Speaker: Steven Denman, VP Sales, Elucidat
What challenge did you have before working with Pete & Emily?
Steven Denman: So the challenge that we had before working with Pete was that we had a fairly good idea of our ICP, but we were lacking direction in terms of building out our product to make sure it was the obvious choice for our target market, making sure the product offered enough differentiated value to defend the product in the marketplace. And then once we, once we were able to achieve that with Pete's help, then moving on to how we communicate that to the market. So what is our strategic narrative to talk about the pains we solve and the value we offer and how our product differentiates to achieve that.
What did you like about them and how they worked with you?
Steven Denman: There were three main things that I would highlight in terms of working with Pete. The first is how inquisitive and thorough Pete is, he wanted to know a lot about our business about how we communicated our product to our customers. He interviewed every single member of the leadership team to ensure there was alignment there as well before he then decided on the best approach, the best way to help us achieve our goals. The second thing I really liked about working with Pete is that he is framework driven. He has a framework for, for pretty much anything, in terms of Go To Market and they are easy to follow. They're simple, they're clear, but they end up with you achieving great results. You have a great outcome from the frameworks that he puts in place. And the third thing I really like about Pete is he plays that critical friend role very well. He is not afraid to ask difficult questions. He always plays things back to you to make sure he understands and therefore you understand what it is you're talking about and he just gives you very honest and clear feedback, which ensures that you both know that what you're doing is actually working towards the right thing.
What results did you get with Pete & Emily?
Steven Denman: The results we got from working with Pete are, really two- fold. There are the the personal achievements that I've had, but then also the business achievements that we've had. Personally through being supported by Pete, I have grown considerably as a revenue leader, I communicate much more effectively. I'm much more strategic and long term in my thinking. And my general Go To Market knowledge and application and execution of that has improved dramatically. So I'm very, very grateful for that on a personal level, I can categorically say that Pete has helped me and my career. In terms of the business. I have through my personal development in working with you know, the Go To Market stuff with Pete that's then transformed how we operate as a business, how we've defined our ICP, how we make sure that our road map moving forward is differentiated, is defensible against the competition. And we are now really able to communicate that clearly as a business to our prospects, to our customers. The whole business is behind a joined-up strategic narrative that clearly articulates and defines who we are and what we do and who we support.
