Stakeholder, Competitor and Market research
G2M strategy
Re-design of solution / service offering
Strategic market positioning
Brand strategy, development and testing
Digital performance auditing and enhancement
TopSource supports the global growth and impact of its clients by providing solutions that enable them to employ people wherever it matters most.
The market had undergone a period of significant turbulence caused by well-funded, VC-backed entrants that had disrupted the space through digitalisation and margin cannibalisation.
Our task was to respond to new market dynamics with a stronger product-market fit and identify new GTM opportunities with the goal of double-digit annual growth.
Deep client and market insights identified significant opportunities in a strategy focused on targeting prospects and clients with the highest propensity to buy multiple service lines across multiple geographies. ICPs were identified and prioritised, enabling a disciplined GTM. The service offer was redesigned around globalisation maturity, offering multiple entry points to buy. And the business was repositioned to disrupt the disruptors, focusing on TopSource’s longstanding ‘beyond-platform’ expertise, on the ground, around the world.
Sales increase in one year. A steady quarter-by-quarter increase post GTM transformation led to a 50% YoY revenue growth
increase in deal size
pipeline uplift post-GTM transformation
Spooner is very familiar with the PE environment and the need to move fast. They were new to our industry but got up to speed very quickly, bringing new insights into the opportunities open to us. They tested new market positioning with our key clients and made a very positive impression with those clients along the way.
Working with our leadership they drew on experience to challenge long-standing presumptions and ensured that when they made recommendations there was sufficient enthusiasm across the business to take the whole approach forward. Their collaboration on GTM and our market positioning will make a significant contribution to our ongoing growth and success.
Ian Larkin
CEO, TopSource
