Three things kill B2B tech deals.
None of them have to.
19%
Slower growth for teams that don’t align
Forrester Research, Inc.
74%
Buying teams that end in conflict
Gartner, Inc.
14–23
Stakeholders in the average tech purchase
Gartner, Inc.
A growth framework for B2B tech companies, built by a team that has sold for Software AG, Business Objects (now SAP) and ClickSoftware.
Deals fail early. You find out too late.
The pipeline fills with the wrong deals.
Sales and marketing each build a different picture of the ideal customer.
The buyer goes quiet.
They hit something in the buying process nobody knew about. Most of it is fixable.
The champion faces 14-23 skeptics.
Winning the trial isn’t winning the deal. Most buying teams end up in conflict.
There's always a deal you were sure of. The demo goes well, the champion's convinced, the trial confirms the fit — then it goes quiet, and a quarter later it's gone, with no clear reason why.
Three reasons. Two problems. One root cause.
Misaligned teams mean deals enter the pipeline that never close. Buyers who get stuck are the ones you lose. Both are symptoms of the same thing. Marketing’s job is to make selling easier, and when deals die like this, the marketing didn’t work. It’s rarely one thing and it’s rarely bad luck. It’s a pattern, and patterns can be fixed.
Remove the friction and revenue rises.
In our client work, we've seen it rise by 70% and more.
Stop losing deals you should win.
“We're investing in the right areas, but growth is getting harder”
Make growth repeatable.
“We're delivering the leads. We're still getting blamed for the revenue”
Make your influence visible.
