Offers
GTM sparring for technical offers
Positioning, packaging and narrative for IT products and services — understandable instead of generic.
“The product is good, but the market does not understand what it stands for.”
- Format
- 4 sessions across 4–6 weeks
- Who it is for
- Software and IT service companies that want to sharpen their offer
How you notice it
- Ask three people in the team what you do and you get three different answers.
- The website describes technologies, not the problem customers want solved.
- Every proposal is built from scratch and priced differently.
- Sales conversations end at the day rate instead of the outcome.
- Leads arrive through referrals, never through your own visibility.
Outcome
- Positioning and target segments with clear boundaries
- Packaging and pricing logic for explanation-heavy services
- Sales narrative and objection handling
- Content roadmap for visibility without buzzwords
How we work
01
Session 1 — stocktaking
We go through existing offers, won and lost deals and the language of your best customers. Result: the problems you are actually bought for today.
02
Session 2 — positioning
Target segments, boundaries against competitors and one core sentence your team can also say on the phone. We write, you decide.
03
Session 3 — packaging & pricing logic
Services become named packages with scope, outcome and pricing logic. Small entry, predictable expansion — instead of 20-page proposals.
04
Session 4 — narrative & roadmap
Sales narrative, objection handling and a content roadmap for the next three months. Afterwards you continue on your own.
Frequently asked
- Is this classic marketing consulting?
- No. We come from software engineering and work on substance: what you deliver, for whom and why it beats the alternative. We do not run campaigns or media planning.
- Who should take part?
- Two to four people who can decide — typically management, sales and someone from engineering. Larger groups dilute the outcome.
- What does it cost?
- Four sessions at a fixed price agreed upfront. No pre-project, no success fee.
- What do we get at the end?
- A positioning document, a package overview with pricing logic, an objection-handling guide and a content roadmap — in a form you can maintain yourself.
- Can you implement it as well?
- Copy and website structure yes, if you want. We do not insist — the sparring is complete without a follow-up engagement.
When this does not fit
If the product itself is not ready or you are booked out anyway, positioning changes little. Delivery or product work is the better next step then.
Often combined with
Background in the article Good tech, bad story: positioning for IT service providers.