Buyer Led Growth | Go-to-Market Acceleration for companies with $5mm - $50mm in revenue

The Internet is flooded with advice on how to scale from $0 to $100MM, which is a dangerous trap.

The "hyperscale" advice may be entertaining and aspirational, but it is not very applicable to companies that need to drive growth with capital efficiency.

I help B2B companies with $5MM - $50MM in revenue create value by demystifying Go-to-Market with a simple framework called #BuyerLedGrowth.

In the last 15 years, I've created 3 companies, sold two of them and advised nearly 50. The common theme?

Companies get "stuck" at $10MM / $20MM / $30MM in revenue. They are likely still growing, but that growth is HARD and getting harder. 

The leadership roles in marketing, sales and even customer success have become revolving doors. Two steps forward, 1.5 steps back.

These headwinds have become even more challenging as the shift in B2B buyer expectations accelerate, requiring a comprehensive, integrated revenue engine.

I help companies break through these growth barriers in a variety of roles;
- Co-Founder and Managing Partner of Yield Group
- Operating Partner at Boathouse Capital
- Limited Partner in and advisor to Stage 2 Capital

gtmPRO.co is the place that my team and I "open source" our frameworks, templates and learnings (coming soon!)

We are driven to help take the friction out of growth and help functional revenue leaders expand into well-rounded business leaders.

Most importantly, I am blessed to be a husband to my wife and a father to our 4 children. 🙏

Gary Schwake

Payzer

Product Manager - Data & Insights

Create, develop, and grow our marketing efforts to increase customer base and decrease cost of acquisition all while driving "thoughtfulness" throughout our strategy and actions. 

In the span of planning, acting, and reflecting- we're big fans of spending time in "planning" and "reflecting".

Director of Marketing / Client Growth

Clariant

•	Research, vet, implement, and manage all digital marketing tools and ads related to PPC, CRO, CRM, SEO, and analytics

•	Doubled web traffic to business unit site pages while maintaining low bounce rate/high click-through-rate 

•	Increased lead generation by at least 60% per year

•	Create and execute growth strategies via digital platforms by aligning with Regional Sales Head and Technical Marketing Teams

•	Measure performance based on amount of ‘warm leads’ generated and moved to outside sales team via CRM tool.

•	Collaborate with global colleagues and third-party website management for implementation and monitoring

•	Evaluate emerging technologies and provide thought leadership and perspective for adoption

•	Lead global corporate initiative/implementation for multiple projects (PPC, Lead Communication Platform, and Forensics/Market Intelligence Platforms)

•	Plan and setup all trade shows for BU Additives

•	Social Media capture for BU Additives (including video interviews, photos, and articles)

Digital Marketing Manager, North America

•	Complete sales and customer analysis of market and segment behavior and developments

•	Create and manage North American marketing campaigns for Business Unit. 

•	Analyze market trends via tools such as: social media, Zepol tracking, Google AdWords, etc...

•	Executes projects generated by management by directing the project/tasks

•	Execute B2B market research using in house tools to support portfolio development and customer strategies

•	Work with Corporate Communications to effectively coordinate promotional campaigns and with Global Marketing to implement product launch

•	Outlined and led new, marketing-oriented sales methodology for North America to be implemented globally using SEO, Lead Identification, and Marketing Management tools.

Business Analyst/Marketing Coordinator - BU Additives, North America

•	Google AdWords Integration: Leading successful AdWords campaigns for three business units. 

•	Analyze customer sales performance metrics, identification of key trends and patterns in order to open new sales opportunities for the business unit.

•	Consolidate and summarize analytical data for business decision making and continual improvement

•	Manage non-revenue activities supporting Account Managers to enable them to focus on core sales activities

•	Evaluate internal and external data to refine and constantly improve forecast accuracy

•	Professionally service each customer to enhance their service experience

•	Lead key initiatives to support internal customers with all data and communication requirements

•	Identify and qualify new accounts within territory

•	Identify potential leads and up-selling opportunities and advise outside sales team

•	Build and maintain rapport with customers

•	Qualify and help customers find and purchase products and services

•	Identify customer needs; review and update activity on accounts

Inside Sales Specialist - BU Additives NA

•Managed all accounts relating to Clariant's US Masterbatch division using both SAP and BPCS software. Also completed General Ledger schedules and month-end tasks for both Masterbatch and Clariant US.

•Coordinated with controllers for upkeep of accounts.

•Led portions of Readsoft Project implemented throughout Clariant's US & Canadian Accounts Payable department.

•Reconciled accounts for US Masterbatch as well as company bank accounts.

Staff Accountant

•Handled payments on account for multiple plant locations using SAP software. 

•Worked on organizational tasks as well as project management/creation tasks.

Corporate Accountant (Intern - AP Department)

Noema Records

• Worked with owner's of company to learn networking, communication, and marketing skills.

• Successfully worked with a team to complete a marketing project start-to-finish and managed the event's scheduling; event hosted over 200 guests and multiple vendors.

Marketing Intern

Experienced Marketing Director and Product Manager that values data-based decisions, learning, and willingness to adapt based on research, results, and sound reasoning.

taplio

The Battle

Gary Schwake

Zach Holm

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