The Revenue Growth Methodology

It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Fulcrum’s Revenue Growth Methodology allows you to accelerate your rate of revenue growth. It does this by getting the functional strategies of sales, pricing, marketing, product management, and human resources into alignment with the CEO’s strategy and the external marketplace.

The Nine Steps of the Revenue Growth Methodology

Fulcrum has discovered that organizations that exceed their revenue targets follow a 9 step process:

STEP 1: GO-TO-MARKET STRATEGY
Determine how you will serve customers, the objectives you must achieve, the markets you will compete in, the competition you will face, and how you will win.
STEP 2: SEGMENTATION STRATEGY

Gain a deep understanding of the market, accounts, and buyers so that you can make smarter decisions on how to allocate resources.
STEP 3: TALENT STRATEGY

Place the right talent in the right performance conditions to execute your go-to-market strategy.
STEP 4: CUSTOMER EXPERIENCE STRATEGY
Differentiate your brand by providing a superior experience for customers.
STEP 5: PRODUCT STRATEGY
Make investments in products and services that are aligned with your corporate strategy and that buyers are eager to purchase.
STEP 6: PRICING STRATEGY
Create price positioning, structures, and levels to execute a value-based pricing strategy that will maximize your revenues.
STEP 7: MARKETING STRATEGY
Drive demand in the marketplace for your company’s products and services.
STEP 8: SALES STRATEGY
Turn market demand into revenue by allocating sales resources effectively to drive revenues up and selling costs down.
STEP 9: CUSTOMER SUCCESS STRATEGY
Ensure revenue retention and increase revenue from existing customers.

Revenue Growth Assessment

The Revenue Growth Assessment is the starting point for many companies when beginning their implementation of the revenue growth methodology.
STEP 1: ASSESS STRATEGY
Assessing strategy helps you determine if you are allocating your people, money, and time correctly against the revenue growth opportunities available to you. This will help you determine what to do, when to do it, and why these strategic moves will result in accelerated revenue growth.
STEP 2: ASSESS EXECUTION
Assessing execution helps you determine if you are doings things correctly. This will help you determine how to grow revenue.
STEP 3: IMPLEMENTATION PLAN
Develop an implementation plan with time line, deliverables, tasks, roles and costs that when put into use will result in accelerated revenue growth.

Specialty Practice Areas

Fulcrum is a firm comprised of former sales and marketing leaders who spend every minute of every day thinking about one thing: Making Your Number. We are a firm that is drawn to companies with aggressive goals and unreasonable time lines because we enjoy working on projects with a lot on the line. Because of this we have developed a few specialty practice areas that require us to over serve.

PRIVATE EQUITY AND ACTIVIST INVESTOR STRATEGY
Increase the enterprise value of your portfolio companies by accelerating their rate of revenue growth.