning, validating and launching the new business
Worked closely with the founder to transform a multi-tiered offering into a commercially viable business proposition, defining the positioning, validating the offer, and building the V1 Go-to-Market strategy required for launch.
Phase 1
Positioning & Commercial Strategy
We translated a sophisticated offering into a V1 commercial proposition, refining the positioning, messaging and service offering through multiple rounds of research, exploration and strategic discussion.
The aim was to take a comprehensive, multi-tiered offer and make it clear what the company did, why it mattered and how enterprise buyers could engage.
Phase 2
Market Validation
We tested competing value propositions through LinkedIn advertising campaigns before committing to the launch position.
The visionary, big-picture message performed well on engagement, but responses showed that buyers struggled to understand exactly what the offer was. The simpler message — putting the founder front and centre and clearly describing what the offer did — performed better at communicating the proposition.
Engagement metrics were therefore rewarding the variant that was failing at the actual job. Testing the messages with real buyers gave us the feedback needed to refine the positioning before launch.
Phase 3
Go-to-Market & Launch
With the proposition validated, we developed the GTM strategy, created the core marketing assets, and launched targeted campaigns designed to generate demand from large enterprise organisations already showing signals of buying intent via email, webinar and content campaigns.
We also trained the founding team to use the messaging consistently in live sales conversations.
The outcome
The business launched successfully, secured $1M+ in first-year revenue, won enterprise clients, and grew to make new full-time and part-time hires.
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