Transition from unpredictable to sustainable growth

Why tractioners?
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Services
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Case Studies
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Team
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Contact
Why tractioners?
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Some challenges you may be facing:

Unclear path to your revenue targets?

Do you know the results you need to deliver, but lack a clear plan to get you there? Are your teams juggling conflicting priorities?

A slump in growth after initial success?

Are you tracking the right data to help you analyse performance and make data-driven decisions?

Problems with commercial hiring?

Do you have an inexperienced team? Are you unclear of what skill sets you need to hire for?
Services
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Ways we can help

Health Check

Regardless of your commercial goals, the best place to start is to assess what’s working and what’s missing.

We’ll do a full assessment across your commercial organisation ranging from strategy and market analysis, through to team composition, playbooks and KPIs. We’re not starting from scratch: we are looking to identify what’s working and worth doubling down on, what might need some tweaking and what’s missing entirely that could deliver you some quick wins.

"I had the pleasure of working with Sophie on a complex business transformation. Her ability to deep dive into the details of the Commercial organization and in parallel work at senior level cross-functionally set her apart in both strategic direction and operational execution. Having her energy and skills on the team would certainly change the odds of success for any startup."
– Michele Battelli, ex CPO, Sensat

Fix your strategy

Having the right plan in place is crucial for your commercial success.

All too often businesses have competing priorities that makes overall progress challenging. Having the right plan in place that everyone from the intern up to the Board understands and buys into is essential. There is no one-size-fits-all approach: it involves working with you and your exec team and results in a clear 6-12 month commercial plan.

"As a founder, you’re expected to know everything, but you don’t. Having someone with Sophie’s experience as a guide has been brilliant. We get on like a house on fire, but she also challenges me, helping me correct some of my rigid thinking and avoid potential pitfalls."
– Matthew Hodgson CEO and Founder Mosaic Smart Data

Hands-on execution

We will work alongside you to help you deliver your plan, accelerating time to growth.

There are a number of ways we can support you ranging from project work through to interim leadership, coaching and advisory services. Some examples:

  • Sales organisation design: KPIs, comp plans, redefining or building new teams, hiring
  • Sales motion & ops: tech stack, playbooks, reporting and analytics
  • Go-to-market: ICP and personas, value props, sales toolkit, website
  • Interim leadership: helping to embed changes, whilst coaching for performance and driving hiring processes


"Sophie helped my team at Makers at a crucial time when we were in the middle of a complex pivot from a B2C to a B2B model. She aligned the commercial teams behind shared goals, metrics and responsibilities, made a number of excellent hires and worked with the entire senior team on redefining our product as we doubled-down on enterprise sales. I wouldn’t hesitate to work with her again given the chance."
– Evgeny Shadchnev, Co-founder and former CEO, Makers
Case Studies
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What our customers have to say

Helping Mosaic move away from Founder-led sales by building a scalable SaaS sales engine.

What we did
  1. Ran an initial health check to identify key challenges
  2. Defined the new commercial strategy and revised the go-to-market approach
  3. Built the teams, processes and culture to accelerate growth
Background

Mosaic, an AI-powered data analytics platform for Capital Markets, had achieved impressive early traction through Founder-led sales into their networks. They were looking for help building a brand new commercial function able to meet the needs of their discerning global client base.

Outcomes
  • Set up, hired and onboarded business development, enterprise sales and customer success teams
  • Built scalable enterprise SaaS sales process including CRM and toolkit
  • Introduced a data-led approach with new reporting cadence
  • Introduced a healthy, competitive and collaborative culture
  • Supported the development of a strategic partnership to open up new sales channel

Helping Sensat build a sustainable and recurring business model.

What we did
  1. Ran an initial health check to analyse the current customer journey, processes, metrics and toolkit
  2. Worked with the exec team to incorporate key commercial and product priorities into a new commercial strategy
  3. Implemented new sales organisation design and accompanying sales operations
Background

Sensat had experienced impressive initial commercial success and with ambitious growth targets to deliver against, they needed help driving greater consistency in their current sales process, as well as laying the foundations for building out new go-to-market strategies.

Outcomes

We introduced the new strategy across the business after gaining buy in from the Board. As a result, the commercial team gained clarity in their KPIs and the confidence to deliver against them.

  • Increased ACV and shortened sales cycle by 50%
  • New skills introduced into the sales team via training, coaching and new hires (Account Executives, Sales Development Reps)
  • New outbound strategy implemented across sales and marketing with 30% month-on-month growth
  • New commercial operations set up covering KPIs, reporting and cross-team collaboration

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Easing the transition from B2C to B2B whilst maintaining Makers' unique culture.

What we did
  1. Ran an initial health check to identify the key blockers to growth
  2. Worked with the exec team to define a new sales culture and a revised go-to-market approach
  3. Helped unify all revenue-generating activities into one team
Background

Makers, Europe’s first coding bootcamp, was experiencing increasing competitive pressure 5 years on. Their unique approach was valued by their students and customers alike but the commercial organisation needed professionalising to take the business to the next level.

Outcomes
  • New Head of Sales and enterprise sales team hired and coached to facilitate onboarding and deliver maximum potential
  • Sales engine overhaul spanning culture, team, processes, toolkit, targets and comp
  • New cadence around OKRs and reporting
  • One unified commercial team working in unison across sales, marketing and client delivery
  • Introduced growth experiments to generate consistent B2B leads
Team
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Meet the team

Sales can seem daunting, especially if you don’t have a commercial background. We are passionate about using the best practices we have built up to help our customers fast track their way through common pitfalls.

Sophie Carter
Founder

Sophie has over 20 years of commercial experience spanning across a multitude of sectors, predominantly in B2B enterprise SaaS. She spent 10 years working with some of the world's biggest brands such as Microsoft, Sony and Vodafone where she led global teams and was responsible for delivering quotas of up to £200m. She has subsequently worked closely with 20+ VC-backed businesses in interim revenue leadership, advisory and project-based roles, helping startups and scaleups set themselves up for accelerated and scalable growth.

True & NorthSales Training Partner

True & North provide virtual and in-person training for client engagement, unpacking and simplifying the behaviours that govern really successful human interactions. Their workshops, attended by the likes of Facebook, R/GA and the BBC, are unlike any other: your teams work on live business opportunities and leave with an actionable plan to use in the real world.

True & North
Sales Training Partner

True & North provide virtual and in-person training for client engagement, unpacking and simplifying the behaviours that govern really successful human interactions. Their workshops, attended by the likes of Facebook, R/GA and the BBC, are unlike any other: your teams work on live business opportunities and leave with an actionable plan to use in the real world.
Contact
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Get in touch

Our team would love to hear from you, fill out this form for a free 15 minutes consultation.

hello@tractioners.com

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Tractioners Ltd. 2021