It’s 2023 goal-setting and planning season. My favourite strategic goal-setting tool is Objectives & Key Results ‘OKRs’. OKRs help set goals, measure and track progress. Here is how it works…
Our cybersecurity scale-up client had a strong presence in the US and EU and wanted to deepen enterprise engagement in EMEA.
Partnered with the VP Growth to clarify retention and GTM objectives
Curated an invite list of 11 senior leaders (CISOs, Heads of Product, and Directors of Customer Success) from global banks, telcos, and cloud platforms
Hosted a private, trust-led roundtable under Chatham House rules
Extracted Voice of Customer themes on onboarding friction, perceived risk, and procurement blockers
Activated follow-up conversations within days, converting interest into a qualified pipeline
Fed insights back into sales enablement and the customer journey map, extending value beyond the session
The roundtable delivered immediate and strategic wins:
1 six-figure deal closed,
4 warm leads added to pipeline, and
5-star feedback from participants.
The insights strengthened GTM positioning and were repurposed across campaigns, helping the client build momentum in under 30 days.
Our Enterprise Software SaaS client had experienced significant growth in the US and EMEA regions – and was now seeking to expand into China.
Engaged the key stakeholders
Elicited & captured the current process
Mapped the current process
Identified opportunities for optimisation
Developed a theoretical future state process model
Once approved, we helped our client implement the model and scale into the Chinese market.
We designed a streamlined, optimised business process model that helped our client outsource its Chinese Operations to strategic partners in a way that is scalable.
Our PayTech/ FinTech client had recently completed Series D funding and was seeking to expand into the MENA market.
To do this – they needed to clarify & streamline their business process AND they also needed to clearly illustrate their business process to aid regulatory approval in the new markets.
Engaged the key stakeholders
Elicited & captured the current process
Mapped the current process
Identified opportunities for optimisation and process control gaps.
Developed a theoretical future state process model
Stimulated the future state process model to calculate costs, resources requirements and ensure all process control gaps had been handled.
Once approved, as part of our handover, we helped our client document the process and train relevant stakeholders
We helped our PayTech client obtain regulatory approvals quickly and efficiently.
On receipt of the regulatory approvals, our client was able to implement their international scale up programmes quicker using the process maps and documentation we created.
They were also able to make appropriate cost and resource plans to support the expansion.