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GTM ENGINEERING FOR B2B TECH

Hit Plan.
Raise Guidance. Repeat.

Make your revenue number predictable.

USC designs the process, implements the systems, and analyzes the metrics to turn your GTM into a predictable engine your team can run… without you in every deal.

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You’ll speak with one of our Partners. Not an SDR.

“USC helped us identify what was needed before we needed it, so we could act instead of react.”

Ryan Spillane — Techstars

 

“Our forecasting was a mess. Now we’ve finally laid the groundwork we’d been wanting for years.”

Jason Steadman-Eves — Solutionreach

 

“The data and reporting we can do now compared to a year ago is nothing short of amazing.”

Jonathan Elliot — Luminate

We partner with many of the world’s top VCs and/or their portfolio companies:

The GTM Engine We Help Build

A pipeline that tells the truth.

Stage definitions that mean something. Qualification criteria that does its job. Coverage based on real win rate.

A forecast you’d stake your job on.

Built from actual data, tracked over time, reviewed weekly. The number you call is the one you close (or better).

A team that performs consistently.

Defined process, enforced in the CRM, so results come from the system and not from individual heroics.

An AI layer that produces results.

AI workflows built on defined process and clean data, so automation amplifies what works instead of what’s broken.

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Not ready yet? Start with the free GTM Efficiency Workshop instead.

Union Square Consulting helped us lay the groundwork we needed to make better forecasts and decisions.

Before, our forecasting process was a mess. It felt like we were just spitballing. Now we’ve redefined what counts as pipeline and how we’re working deals, and we’ve finally laid the groundwork for building the dashboards and coaching processes we’ve been wanting to do for a long time.

Jason Steadman-Eves
Director of Sales, Solutionreach

What We Offer: Together or Separately

Our services boil down to three core components, creating the most impact when they intersect. If your internal team has an area covered, you don’t have to buy it from us.

Process Design

GTM Process Design

Your Challenges:

  • Reps not inputting correct/consistent CRM data
  • Zero visibility into what’s happening in the business
  • Sales and marketing working towards opposing goals
  • Disorganized teams not used to the best of their ability

We design the step-by-step process your team needs to generate and close pipeline: ICP and persona definition, qualification criteria, territory model, lead routing, follow-up cadences, and forecast methodology.

Best for teams that have strong CRM and systems capability but need the process designed and documented.

Metrics & Insights

GTM Metrics& Insights

Your Challenges:

  • Unsure how hiring/firing will affect revenue
  • Forecasts are a joke, resource allocation is a guess
  • Close rates/lead volume aren’t lining up with revenue
  • Unable to tell the CEO what’s working/what’s not/why

We identify the metrics that matter, build the infrastructure to capture them accurately, and deliver regular insight into how to improve your pipeline engine. Funnel conversion analysis, forecast accuracy tracking, win/loss analysis, and board-ready reporting.

Best for teams that have the process and systems in place but lack the analytics layer.

Systems & AI

GTM Systems & AI

Your Challenges:

  • Your tech stack is disjointed and disorganized
  • Misuse of tech features lead to more admin work
  • Reps still resort to Excel sheets instead of Salesforce
  • Corners cut with sales process and stage progression

We implement and optimize the systems your team needs: Salesforce, HubSpot, Outreach, Salesloft, ZoomInfo, Clay, and AI tools.

Best for teams that have the process designed but need someone to build it into the CRM correctly.

Book a Call

Not ready yet? Start with the free GTM Efficiency Workshop instead.

Browse Our Frameworks for GTM Operations

The GTM Efficiency Pyramid Framework

The GTM Efficiency Pyramid helps you assess your operational maturity, visualize the best way to tackle big problems, and ensure you’re building from a stable foundation.

See The Full Story

The GTM Metrics and Insights Framework

GTM metrics & insights separate Strategic CROs and RevOps Leaders from glorified sales managers and systems admins. Getting accurate metrics isn’t easy though. Getting real insights is even harder. This Framework will show you how to do both.

See The Full Story

The GTM Ops Diagnostic Framework

The GTM Diagnostic Framework helps revenue leaders cut through the noise of everything that could be fixed and zero in on the one area of GTM that will have the most impact in the next 90 days.

See The Full Story

See All Frameworks

Make Every Dollar Invested Count

Want GTM insights but don’t know where to start?

Imagine opening a dashboard, trusting the numbers, and being right when the quarter closes. To get there, you need a plan. One that accounts for the challenges and nuances of where you are today.

We help you build that plan in this free, 60 minute session.

CRO or Equivalent Must Attend*

*Speak with one of our partners, not an SDR. This is not a sales call.

Request the Workshop

FIRST 5 QUALIFYING APPLICANTS PER MONTH

Due to the amount of free work involved, Workshops are limited in number and only for qualifying applicants. To qualify you must be (or be joined by) a CRO in a $50M-$500M B2B Tech company.