End-to-end capabilities
At ITB Solutions, we pride ourselves on the range of solutions we can deliver for our clients. The simple formula is our people. Together, we draw upon decades of experience to bring together expertise across the entire commercial continuum. Our goal is to strike a balance between providing advice and insights, then developing a plan that captures the unique culture and solutions for each one of our clients.
We’ll work together to understand your current state and align a process, solutions and enablement to generate more pipeline, higher win rates and shortened deal cycles. This process is not academic in nature – ITB consultants will work with your team at every stage.
Our partnerships are built upon long term relationships so we can continually evolve our support structure as needed. While our capabilities are end-to-end, that does not mean we are a “one size fits all” consultancy. Rather, we strive to optimize the team and tools you have in place now while supporting any gaps utilizing our experts and proprietary tools.
SALES OPERATIONAL EFFECTIVENESS
We work with organizations to assess the current growth strategy and operation model. Our experts advise on how to optimize their sales operating models, including leveraging their existing assets (e.g., CRM, insights, etc.) in the most effective way possible. Our experts bring a proven methodology focused on the design, evaluation, enablement and execution of a sales operating model that drives consistent, year over year results.
CONSULTING
Our role as advisors is driven by our clients’ unique needs. Our consultants strive to balance strong operational processes with perspectives that are focused on the unique challenges and opportunities of each client. We’ll work together to identify the best possible ways to design and execute on go-to-market (GTM) plans, commercial function organizational design, and value articulation. Many of our ITBers have led commercial teams as CROs and CCOs and we’ll bring this experience to you.
CHANNEL PARTNERS & ECOSYSTEM
We work with our clients to identify opportunities to leverage strategic partnerships, alliances and referral agreements to drive incremental revenue. Our support is not purely academic – we’ll actively utilize the ITB networks to explore new relationships or driver greater utilization of existing partnerships. We’ll support design through execution to deliver new revenue or activate stagnant or under-performing relationships.
RESEARCH & INSIGHTS
Our proprietary approach uses a balance of AI-based technology and expert insights to deliver information that is actionable. Understanding the strategic priorities across financial, people, and technology is critical to driving a client-centric sales model. We deliver R&I packages that enable users to develop focused, effective outreach and deal management through insights. We pride ourselves on delivering information and insights that arm sellers with real tools that can help them close more deals and reduce cycle times.
COACHING & DEVELOPMENT
The ITB Network includes experienced consultant who represent a wide range of expertise. We bring this to our clients in many forms – from executive/leadership 1 on 1 coaching to designing and delivering development programs. Some examples of our advisory projects include Board Advisory, DE&I consulting, Executive Coaching, Fractional CCO support, Keynote and Inspirational Speaking, and Learning & Development support.
WORKSHOPS & TRAINING
Teaching sellers and customer success teams to advise and sell is a core competency for ITB. We have delivered custom workshops for sales and accounts teams across the globe. We work within a group environment as well as in smaller or individual groups for Action Learning Programs (ALP). We will deliver workshops or training in-person or virtually (or a hybrid) and will work with each client to identify the right level of support.
DEAL MANAGEMENT
Advisory services every aspect of deal strategy from qualify to close – ITB supports process design and specific customer deal support. Our tiered support structure ranges from providing access to ITB tools and training through deal-specific support advising on strategy and tactics. Our ITB'ers also engage directly with clients as SMEs, bringing valuable insights to customers directly on behalf of our clients. We’ll work with you to determine the right level of support – our pricing model directly aligns to our shared success.
VALUE SOLUTIONS
We help our clients fundamentally shift from products and services-focused sales to articulating value. Our proprietary tools have been developed to differentiate our clients in a crowded and competitive market. We bring a consultative approach to determine what truly differentiates your organization and solutions – we then develop and deliver tools that help articulate and quantify the business impact delivered. Our value calculators (including ROI and payback analysis) are powerful tools in the sales cycle.