Training that puts go-to-market at the center of your company.

In many structured organizations, Marketing and Sales operate with different goals and languages, generating duplications and mutual distrust.

A concrete method to define shared objectives, build internal agreements on lead quality criteria, and align metrics across both teams.

• Diagnosis of current frictions (facilitated workshop)
• Defining shared lead quality criteria
• Building an internal Marketing-Sales service agreement
• Designing the alignment cadence: meetings, metrics, tools
• Simulation of a weekly shared pipeline review

• Internal Marketing-Sales service agreement template
• Shared KPI dashboard (template)
• Team handover operational guide
• Registry of common frictions with countermeasures

Senior Commercial Strategy Consultant

Marketing is treated as a cost hard to justify before the board, with vanity metrics that fail to convince budget decision-makers.

Build a credible, defensible marketing ROI measurement system (one that convinces even a CFO) by distinguishing strategic from decorative metrics.

• How to read a P&L through a marketing lens
• Metrics that matter vs. metrics that reassure
• Building an attribution model for organizational complexity
• Structuring quarterly board reporting
• Simulation: presenting results to the board

• Marketing ROI calculation model (worksheet)
• Quarterly board reporting framework
• Marketing-Finance shared dictionary
• Strategic metrics selection guide

Financial Consultant specializing in revenue operations

Managing partners, distributors, or resellers is a constant balancing act: too much incentive erodes margins, too little creates disengagement.

How to classify and differentiate partner management, build incentive programs that produce measurable results, and assess channel performance with objective criteria.

• Partner classification by potential and engagement (matrix)
• Designing effective and sustainable incentive programs
• How to influence the network on strategic solution priorities
• Channel contracts: key elements and negotiation levers
• Building a channel performance measurement system

• Partner evaluation and classification matrix
• Channel agreement template
• Monthly channel performance measurement card
• Incentive program design guide

Legal Consultant (commercial contracts) · Channel Management Specialist

In regulated industries, every commercial initiative goes through approval processes that take weeks, and compliance is often used as an alibi for inaction.

Structure approval processes to reduce timelines without increasing risk, design campaigns that are compliant from the outset, and build structured collaboration with legal and compliance functions.

• Regulatory constraint map by sector (Pharma, Finance, Energy)
• Designing compliant commercial initiatives from the ideation phase
• Building a fast, documented approval workflow
• Identifying and managing commercial risk areas by sector
• Simulation: reviewing a campaign in a regulated context

• Sector-specific compliance checklist
• Accelerated content approval workflow (template)
• Commercial risk map by sector
• Guide to collaboration between commercial team and legal function

Sector-specialized Lawyer · Privacy and Data Protection Consultant

Large organizations view AI with enthusiasm but distrust, leading to fragmented adoption and no clear responsible use policy.

How to integrate AI into commercial processes in a governed, measurable way: predictive deal qualification, competitive intelligence, content automation, and EU AI Act compliance.

• Organizational AI maturity assessment
• Concrete use cases: predictive qualification, competitive analysis, personalized content
• EU AI Act: obligations, risks and opportunities
• Building an internal responsible use policy
• Practical lab: experimenting with tools in your own context

• AI maturity assessment tool
• Map of AI-automatable GTM processes
• Internal responsible use policy template
• Comparative card of main tools for the enterprise context

Business Intelligence Consultant · EU AI Act Specialist

In enterprise sales cycles, commercial forecasting becomes an internal negotiation between sales force and management, with a recurring gap between forecasts and actual results.

How to build a sales process with objective qualification criteria, a predictable pipeline review cadence, and a credible quarterly forecast model, with full visibility from prospecting to cash collection.

• How to qualify deals with shared objective criteria
• Designing the review cadence: weekly, monthly, quarterly
• Building a reliable and defensible forecast model
• Managing deals with multiple decision-makers
• Mapping the full cycle from prospecting to cash collection

• Deal qualification playbook
• Weekly and monthly pipeline review template
• Quarterly commercial forecast template
• Enterprise sales cycle map (flowchart)

Senior Commercial Director · Financial Consultant specializing in revenue operations