We provide advisory services on B2B commercial strategy, with specific focus on the Technology, Media and Telecoms industry (TMT). With decades of field experience working for high-tech companies across EMEA and LATAM, we now assist start-ups and scale-ups in defining and optimizing their go-to-market strategy and sales execution plan.
What We Do
We analyze and provide recommendations on three key building blocks that will enable a successful commercial strategy:
Corporate DNA
Vision, Mission and UVP define what makes a company unique in the market, and most importantly, they drive the team behaviour by setting a north star and standards. It shapes the company culture, a paramount aspect for both internal stakeholders and customers and partners.
GTM strategy
About 90% of start-ups don’t survive in the long run, and in most cases the underlying reasons are related to a poor or wrong go-to-market strategy. We help our clients to quantify the Total Addressable Market and identify the sweetspot for their solutions, to analyze the optimal channel strategy leveraging the sell-to, sell-through and sell-with models, and to fine tune the products positioning.
Sales execution
Having the right sales team with a business aligned incentive plan is as important as having a differential product, if not more. We assist management and commercial teams in outlining the sales plan, setting objectives, strategy, tactics, and critical success factors. We provide recommendations on forecasting methodology and common language, as well as advise on sales pipeline management.
Our Approach
Our consulting 3-stage methodology begins with identifying the company long term goals, as well as key milestones. And since we are strong believers in the well-known “prescription without diagnosis is malpractice”, we first conduct an assessment of the existing situation, talking to the different functional leaders at our clients to gather facts, and get familiar with practices, systems and tools.
Only then we move to the next stage, the development of the improvement plan, which addresses the gaps between existing situation and long terms goals, and highlights critical success factors.
At the conclusion of the consulting project, we present the recommended plan to stakeholders, and deliver the corresponding documentation supporting it.
Featured Clients
Our Partners
At FMA Consilium we focus on commercial strategy; that is our expertise. We reckon that some companies might need advise in neighbouring fronts and activities, beyond our SoW. With that in mind we have built a network of collaborating partners that can assist in the following areas:
- Corporate M&A
- PMO
- Technical due diligence
- ProdDev life cycle
- Brand identity
- Digital campaigns
- Executive sales outsourcing
- B2B lead generation
Our Engagement Models
Project
We can help customers with their overall commercial strategy, or some individual modules they choose, combining workshops and analysis.
Fractional CRO
For companies that are not ready yet to justify a full time Revenue Head, we can provide this function as a service, on a part-time or interim basis.
Board Advisor
Combining our commercial expertise, our TMT industry knowledge, and decades of experience in LATAM and EMEA, we provide strategic advice to management teams.
FMA Consilium 