Megadeals

Scaling your rainmakers starts with the Go-to-market design workshop

Rid yourself of your Rainmaker Dependency! A Rainmaker is your key player in dealmaking who quickly becomes a bottleneck as his/her calendar is overloaded due to your organisation's heavy dependence on him/her. - It’s a common misconception that all Rainmakers are salespeople when that’s not the case. A Rainmaker could just as well be your CTO or any other person (CEO, CMO, Chief Engineer, etc.) securing your most complex deals. - An Orchestrator leads initiatives and coordinates all activities and people engaged in said initiatives towards a prospect/client. We have realised that the marketing and sales around large B2B deals are almost always highly reliant on a handful of individuals who can orchestrate them well. We call this issue the rainmaker dependency. Megadeals have found a way to scale your rainmakers, starting with the go-to-market design workshop where we set your targeting, positioning and messaging.

The Megadeals Discipline fit when you face these criteria in your deal-making:

1. Cross-hierarchical deal anchoring. Board, C-level, VP-level down to technical and operational experts. 2. Cross-functional deal anchoring. Operations, Tech, Sustainability, Procurement, Security etc.‍ 3. With a relatively complex offering. At least it's hard to quickly introduce new salespeople without burdening the "key staff".‍ 4. Entering into a relatively complex environment on the client's side with a mix of process and technical infrastructure. This complexity mix makes it hard to grow/scale with regular salespeople and partner managers. Instead, the recipe is very senior deal makers with a support structure and a blend of deal-centric marketing and content throughout the sales process, including expanding deals, positioning and messaging. This messaging is made for layered decision processes found in large corporations.

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Here you have TWO main choices to consider: Grow with more and more salespeople (will further burden the bottleneck resources, soon hitting the ceiling due to calendar limitations for these rainmaker resources).

Or you can choose to grow with a hybrid model with star salespeople and marketing made for large deals designed explicitly for the constraint (Rainmaker dependency). ‍

During four half-day workshops, we "iterate your targeting, positioning, and messaging until we're all sure it's right."

Targeting

Based on your messaging, we identify your target segment, where you are most competitive and can dominate and win. A more efficient and consistent way of prioritising the right accounts, segments/industries based on key initiatives, clear disqualification criteria, and the IDC/Ideal Customer Profile.

Positioning

We go through; how to position your business in the vertical to reach a bigger audience and potential clients. A successful Positioning is the combination of a target audience where… your matching key initiatives are frequent your category and sub-category are winning, and you are winning in the sub-category

Messaging

The Messaging Architecture, i.e. the master value proposition. This is the source from which you create content that drives thought leadership (vs too much focus on your company and your product's benefits and features). The Messaging Architecture is the glue that holds the orchestration together. Without it, the orchestration falls apart. Distributing content mostly around your company, benefits and features disengages your audience and doesn't differentiate from your competition.

What does each module contain?

After the workshop you will receive your Go-To-Market Design Report based on the outcome of the workshops.

You will receive an executive summary of our conclusions from the Megadeals GTM (Go-To-Market) Design workshop. Here we describe the success principles required for running a successful megadeals orchestration discipline. This is based on, • Years of research and studying over 100 Fortune 500 companies and 400 scale-ups. •Studying over 60 high-performing megadealers and how they orchestrate megadeals. •Our own experience in orchestrating megadeals. •Your company current state; here we describe our observations of your current situation. •We share our observations on your current targeting, positioning, messaging, and organization. •We also conclude how your current GTM impacts its ability to achieve its strategic objectives and key initiatives predominantly around commercial scaling. •Megadeals GTM Design workshop insights & output. In this section, we give a comprehensive description of our observations and conclusions on what is required for your company to achieve its goals around commercial scaling and growth. •Conclusion: The last chapter summaries our conclusions.

Even though Megadeals work with some of the largest companies in the world, we predominantly focus on SAAS companies and sustainability scale-ups.

We have clients in solar, energy storage, energy optimising software, green IT etc. just to mention a few. Our Clients come from different parts of the world, such as San Diego, Philadelphia, Israel, Sweden, Finland, Netherlands, Belgium, Switzerland, Malaysia, and India.

The Go-To-Market Design Workshop