Case Study
Channel GTM Supercharged: From Misalignment to Scalable Growth
Company Size & Stage: Mid-Market | ~$11M ARR | 62 Employees | 7 Years in Market
This endpoint monitoring vendor aimed to scale through channel partnerships but faced rising CAC and internal misalignment. Fragmented priorities between leadership layers created confusion, while partner programs lacked focus and clear enablement paths.
A 6 month engagement in which we:
- Conducted stakeholder alignment sessions to refocus leadership on shared growth priorities.
- Deep dive revealed overcomplication across direct sales, marketing, and partner efforts.
- Refocused on highest-performing GTM motion: channel partnerships, with clear enablement and simplified ICP targeting.
- Became accountability partners for the sales and marketing leaders.
Reduced CAC by more than 75%, increased partner-driven pipeline contribution, and reestablished stakeholder alignment—allowing the business to scale efficiently.