Drive alignment by connecting performance targets top-down and bottom-up.
How we work with you
1. Align on process & methodology
Engage all the stakeholders across GTM, Finance, and HR—including sales team members
Align on the company's near/long-term growth objectives and strategy across GTM and Finance
Evaluate the impact from anticipated organizational changes or productivity improvements
Agree on the optimal methodology, metrics, and time periods to achieve desired outcomes
2. Build a cohesive data foundation
Aggregate, clean, and normalize historical pipeline, performance, payout, and organizational data
Extract role-based insights about sales behavior, motivation, capacity, ramp, and tenure
Obtain market intelligence from sales/account teams on competition, segmentation, and buyer behavior to quantify growth opportunities and optimize territory/account assignments
3. Model top-down & bottom-up
Validate the company's top-line growth plan with bottom-up GTM data and insights
Calibrate top-down quota allocation with cross-functional GTM-Finance involvement and buy-in
Model the impact of different quota performance scenarios on revenue growth and GTM budget
4. Monitor performance & impact
Continuously monitor effectiveness and results through a combined GTM-Finance lens
Minimize quota padding and mid-year adjustments with timely, structured and data-driven planning
Maximize the likelihood of achieving the company's revenue plan with cross-functional collaboration
