Getting to market requires all the right marketing pieces to fit together - positioning, messaging and a well-instrumented demand generation 'machine' that fills the pipeline predictably.
That's what Jigsaw does. We have solutions to ensure your market positioning is relevant and impactful, we help structure and instrument demand generation programs for lead scale or ABM focus, and build the processes that integrate with sales to deliver pipeline.
We have gathered together people that think alike and have done this before. We've worked with (and at) some of the largest, oldest, smallest and youngest technology companies in the US and Europe (Cerebra, webMethods, SoftwareAG, Intralinks, WealthEngine, Metalogix, WireWheel, BRAVO and LeaseAccelerator to name a few).
We know how to GET to market.
Jigsaw - The Pieces
Interim/Fractional Leadership
We provide interim (full-time, limited contract) and fractional (part-time, fully engaged) VP Marketing and CMO services.
Coupled with our on-demand marketing services, this approach allows our clients to staff anything from individual projects to a fully-fledged marketing function for a fraction of the cost.
Jigsaw - The Big Picture
Our consulting methodology is underpinned by two fundamentals - accountability and 'right-sized 'campaign design:
Accountability - Reverse Waterfall Planning (RWP)
This is one of the cornerstones of the Jigsaw approach.
Marketing accountability is the missing piece of the puzzle in many go-to-market models. A lack of cross-functional agreement on what marketing is signing-up for, creates friction between sales and marketing.
Can every member of your executive team answer the following:
1. What is sales, marketing and channel each committed to contributing in terms of leads, pipeline and revenue?
2. How is each currently performing against this expectation? Are we reviewing monthly results and diagnosing retroactively? Or, do we have clear KPIs and managing in real-time?
3. If any of these contributors is currently not performing, do we know why? Is it a volume issue, a conversion issue or a deal size issue?
Jigsaw can help you answer these questions and has developed a proven set of templates and processes for rolling out a reverse waterfall program that drives consensus, sets the stage for KPIs and aligns marketing to organizational goals.
Read our blog to learn more!
'Right-Sizing' - Balanced Demand Generation
Marketing's greatest challenge is to pull itself out of the nosedive of constantly chasing more and more leads. Reverse Waterfall Planning (RWP) provides the framework for determining how to do this, and it leads to key decisions about where and how to deploy resources - Balanced Demand Generation. Into Account Based Marketing or 'transactional' lead generation? Either or both?
There's a lot of hype about ABM right now. And a lot of confusion too! Is it a technology? Is it a radically new approach? How is it different from my 'traditional' approach to generating and developing leads?
We have a strong (and pragmatic) opinion on this. It's not new (but it's more relevant than ever), it's not (just) a technology, but it IS different to a more traditional 'funnel-based' model for demand generation.
In most businesses, ABM and funnel-based lead development should complement each other.
Read our blog to understand more about how Balanced Demand Generation fits into the Jigsaw approach.
And, we can help you build and deploy integrated campaigns around each.
About Me
I am Mike Lees, Founder, Principal and CEO at Jigsaw.
I am a get-to-market specialist (because it's never as easy as 'go'). I've been a product marketer, sales leader, CEO (oh, and a CPA!). I've built companies, brands, marketing teams, and strategies and I've gotten my hands really dirty in the weeds with lead management, SEO, PPC and all the details that really matter.
Through it all, I've developed an approach that works, either to optimize the piece-parts, or to pull it all together into a logical, reportable and communicable strategy. And, I've collected the best team in the business.
Give us a call. If we can help, we will, if we can't, we'll tell you.
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