Strategy

Choosing between an in-house team, an outsourced agency and a hybrid, and what each costs and risks.

• Capability readiness assessment
• Cross-team accountability model
• Hybrid operating model design
• Knowledge transfer and IP ownership
• Operating model selection criteria
• Operating model transition planning

How inbound demand and outbound prospecting divide the growth plan, and when one should lead.

• Channel mix allocation
• Demand capture and demand creation
• Inbound and outbound channel selection
• Inbound-to-outbound follow-up
• Stage-based channel mix

Using outbound to get first traction in a new market, geography, industry or product category.

• Beachhead market selection
• Cross-border outbound adaptation
• Lighthouse account strategy
• Market-entry message localization
• Market-entry offer design
• Market-entry research
• Market-entry validation

What outbound costs in people, data and tools, and how to budget and justify it.

• Outbound cost model
• Outbound data budget
• Outbound headcount budget
• Outbound testing budget
• Outbound tooling budget

Setting the pipeline, meeting and revenue outcomes outbound is expected to produce, and the math behind them.

• Outbound activity targets
• Outbound funnel conversion assumptions
• Outbound goal cascading
• Outbound meeting targets
• Outbound pipeline targets
• Outbound revenue targets

Sizing how many accounts a team can work, and splitting them by territory, segment or rep.

• Account allocation and ownership
• Coverage model design
• Outbound capacity modeling
• Rep headcount and ramp planning
• Territory balancing
• Territory design