There’s a lot going on.
You’re reaching, engaging, educating, demonstrating, and converting across the customer journey.
GROWTH SCIENCE / B2B SAAS
You’ve hired the team, brought in agencies, and increased budgets. Why is pipeline still falling short?
At the end of the day, you're looking for reliable inbound, steady sales-stage progression, and growing pipeline. You're implementing best practices across sales and marketing, but you’re not seeing the results you’re looking for at the revenue level.
B2B SaaS categories are crowded and competitive. In order to build preference, teams need to be firing on all cylinders: strategy, tactics, and operations. We’ll help you define what your ideal marketing and sales program portfolio needs to look like, identify what’s missing today, and create a practical plan to build and sustain it.
Start with clarity.
A 30-day audit.
A plan you can build against. $10,000 fixed fee • 30-day engagement • Built for B2B SaaS
A plan you can build against. $10,000 fixed fee • 30-day engagement • Built for B2B SaaS
01 / THE PROBLEM
You have some of the pieces. But they’re not working together.
You’re running ads, reaching out to prospects, publishing content, and working on upsells. But teams are working from different lists, interpreting the strategy differently, and measuring performance differently across the customer journey.
The activity is there, but the results still aren’t what anyone expected. Diagnosing why requires time and visibility most directors and executive teams don’t have.
Before you replace another agency or add another channel, you need to understand why your current mix of marketing and sales programs isn’t producing the revenue outcomes you want, and what’s preventing your team from building the complete portfolio needed to get there.
WITH TONY FLORES
Having the pieces isn’t the same as having a complete portfolio.
02 / OUR OPERATING PHILOSOPHY
Get clear on what you need to build. Then go build it.
Our operating philosophy is simple: effective portfolios of marketing and sales programs have three things in common.
WITH TONY FLORES
What effective portfolios have in common.
Programs get better over time.
They are maintained, measured, and improved long enough for their value to compound.
Every program has a clear purpose.
Each one supports specific portfolio objectives and target customer outcomes while contributing to the complete portfolio.
You cannot control exactly when someone will enter the market or choose to buy. You can control how consistently your operation reaches them, engages them, demonstrates value, and gives them reasons to remember you.
WHAT IT TAKES TO BUILD THE PORTFOLIO
Three parts of the operation. One complete portfolio.
STRATEGY
Strategy gives the work direction.
Your competitive strategy and strategic details should explain why buyers enter the category, who you’re best positioned to serve, how you plan to compete, and what you want to become known for. They should be specific enough to guide messaging, programs, and day-to-day decisions across the operation.
TACTICS
Tactics put the programs into action.
Your tactics should support ongoing programs tied to portfolio objectives and target customer outcomes. We look at which programs and tactics are running, why they exist, where portfolio coverage is thin, and what needs to be built next.
OPERATIONS
Operations keep everything moving.
Your operational infrastructure should give people a shared way to move activities from idea to launch, assign ownership, manage dependencies, and improve what’s live. That is how your operation sustains more activity without sacrificing quality or strategic alignment.
PORTFOLIO COVERAGE
The five portfolio objectives
Across your marketing, sales, and customer success operations, a complete portfolio should cover all five objectives.
- 01
Reach your audience
Are you reaching the people you want to sell to?
- 02
Give them reasons to engage
Are you earning their attention and giving them something useful?
- 03
Demonstrate your solution
Can they see how you help them accomplish what matters?
- 04
Build recognition and memory
Will they recognize and remember you when the need arises?
- 05
Make the next step easier
Are you helping prospects buy and customers expand?
03 / START WITH THE AUDIT
Agree on what good looks like. Then audit against it.
You need more than a list of things to fix in your CRM. You need agreement on what your portfolio should accomplish and an honest look at whether your operational infrastructure can support it.
Over 30 days, you’ll get that shared picture, an assessment of your current programs, and a prioritized plan for the next three to six months.
WITH TONY FLORES
What are we auditing for?
- 01
Agree on the philosophy
Define the portfolio objectives, target customer outcomes, and ideal portfolio you’re building toward.
- 02
Review the whole operation
Map your marketing, sales, and customer programs to the portfolio objectives and target customer outcomes. Review their quality, consistency, and operational infrastructure.
- 03
Find what’s getting in the way
Identify gaps in strategy, tactics, technology, capabilities, and operational infrastructure.
- 04
Decide what to build next
Get a clear sequence: what to build, in what order, why, and who needs to contribute.
04 / WHAT YOU WALK AWAY WITH
“Here’s what this needs to become. What role do you play?”
Take that conversation to your team, your agency, or your next hire. You’ll have an executive presentation and a project plan that make the next steps concrete.
- A shared operating philosophyThe portfolio objectives, target customer outcomes, and standards that define what good looks like.
- An assessment against that pictureWhat’s working, what’s missing, and what prevents consistent execution.
- A sequenced build planPriorities, owners, dependencies, and suggested timeframes for the next three to six months.
Where strategy needs work, you’ll see the gaps and how to close them. If you move forward without formal research, you’ll know which recommendations are informed working hypotheses.
05 / CLIENT PERSPECTIVE
What changes when the complete portfolio comes into focus.
Design preview using placeholder testimonials and generated headshots.
01 / 05
06 / HOW WE WORK TOGETHER
Start with the plan. Get the support you need to build it.
START HERE
The audit
$10,000 / 30 days
Align on what good looks like, assess your operation, and decide what to build next.
Leadership conversations, portfolio review, executive presentation, and a prioritized plan. You own it. There’s no requirement to continue.
LEAD THE BUILD
Fractional leadership
Bring me in as your part-time Director of Marketing or Demand Generation.
You get hands-on leadership across teams, execution, leadership meetings, and hiring. The goal is an operation your team can sustain after I leave.
Scoped separately through a partner company.
SUPPORT YOUR TEAM
Ongoing advisory
Your team owns execution. You have someone to work through the hard parts with.
One or two team members get a weekly resource through Slack or email to make decisions, overcome roadblocks, and keep the plan moving.
Scoped to the support your team needs.
07 / YOUR AUDIT PARTNER
You’ll work with me.
Tony Flores.
You need recommendations from someone who understands the work. I’ve run the campaigns, managed the teams and agencies, and explained performance to leadership.
You’ll get that perspective applied to your business, with a plan that accounts for what your team can actually build and keep running.
WITH TONY FLORES
What it’s like to work together.
YOUR NEXT STEP
Get a clear answer before you spend more.
Let’s talk about what you expected, what you’re seeing, and what you’ve already tried. Then decide whether the audit is the right next step.