2. Commercial Representative APAC
JH Growth Partners approaches pipeline management support as structured projects that comprise the activities visualized on this page, following the Plan-Do-Check-Act approach. These activities are executed sequential, and are generally iteratively repeated for different groups of prospects, market segments, geographies, etc. JH Growth partners applies this basic structured approach, whilst continuously aiming for flexibility, practicality and results.
GTM SEA: JH Growth Partners Services
A. Establish Regional Commercial Relationships
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Market feedback Prospective Customers
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Building ICP and understanding buyer behavior
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Gather regional crucial competitive insights
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Kickstart Sales Activities and Initial pipeline
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Comprehensive Market Scan <2 months inc. meeting summaries, market feedback, competitors & next steps
How We Work
1. Doing the Scan
The Scan activity is focussed on getting to understand the context; on getting to know Client and its people, its way of work, its needs and expectations, and particularly its service offering and the customers and markets that it is targeting.
The scan will also include getting insight into past customers, current orderbook and pipeline, and sales and business strategy and targets. This is important in order to be able to build upon what worked well, and to avoid what did not. And, to make sure that the follow-up activities fulfill il real business needs and have the right ambition.
The Scan activity is a one-off activity, which then onward becomes an Evaluation activity, which is focused on learning from previous activities and amending the approach, and if needed, the scope and plan accordingly.
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2. Determining the Scope
The Scope activity is aimed at making sure we work on the right things. Based on insights gained from the Scan activity, we will work with the client on defining what to focus on in terms of service offering, market segments, customer types, etc.
The idea is to select the services, markets and customers that the client will be most successful with.
We aim to be strategic and pragmatic at the same time; for example we will look at what are attractive prospects, but make sure that the client can successfully service them, without requiring many changes or incurring unwanted risks.
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3. Making the Plan
The Plan activity results in a high-level actionable plan. It summarizes what will be done, who will do it, and when it will be scheduled. The objective of the plan is to think through and register what will be done, and to make results measurable.
We will develop campaign-based sales sprints. These are systematically planned activities with clear targets and objectives that will be executed in 4-6 weeks. For example, reaching out to 20-30 new prospects in the e.g. Enterprise /mid cap market, in Jul and Aug, resulting in 5-10 meetings or calls with decision makers.
The plan will contain 4 such sprints for the remainder of 2024 and describe what will need to be done when. It will summarize the Scan and Scope outcomes, and include strategic advice concerning marketing and sales processes, tools and activities.
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4. Executing the Plan
The Execute activity is simply focused on executing the plan. We will work closely with designated persons of the team. This collaborative team approach is required to make sure activities are coordinated and strengthen each other (and to avoid miscommunication and conflicts). Practicalities of how the plan will be executed will be discussed in detail, aligned with the processes and standards that the client is generally using. The Execute activities will eventually become continuous support with lead generation, customer relationship management, account development.