GTM Transformation Consultancy for B2B Companies | b10

GTM TRANSFORMATION

Align market, message, offer, website, CRM and sales execution.

b10 helps ambitious B2B companies transform the go-to-market system behind growth. We connect ICP, positioning, messaging, offer structure, website readiness, campaign operations, CRM lead management, sales handoff and reporting so demand can become pipeline and revenue.
b10 is an approved vendor on gartner peer insights

Where GTM usually breaks

ICP is too broad

The business targets too many buyers without enough prioritisation or qualification logic.

Positioning is unclear

The market cannot quickly understand why the offer matters, why now and why this provider.

Offer is not sharp enough

Packaging, pricing, value story or commercial proposition creates buyer friction.

Campaigns do not convert

Channels create activity but not enough qualified demand, pipeline or learning.

Sales handoff is weak

CRM routing, qualification, follow-up and pipeline design do not support GTM execution.

What is GTM Transformation?

GTM transformation is the structured improvement of how a business takes an offer to market and turns demand into pipeline and revenue. It aligns ICP, positioning, messaging, offer, pricing, website, campaigns, CRM, sales handoff, automation and reporting into one go-to-market system.
GTM transformation is not just a campaign plan. It is the commercial system behind market execution. If the ICP is unclear, positioning is weak, the offer is not packaged properly, the website does not convert and sales handoff is inconsistent, campaign activity will underperform.

THE REAL PROBLEM

Many GTM problems happen before the campaign ever launches.

Businesses often think GTM performance depends on channels, ads, content or outbound volume. Those matter, but they will not compensate for unclear ICP, weak positioning, poor offer clarity, disconnected landing pages, inconsistent CRM lead management or a weak marketing-to-sales handoff.

The ICP is too vague.

The business cannot clearly prioritise who to target, why they should care, how to segment them or how to qualify fit.

Positioning is not sharp enough.

The buyer does not quickly understand the category, problem, value, difference, urgency or proof.

The offer is hard to buy.

Packaging, pricing, scope, value logic or next step creates friction before sales can build momentum.

Website journeys are disconnected.

The business cannot trust the data because stages, close dates, deal quality and activity are not managed properly.

Activity creation, not pipeline.

Channels may generate impressions, clicks or leads, but not enough qualified opportunities or commercial learning.

Sales doesn’t receive clean demand.

Lead scoring, routing, qualification, follow-up and pipeline design do not connect to the buyer journey.

What you see.

What may be happening.

Commercial Consequence.

“Our campaigns are not working”.
The issue may be ICP, positioning, landing page, offer, CRM handoff or sales follow-up — not the channel alone.
Marketing spend creates activity but not qualified pipeline.
“We are targeting everyone”.
The business may not have a prioritised ICP, segment logic or qualification criteria.
Messaging becomes generic and sales effort spreads too thin.
“People do not understand what we do”.
Positioning and messaging may not translate value into buyer-relevant language.
Conversion weakens before the sales conversation starts.
“Leads are not ready for sales”.
Nurture, qualification, routing and CRM lead management may be underdeveloped.
Sales wastes time and marketing cannot prove value.
“We launch but do not learn”.
Tracking, attribution, CRM reporting and feedback loops may not capture the right GTM signals.
The business repeats activity without improving the system.

GTM transformation vs revenue transformation

GTM transformation fixes market execution before demand becomes revenue.

Revenue transformation looks across the full revenue system, including conversion, pricing, retention and recurring value. GTM transformation focuses on the route to market: who you target, how you position, what you offer, how you launch, how demand is captured and how sales receives it.

GTM
Transformation.

Best when the problem sits around market, message, offer, launch readiness or demand capture.
ICP and segmentation
Positioning and messaging
Offer and pricing strategy
Campaign and channel readiness

Revenue
Transformation.

Best when leakage spans the whole revenue journey from demand capture to retention.
Conversion and pipeline
Pricing and monetisation
Marketing attribution
Retention and customer success

Commercial
Transformation.

Best when the whole commercial system is disconnected and the root constraint needs diagnosis.
First click to recurring revenue
Connected commercial engine
ICP, positioning and pricing
Retention and customer success

GTM transformation services

GTM transformation services that connect strategy to commercial execution.

b10 focuses on the operating system behind go-to-market. That means the ICP, positioning and messaging have to connect to the website, CRM, campaigns, sales process and reporting layer.

GTM Transformation Consultancy.

Build a route-to-market strategy connected to commercial execution, not a slide deck that never reaches CRM, sales or reporting.

ICP & Segmentation.

Define the highest-value buyers, accounts, sectors, segments, use cases, qualification logic and buying triggers as well as your no fit audience.

Positioning & Messaging.

Clarify why the market should care, why now, why you, and how the message should change across website, sales and campaigns.

Offer & Pricing Strategy.

Shape the offer, packaging, pricing, value logic and commercial proposition so buyers understand the next step and why it matters.

Website & Landing Page Readiness.

Align website and landing pages with ICP, positioning, messaging, offer, proof, conversion pathways and campaign intent.

Campaign and Channel Readiness.

Prepare channels, tracking, content, campaign structure, CTAs, source data and launch operations before activity scales.

CRM Lead Management.

Capture, qualify, route, segment, manage and nurture GTM leads properly inside CRM with clear ownership and lifecycle stages.

Sales Handoff & Pipeline Design.

Streamline proposals, quotes, approvals, follow-up, close support, proposal negotiations, handover and post-sale transition.

Marketing Automation & Nurture.

Build efficient and effective follow-up, nurture, segmented messaging, lifecycle workflows and marketing-to-sales automation.

GTM Reporting & Feedback Loops.

Measure individual channel performance, lead quality, pipeline creation, conversion, attribution capacity loads, and learning cycles.

Managed GTM Support.

Ongoing campaign infrastructure, CRM hygiene, GTM optimisation, reporting, nurture and commercial execution support.

GTM Operating Model.

Define the operating rhythm for reviewing ICP signals, campaign performance, sales feedback, pipeline quality and conversion learning.

START WITH DIAGNOSIS

Find out whether your GTM system is ready to convert demand into pipeline.

Request a GTM diagnostic to assess ICP, positioning, offer, website readiness, CRM lead management, sales handoff, automation and reporting.
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GTM transformation COMMERCIAL DOMAINS

The commercial domains that usually drive GTM Transformation.

GTM transformation is where strategy and execution must meet. ICP, positioning and pricing must connect to website, marketing, CRM and sales or the GTM motion becomes fragmented.

ICP.

Target buyers, segments, fit, qualification and buying triggers.

Positioning.

Market relevance, category clarity, value story, differentiation and messaging.

Pricing.

Offer, packaging, value perception, buying friction and commercial proposition.

Website.

Landing pages, proof, conversion paths, CTAs, forms and GTM messaging.

Marketing.

Campaigns, channels, content, source tracking and demand generation.

CRM.

Lead capture, scoring, routing, segmentation, lifecycle stages and reporting.

Sales.

Handoff, qualification, follow-up, pipeline design and opportunity creation.

Automation.

Nurture, lifecycle workflows, routing, reminders and segmented follow-up.

HOW B10 WORKS

Build the GTM system before scaling GTM activity.

b10 helps businesses avoid the common GTM trap: increasing activity before the market, message, offer, website, CRM and sales handoff are ready.

Diagnose.

Assess ICP, positioning, messaging, offer, website, campaign readiness, CRM lead management and sales handoff.

Define.

Clarify who you target, what problem you own, why buyers should care and how the offer should be presented.

Prepare.

Align website pages, landing pages, CRM fields, tracking, campaign assets, nurture and sales playbooks.

Connect.

Connect campaigns to CRM, sales ownership, follow-up, pipeline stages, reporting and feedback loops.

Launch.

Support campaign and channel execution with the infrastructure required to capture, qualify and convert demand.

Learn.

Review GTM performance, lead quality, conversion, feedback, message resonance and pipeline for improvement.

EXPECTED OUTCOMES

What GTM Transformation should improve.

GTM transformation should make market execution clearer, sharper and easier to learn from. The aim is to connect strategy to the systems that turn demand into pipeline and revenue.

Complete ICP clarity.

Clearer and more refined target segments, buyer profiles, qualification logic, buying triggers and market prioritisation.

Sharper positioning.

Stronger category clarity, value communication, market differentiation and message-market fit across channels.

Campaign readiness.

Better prepared website pages, landing pages, content, CTAs, tracking and source data before activity scales.

Cleaner lead management.

Improved CRM capture, segmentation, routing, nurture, handoff and sales ownership for GTM demand.

Recurring Learning loops.

Better feedback between campaigns, CRM, sales conversations, pipeline quality and conversion performance.

who this is for

Built for B2B companies preparing to grow, reposition, enter a market or improve demand-to-revenue execution.

b10 GTM transformation is strongest when there is a real offer, real ambition and enough commercial traction to justify building a better route to market.
You need sharper ICP, positioning or messaging.
You are entering a new market, segment or category.
Your campaigns create activity but not enough pipeline.
Your website and CRM are not ready for GTM execution.
You need marketing and sales to operate as one system.

Questions About GTM Transformation.

These answers are designed to help you understand whether GTM Transformation is the right route before you speak to b10.
What is GTM Transformation?

GTM transformation is the structured improvement of how a business takes an offer to market and turns demand into pipeline and revenue. It aligns ICP, positioning, messaging, offer, pricing, website, campaigns, CRM, sales handoff, automation and reporting into one go-to-market system.

What does a GTM transformation consultant do?

A GTM transformation consultant helps clarify the target market, sharpen positioning, structure the offer, prepare website and campaign journeys, connect CRM lead management, define sales handoff and build reporting loops that show whether the GTM system is working.

How is GTM transformation different from marketing strategy?

Marketing strategy often focuses on channels, campaigns, content and demand generation. GTM transformation is broader. It connects market, message, offer, website, CRM, sales handoff, reporting and revenue execution.

What is the CTI?

CTI, the Commercial Transformation Index, is b10’s commercial maturity diagnostic. It identifies where revenue is leaking across the commercial journey before more money is spent on websites, CRM, marketing, automation or sales activity.

CTI gives leadership a structured view of the commercial system: what is working, what is disconnected, what needs fixed first and what should not be touched yet.

It is the diagnostic layer before implementation.

Get your CTI score

How is sales transformation different from revenue transformation?

Sales transformation focuses on converting demand into revenue through CRM, process, pipeline, follow-up and reporting. Revenue transformation is broader and includes website conversion, marketing attribution, pricing, retention and recurring revenue.

How is GTM transformation different from sales transformation?

GTM transformation focuses on the route to market before and during demand capture. Sales transformation focuses on the system that converts demand once it reaches sales: CRM, pipeline, follow-up, forecasting and close process.

When does a business need GTM transformation?

A business may need GTM transformation when it is entering a new market, launching a new offer, repositioning, struggling to convert campaigns, targeting too broadly, facing unclear messaging or seeing weak handoff between marketing and sales.

Does GTM transformation include ICP and positioning?

Yes. ICP and positioning are central to GTM transformation. Without clear target buyers and a clear market position, website pages, campaigns, sales conversations and CRM workflows become harder to align.

Does GTM transformation include CRM?

Yes. CRM is essential because GTM activity needs lead capture, qualification, routing, segmentation, pipeline visibility, source tracking and sales handoff. Without CRM structure, GTM learning is weak.

What should we do first?

Start with a GTM diagnostic. Before increasing campaign activity, assess ICP, positioning, offer, landing pages, CRM lead management, sales handoff and reporting to find the constraint.

Are You Public-Sector Approved?

Yes. b10 is available through public procurement routes including eTendersNI, Bloom/NEPRO and Constellia, supporting public-sector and framework-led buyers that need structured commercial, digital, CRM, workflow or service improvement.

For public-sector buyers, b10’s value is practical delivery: diagnosing the operating problem, improving visibility, connecting systems, reducing manual friction and creating a clearer route from demand or service access through to delivery and reporting.

TAKE THE NEXT STEP

Find out whether your GTM system is ready to convert demand into pipeline.

Request a GTM diagnostic to assess ICP, positioning, offer, website readiness, CRM lead management, sales handoff, automation and reporting.
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