Go to Market Agency for B2B Teams
We find the gate in your go-to-market constraining growth, price what it costs you, and fix it with your team.
Where the Revenue Equation Stops Holding
Revenue happens when the right buyer evaluates your product properly, at a moment when the problem is worth solving, and concludes that solving it is worth the money. Four things have to be true at the same time. Founders start looking for a go to market agency when one of them stops being true, and the symptom almost never tells you which one.
Outreach generates nothing.
The message is reaching people who do not have the problem, or people who have it but are not the ones who fix it. Founders usually respond by sending more, when the list is the thing to fix.
Leads arrive, then ghost after the demo.
The right people are showing up and the demo is not giving them a reason to act now. They can see what it does, they just cannot see where it sits against the things already on their plate for the next few months.
Proposals go quiet and deals end in "no decision".
Your champion has to sell this internally without you, using whatever you gave them. A feature list does not survive that conversation, which is why the deal goes quiet rather than getting a no.
Trials start in good numbers and few convert.
Nobody agreed what a successful trial would look like before it started, so there is no moment where the buyer can say it worked.
Churn cancels out new revenue.
People bought for one reason and got onboarded into something else. The renewal conversation then turns into a second sale, to someone who has already stopped seeing the value they signed up for.
Every quarter needs a hail mary to close.
Nothing carries forward. Each quarter's pipeline gets built from scratch because the last one produced no repeatable pattern worth running again.
Most teams have three or four of these at once and hand them to different people to fix. The more useful question is which one breaks earliest in that sequence, because the ones after it are often just consequences. A downstream fix tends to come back next quarter under a different name.
Why the Obvious Fixes Do Not Hold
Each symptom invites its own fix: a new SDR, a rebuilt website, a sharper sequence tool. The fixes go where the pain shows, and revenue rarely breaks where it hurts. New outbound against unsettled positioning books the wrong meetings faster. More volume into a broken qualification standard produces pipeline that looks bigger and closes worse, a pattern we've written up in the leads delusion.
A go-to-market runs as one loop: a promise made in marketing, tested in sales, kept or broken in the product. A break at any point shows up everywhere else. So the useful first step is locating the break, and only then buying the fix.
What a Winning Go-to-Market Strategy Looks Like
Ask any go-to-market strategy agency what you will actually hold at the end. Useful go to market strategy services end in things your team can run on a Monday, across three connected layers:
Positioning & ICP
- One ICP, settled and written down
- Positioning a competitor can't copy-paste
- Messaging aimed at buyer pain, not feature lists
Demand & Qualification
- Channels chosen for where your buyers already look
- One qualification standard reps use on live calls
- Handoffs with a named owner at every transition
Capture & Expansion
- Stage gates tied to buyer commitments
- An onboarding path that keeps the promise
- Expansion built into the account plan, not hoped for
Delivered as a deck, that list changes nothing. The difference between reading a strategy and running one is who builds it into your team's week, which is where go-to-market strategy consultants earn their fee or don't.
How We Diagnose the Real Problem
Our GTM consulting starts with PACED, the framework we built for finding where revenue breaks. A buyer moves through five gates on the way to becoming expansion revenue; the diagnosis names the gate that is failing and what the failure costs you per quarter.
Position
Who this is for and why they care.
The tell: campaigns that argue with each other.
Activate
How demand gets created and qualified.
The tell: leads without buyers.
Capture
How interest becomes closed revenue.
The tell: ghosted proposals and deals lost to "no decision".
Embed
Whether onboarding keeps the promise.
The tell: trials that die in week two.
Develop
Retention and expansion.
The tell: growth that only ever comes from new logos.
Position→Activate→Capture→Embed→Develop
A useful gtm consultant should tell you which gate they would examine before asking for a signature. Bring your funnel to a call and we will.
Building a GTM System That Can Scale
Once the gate is named, the engagement runs in four steps.
Diagnose.
We trace your recent deals backwards through the funnel to confirm which gate is failing and why.
Price the break.
The failure gets a quarterly cost, so the work that follows is justified by a number you can check.
Fix the gate.
Built with your team, in the stack you already have. When the break sits in the definitions and instrumentation underneath every team, the fix runs through our RevOps consultancy work.
Hand over.
Playbooks, definitions and dashboards transfer once the numbers hold without us in the loop.
Every engagement is run directly by both founders. That keeps the client list short and the accountability personal.
What Changes When Everything Works Together
- 137xACV increase in 7 weeksMarTech AI
- £20MSeries A raised on validated market signalGovernance AI
- 66%efficiency gain + £500k ARR upliftCyber Security
- 600%order volume upliftPremium Fresh Goods
Different engagements, different gates, which is why those numbers vary as much as they do. The £500k came from a team whose deals were already in the pipeline; the rebuild changed what closed, not how much entered. Read the case study.
Who We Work Best With
A fit.
B2B companies where the motion, not the product, is the constraint: founder-led sales becoming a repeatable engine, or an early revenue team whose first playbook has stopped scaling. That is the situation a go-to-market agency engagement is built for.
Not a fit.
You want a gtm agency to run outbound sequences without touching the system around them, or a strategy deck without the build. Both are cheaper elsewhere, and neither survives a broken gate.
Frequently Asked Questions
What does a go to market agency actually do?
The label covers a wide range, from strategy houses to channel operators, which is why two proposals for the same brief can look nothing alike. Go to market agency services worth paying for span three jobs: diagnosing where your motion fails, building the fix with your team, and proving it in pipeline numbers before leaving. Ask which of the three a proposal actually includes.
What's included in your go to market consulting?
The diagnosis, the fix, and the handover. Our go to market strategy consulting starts by tracing recent deals through the five PACED gates to find and price the break. The build then covers whichever layer is failing: positioning and ICP, qualification and handoffs, capture, onboarding or expansion. You keep the playbooks, the definitions and the dashboards, so nothing depends on us staying.
Do you specialise in B2B SaaS go-to-market?
We work across B2B, and much of our background is SaaS: enterprise software revenue at Anaplan and Moody's, product design at Meta and Litmus. So a go to market strategy consultant for SaaS is a fair description of part of what you get, and go to market strategy for SaaS B2B teams is where PACED gets tested hardest, because every gate from trial to expansion is measurable. The framework itself is not SaaS-only.
How long before results show?
It depends on which gate is broken and how far the fix sits from revenue. Changes to positioning and qualification show in the quality of the very next deals that move through them; onboarding and expansion fixes need at least a customer lifecycle to prove. The diagnosis lands first either way, and it produces the cost of the break before you spend anything fixing it.
What happens on a first call?
Bring your funnel numbers. We walk your last quarter's pipeline against the five gates and tell you where we would look first, including whether the problem is worth an engagement at all. No deck and no sequence pitch, and if the break is small enough for your team to fix alone, we say so.
Let's Build Your GTM Strategy
If growth has turned into a series of pushes, the shortest route to knowing why is a working session with your numbers on the screen.