Getting Ready For 2016 Strategy Planning


Now is the time to fix that, and there’s no time to waste.


In compiling this year’s research report, we discovered that top-producing organizations systematize revenue growth according to a specific, six-step process.


This process is called Strategic Alignment. To ensure your company’s strategies are effectively aligned, download the report here.


What is Strategic Alignment? It’s the proven way to align your company’s teams most efficiently so that they feed a common goal: making the number.


All of our research points to the fact that companies can no longer afford to launch individual initiatives, hoping they will somehow align themselves. Rather, they must be set up to follow a strategic hierarchy of events.



Companies can no longer afford to launch individual initiatives, hoping they will somehow align themselves. That hierarchy flows like this:


Market Research + Corporate Strategy + Product Strategy + Marketing Strategy + Sales Strategy + Talent Strategy = Revenue Growth


In order to make your number, your strategies must not only include each of these six phases, but also be aligned in this order.


For a more practical understanding of how to achieve Strategic Alignment, let’s unpack what needs to be accomplished in each phase:


  1. Market Research:Understand the market, accounts, buyers and users. This ensures the strategy is differentiated from the competition in the eyes of the marketplace.
  2. Corporate Strategy:Allocate the company’s people, money and time towards the overall goal of profitable growth.
  3. Product Strategy:Launch products and services to the marketplace that solve market problems and are aligned with the Corporate Strategy.
  4. Marketing Strategy:Drive demand in the marketplace for the company’s products and services.
  5. Sales Strategy:Turn market demand into revenue by selling the company’s products and services to target buyers.
  6. Talent Strategy:Build a team capable of defining and executing each of the functional strategies.


Following these six steps will enable any organization to improve its organic revenue growth. And, in turn, each team will become much better at prioritizing its allocation of resources.


There are countless examples of misalignment. For instance, Marketing cannot be focused on generating new logo leads while Sales is focused on improving share of wallet with existing customers. And new products cannot be released while Sales is focused on selling existing offerings.


The good news is there is only one proven example of proper alignment—at least according to the top 10 percent of teams reporting outstanding performance this year.


You know what’s on the line when it comes to making your number in 2016. And now you know the most effective way to make it happen.


To ensure you have all the tools to strategically align your organization, download this year’s research report right here.


Matt Sharrers

Studies and works with the top 1% of B2B sales and marketing leaders who generate above average revenue growth for their companies.
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Matt is arguably one of the industry’s most connected, and physically fit, sales leaders. He “lives in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. Because of Matt’s unique access to the best sales talent, private equity investors tend to turn to him first when they need to hire remarkable leaders to unlock trapped growth inside of their portfolio companies. Matt’s recent engagements include work commissioned by private equity leaders Permira, TPG, Bain Capital and Hellman & Friedman.


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