Question 1

What is the process to start with HIGHT?

Accepted Answer

Please send us an email with your requirement and we can set up a time to synch live.  We want to understand your requirements, timeline, objective.  We can then put together a proposal that meets your needs.  For example, if you want a VP Sales for 1 week per month then we can work to that requirement.

Question 2

How much does HIGHT cost?

Accepted Answer

We can charge an hourly, project based, or time duration fee.  We create a detailed document that outlines the specific services agreed upon.  For example, $75/hour for services; $5,000 for a GTM plan or $25,000/year for Fractional VP Sales.

Question 3

We are a Start-up based in Amsterdam and want to enter the Americas market.  Can you help us?

Accepted Answer

Yes,  we can assist you with your plan, strategy, team, recruiting, GTM, regional focus {6 regions of US}, sales, marketing, support.  We can assist with an office location or guide you through the initial set up.  We can also help you understand the market and labor requirements.  We have completed this for other European based companies.

Question 4

Do you have experience with Sales Lead Growth motions?

Accepted Answer

Yes, we have experience from Kinaxis, Pros, and Oracle with traditional sales lead growth models.  We can work with you from a sales leadership role or assist in your GTM for SLG.

Question 5

Do you understand Pipeline management, Forecasting?

Accepted Answer

Yes, I understand Pipeline management and Forecasting as a 2nd line sales leader to an individual contributor.  I have worked with proven methodologies during my 14 years at public traded companies such as BEA, Oracle, Pros.  The process must be centrally documented, consistent, and understood by the Board-Execs-Team.   We have also worked with MEDDICC and understand the deal qualification, process.

Question 6

Do you have experience with a Product Lead Growth model?

Accepted Answer

Yes, we have extensive experience with PLG from a sales, marketing, support perspective.  We have worked with hundreds of PLG ISVs including TimesTen, Couchbase, Tyk, BEA Systems.  We understand all the stages of PLG from an awareness perspectiv, selling motion, and how to add value longterm.  Working with a technical market requires a specific GTM strategy that address the requirements of technical ICPs.

Question 7

Have you worked with Independent Software Vendors [ISVs]?

Accepted Answer

Yes, we have worked for ISVs, with ISVs, sold to ISVs, and partnered with ISVs.  We have worked with hundreds of ISVs.  1. We have seen a lot of success with ISVs over the past 15 years.  We know what it takes to be successful.  2. We have seen a lot of mistakes by ISVs and have learned from those mistakes.

We also know how to sell to ISVs: OEM, Co-sell, Value Based, Variable Metrics {ISV metric}.  We understand the SAAS, Hybrid, OnPrem pricing and licensing models.

Question 8

We have one product that is Open-source.  How do we price, package, support?

Accepted Answer

We have extensive experience with pricing, packaging, distribution, support of OSS at BEA Systems, Berkeley DB, Couchbase, Tyk.   We can help you decide between open-source and open core; how to charge a license fee; how to charge a support fee {SLA}; and how to involve the community.

Question 9

How do we break into the Enterprise market?

Accepted Answer

Successful companies create a wholistic plan before entering the Enterprise market proactively.  This includes a cross functional Sales, Marketing, Product, Customer Success, Support plan for inbound and outbound motions.

Question 10

Do you have Enterprise sales and marketing experience?

Accepted Answer

Yes, we have extensive Enterprise experience.  We have been involved in +$250M in Enterprise revenue.  We understand how to break into the Enterprise market and maintain a growing, valuable Enterprise relationship.  We have Enterprise experience with software companies such as Oracle, Couchbase, Tyk, Pros, Kinaxis, BEA System.

Question 11

What tools should we use to better manage our GTM?

Accepted Answer

We have worked with Hubspot, Salesforce, Marketo, Apollo.io, Leadforesics, Zoominfo, Outreach, and can guide you for effective outbound selling and marketing based on workflows, AI.  Depending on your requirements, we can help you design Intent tools and Outbound prospecting workflows.

Question 12

Can you help with Demand Generation?  Do we need an SDR team?

Accepted Answer

Yes, we have established Demand Generation teams including designing the workflow, hiring the team, and implementing the tools.  Investing in a Demand Generation team is a function of your sales motion {PLG versus SLG} and resources available.

Question 13

Can you help with recruiting our GTM team?

Accepted Answer

Yes, we have built teams in Americas [US 6 regions], EMEA, APAC.  We created teams for Enterprise, Commercial, SMB markets, including Sales, Pre Sales, Customer Success, SDR, Post Sales Technical.

Question 14

Have you sold into Enterprise accounts?

Accepted Answer

Yes, we have sold new logos, land and expand, and unlimited global deals into Enterprise accounts as Kinaxis, BEA, Oracle, Pros, Couchbase, Tyk.  We know the challenges and upside in working with Enterprise accounts.  I have also sold Enterprise deals to Partners and through Partners.