B2B Enterprise Sales & Marketing
Assess performance challenges and optimize sales and marketing performance with best practice insights and guidance.
Rocky Gunderson
“B2B hardware startups don’t have the luxury of trial and error. We use a combination of deep experience and AI-driven market intelligence to help our clients make faster, better-informed decisions — and get to market with confidence.”
B2B Enterprise Sales and Marketing Benefits
Identify and overcome challenges, plan to take quick action, and connect to a strong global network to help make it happen.
Advantages for B2B Enterprise Startups
Overcome Challenges
Identify root causes behind market performance issues — process, people, and resources — and turn them into growth opportunities. AI-assisted analysis helps us surface insights faster and with greater depth than traditional research alone.
Take Swift and Effective Action
Prioritize and execute corrective action initiatives with confidence. We combine executive judgment with AI-powered competitive and market analysis so your team acts on intelligence, not assumptions.
Access a Strong Global Network
Get connected to the right external resources to drive growth of your enterprise services, solutions, and products — efficiently and at the right time.
Don Drury
Marketing and sales is now all about precision, synchronization, and a deep understanding of customers. We help B2B leaders navigate this new terrain and build the capabilities needed to win."
Typical B2B Enterprise Sales and Marketing Use Cases
B2B enterprise startups have different needs at different phases of their journey. Here are a few commonly requested services that we fulfill.
Customer Needs and Market Needs
Define and validate your target market using AI-assisted research to identify segments with the highest potential
- Identify and refine your Ideal Customer Profile (ICP) — the lighthouse accounts, leaders it the industry, most likely to buy, champion, influence the market, and expand
Understand competitive positioning and respond to market shifts with current, AI-analyzed competitive intelligence
Leverage remote and hybrid sales models aligned to how enterprise buyers actually purchase
People and Performance
- Align marketing, sales, product development, and customer success teams around a unified go-to-market plan
- Review organizational structure and identify gaps in capability or coverage
- Attract, enable, and retain the talent needed to drive predictable and repeatable revenue performance
Growth and Expansion
- Minimize risk in new market entry with structured, AI-enabled data-informed planning
- Use existing customer data and AI analysis to identify cross-sell and up-sell opportunities
- Build pipeline scale by replicating what is working across new segments and territories
Sales and Marketing Services for B2B Startups
Identify performance issues and optimize sales performance with best practice guidance and connections that focus on B2B enterprise startup needs.
Capabilities
Strategy, Planning, Execution, and Reporting
- AI-powered target market research and segmentation analysis
- Lighthouse account identification and Ideal Customer Profile development
- Go-to-Market strategy development with cross-functional alignment across product, sales, marketing and customer service
- Structured launch planning with formal go/no-go gates to ensure every function is ready before you go to market
- Channel and territory specific launch planning
- Regular performance reporting across defined KPIs
- AI-enabled visibility across all key stakeholders - from product development through sales and custoemr success - to keep launch execution aligned and decisions data-informed
Product Market Fit and Launch Readiness
- MVP feature set validation - using AI-assisted analysis to confirm your product what it takes to win in market before launch
- Review and optimize product/portfolio market fit
- Integrated go-to-market planning that ties product development milestones to marketing and sales readiness
Financial and Contractual
- Review pricing and bundling of software, hardware, and services
- Structure proposals and contracts
- Review and recommend goals and KPIs to align marketing and sales performance
Execution and Management
- Build and activate outreach to lighthouse accounts and buyer personas
- Align sales, marketing, and product organizations to optimize performance
- Review sales performance and address root-cause issues that are impacting revenue and profitability
Marketing
- Recommend campaigns and product launch programs based on prioritized segmentation
- Establish, review, and optimize demand generation plans
- Create content that aligns with the customer journey
Optimization
- Review the performance of existing sales channels and offer recommendations
- Optimize resource alignment and outcomes
- Support plans to expand to new territories, including EMEA and APAC
Ben Waller
As a startup in an emerging technology sector, we needed to get to market quickly and with confidence. OnTap brought a clear, proven launch framework that we immediately adopted and implemented across Product, Marketing, and Sales, freeing up our lean team for higher-value activities like market research and pilot projects. And unlike many partners, they took the time to understand the team and leadership dynamics unique to our company to effectively influence those stakeholders and adapt the GTM strategy to our needs."
Contact On Tap Today
We welcome introductions to startup entrepreneurs and founders at every stage, from initial investments to Series A and beyond.
“On Tap” refers to our clients’ ability to leverage our skills as much as they need, when they need it.
Speak with Us