Enabling businesses to transform commercial systems using a holistic go-to-customer methodology
Overcome Productitis with Sales Enablement Programs
Diagnosing the problem of Productitis is one thing. Treating it and keeping it in check is another. We exist to help commercial leaders of B2B companies keep their Productitis under control for good. Our professional services focus on developing wellness programs to treat Productitis and improve your commercial system. To provide the medicine to manage the disease, we also create client-facing, integrated sales and marketing programs we call enabling programs.
An Immersive Partnership
Growth Enablement is the professional services arm of Polaris I/O dedicated to improving the performance of your sales force. Scott Santucci, the godfather of the sales enablement practice and founder of Growth Enablement, leads the team. By combining consulting and professional services with decades of scientific research, data, and technology, we provide you with the tools you need to build better relationships with your customers and grow revenue. Together, we envision, design, and deploy transformation from the outside-in.
The Business of Your Success
We start with a rapid baseline assessment to help companies understand how interconnected their commercial processes are, uncover strengths, understand and prioritize the barriers preventing success, and then help determine where resources are being wasted. We then unlock growth by developing highly-targeted enabling programs to systematically eliminate random acts of sales enablement. This combination of reducing waste while also focusing on “what works” creates successful results.
200%
Improvement in new product sales over 12 months
$200M
Qualified opportunities in strategic account group
600%
Increase in first meetings with executive buyers
56%
Increase in average deal size, a 33% decrease in sales cycle time
Our Go-to-Customer Mandate
To enable your business to pivot from a go-to-market approach focused on complex product-centric activities that have created Productitis to a go-to-customer approach focused on cohesive systems that provide valued outcomes for customers, we map our findings to a strategic framework. The baseline assessment also reveals which type of sales enablement functions will have the greatest impact.
Strategy Translation
How will you convert your vision into executable insights so your clients can realize a business outcome that results in economic value?
Resource Allocation
Do you have the right resources, configured the right way to capitalize on the big bets you’re making to drive value for your customers?
Targeted Enablement
Are the various activities to aid the revenue acquisition process aligned so they add value to your customers and are utilized by salespeople?
Growth Yield
How well are you maintaining the overall working environment (technology, culture, policies, structure, etc.) to drive successful customer outcomes?
Our Enabling Programs Gain Executive Sponsorship
Our Growth Enablement team leverages design thinking principles to proactively drive the change management process with minimizing disruption. Our enabling programs gain executive sponsorship because they include orchestrated execution of projects from the top down and bottom up to ensure success.
How to implement holistic and sustainable go-to-customer enablement programs quickly
Sales Is Simple. Simple Is Hard. We Can Help.
Unlike other consulting firms, we immerse ourselves in your day-to-day business. The team at Polaris I/O is here to help you improve commercial performance through holistic and sustainable go-to-customer enablement programs. We use proven frameworks and methodologies, skillful facilitation, and best-in-class commercial expertise to achieve outcomes and eliminate random acts of sales enablement.
When you eliminate random acts of sales enablement, a whole new world of possible outcomes reveals itself. We believe the best solutions are inclusive of cross-functional perspectives. So we bring together all the elements required for success in a complex commercial system and develop a cross-functional language to make communication easier.
Orchestration aligns people, process, information, and technology and connects the dots between:
- Human understanding (biases, organizational boundaries, risks, etc.)
- Process and business savvy (executive alignment, leadership change, etc.)
- Information and functional excellence (product marketing, marketing, sales, sales ops, etc.)
- Technology and tools (segmentation, sales methodologies, CRM, etc.)
Model Map Match: A Quick Solution to Simplify Complex Problems
Traditional go-to-market strategies develop messages based on products and put many product-centric materials in the hands of salespeople who then take it to customers. This “one-size-fits-all” approach misses the mark. It creates confusion for customers and an overwhelming burden on salespeople to align the message with their audience. By comparison, we take an outside-in approach. We utilize executive buyer insights to inform the orchestration of commercial activities that transform relationships and maximize growth.
Our Routes to Value program leverages our model-map-match method to work backwards from the customer and allows you to start achieving results without being disruptive to current ongoing operations.
- Model out the agreement network for your customer
- Map and organize the capabilities that you have that add value to that customer
- Match or connect the dots by creating a value map so your customers can envision economic value
Value maps will look different for different customers based on the different outcome patterns but the goal is the same — to create one picture of the value you provide that’s relevant to the targeted stakeholders’ world, not yours.
3 Phases to Rolling Out Enabling Programs
We believe in moving quickly but moving smartly. Following a disciplined plan, we can guide your company from strategy through execution and deployment in 90 days.
1. Prototype
Develop a cross-functional group (tiger team) to work collaboratively and cross-functionally to quickly develop a “formula of success.” Includes building a defined experience for a targeted audience with a desired goal in mind and testing with a small group of accounts.
2. Preparation
Make the experience repeatable beyond the core team and with consistent quality. Requires auditing of all the groups involved and orchestrating new ways of working and simplification of business processes across the company.
3. Scale
Develop methods to deliver the experience to more people, with greater speed, at lower costs. Includes codifying the overall environment (policy, structure, technology, skills, culture, etc.) required to scale the formula of success.
Example Program Results
Here is the interesting thing about tackling complex problems – if you take the time to understand all of the cause and effect relationships, you can always find simple solutions that have enormous impacts. Routes to Value is both a go-to-customer strategy and an integrated message enablement program designed to match the breadth of your capabilities to the needs of targeted buying centers. It’s proven to provide cohesion between customers and salespeople and increase deal size.
$400M Logistics Company
Beta rollout to the field in 3 months
50% increase in deal size
Set record for largest revenue per user ($22 to $76)
$3B Communications Technology Firm
Controlled launch to targeted key account reps in 3 months
Adoption and use for whole control group within 2 weeks
$350 million in additional pipeline generated
$1B Enterprise Software Company
100% increase in revenue
within 1 year
100% of reps sold at least
one of the new product
300% basis point margin improvement
