Go-to-market and growth strategy, built around the broker channel.
We help HR, benefits, and wellbeing tech companies scale: sharpening the go-to-market, aligning the teams behind it, and building the broker channel that carries growth past direct sales. Every engagement is tailored.
Engagement types
How clients engage with the practice.
Start here
Broker channel audit.
A clear-eyed read on where your broker channel stands today, and the next steps to move it. For HR tech, including HCM, HRIS, and payroll platforms, employee benefits, and perk-solution companies. We hold the channel up against what a healthy one looks like, across every team that touches it.
Where it stands
We check the channel against eight marks of a healthy one. Whichever is missing is usually where it leaks.
- A written channel thesis leadership can operate against
- Brokers who can explain you to a client in their own words
- One operating model across sales, marketing, customer success, implementation, and leadership
- An offering that stands out in the sea of vendors vying for broker time
- Solid broker conversations that convert to prospect demos
- A standard of interaction that enhances the broker's relationship with their client
- Brokers who bring you into client conversations unprompted
- A measurement system that tells leadership the truth
Next steps you leave with
- A plain read on each of the eight: what's working and where it leaks
- What to stop, what to keep, and what to fix first
- A sequenced plan with owners across the teams involved
- Which work comes next, if any: building the channel, getting more from your relationships, or embedded leadership
A new channel
Build the broker channel.
Standing up the broker channel from the thesis forward: the target firms, the positioning, the internal roles, and the operating cadence, so the channel produces before it scales.
What you get
- A written channel thesis leadership can operate against
- Roles and handoffs across marketing, sales, customer success, product, implementation, and leadership
- An operating cadence with accountability built in
- The channel plan: target firms, sequence, and playbooks
Existing relationships
Get more from your relationships.
Reworking a channel that isn't producing into one that compounds, without disturbing the goodwill already built inside existing broker relationships. We find what the producing partners have in common, refocus the motion on firms like them, and get the teams back on one thesis, one set of numbers, and one cadence.
Ongoing
Embedded fractional leadership.
Working alongside leadership so the operating system becomes your team's. When a company needs someone to run partnerships, not just advise on them, we step in as a fractional head of partnerships: we own the plan, the partner relationships, the internal cadence, and the reporting to leadership, for as long as the company needs. The goal is a function that runs on its own, whether your existing team takes it over or the role becomes a full-time seat.
What you get
- A working head of partnerships from week one
- Partner targets chosen and activated
- A standing cadence with marketing, sales, customer success, and leadership
- Reporting leadership can trust
- A documented operating system to hand off
For brokerages
A new vendor standard.
Brokers and consultants vet vendors on the product and the paperwork. Clients judge them on everything after the signature: the call that got returned, the implementation that went clean, the renewal with no surprises. Because the broker made the introduction, every one of those moments reflects on the broker.
We work with brokerages and consulting firms on a behavioral standard for the vendors they place: how a vendor shows up across sales, implementation, customer success, and renewal. It is the same bar we build into every broker channel we work on.
What it does for the firm
- Differentiates you and your firm
- Gives your team an early warning system
- Lets producers introduce vendors with confidence
- Makes communication and ROI proof the norm
Who this is for
The teams we work with.
- Founders
- CROs
- Heads of Partnerships
- Marketing
- Sales
- Customer success
- Product
- Implementation
- Leadership teams
- Series A through enterprise HR, benefits, and wellbeing tech, including HCM, HRIS, payroll, and perk platforms
- Strong direct sales, looking to unlock partner-led growth
- Any company that sells to the HR audience
Not sure which engagement fits?
A discovery call is thirty minutes. You'll leave with a clearer read on where you are, even if we never work together.
Book a discovery call (opens in a new tab)