Upscale

ENTERPRISE TECH

GROWTH SOLUTIONS

The lean growth company.

Upscale EXPERTISE

Upscale The lean growth company

We specialize in the revenue-generating activities of enterprise-tech startups, focusing our expertise within a collection of best-practice methodologies including: Account-Based Everything, Inbound Marketing, Named-Account Selling and Customer Success. Below are modularized representations of our services.

REVENUE-FOCUSED ServicesRevenue-generating practices are a major piece of the lean growth story. Our mission is to provide the optimal mix of growth-oriented sales and marketing practices in an e�ort to achieve maximum scale with minimal capital outlay required.

Breaking out the Growth Methodology into 8 focused categories, we align what’s required based on where you are in your growth journey. Upscale can provide an end-to-end sales and marketing solution, or be very targeted in providing something speci�c.

Inbound MarketingInfrastructure and process for systemically attraching, engaging and delighting prospects and customers.

Sales EngineeringTechnical support & project management focused on steps required to convert opportunities and pilots.

Customer DevelopmentIdentifying and validating product-market �t, buyer personas and journey through methodical process.

Account-Based Sales DevStrategic prospecting process selling to targeted accounts using direct outreach through multiple channels.

Named Account SellingProspect-to-close on targeted accounts using cross deparmental positioning, managing pilot through conversion to large contract.

Customer SuccessAccount and project management, aligning stakeholders, avoiding churn, and ensuring conversion to large contract.

Account-Based MarketingOutbound campaigning focusing on key accounts and relevant personas to drive awareness & engagement.

Content MarketingStrategy and creation of valuable content for prospects and customers within an inbound framework promoting conversion.

UpscaleEXPERTISE

Your chances of capturing the hyperscale curve for your company are increased by factors when you take a methodical, strategic approach. Enterpreneurship without strategy can be chaos, and it’s no di�erent for the sales and marketing aspects of your business.

Upscale breaks out 4 stages on the growth path. Each of the stages can incorporate multiple sales & marketing practices. In addition, many of the activities in each phase have an impact on the development of other practices that may or may not be in your core focus at the moment. This is important to note as wherever you begin with Upscale, you’ll be enabled with core growth fundamentals that can be reused in the future development of your organization.

A GROWTH PLATFORMBESPOKE Solutions

Your business as well as where you are in your growth journey is unique. You may have several aspects across phases �gured out or fragmented.

For Upscale, the goal is taking the quickest route possible to get you to hyperscale. With this in mind, everything you’ve done so far, any nuance to your business, and anything that can be reused or repurposed will be taken into account. We don’t believe in reinventing the wheel.

Strategy & Process Growth Stack Revenue Development Account Growth

Growth SOLUTIONS

Upscale The lean growth company

Successfully attaining rapid expansion of your business starts with methodical and strategic planning. The foundation of the growth engine is built upon strong fundamentals:

PRODUCT-MARKET FIT

BUYER PERSONA

BUYER’S JOURNEY

SALES PROCESS

Each of these core fundamentals have an impact on the design and action of one or more elements in the growth engine. Ultimately, there’s an impact on all of them.

A Plan for GROWTH A Repeatable STRATEGYThe goal of strategy development is to create or re�ne key fundamentals which can then be reused.

For example, buyer personas are key in creating the right messaging and content. The buyer’s journey lets us know when and how to position such content and messaging. Finally, the sales process tells us which levers to pull to get to the next stage e�ectively.

Now, let’s say we launch a new o�ering. Quickly we can: 1. Create content and outbound campaigns that engage prospects. 2. Structure content so it’s found, brings prospects through a conversion funnel and deliver timely outbound messaging. 3. Move swifty through sales cycles with maximum deal scope.

Upscale The lean growth company

Growth STRATEGY

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Customer Development

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Account-BasedSales & Marketing

Inbound & ContentMarketing

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Account-BasedSales & Marketing

Inbound & ContentMarketing

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Named AccountSelling

Sales Engineering

Customer Success

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DEMAND MethodsWe take a two-pronged approach to the growth stack:

INBOUND ACCOUNT-BASED EVERYTHING (ABE)

These are two opposite methods to demand generation, which makes them complementary. Inbound is focused on attracting customers, whereas ABE is focused on highly targeted outreach. Think of Inbound as �shing with a net, and ABE as �shing with a spear. Instead of choosing one or the other, we like to use both and maximize growth potential by covering the full demand generation spectrum.

Customer Data

AutomationInbound Platform ABE Platform

ABM ABSDCMS

CRO

Nurture

Upscale The lean growth company

Growth STACK � �

TECH DrivenThe goal of the Growth Stack is for you to develop one-on-one conversations with your potential customers. Central to that end is adapting software with process.

The foundation of the stack is centralized customer data. At every layer there is a single- version of the truth, informing the most e�ective interactions.

In the end, we’re seeking to adapt the stack to automate and optimize where e�ective. This enables you to multiply the e�ectiveness of your actions and manpower.

Building pipeline for enterprise-level products and services requires a high-quality approach to sales development both virtually and in the �eld. We execute targeted outbound campaigns focused on �lling the funnel, and based around coordinated sales and marketing plays.

For us, �nding success in provoked pipeline development is all about stimulating a one-on-one conversation with your ideal customer pro�les. We take an omnichannel approach to sales development, targeting and reaching out to prospects both through multiple methods virtually and in the �eld.

Build PIPELINE Close Early and EXPANDEnterprise sales cycles are long, therefore one of our greatest focus areas is shortening the time to close. Using three key methods, we shorten the time from IDENTIFY to EXPAND: MINIMUM VIABLE OFFERING (MVO)

PILOT

LEVERS

The methods do 3 things: call the prospect to action with easy value, establish mutual investment, and produce leverage. The MVO is the minimal o�ering you can make that’s still valuable to you and an easy decision for the prospect. The Pilot is the execution of the MVO. The Levers are the value and satisfaction produced from the Pilot.

Upscale The lean growth company

REVENUE Development � �

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Customer SUCCESSYou’ll notice that our account management strategy - Customer Success - overlaps with the sales process. It takes the last two steps, adds a step and turns it into a cycle. We focus Customer Success on three things: PILOT CONVERSION CONTINUED EXPANSION RENEWALS

Each of these aspects are revenue generating milestones that are geared towards ful�lling our customers’ Lifetime Value (LFV). The key to driving these milestones is the success of your customer in retreiving value from your product or service.

Upscale The lean growth company

SEVENTH PHASE

SIXTH PHASE

FIFTH PHASE

FOURTH PHASE

THIRD PHASE

SECOND PHASE

FIRST PHASE

COMPLETED

REMAINING

stakeholders aligned for IT, HR and field sales organizations.

COORDINATIONSWOT preparation for UI configruation with a focus on productive user experiences.

INNOVATION

on target with schedule. commitments review in 14 days.

TIMELINEnext step is to conduct user testing to prepare for UX configuration. following configuration, gap-analysis on results.

USER INTERFACE AND ONBOARDING

data infrastructure has been implemented. data is streaming at ~5 minute intervales. application packages have been integrated.

INFRASTRUCTURE AND APPLICATION INTEGRATION

initial groups selected for pilot phase. metrics for success solidified.

GO LIVE

Account GROWTH � �

The PMOThe delivery phase can often be overlooked or under resourced for a startup, but it’s one of the most critical for ensuring account growth.

Our PM services are �xated on satisfaction and conversion, whether that conversion is o� the pilot, the next expansion or a renewal.

We leverage a lean PM strategy to drive the success of your deployments, injecting technical support at the level of sales engineering where applicable.

Success Expand

Manage

Upscale

The lean growth company.

CONTACT Us � �

12020 Sunrise Valley DriveReston, VA 20191

571-435-5015

info@upscale.llc

As part of our Growth Hacking program, we o�er a 3-day pro bono workshop. Over the 3 days, we’ll identify one of your Buyer Personas and develop a Minimum Viable O�ering for you to campaign on.

Upscale The lean growth company

Upscale