Every engagement starts with a diagnostic.

Before we design or execute anything, we need an accurate read on where the current GTM motion is breaking down. This phase produces a clear picture of the gaps: ICP definition, positioning, outreach architecture, qualification logic, and conversion performance.

We review existing sales data, outreach history, conversion metrics, and positioning materials, and run structured conversations with the revenue lead or founder. We look for the specific structural reasons behind performance gaps, not surface-level explanations.

• GTM diagnostic summary: where the motion works and where it does not
• Priority gaps across ICP, messaging, outreach, and qualification
• Recommended engagement scope and phasing

With the diagnostic complete, we build or rebuild the GTM framework, the structural layer everything else runs on. It covers ICP definition, positioning, channel selection, outreach architecture, message hierarchy, and qualification logic.

The output is not a strategy document for internal alignment. It is a working playbook the sales development function can execute against, built with the SDR motion in mind from the start.

• ICP definition with firmographic, technographic, and trigger-event criteria
• Positioning and message hierarchy for each primary buyer role
• Channel architecture and outreach sequence design
• Qualification framework and handoff standard
• Full GTM playbook documentation

With the playbook in place, we build the operational layer: account list construction, contact mapping, outreach tooling setup, and sequence staging, all aligned to the ICP defined in the previous phase.

If you have an existing SDR team, this phase includes enablement against the new playbook. If we are running sales development directly, it closes with a go-live readiness check.

• Validated target account list, segmented by priority tier
• Contact map by buying role within each account tier
• Staged outreach sequences across email, phone, and LinkedIn
• Tooling setup and sequence configuration
• SDR enablement session, if applicable

Outreach runs against the validated account and contact list, with structured follow-up cadences and qualification conversations managed by SV Partners. Performance is monitored at the account and sequence level against ICP fit criteria.

Every confirmed appointment passes a qualification check first: role fit, company fit, and indication of active evaluation. Appointments that do not pass are not confirmed. Each confirmed meeting comes with a pre-meeting brief for the AE.

• Active outreach cadence, ongoing
• Weekly pipeline activity report: accounts worked, conversations active, appointments confirmed
• Pre-meeting brief for each confirmed appointment
• Disqualification log: accounts removed and the reasons why

At defined intervals, typically every four weeks, we run a structured review of pipeline output against the targets set at kickoff: sequence performance, account-level conversion, and appointment quality measured by meeting-to-opportunity conversion and AE feedback.

Based on the review, we adjust: tightening the ICP, changing tier priority, revising messaging, or modifying sequence structure. The goal is continuous improvement in conversion quality, not activity maintenance.

• Monthly pipeline review report
• Recommended adjustments to ICP, messaging, or outreach structure
• Updated playbook documentation reflecting changes made
• Pipeline forecast by account tier