GTM Advisory
Founding Partner
GTM Advisory work with a mix of Founders, Sales and Marketing Leaders in start-ups and scale-ups, helping them solve the challenges which come with growing revenue.
Richard King
Helping SaaS companies with GTM strategy & execution
Bristol, United Kingdom (+00:00 UTC) Englishfrom Bristol, United Kingdom
Usually responds in 1 day
Free
Price per hour
30 min
Time Blocks Available
5.00
14 reviews / 20 sessions
Mon
12
Next availability
Bio
Hi there, I'm Richard 👋 I’ve spent most of my career in SaaS and e-commerce businesses, including as the first growth hire in three different founding teams. From a blank sheet of paper, I've created go to market plans which have found the very first customers, validated early product assumptions and set the business on the road to product market fit. I've planned, executed and iterated on everything from positioning and messaging products, to devising commercial models and pricing, to winning and growing customers, to hiring and scaling sales and marketing teams. At Pact Coffee, we transformed the UK’s drink at home coffee market with a disruptive model, acquiring more than 40,000 customers in our first two years with a direct-to-consumer subscription model. At Permutive, we became the default SaaS platform for digital advertising for more than 150 of the world’s leading media brands. Our award winning product and level of service redefined a software category, solving genuine problems and delivering huge revenue uplifts to our customers, with best in class retention levels year on year. I now work with founders, sales and marketing teams in B2B SaaS, helping them overcome some of the common challenges start ups face as they go to market, launch products, scale growth, hire and train people.
Expertise
Go to market strategy
Planning how you will bring your product to market and acquire your early customers is a critical building block. We can talk through everything from defining a target audience and vertical(s) to articulating the problems you solve, then how you create your first sales pitch, set pricing and get trials with prospects up and running.
Product market fit
How do you approach PMF in your start up and what are common indicators to look for from your early customers and the market that you may be on the right track? Where are the pitfalls and how do you ensure you aren't pulled in the wrong direction?
Product marketing
How do you define, write and articulate an effective value proposition, going beyond features and functions to frame the problems you solve and the impact this has for customers? How do you effectively de-position the competitor solutions you come up against in sales cycles?
Sales
Early sales hires are crucial to your long term success - how do you find, hire and on-board exceptional sales people, then effectively target and measure their performance? How do you drive urgency with prospects, find your early adopters and know where best to focus your time?
Toolkit
G2
Used to very good effect at Permutive, both as a lead gen and prospect validation tool for our own products as well as a way to investigate tools and products we wanted to acquire for our own use cases.
LinkedIn Sales Navigator
If used effectively, Sales Nav is a foundational part of an SDR's tool kit, enabling them to research, find, contact and engage with decision makers and key personas in target accounts.
Miro
A useful tool for collaborating as a remote team to brainstorm, document ideas, run inclusive team retrospectives as well as collect and prioritise actionable feedback.
Salesforce
The CRM and sales platform of choice for so many B2B teams: at it's best, an engine which unlocks valuable data and insight across prospects and customers; at it's worst, a bloated and overcomplicated mess.
Trello
A super handy, configurable project management tool I've used in a range of roles, teams and companies. Works best with small teams and projects which have a lot of moving parts.
Experience
Joined the founding team after Seed stage, closed the first $1.2m ARR as we found product market fit on the path to our successful Series A investment. We continued to grow, with Series B and C rounds completed in the 3 years which followed. Built the company’s first Product Marketing team, working on everything from product positioning and narratives to got-to-market collateral, webinars and events. I hired and built the company's first Sales Enablement and Revenue Operations teams, and managed our BDR function.
SaaS
Consultant
Growth ConsultantI spent several months working on Growth and Partnerships projects with B2B and B2C start-ups including: - Connected Space - working with the CEO & CTO of a B2B iOT start-up on rebranding and sales strategy - Simply Cook - working with the CEO to devise a scalable Partnerships strategy for a D2C subscription commerce business - Weekend Box Club -Â working with the CEO and Head of Marketing to support new D2C acquisition initiatives
Consulting
Member of founding team at Pact Coffee, the subscription coffee start-up which revolutionised the way UK households and workplaces buy, drink and enjoy specialty coffee. Led the growth strategy and team which took us from 400 to 40,000+ customers over 2 years as we went from Seed to Series A. We devised and ran campaigns across channels including digital, print, partnerships, referrals and reactivation, all managed in-house. We also worked with a wide range of promotional partners including national newspapers, magazines, websites and specialist communities, priding ourselves on building long-lasting relationships which were mutually beneficial.
E-Commerce
Fantasy League Ltd
Head of SalesRan the Sales and Customer Success teams at Europe's leading fantasy sports company, selling to media owners, federations, leagues and tournament sponsors. My team increased revenue by more than 300%, expanding into new regions and sports, all underpinned by excellent customer retention year on year. Clients included: Sky Sports, BBC Worldwide, Bauer, Channel 4, The Guardian, JP Morgan, Barclays, Amazon, The Football League & Cricinfo.
Front of House Marketing
Co-Founder & MDLaunched a specialist agency focused on helping museums, galleries and heritage organisations recruit new members from visitors within their venues and at private events. From a standing start, we won contracts with Tate, National Trust for Scotland, RHS, The Art Fund & RNLI, delivering our clients thousands of new members and donors within the first 18 months whilst generating six-figure revenue.
Scope
Donor Acquisition LeadI left the agency world to take up a role working for one of our clients, heading up a team which recruited new regular donors who gave by direct debit. We used channels including face to face, door to door, telemarketing and direct mail to acquire 15,000 new donors, whilst balancing £CPA and retention targets.
Personal Fundraising Partnership
Head of UK & IrelandPromoted to lead our 7 regional offices across the UK and Ireland and c.500 staff
Personal Fundraising Partnership
Area ManagerPromoted to run the company's London regional office with c.150 staff
Personal Fundraising Partnership
Recruiter, Team Leader, TrainerJoined the UK's first on-street fundraising agency, which was a start-up long before start-ups were a thing. Being part of a company which went from 20 people when I joined to 500 employees when I left was an amazing grounding in all the highs and lows which come with rapidly expanding businesses.