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How We Can Work Together

We spoke recently about ways to work together. 


Please find below three options:

  • Market Development Discovery for New Market with Existing or New Product

  • US Strategy Advisor

  • Market Developmant-As-a-Service

Below each of these approaches are explained, including example deliverables, services and ROI.

Approach 1 - Phase 1: Discovery & Assessment

Typical execution: Enterprise segments, Ecosystem partners, Market/Product feedback, Growth stack

  • Adapt to new market while in flight and establish relationships with the best companies.

  • Validates product-market fit w strategic segments e.g., Telco, Finserv, Travel, Mfg, Entertainment, Retail/Ecommerce

  • Lays groundwork for big deals with strategic clients. e.g., Disney Interactive, Fidelity, United Airlines, BofA 

  • Fitness for next funding round (30% increase in pre-money value during next round) 

Cost: 50k package base + % of wins (lined up with sales team) 

ROI: 20:1 value to cost ratio

Effort by existing team: Low to medium: 0% to 25% of their time. 

Recommended resources: Junior marketing/content person (50%), evangelist/pre-sales solution expert (20%), XYZ FB/G/LI Ad spend, CPO (15%), CEO (10%), CCO (20%). 

Duration: 5-6 months.

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Approach 2 - Be Company’s “US Strategy Advisor” (non-execution)

Typical execution: Coach and editor on anything US Market Development & Product Positioning.

  • Roadmaps, thought leadership, product positioning, company brand.

  • Tune all prospect and customer touchpoints to (website, social channels, content plan, decks, data sheets, demos, videos, etc)

  • Can involve making introductions and discovery with specific industry leaders, advisors and investors.   

Cost: 3.75k p/m + % of wins for min 6 months (can go 18 ms to three years). 

ROI: 10:1 value to cost ratio, with 50% bumps after 12 and 24 ms

Effort by existing team: Low to medium

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Approach 3 - Ongoing: Market-Dev-As-a-Service (MDAS) - Typical duration: 18 ms

Typical execution: New Market, Great Existing Solution but GTM not 100% defined, with tactics, tools and team.

  • Begins similar to Approach 1, Market Development Discovery

  • Key is to continue to 'remove barriers to growth' by focusing on areas like Flagship Revenue, Growth inbound, Growth outbound, Product positioning/diversification, Growth stack, Growth workflow, Partnerships, Fundraising

  • Add shareholder value faster and earlier, broader set of exit options. E.g., Q-go NLP in Amsterdam, azeti.

  • Cases: Q-go (NLP exit 35m, 1.5b), azeti (exit), Hippo (ML segmentation exit) did it this way. They saw 50:1 returns via strategic revenue, tactics, tools.

Cost: TBD. This begins with Market Discovery, and continues m/m

ROI: 50:1 value to cost ratio

Effort by existing team: Medium

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Unique Selling Points

We use patterns from 25+ AI application companies and 200+ Lab alumni from Europe, US and Japan. 

We utilize industry advisors with 20+ years in Digital leadership roles at Wells Fargo, Aerbus, Daimler, Kohl's, Autodesk, Samsung, Adobe, ServiceNow, Harvard Medical School, UC Berkeley and the European Leadership University.

We have great relationships with affinity networks.

The approach is straight forward

  • Reach out to experienced Execs who are open, and influential.

  • Ask relevant qs. Share relevant knowledge.

  • Aggregate findings. Discuss internally. Adapt.

  • Share the learnings -- w sales, marketing, products, partnerships, care.

  • Each cycle things get clearer.

Plus, serendipity works. Cap-tables improve for founders and shareholders. And exit possibilities are unlocked.

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Phase 1 Deliverables: Examples


1) Typical Deliverables - Phase 1

Between 20 to 2000 Target companies in Geo X, Segment Y; engaged with 20+
Raw notes from meetings - Discovery Qs defined together
Conclusions and Recommendations on GTM strategy (potential areas below)
Product feedback and positioning
Marketing feedback for content roadmap, website and channels
Flagship clients raw feedback
Growth tech stack, workflow and augmenting the team
Partner ecosystem map
AI and data science company strategy & talent strategy
Customer/Prospect Data Lake & workflow scoped out
Market Dev Mini-Workshop - Scope was ABC -- We did ABC and ROI was XYZ
Optional: Showcase at Growth 2.0 Lab. Session attendees from Growth 2.0 Lab
2) Ecosystem Mapping of US & EMEA. Use Affinity Networks

Industry Prospect network - Access networks of networks like Execs from 10 Labs (every year since 2013) and Berkeley or Ivy League
Partner network - Map out partner segments, outreach, engage, enable (e.g., Cisco, Accenture, Razorfish)
Acquisition network - Map out future acquisition segments, understand product roadmap implications and how to add value early
Investor network - Unlimited networking with the Corporate VC Club Tech Tour Execs & Investors anytime in 2021 
Peer network - Meet and discuss challenges with other AI and ML entrepreneurs, industry experts, advisors
3) Example of Six month controlled process for learning in new markets

Month 0 - Start-project - Identify companies, roles, segments in geography X, segment Y, role Z
Month 2.5 - Checkpoint-project - 50 engaged, 2ndary market research. Tactical insights gathered & collateral shared
Month 5 - Checkpoint-project - 20 calls/meetings, tool insights gathered (inc Machine Learning/AI) & Readiness Report
Month 6 - End-project - tactics, tools, networks. Phase 1 re-freeze practices; Phase 2 un-freeze
Month 7 - 18 - tbd. Increase compounded growth rate, minimum 40-50% y/y growth (depending on mgmt goal)

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$39.00

Buy now

+23% VAT

Billed monthly

Product name

What your product offers:

  • Add bullets here.
  • To describe.
  • Product details.
  • And maybe more.
  • Or more.

$39.00

Buy now

+23% VAT

Billed monthly

Deliverables

Phase 1 Deliverables: Examples

1) Typical Deliverables - Phase 1

  • Between 20 to 2000 Target companies in Geo X, Segment Y; engaged with 20+
  • Raw notes from meetings - Discovery Qs defined together
  • Conclusions and Recommendations on GTM strategy (potential areas below)
  • Product feedback and positioning
  • Marketing feedback for content roadmap, website and channels
  • Flagship clients raw feedback
  • Growth tech stack, workflow and augmenting the team
  • Partner ecosystem map
  • AI and data science company strategy & talent strategy
  • Customer/Prospect Data Lake & workflow scoped out
  • Market Dev Mini-Workshop - Scope was ABC -- We did ABC and ROI was XYZ
  • Optional: Showcase at Growth 2.0 Lab. Session attendees from Growth 2.0 Lab

2) Ecosystem Mapping of US & EMEA. Use Affinity Networks

  • Industry Prospect network - Access networks of networks like Execs from 10 Labs (every year since 2013) and Berkeley or Ivy League
  • Partner network - Map out partner segments, outreach, engage, enable (e.g., Cisco, Accenture, Razorfish)
  • Acquisition network - Map out future acquisition segments, understand product roadmap implications and how to add value early
  • Investor network - Unlimited networking with the Corporate VC Club Tech Tour Execs & Investors anytime in 2021 
  • Peer network - Meet and discuss challenges with other AI and ML entrepreneurs, industry experts, advisors

3) Example of Six month controlled process for learning in new markets

  • Month 0 - Start-project - Identify companies, roles, segments in geography X, segment Y, role Z
  • Month 2.5 - Checkpoint-project - 50 engaged, 2ndary market research. Tactical insights gathered & collateral shared
  • Month 5 - Checkpoint-project - 20 calls/meetings, tool insights gathered (inc Machine Learning/AI) & Readiness Report
  • Month 6 - End-project - tactics, tools, networks. Phase 1 re-freeze practices; Phase 2 un-freeze
  • Month 7 - 18 - tbd. Increase compounded growth rate, minimum 40-50% y/y growth (depending on mgmt goal)

Founding Partner

Apr 14, 2021
shutterstock_755204473.jpg

Services

MDAS Services: Ongoing Menu

1) Typical Execution - Phase 1

  • Enterprise Segment - Engage your industry segment in new market/geo
  • Ecosystem Partner groundwork - Ecosystem assessment, strategic partner acquisition & enablement
  • Growth feedback - Segment feedback thru discovery meetings with specific companies in important geography
  • Product feedback - Assess Product-market fit, positioning & differentiation in a market.
  • Marketing feedback - Identify gaps in content marketing for enterprise or mid-market customers in different geographies
  • Growth stack, workflow & team feedback - Review and recommendations on Growth 2.0 tools/techniques/services 
  • "Unfreeze" and "Refreeze" tactics, process and toolsets

2) Typical Advisory activities - Ongoing

  • Coaching - Mission, vision and goals for individuals & teams. 30-60-90 day plan coaching. 18 month global leadership coaching.
  • Outward Materials - Positioning & 'review' of touchpoints like website, social channels, data sheets, pitch decks, marketing materials, partner agreements
  • Internal Materials - Content roadmaps, Sales plans, proformas, financials, term sheets, contracts...

3) Market Development-as-a-Service - Ongoing

  • Growth outbound - Use AB testing approach to new markets. Develop high performing outbound acquisition engine. Flagship client acquisition in a geography or segment
  • Growth inbound - Review all touchpoints from Exec pov. Fill content gaps for Execs in new geographies
  • Growth partner - Identify, engage and enable
  • AI product "diversification" - feedback & diversification roadmap options. AIML strategy, product development roadmap
  • Growth stack - Use of Machine Learning for lead gen, with both inbound & outbound power. Recommend & train on growth stack for team adoption of best approach to smart growth.
  • Growth workflow - Define BDR, AE, marketing blueprint - growth practices including inside sales team (contractors or hires)
  • Outreach to relevant investors, power evangelists, advisors, board members

4) Value added AI/ML Projects, Tools, Tactics

  • Specialized projects that remove barriers to growth 
  • Develop team - Team and personal development & online reputation management
  • Growth 2.0 Labs for thought leadership 

Founding Partner

Mar 9, 2021
shutterstock_429387223.jpg

ROI

Potential ROI - Cases and Partners

See Cases

1) Compounded growth 

Multiples (10x) valuation on revenue acquired. Compound. Establish itself as a global category leader.

  • Case example: Rightnow Technologies 50%+ growth y/y  <18 ms - e.g., add NLP to portfolio for 2nd fastest growing company in US.

2) General ROI 

Deliver 20:1 ROI. Can uplevel growth by 5% to 15% in Year 1 - measured in revenue, effectiveness.

  • Case example 1: Q-go <6 months - e.g., 500k ARR strategic revenues in five months or done 50 accounts  
  • Case example 2: Azeti <9 months - e.g., Strategic partnership which trigger fundraising, and eventual exit
  • Case example 2: Hippo (acq. Bloomreach) <18 ms - e.g., manage big brands

3) Functional ROI 

Each department KPIs for their functional goals.

Marketing ROI

  • Higher impact campaigns. Relevant content.
  • Enable new patterns for inbound/outbound
  • Tune touchpoints to (website, social channels, content plan, decks, data sheets, demos, videos, etc)

BD and Sales 

  • Growth deal sizes.
  • Win strategic clients.
  • Shorter cycles. Improved positioning 

Investors and Shareholders

  • More shareholder value and earlier.
  • Set of exit options.
  • Fitness for next funding round.  

Management team

  • Clarity on why it is worth it
  • What is the opportunity
  • What are the best roads to grow

Products

  • Validates product-market fit w strategic segments
  • Product differentiation
  • Thought leadership (speaking, videos, blogs, whitepapers, case studies)

 

Founding Partner

Feb 10, 2021

More About Us

Who We Are: Global Venture Advisors has been doing B2B growth since 2013. We have 10+ years analyzing patterns growth leaders use to create shareholder value. Our Founding Partner has been doing SaaS enterprise since 2000, when he co-founded & led products at aravo.com.

What We Do: Accelerate growth in EMEA, US & Asia with Market Development advisory & As-a-Service (MDAS). We have done 25+ such engagements with AI application companies including European, US and Japanese companies in the 20 to 2,000 emp range.

Global Venture Advisors (GVA) was started in 2013 to help tech firms grow revenues in strategic markets. GVA does year-round Market Discovery & Market Development-As-a-Service (MDAS) with elite entrepreneurs. Speciality is in AI applications, ML platforms & SaaS/IoT data services. 

Why We Do It:  Growth strategies are critical for entrepreneurs today. Challenge facing entrepreneurs: since 2014 the success rates of growth teams has decreased nearly four fold -- as Executives on both sides are overwhelmed by automation and the "noise" in market. Pandemic has increased reliance on remote sales and marketing - and companies are more disconnected than ever. In addition, GDPR laws in Europe and increasingly in US like California and a dozen states following their lead. B2B companies that invest properly in their growth, to remove barriers to growth before their team hits them, will be the winners.

How We Do It: We focus on market development execution and advisory using enterprise market patterns. 

What Is the Benefit: Tech firms that can develop a well managed growth engine and global product-market fit see a 10:1 valuation boost vs. strategic revenue. Even smaller companies start to combine human knowledge and networks, with Machine Learning as a differentiator for the business (Cognism, Teradata, Algolytics good examples from the 10th Growth 2.0 Lab last month). 

Past Clients and Cases: see Cases

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