Clarify was created to address the challenges facing B2B sales groups who are engaged in large, complex deals (£200k-£30mill TCV). Now, more than ever, businesses must be agile, innovative and highly skilled to stay ahead of the competition. Existing go-to-market models often struggle to deliver the right mix and volume of deals needed, especially for organisations where some, or all, of their sales consisted of complex deal types.
Our focus is on delivering services that solves these problems, enables rapid market penetration and produces sustainable growth.
// THE PROBLEM
The lack of quality pipeline development is a major contributor towards many other sales productivity and growth challenges. The choices available to Sales & Marketing leaders are either to use expensive field sales resources, who have the sales skills but struggle with bandwidth, or use Demand Generation teams who, whilst appropriate for established, transactional offerings, rarely possess the sales skills to build pipeline for more complex deal types.
Neither option addresses the underlying problem in a systematic, scalable way.
Field Sales are an expensive and unproductive option to use to build pipeline and their focus is inevitably drawn to deals that will close this quarter and next. Pipeline which might take several quarters, or even years, to develop is not their top priority. Despite the best efforts of many Sales Managers, getting salespeople to continue to invest time in business development activities is tough.
Demand Generation teams have generally been built as a commodity, low cost function using an operating model which has more in common with B2C selling than it does with the world of high-end B2B sales. The individuals hired, their sales capability, commission structures; all encourages a high volume, low quality output which rarely delivers a strong ROI for anything other than low value, transactional deal types.
The net outcome is that most go-to-market models struggle to support the corporate growth ambitions and contain huge amounts of hidden costs and inefficiencies.
// THE SOLUTION
Clarify has created a fundamentally different operating model for enterprise sales, one that delivers predictable pipeline and revenue but also creates long-term transformational change.
We do it by designing and building specialist Business Development teams that understand how to create compelling propositions and then combine the coverage and scalability of a demand generation team with the business development skills of high end field sales. The result is a pipeline profile that is better aligned to delivering the corporate growth strategy than the organisation may otherwise be able to obtain through transactional functions such as Demand Gen & Inside Sales groups.
Enabling sales transformation
Creating the propositions, and skills if needed, to help field sales to engage early and sell high, improve their capacity to sell value and expedite changing the pipeline and revenue mix.
Improve pipeline velocity and win rates, achieve dominance in high growth segments and increase share of wallet.
Reduce the cost of revenue acquisition
Increase the volume of multi-product deals, improve sales productivity and create more higher-margin deals.
By applying a proven and tested methodology, Clarify is able to address a number of strategic growth challenges and enhance the go-to-market model in a cohesive and profitable way.
// WHO WE DO IT FOR
We’re privileged to work with some of the world’s most valuable technology brands, as well as some of the very brightest start-ups – helping them all achieve sustained and significant commercial success.
JOIN OUR TEAM
Clarify’s vibrant team culture demands hard work and quality execution in return for great rewards and opportunities. We are proud of the values and culture of our business, as well as the high standards we set. If you’re serious about building a career creating significant value for the worlds most revered brands, Clarify is your perfect home.