The intelligence, the operating model, and the platform to realign your go-to-market around buying groups.
We install the methodology and capability your business needs to engage buying groups across every function – and we work alongside you until it runs independently.
Three components. One system.
Everything we do is built on the same integrated system. Buyer Group Intelligence provides the foundation. The 3C Framework organises how your teams engage. Signals makes it visible and measurable. All three components work together and reinforce each other.
Intelligence
BGI
Account-specific mapping of buying committees, priorities, coverage, and influence dynamics.
Operating model
3Cs
A shared engagement model across functions: Connect, Converse, Convert.
Platform
Signals
Visibility and measurement: activity, buying group engagement, and outcomes in one view.
Each component reinforces the others. Insights from Signals inform better intelligence. Better intelligence improves every engagement across the 3Cs.
Buyer Group Intelligence
The intelligence foundation that everything else is built on.
Before any campaign launches or any outreach goes out, we map the complete buying committee for your target accounts. This is systematic, account-specific intelligence gathering – not desk research, not persona workshops, not a contact list from a data provider.
Buying committee mapping
We identify every stakeholder involved in the purchase decision – economic buyers, technical approvers, end users, influencers, procurement, and legal. For each person, we map their role in the decision, their priorities, and their known concerns.
Account intelligence
Beyond the buying committee, we provide strategic context: company priorities and initiatives, technology landscape, growth trajectory, organisational structure, and recent changes that create opportunity or risk.
Coverage gap analysis
We map your existing relationships against the full buying committee to show where you have strong connections and where you are invisible. This is the intelligence that prevents eleventh-hour surprises from stakeholders you did not know existed.
Deep Account Research (DAR)
For strategic accounts that need deeper analysis, DAR provides executive priorities from public sources, departmental goals, competitive positioning within the account, and stakeholder relationship dynamics. Updated quarterly to reflect changing priorities and personnel.
The 3C Framework: Connect, Converse, Convert
The operating model that organises how your business engages buying groups.
The 3Cs are the operating model that every function in your business uses to engage buying groups. Marketing, sales, leadership, and customer success all work from the same system – creating consistency and coordination across the organisation.
Connect – Build relevance before reach
Connect is about ensuring the right people in the buying group are aware of you and open to engaging before you ask for anything. This is where positioning, brand authority, channel strategy, and targeted content come together to create relevance with the full committee.
- Identifying and prioritising the right buying groups and accounts based on BGI
- Shaping positioning and messaging that speaks to the priorities of different stakeholder roles
- Activating the right channels to reach the committee where they already are
- Building brand and personal authority so engagement feels natural, not cold
Converse – Understand before you pitch
Converse is about creating genuine, value-led dialogue that builds trust and surfaces real needs across the buying group. Every conversation is grounded in intelligence and relevance – informed by what BGI has revealed about each stakeholder's priorities.
- Structured discovery conversations informed by BGI stakeholder intelligence
- Thought leadership and content that deepens relevance with specific committee roles
- Nurture sequences that address what each stakeholder actually cares about
- Clear handoffs between marketing and sales so conversations progress, not repeat
Convert – Facilitate decisions
Convert is about removing friction from the buying group's internal decision-making process. Deals close when the committee can reach consensus. Our role is to equip every stakeholder with the information they need to align internally – so your champion is not carrying the case alone.
- Proposals and value articulation aligned to what each stakeholder role cares about
- Consensus-building content that helps the committee align internally
- Pipeline design and RevOps that track buying group engagement, not just individual contacts
- Decision support that addresses procurement, legal, and technical concerns before they become blockers
Signals
The platform that makes it visible and measurable.
Signals connects activity data, buying group engagement, and pipeline outcomes into a single view. It uses LinkedIn and B2B social data as the proving ground – the simplest, most tangible channel to demonstrate how the methodology works in practice – with the model designed to extend across your full go-to-market.
Buying group coverage tracking
See which stakeholders your team is connected to, who is engaged, and where coverage gaps exist across the buying committee. Coverage across the buying group is the metric that drives deal outcomes.
Team-wide activity visibility
Break data out of individual LinkedIn profile silos. See what is happening across your entire team – who is reaching target accounts, what content is resonating, and where effort is concentrated.
Commercial value measurement
Calculate the estimated value of your organic engagement efforts. Translate activity into commercial metrics that demonstrate real business impact to leadership.
Trend and topic intelligence
Monitor the keywords, topics, and themes your target accounts care about. Stay relevant to the buying group's current priorities, not last quarter's assumptions.
Three ways to work with us
How we engage depends on your situation, stage, and internal capability. The methodology is the same in every case. What changes is how much we operate alongside you versus building your team's capability to run it independently.
Consulting
We work with you to diagnose where your go-to-market breaks down, identify the buying groups that matter most, and design the strategy to realign around them. Best suited for organisations that need clarity and direction before committing to execution.
Suited to: Revenue leaders who need an expert perspective and a clear plan before making internal changes.
Programs
We install the methodology and operate it alongside your team. This includes BGI research, 3C program design and execution, Signals setup, and ongoing optimisation. We run the system with you until your team can run it independently – or we continue as a retained partner.
Suited to: Teams that need both the strategy and the hands-on capability to execute it, without the overhead of building an in-house function from scratch.
Enablement
We upskill your people, optimise your existing tools, and introduce operating rhythms that connect your functions around buying groups. Every enablement program is tailored to the maturity of your business – whether you are building a new capability or sharpening an existing one.
Suited to: Organisations that have the team in place and need the methodology, frameworks, and training to operate it themselves.