{"id":2999,"date":"2024-02-16T13:47:01","date_gmt":"2024-02-16T13:47:01","guid":{"rendered":"https:\/\/b2b-global.pro\/?page_id=2999"},"modified":"2024-06-04T20:11:19","modified_gmt":"2024-06-04T17:11:19","slug":"54-increase-in-new-revenue-by-creating-gtm-strategy","status":"publish","type":"page","link":"https:\/\/b2b-global.pro\/uk\/54-increase-in-new-revenue-by-creating-gtm-strategy\/","title":{"rendered":"54% increase in New Revenue YoY by creating GTM Strategy and relaunching the biz dev department"},"content":{"rendered":"<div data-elementor-type=\"wp-page\" data-elementor-id=\"2999\" class=\"elementor elementor-2999\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-40e2845b elementor-section-full_width elementor-section-height-default elementor-section-height-default\" data-id=\"40e2845b\" data-element_type=\"section\" data-e-type=\"section\" id=\"info_section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2af9fd5a\" data-id=\"2af9fd5a\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-6669a354 elementor-section-content-middle elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6669a354\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-c4d2ad5\" data-id=\"c4d2ad5\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-63b8bae elementor-widget elementor-widget-image\" data-id=\"63b8bae\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"200\" height=\"200\" src=\"https:\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/jelvix_logo-1.jpeg\" class=\"attachment-full size-full wp-image-3020\" alt=\"\" srcset=\"\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/jelvix_logo-1.jpeg 200w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/jelvix_logo-1-150x150.jpeg 150w\" sizes=\"(max-width: 200px) 100vw, 200px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6e1eb382 elementor-widget-tablet__width-initial elementor-widget-mobile__width-initial elementor-widget elementor-widget-heading\" data-id=\"6e1eb382\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">54% increase in New Revenue YoY by creating GTM Strategy and relaunching the biz dev department<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-656db880 elementor-widget__width-initial elementor-widget-tablet__width-initial elementor-widget-mobile__width-inherit elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"656db880\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-check-square\" viewbox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M400 480H48c-26.51 0-48-21.49-48-48V80c0-26.51 21.49-48 48-48h352c26.51 0 48 21.49 48 48v352c0 26.51-21.49 48-48 48zm-204.686-98.059l184-184c6.248-6.248 6.248-16.379 0-22.627l-22.627-22.627c-6.248-6.248-16.379-6.249-22.628 0L184 302.745l-70.059-70.059c-6.248-6.248-16.379-6.248-22.628 0l-22.627 22.627c-6.248 6.248-6.248 16.379 0 22.627l104 104c6.249 6.25 16.379 6.25 22.628.001z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Industry | Software Development<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-208911aa elementor-widget__width-initial elementor-widget-tablet__width-initial elementor-widget-mobile__width-inherit elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"208911aa\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-check-square\" viewbox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M400 480H48c-26.51 0-48-21.49-48-48V80c0-26.51 21.49-48 48-48h352c26.51 0 48 21.49 48 48v352c0 26.51-21.49 48-48 48zm-204.686-98.059l184-184c6.248-6.248 6.248-16.379 0-22.627l-22.627-22.627c-6.248-6.248-16.379-6.249-22.628 0L184 302.745l-70.059-70.059c-6.248-6.248-16.379-6.248-22.628 0l-22.627 22.627c-6.248 6.248-6.248 16.379 0 22.627l104 104c6.249 6.25 16.379 6.25 22.628.001z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Company size | 51 - 200<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6aefc480 elementor-hidden-phone elementor-widget elementor-widget-spacer\" data-id=\"6aefc480\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-62ee3b1f elementor-widget__width-initial elementor-widget-tablet__width-initial elementor-widget-mobile__width-inherit elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"62ee3b1f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-check-square\" viewbox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M400 480H48c-26.51 0-48-21.49-48-48V80c0-26.51 21.49-48 48-48h352c26.51 0 48 21.49 48 48v352c0 26.51-21.49 48-48 48zm-204.686-98.059l184-184c6.248-6.248 6.248-16.379 0-22.627l-22.627-22.627c-6.248-6.248-16.379-6.249-22.628 0L184 302.745l-70.059-70.059c-6.248-6.248-16.379-6.248-22.628 0l-22.627 22.627c-6.248 6.248-6.248 16.379 0 22.627l104 104c6.249 6.25 16.379 6.25 22.628.001z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Service | Fractional CBDO<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4f06e52f elementor-widget__width-initial elementor-widget-tablet__width-initial elementor-widget-mobile__width-inherit elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"4f06e52f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-check-square\" viewbox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M400 480H48c-26.51 0-48-21.49-48-48V80c0-26.51 21.49-48 48-48h352c26.51 0 48 21.49 48 48v352c0 26.51-21.49 48-48 48zm-204.686-98.059l184-184c6.248-6.248 6.248-16.379 0-22.627l-22.627-22.627c-6.248-6.248-16.379-6.249-22.628 0L184 302.745l-70.059-70.059c-6.248-6.248-16.379-6.248-22.628 0l-22.627 22.627c-6.248 6.248-6.248 16.379 0 22.627l104 104c6.249 6.25 16.379 6.25 22.628.001z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Headquarters | Ukraine<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3549dd04 elementor-widget elementor-widget-spacer\" data-id=\"3549dd04\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-2f66a387\" data-id=\"2f66a387\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3f2cbae9 animated-slow elementor-widget__width-initial elementor-widget-tablet__width-initial elementor-widget-mobile__width-initial elementor-widget elementor-widget-counter\" data-id=\"3f2cbae9\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;_animation&quot;:&quot;none&quot;}\" data-widget_type=\"counter.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-counter\">\n\t\t\t<div class=\"elementor-counter-title\">Pipeline generated<\/div>\t\t\t<div class=\"elementor-counter-number-wrapper\">\n\t\t\t\t<span class=\"elementor-counter-number-prefix\">$<\/span>\n\t\t\t\t<span class=\"elementor-counter-number\" data-duration=\"2000\" data-to-value=\"6\" data-from-value=\"0\">0<\/span>\n\t\t\t\t<span class=\"elementor-counter-number-suffix\">Mln<\/span>\n\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6a5364ad animated-slow elementor-widget__width-initial elementor-widget-tablet__width-initial elementor-widget-mobile__width-initial elementor-widget elementor-widget-counter\" data-id=\"6a5364ad\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;_animation&quot;:&quot;none&quot;}\" data-widget_type=\"counter.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-counter\">\n\t\t\t<div class=\"elementor-counter-title\">Appointment to Win<\/div>\t\t\t<div class=\"elementor-counter-number-wrapper\">\n\t\t\t\t<span class=\"elementor-counter-number-prefix\"><\/span>\n\t\t\t\t<span class=\"elementor-counter-number\" data-duration=\"2000\" data-to-value=\"16\" data-from-value=\"1\">1<\/span>\n\t\t\t\t<span class=\"elementor-counter-number-suffix\">%<\/span>\n\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-u482vl1 elementor-section-content-middle elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"u482vl1\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-5fcceb3\" data-id=\"5fcceb3\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-1726a4d elementor-widget elementor-widget-image\" data-id=\"1726a4d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"872\" height=\"360\" src=\"https:\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/jelvix-3.webp\" class=\"attachment-full size-full wp-image-2898\" alt=\"\" srcset=\"\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/jelvix-3.webp 872w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/jelvix-3-300x124.webp 300w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/jelvix-3-768x317.webp 768w\" sizes=\"(max-width: 872px) 100vw, 872px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-04229e9\" data-id=\"04229e9\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-bdb5955 elementor-widget elementor-widget-heading\" data-id=\"bdb5955\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">About Jelvix<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b1bbbe1 elementor-widget elementor-widget-text-editor\" data-id=\"b1bbbe1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Jelvix is a software development company from Ukraine with 150 people on board. Jelvix has been a global tech partner for industry leaders, SMEs, and technology disruptors for 13 years. The <\/span><\/p><p><span style=\"font-weight: 400;\">The company aims to amplify its value through custom software development, stunning product design, rigorous quality assurance, and comprehensive consultancy services.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-9so69zm elementor-section-content-top elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9so69zm\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-51e9076\" data-id=\"51e9076\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-bfa6d99 elementor-widget elementor-widget-heading\" data-id=\"bfa6d99\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Main challenges<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-ee4d600 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ee4d600\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-d6daa70\" data-id=\"d6daa70\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-27912c3 elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"27912c3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><div class=\"elementor-image-box-content\"><h5 class=\"elementor-image-box-title\">Challenge 1: Increase New Revenue<\/h5><p class=\"elementor-image-box-description\">Sometime before our cooperation started, the company increased rates from $50 to $60-65 per hour.  As Jelvix didn\u2019t have a clear positioning, most of the customers were early-stage startups. And they didn\u2019t react well to such a rate increase, so conversions were low.<\/p><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f9e3301 elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"f9e3301\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><div class=\"elementor-image-box-content\"><h5 class=\"elementor-image-box-title\">Challenge 2: Need for new leads<\/h5><p class=\"elementor-image-box-description\">The client used 2 main lead-generation channels:<\/p><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-55d1f3c elementor-widget elementor-widget-text-editor\" data-id=\"55d1f3c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul><li><strong>Organic.<\/strong> The client created articles with trending content to increase their rank in Google SERP and gain more online visibility, and inbound inquiries<\/li><li><strong>Upwork.<\/strong> The client was looking for new projects on Upwork<\/li><\/ul><p>Both channels attracted small customers with budget limitations. Needed to improve conversions within existing and add new channels<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2946abe elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"2946abe\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><div class=\"elementor-image-box-content\"><h5 class=\"elementor-image-box-title\">Challenge 3: Build strong in-house biz dev department<\/h5><p class=\"elementor-image-box-description\">Acquiring top-tier sales and marketing talent is a challenging feat, especially in an intensely competitive market where skilled professionals are in high demand. <\/p><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6ac39fb elementor-widget elementor-widget-text-editor\" data-id=\"6ac39fb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Investing in continuous training and development programs is critical to ensuring that sales and marketing teams remain up to date with industry trends, product knowledge, and effective selling techniques.<\/p><p>In the constantly evolving IT industry, where new technologies and market trends emerge regularly, it&#8217;s crucial to be agile and adaptable. Therefore, need to build flexible enough sales and marketing strategies to adapt to these changes quickly and effectively.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-9537307 elementor-section-content-top elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9537307\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-9f99733\" data-id=\"9f99733\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e21b85d elementor-widget elementor-widget-heading\" data-id=\"e21b85d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Solutions<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3cab7c7 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"3cab7c7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-ba78e58 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ba78e58\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-2fea2ee\" data-id=\"2fea2ee\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7fd963d elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"7fd963d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><div class=\"elementor-image-box-content\"><h4 class=\"elementor-image-box-title\">1. Started with biz dev audit<\/h4><p class=\"elementor-image-box-description\">By examining various aspects of biz dev such as operations, sales, marketing, strategy, channels and team seniority, an audit can reveal areas where the company is underperforming or missing opportunities for growth. It helps in identifying gaps that need to be addressed and opportunities that can be capitalized on.<\/p><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-87ae820 elementor-widget elementor-widget-text-editor\" data-id=\"87ae820\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul><li><strong>Goals. <\/strong>Do goals associated with team and budget?<\/li><li><strong>GTM Strategy.\u00a0<\/strong>What are ICP,\u00a0 Target market, Positioning, Value proposition, and Interfaces?<\/li><li><strong>Operations. <\/strong>How optimized are business processes?<\/li><li><strong>Reporting.\u00a0<\/strong>How advanced is the reporting and analytics system?<\/li><li><strong>Growth channels. <\/strong>Do demand generation and demand capture activities cover the buyer journey?<\/li><li><strong>Toolset. <\/strong>How efficient is the team?<\/li><li><strong>Team.\u00a0<\/strong>How senior is the team and is the organizational structure optimized?<\/li><\/ul><p>After analyzing the above segments t<span style=\"font-weight: 400;\">he general biz dev score was <strong>38,4%<\/strong>. <\/span><\/p><p><span style=\"font-weight: 400;\">If the total score is less than 50%, this means that the project will be complex.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0b12533 elementor-widget elementor-widget-image\" data-id=\"0b12533\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"948\" height=\"814\" src=\"https:\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-11.48.19.png\" class=\"attachment-full size-full wp-image-3275\" alt=\"\" srcset=\"\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-11.48.19.png 948w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-11.48.19-300x258.png 300w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-11.48.19-768x659.png 768w\" sizes=\"(max-width: 948px) 100vw, 948px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-279d06e elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"279d06e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><div class=\"elementor-image-box-content\"><h4 class=\"elementor-image-box-title\">2. Developed a Go-to-Market Strategy<\/h4><p class=\"elementor-image-box-description\">The core element of successfull lead generation and sales for service IT companies is Go-to-Market Strategy.<\/p><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6d87ac6 elementor-widget elementor-widget-text-editor\" data-id=\"6d87ac6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul><li><p><span style=\"font-weight: 400;\">Crafted ICP and identified target industries<\/span><\/p><\/li><li><p><span style=\"font-weight: 400;\">Developed Positioning, Value Proposition, and Messaging Strategy<\/span><\/p><\/li><li><p><span style=\"font-weight: 400;\">Developed Customer Journey Map and Map of Informational Needs<\/span><\/p><\/li><li><p><span style=\"font-weight: 400;\">Listed all company services, focused on the most promising<\/span><\/p><\/li><li><p><span style=\"font-weight: 400;\">Chose 9 lead generation channels\u00a0<\/span><\/p><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b4d02df elementor-widget elementor-widget-image\" data-id=\"b4d02df\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"2156\" height=\"1054\" src=\"https:\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/GTM-elements.png\" class=\"attachment-full size-full wp-image-3280\" alt=\"\" srcset=\"\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/GTM-elements.png 2156w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/GTM-elements-300x147.png 300w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/GTM-elements-1024x501.png 1024w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/GTM-elements-768x375.png 768w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/GTM-elements-1536x751.png 1536w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/GTM-elements-2048x1001.png 2048w\" sizes=\"(max-width: 2156px) 100vw, 2156px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Core GTM Strategy elements<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6695f2f elementor-widget elementor-widget-text-editor\" data-id=\"6695f2f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>While crafting ICP we have arranged several <strong>customer interviews<\/strong> and one of the insights received is to pass the <strong>ISO certification<\/strong> that was required in the target industries and target accounts.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c320de4 elementor-widget elementor-widget-image\" data-id=\"c320de4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"916\" src=\"https:\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-16.26.20.png\" class=\"attachment-full size-full wp-image-3284\" alt=\"\" srcset=\"\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-16.26.20.png 2560w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-16.26.20-300x107.png 300w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-16.26.20-1024x367.png 1024w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-16.26.20-768x275.png 768w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-16.26.20-1536x550.png 1536w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-16.26.20-2048x733.png 2048w\" sizes=\"(max-width: 2560px) 100vw, 2560px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4ef0980 elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"4ef0980\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><div class=\"elementor-image-box-content\"><h4 class=\"elementor-image-box-title\">3. Rearranged Dept structure and hired a missing team<\/h4><p class=\"elementor-image-box-description\">When the strategy was done, and the team hired, we started demand generation and capture activities.\nWe had 3 teams that were responsible for different channels across the buyer journey.<\/p><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-792336b elementor-widget elementor-widget-text-editor\" data-id=\"792336b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">As we set up ambitious goals and selected 9 lead generation channels, we needed to hire relevant specialists to hit targets in each channel.<\/span><\/p><p><span style=\"font-weight: 400;\">In the Sales department, we have changed the full-stack junior sales reps on the SDR team of 3 ppl, a Data researcher and 1 middle Sales Rep<\/span><\/p><p><span style=\"font-weight: 400;\">In the Marketing dept, we arranged 2 teams: Demand Generation (LinkedIn Thought Leadership, Blog, Email Marketing)\u00a0 and Demand Capture Team (SEO, Link building, PPC, Directories)<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c2dd75a elementor-widget elementor-widget-image\" data-id=\"c2dd75a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"2490\" height=\"1606\" src=\"https:\/\/b2b-global.pro\/wp-content\/uploads\/2024\/03\/Biz-Dev-Org-Chart-1.jpg\" class=\"attachment-full size-full wp-image-4421 not-transparent\" alt=\"\" srcset=\"\/\/b2b-global.pro\/wp-content\/uploads\/2024\/03\/Biz-Dev-Org-Chart-1.jpg 2490w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/03\/Biz-Dev-Org-Chart-1-300x193.jpg 300w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/03\/Biz-Dev-Org-Chart-1-1024x660.jpg 1024w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/03\/Biz-Dev-Org-Chart-1-768x495.jpg 768w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/03\/Biz-Dev-Org-Chart-1-1536x991.jpg 1536w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/03\/Biz-Dev-Org-Chart-1-2048x1321.jpg 2048w\" sizes=\"(max-width: 2490px) 100vw, 2490px\" data-has-transparency=\"false\" data-dominant-color=\"f0e9d8\" style=\"--dominant-color: #f0e9d8\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Old structure vs. New structure<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-b194582 elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"b194582\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><div class=\"elementor-image-box-content\"><h4 class=\"elementor-image-box-title\">4. Launched demand generation and demand capture programs<\/h4><p class=\"elementor-image-box-description\">After auditing the biz dev team, we decided to make serious changes to the team structure. As our focus was on an increasing amount of New Revenue, we needed to find new ways of generating relevant leads according to the new ICP <\/p><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-82799ef elementor-widget elementor-widget-image\" data-id=\"82799ef\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1628\" height=\"992\" src=\"https:\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-17.15.46.png\" class=\"attachment-full size-full wp-image-3305\" alt=\"\" srcset=\"\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-17.15.46.png 1628w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-17.15.46-300x183.png 300w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-17.15.46-1024x624.png 1024w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-17.15.46-768x468.png 768w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-17.15.46-1536x936.png 1536w\" sizes=\"(max-width: 1628px) 100vw, 1628px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Screenshot from Pipedrive. Generated pipeline, $<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9f70819 elementor-widget elementor-widget-text-editor\" data-id=\"9f70819\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Top of the funnel programs <\/strong>&#8211; demand generation team<\/p><ul><li>LinkedIn Through Leadership (Social organic)<\/li><li>Organic (Blog)<\/li><li>YouTube<\/li><li>Email marketing (nurture)<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0da7ef5 elementor-widget elementor-widget-image\" data-id=\"0da7ef5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1470\" height=\"930\" src=\"https:\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-18.09.49.png\" class=\"attachment-full size-full wp-image-3327\" alt=\"\" srcset=\"\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-18.09.49.png 1470w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-18.09.49-300x190.png 300w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-18.09.49-1024x648.png 1024w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-18.09.49-768x486.png 768w\" sizes=\"(max-width: 1470px) 100vw, 1470px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Linkedin Thought Leadership Campaign results<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b1ffa55 elementor-widget elementor-widget-text-editor\" data-id=\"b1ffa55\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Middle of the funnel<\/strong> <strong>programs<\/strong> &#8211; demand capture aka lead generation teams (outbound and inbound)<br \/><strong>Inbound<\/strong><\/p><ul><li>SEO and Link building (Service pages)<\/li><li>Google and LinkedIn Ads + Retargeting (Paid Ads)<\/li><li>Directories (Clutch)<\/li><\/ul><p><strong style=\"font-size: 16px;\">Outbound<\/strong><\/p><ul><li>Multichannel outreach (Email+Linkedin+Calls)<\/li><li>Upwork<\/li><\/ul><p><span style=\"font-weight: 400;\">These activities helped to generate almost <strong>$6Mln<\/strong> in Pipeline<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-71f2588 elementor-widget elementor-widget-image\" data-id=\"71f2588\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1686\" height=\"948\" src=\"https:\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-16.48.59.png\" class=\"attachment-full size-full wp-image-3313\" alt=\"\" srcset=\"\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-16.48.59.png 1686w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-16.48.59-300x169.png 300w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-16.48.59-1024x576.png 1024w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-16.48.59-768x432.png 768w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-16.48.59-1536x864.png 1536w\" sizes=\"(max-width: 1686px) 100vw, 1686px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Growth Channels aligned to Customer Journey<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4d40f5d elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"4d40f5d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><div class=\"elementor-image-box-content\"><h4 class=\"elementor-image-box-title\">5. Optimized business processes<\/h4><p class=\"elementor-image-box-description\">We described all processes in biz dev department, wrote how-to guides, and handover instructions for each role in the department\n<\/p><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-696ca7e elementor-widget elementor-widget-image\" data-id=\"696ca7e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"1209\" src=\"https:\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/Operations-scaled.jpeg\" class=\"attachment-full size-full wp-image-3317\" alt=\"\" srcset=\"\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/Operations-scaled.jpeg 2560w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/Operations-300x142.jpeg 300w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/Operations-1024x483.jpeg 1024w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/Operations-768x363.jpeg 768w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/Operations-1536x725.jpeg 1536w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/Operations-2048x967.jpeg 2048w\" sizes=\"(max-width: 2560px) 100vw, 2560px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Business process example<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f049ad8 elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"f049ad8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><div class=\"elementor-image-box-content\"><h4 class=\"elementor-image-box-title\">6. Pre-sale, Sales and AM process improvement<br><\/h4><p class=\"elementor-image-box-description\">When ICP was done, identified the Buying Committee and created a segmentation model for leads and customers, the sales reps already knew what kind of lead call was scheduled.<\/p><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3c7b674 elementor-widget elementor-widget-text-editor\" data-id=\"3c7b674\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>We created a sales playbook with main objections, call takers, presentations, and proposal templates.<\/p><p>SDR and the sales team got the technology and service training from the delivery team, which increased their domain expertise.<\/p><p>For proper pipeline management and because of the different services to sell, and sizes of target accounts we have created 3 different pipelines in CRM.<\/p><p>Such an approach helped to increase conversion from the Appointment to win up to 16%.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-be5f0d2 elementor-widget elementor-widget-image\" data-id=\"be5f0d2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1594\" height=\"974\" src=\"https:\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-18.00.22.png\" class=\"attachment-full size-full wp-image-3323\" alt=\"\" srcset=\"\/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-18.00.22.png 1594w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-18.00.22-300x183.png 300w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-18.00.22-1024x626.png 1024w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-18.00.22-768x469.png 768w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/02\/\u0421\u043d\u0438\u043c\u043e\u043a-\u044d\u043a\u0440\u0430\u043d\u0430-2024-02-21-\u0432-18.00.22-1536x939.png 1536w\" sizes=\"(max-width: 1594px) 100vw, 1594px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Pipedrive CRM screenshot. Pipeline win rate, %<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dff6a11 elementor-vertical-align-middle elementor-widget elementor-widget-image-box\" data-id=\"dff6a11\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><div class=\"elementor-image-box-content\"><h4 class=\"elementor-image-box-title\">7. CRM and Reporting<\/h4><p class=\"elementor-image-box-description\">We created a Metrics Pyramid to track and control performance: Report for C-level, Team Leads, and each channel performance.<\/p><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d9e781b elementor-widget elementor-widget-text-editor\" data-id=\"d9e781b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>It is important to understand what key metrics you want to track for the department to see which indicators are growing and why (report 1, for the C-Level) &#8211; you present this report to the C-Level. This report type is the smallest &#8211; key metrics in the context of a month\/quarter\u044e<\/p><p>For example, Headcount and growth, Revenue, and growth, Number of accounts and growth, Number of Tier 1 accounts.<\/p><p>Report 2 (for middle management) &#8211; basic metrics for teams: demand gen, outbound, inbound, and its attribution in overall growth. This report is made by each Team lead.<\/p><p>Report 3 is maintained by each responsible employee, it is the most detailed.<\/p><p>And from report 3, you make report 2. From report 2, you make report 1.<\/p><p>In CRM, we made 3 dashboards: the SDR dashboard, Sales Dashboard, and Revenue Dashboard<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3698992 elementor-widget elementor-widget-image\" data-id=\"3698992\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"600\" height=\"400\" src=\"https:\/\/b2b-global.pro\/wp-content\/uploads\/2024\/03\/new-revenue-1.png\" class=\"attachment-full size-full wp-image-4328 has-transparency\" alt=\"\" srcset=\"\/\/b2b-global.pro\/wp-content\/uploads\/2024\/03\/new-revenue-1.png 600w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/03\/new-revenue-1-300x200.png 300w\" sizes=\"(max-width: 600px) 100vw, 600px\" data-has-transparency=\"true\" data-dominant-color=\"e0eafc\" style=\"--dominant-color: #e0eafc\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">New Revenue 2023 vs 2022, $<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-j74xg0s elementor-section-content-middle elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"j74xg0s\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-extended\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-c04d40b\" data-id=\"c04d40b\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c5e349f elementor-widget elementor-widget-heading\" data-id=\"c5e349f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Key Results and Business Value<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4e772c9 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"4e772c9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-a63f680 elementor-section-content-top elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"a63f680\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-extended\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-6a1f8a4\" data-id=\"6a1f8a4\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7cefb76 elementor-widget elementor-widget-counter\" data-id=\"7cefb76\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"counter.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-counter\">\n\t\t\t<div class=\"elementor-counter-title\">YoY New Revenue growth<\/div>\t\t\t<div class=\"elementor-counter-number-wrapper\">\n\t\t\t\t<span class=\"elementor-counter-number-prefix\"><\/span>\n\t\t\t\t<span class=\"elementor-counter-number\" data-duration=\"2000\" data-to-value=\"53.6\" data-from-value=\"1\" data-delimiter=\",\">1<\/span>\n\t\t\t\t<span class=\"elementor-counter-number-suffix\">%<\/span>\n\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-3d84432\" data-id=\"3d84432\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7078e33 elementor-widget elementor-widget-counter\" data-id=\"7078e33\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"counter.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-counter\">\n\t\t\t<div class=\"elementor-counter-title\">Appointment to Win rate<\/div>\t\t\t<div class=\"elementor-counter-number-wrapper\">\n\t\t\t\t<span class=\"elementor-counter-number-prefix\"><\/span>\n\t\t\t\t<span class=\"elementor-counter-number\" data-duration=\"2000\" data-to-value=\"16\" data-from-value=\"1\" data-delimiter=\",\">1<\/span>\n\t\t\t\t<span class=\"elementor-counter-number-suffix\">%<\/span>\n\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-d040c34\" data-id=\"d040c34\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c03d1a2 elementor-widget elementor-widget-counter\" data-id=\"c03d1a2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"counter.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-counter\">\n\t\t\t<div class=\"elementor-counter-title\">Pipeline generated<\/div>\t\t\t<div class=\"elementor-counter-number-wrapper\">\n\t\t\t\t<span class=\"elementor-counter-number-prefix\">$<\/span>\n\t\t\t\t<span class=\"elementor-counter-number\" data-duration=\"2000\" data-to-value=\"6\" data-from-value=\"\" data-delimiter=\",\"><\/span>\n\t\t\t\t<span class=\"elementor-counter-number-suffix\">Mln<\/span>\n\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-75ded77 elementor-widget elementor-widget-text-editor\" data-id=\"75ded77\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ol><li><strong>New Revenue.<\/strong> Year-over-year growth of New Revenue by 53,6%<\/li><li><strong>Go-to-Market Strategy.<\/strong> Shift from startups to Middle and Large enterprises<\/li><li><strong>Sales.<\/strong> 32% increased Average Deal Size<\/li><li><strong>Planning.<\/strong> Predictable growth and understanding of CAC, LTV, and other metrics<\/li><li><strong>Lead generation.<\/strong> Fewer leads, more revenue<\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6183b3d elementor-section-content-middle elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6183b3d\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-extended\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-f2a65f5\" data-id=\"f2a65f5\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-16cfeb0 elementor-widget elementor-widget-heading\" data-id=\"16cfeb0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Toolset <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-67b7350 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"67b7350\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a4818d0 elementor-widget elementor-widget-text-editor\" data-id=\"a4818d0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ol><li><p><strong>CRM<\/strong> &#8211; Pipedrive<\/p><\/li><li><p><strong>Sales team<\/strong>: Google Meet (Video calls), Loom (call recording, voice-to-text transcription), Unitalk (follow-up calls)<\/p><\/li><li><p><strong>Outbound Team<\/strong>: Gigradar (Upwork), Lemlist (Email, Linkedin automation), Unitalk (Calling software), Sales Navigator (Data Research), Apollo (Data Enrichment), Clearout (Email Validation), Texau (Data scraping)<\/p><\/li><li><p><strong>Inbound Team<\/strong>: Ahrefs (SEO, Keyword research), Google Tag Manager, Google Ads, Linkedin Ads cabinet (Paid Ads)<\/p><\/li><li><p><strong>Demand Generation Team<\/strong>: Taplio (Linkedin Thought Leadership), Pipedrive Emal marketing add-on, Stripo (Email marketing)<\/p><\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-48da30f ops-section elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"48da30f\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;ekit_has_onepagescroll&quot;:&quot;section&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1905ecb\" data-id=\"1905ecb\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-223022e elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"223022e\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-f1d3d79\" data-id=\"f1d3d79\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-0c3c5bb elementor-vertical-align-top elementor-widget elementor-widget-image-box\" data-id=\"0c3c5bb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><div class=\"elementor-image-box-content\"><h2 class=\"elementor-image-box-title\">Customer feedback<\/h2><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-569e4d5 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"569e4d5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-a1d1e1f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"a1d1e1f\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;animation&quot;:&quot;none&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-653b452\" data-id=\"653b452\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-25ef89c elementor-widget elementor-widget-elementskit-testimonial\" data-id=\"25ef89c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"elementskit-testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"ekit-wid-con\" ><div class=\"elementskit-testimonial-slider ekit_testimonial_style_5 arrow_inside\" data-config=\"{&quot;rtl&quot;:false,&quot;arrows&quot;:false,&quot;dots&quot;:false,&quot;pauseOnHover&quot;:true,&quot;autoplay&quot;:false,&quot;speed&quot;:1000,&quot;slidesPerGroup&quot;:1,&quot;slidesPerView&quot;:1,&quot;loop&quot;:false,&quot;spaceBetween&quot;:&quot;&quot;,&quot;breakpoints&quot;:{&quot;320&quot;:{&quot;slidesPerView&quot;:&quot;1&quot;,&quot;slidesPerGroup&quot;:&quot;1&quot;,&quot;spaceBetween&quot;:10},&quot;768&quot;:{&quot;slidesPerView&quot;:&quot;2&quot;,&quot;slidesPerGroup&quot;:&quot;1&quot;,&quot;spaceBetween&quot;:10},&quot;1024&quot;:{&quot;slidesPerView&quot;:1,&quot;slidesPerGroup&quot;:1,&quot;spaceBetween&quot;:15}}}\">\n\t<div class=\"ekit-main-swiper swiper\">\n\t\t<div class=\"swiper-wrapper\">\n\t\t\t\t\t\t\t<div class=\"swiper-slide\">\n\t\t\t\t\t<div class=\"swiper-slide-inner\">\n\t\t\t\t\t\t<a class=\"elementskit-single-testimonial-slider elementskit-testimonial-slider-block-style elementskit-testimonial-slider-block-style-two   elementor-repeater-item-42f3647\" href=\"https:\/\/jelvix.com\/\" rel=\"nofollow noopener\" target=\"_blank\">\n\t\t\t\t\t\t\t<div class=\"elementskit-commentor-header\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<ul class=\"elementskit-stars\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<li><span><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewbox=\"0 0 576 512\"><path d=\"M316.9 18C311.6 7 300.4 0 288.1 0s-23.4 7-28.8 18L195 150.3 51.4 171.5c-12 1.8-22 10.2-25.7 21.7s-.7 24.2 7.9 32.7L137.8 329 113.2 474.7c-2 12 3 24.2 12.9 31.3s23 8 33.8 2.3l128.3-68.5 128.3 68.5c10.8 5.7 23.9 4.9 33.8-2.3s14.9-19.3 12.9-31.3L438.5 329 542.7 225.9c8.6-8.5 11.7-21.2 7.9-32.7s-13.7-19.9-25.7-21.7L381.2 150.3 316.9 18z\" \/><\/svg><\/span><\/li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<li><span><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewbox=\"0 0 576 512\"><path d=\"M316.9 18C311.6 7 300.4 0 288.1 0s-23.4 7-28.8 18L195 150.3 51.4 171.5c-12 1.8-22 10.2-25.7 21.7s-.7 24.2 7.9 32.7L137.8 329 113.2 474.7c-2 12 3 24.2 12.9 31.3s23 8 33.8 2.3l128.3-68.5 128.3 68.5c10.8 5.7 23.9 4.9 33.8-2.3s14.9-19.3 12.9-31.3L438.5 329 542.7 225.9c8.6-8.5 11.7-21.2 7.9-32.7s-13.7-19.9-25.7-21.7L381.2 150.3 316.9 18z\" \/><\/svg><\/span><\/li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<li><span><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewbox=\"0 0 576 512\"><path d=\"M316.9 18C311.6 7 300.4 0 288.1 0s-23.4 7-28.8 18L195 150.3 51.4 171.5c-12 1.8-22 10.2-25.7 21.7s-.7 24.2 7.9 32.7L137.8 329 113.2 474.7c-2 12 3 24.2 12.9 31.3s23 8 33.8 2.3l128.3-68.5 128.3 68.5c10.8 5.7 23.9 4.9 33.8-2.3s14.9-19.3 12.9-31.3L438.5 329 542.7 225.9c8.6-8.5 11.7-21.2 7.9-32.7s-13.7-19.9-25.7-21.7L381.2 150.3 316.9 18z\" \/><\/svg><\/span><\/li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<li><span><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewbox=\"0 0 576 512\"><path d=\"M316.9 18C311.6 7 300.4 0 288.1 0s-23.4 7-28.8 18L195 150.3 51.4 171.5c-12 1.8-22 10.2-25.7 21.7s-.7 24.2 7.9 32.7L137.8 329 113.2 474.7c-2 12 3 24.2 12.9 31.3s23 8 33.8 2.3l128.3-68.5 128.3 68.5c10.8 5.7 23.9 4.9 33.8-2.3s14.9-19.3 12.9-31.3L438.5 329 542.7 225.9c8.6-8.5 11.7-21.2 7.9-32.7s-13.7-19.9-25.7-21.7L381.2 150.3 316.9 18z\" \/><\/svg><\/span><\/li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<li><span><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewbox=\"0 0 576 512\"><path d=\"M316.9 18C311.6 7 300.4 0 288.1 0s-23.4 7-28.8 18L195 150.3 51.4 171.5c-12 1.8-22 10.2-25.7 21.7s-.7 24.2 7.9 32.7L137.8 329 113.2 474.7c-2 12 3 24.2 12.9 31.3s23 8 33.8 2.3l128.3-68.5 128.3 68.5c10.8 5.7 23.9 4.9 33.8-2.3s14.9-19.3 12.9-31.3L438.5 329 542.7 225.9c8.6-8.5 11.7-21.2 7.9-32.7s-13.7-19.9-25.7-21.7L381.2 150.3 316.9 18z\" \/><\/svg><\/span><\/li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementskit-icon-content elementskit-watermark-icon\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementskit-commentor-content\"><p>I worked with Victor as a consultant to change our company's Biz Dev strategy and develop tactics. He is a pleasure to work with.\n\nIt's not like he has a \"one-size-fits-all\" approach to trying to implement it everywhere. Victor worked with us all along the way, brought his experience, and helped us document a clear roadmap.\n\nWe have scaled from 2 to 9 revenue streams and have a good growth potential in each. I still use his tips about LinkedIn and other copywriting in the context of other projects as well.\n\nI'd recommend working with Victor for all companies re-shaping their lead generation and sales efforts.<\/p><\/div>\n\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t<div class=\"elementskit-commentor-bio\">\n\t\t\t\t\t\t\t\t<div class=\"elementkit-commentor-details client_right\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementskit-commentor-image ekit-testimonial--avatar\">\n\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"80\" height=\"80\" src=\"https:\/\/b2b-global.pro\/wp-content\/uploads\/2024\/01\/nastya-jelvix.jpeg\" class=\"attachment-full size-full\" alt=\"\" srcset=\"\/\/b2b-global.pro\/wp-content\/uploads\/2024\/01\/nastya-jelvix.jpeg 800w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/01\/nastya-jelvix-300x300.jpeg 300w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/01\/nastya-jelvix-150x150.jpeg 150w, \/\/b2b-global.pro\/wp-content\/uploads\/2024\/01\/nastya-jelvix-768x768.jpeg 768w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementskit-profile-info\">\n\t\t\t\t\t\t\t\t\t\t<strong class=\"elementskit-author-name\">Anastasiia Chetvertakova<\/strong>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementskit-author-des\">COO at Jelvix<\/span>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/a>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t\n\t\t\t<\/div>\n<\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t<div class=\"elementor-element elementor-element-fe09e3c e-flex e-con-boxed e-con e-parent\" data-id=\"fe09e3c\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-bc4cbc2 e-flex e-con-boxed e-con e-child\" data-id=\"bc4cbc2\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1233b1f elementor-widget elementor-widget-heading\" data-id=\"1233b1f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Schedule a free consultation call below<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3df4a72 elementor-widget__width-inherit elementor-widget elementor-widget-html\" data-id=\"3df4a72\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"tidycal-embed\" data-path=\"victor-shulga\/60-minute-meeting\"><\/div>\n<script src=\"https:\/\/assets.tidycal.com\/js\/embed.js\" async><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"<p>54% increase in New Revenue YoY by creating GTM Strategy and relaunching the biz dev department Industry | Software Development Company size | 51 &#8211; 200 Service | Fractional CBDO Headquarters | Ukraine Pipeline generated $ 0 Mln Appointment to Win 1 % About Jelvix Jelvix is a software development company from Ukraine with 150 [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"elementor_header_footer","meta":{"_uag_custom_page_level_css":"","site-sidebar-layout":"no-sidebar","site-content-layout":"page-builder","ast-site-content-layout":"full-width-container","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"disabled","ast-breadcrumbs-content":"","ast-featured-img":"disabled","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"enabled","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"class_list":["post-2999","page","type-page","status-publish","hentry"],"uagb_featured_image_src":{"full":false,"thumbnail":false,"medium":false,"medium_large":false,"large":false,"1536x1536":false,"2048x2048":false,"trp-custom-language-flag":false},"uagb_author_info":{"display_name":"Victor","author_link":"https:\/\/b2b-global.pro\/uk\/author\/victor\/"},"uagb_comment_info":0,"uagb_excerpt":"54% increase in New Revenue YoY by creating GTM Strategy and relaunching the biz dev department Industry | Software Development Company size | 51 &#8211; 200 Service | Fractional CBDO Headquarters | Ukraine Pipeline generated $ 0 Mln Appointment to Win 1 % About Jelvix Jelvix is a software development company from Ukraine with 150&hellip;","_links":{"self":[{"href":"https:\/\/b2b-global.pro\/uk\/wp-json\/wp\/v2\/pages\/2999","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/b2b-global.pro\/uk\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/b2b-global.pro\/uk\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/b2b-global.pro\/uk\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/b2b-global.pro\/uk\/wp-json\/wp\/v2\/comments?post=2999"}],"version-history":[{"count":0,"href":"https:\/\/b2b-global.pro\/uk\/wp-json\/wp\/v2\/pages\/2999\/revisions"}],"wp:attachment":[{"href":"https:\/\/b2b-global.pro\/uk\/wp-json\/wp\/v2\/media?parent=2999"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}