Mile Square Labs

Pleased to announce that Mile Square Labs first consulting client (circa 2017), GoParrot has recently been acquired by software development firm Block / Square. GoParrot is a digital ordering and marketing platform that helps restaurants connect more often and more directly with their guests. Congratulations to co-founders Yaniv Nissim and Ariel David. It was a pleasure helping you build your initial sales playbook ??????

With a recent portfolio company, we shared a valuable lesson in go-to-market strategy, working closely with the founding team of an early-stage SaaS company. ? Mistake: Treating every customer the same way. Early on, they were approaching each customer with a one-size-fits-all process pre- and post-sale. Funny enough, even with our guidance, it took some time to realize what might seem like common sense: every customer is unique! But that’s part of the company-building journey and one reason it’s not for the faint of heart. ??? The turning point came when the client recognized the importance of reverse-engineering their customers’ success. Together, we helped them begin by segmenting their customers based on: ?? Industry – Different sectors had unique priorities. ?? Company Size – Resources and requirements varied widely. ?? Use Case – Some needs were surprisingly simple, while others were complex. With this segmentation in place, they could finally define success for each group, empowering their teams to build a tailored roadmap aligned with customer goals. The result? Stronger partnerships and outcomes that truly mattered. #GoToMarket #CustomerSuccess #B2BMarketing #Strategy #Sales #GTM"

With a recent portfolio company, we shared a valuable lesson in go-to-market strategy, working closely with the founding team of an early-stage SaaS company. ? Mistake: Treating every customer the same way. Early on, they were approaching each customer with a one-size-fits-all process pre- and post-sale. Funny enough, even with our guidance, it took some time to realize what might seem like common sense: every customer is unique! But that’s part of the company-building journey and one reason it’s not for the faint of heart. ??? The turning point came when the client recognized the importance of reverse-engineering their customers’ success. Together, we helped them begin by segmenting their customers based on: ?? Industry – Different sectors had unique priorities. ?? Company Size – Resources and requirements varied widely. ?? Use Case – Some needs were surprisingly simple, while others were complex. With this segmentation in place, they could finally define success for each group, empowering their teams to build a tailored roadmap aligned with customer goals. The result? Stronger partnerships and outcomes that truly mattered. #GoToMarket #CustomerSuccess #B2BMarketing #Strategy #Sales #GTM

Check out Mile Square Labs Co-Founder Preston Junger: Marketing Bites: Restaurant Growth Unwrapped: "In our inaugural episode, we sit down with Preston Junger, Head of Go-To-Market at Nift. With a wealth of experience in performance marketing and a deep understanding of the challenges restaurants face, Preston shares his insights on driving awareness and generating traffic. We delve into data-driven strategies, the importance of alternative performance marketing channels, and how Nift is positioning itself as a thought leader in the DTC industry. Tune in to learn from Preston’s expertise and discover actionable tips to elevate your marketing game." https://lnkd.in/eN2TWmXB

Smart CEOs and founders know where to place their bets right now—bigger marketing budgets and leaner, sharper sales teams. ?? Gone are the days of bloated sales rosters and “meh” reps droning through demos. Today’s GTM is all about high-quality, polished teams with laser focus on building demand and delivering real value. ?? Let’s face it: cold calling just doesn’t cut it anymore. Back in the ‘90s, you could expect 8-10% success rates with cold calls, but today? Just 1-3%. ?? Nearly 94% of calls go unanswered, with buyers more wary of spam, scams, and unsolicited pitches than ever. Throw in AI-driven scams that mimic familiar voices, and it’s no wonder people are less trusting and more guarded. Do the math: if you’re making 100 calls for a 1% success rate, you’re spending 100 minutes for just one positive outcome. ??♂? But if you invest that time in building trust and real connections, your success rate skyrockets, sometimes hitting close to 100%. The ROI is clear. Sales in 2024 isn’t about reaching everyone; it’s about connecting with the right people in ways that make them want to buy from you—and even pay more for the privilege. Buyers today value trust, authenticity, and brands that genuinely understand their needs. ?? So where do you want to put your time and energy? Cold-calling hundreds for slim results, or building meaningful relationships with a few qualified leads who are not only likely to buy but are also willing to pay a premium? ?? The answer’s clear: trust is the future of sales. #AI #Restaurant #Sales #GTM #Startups #Marketing #Trust #Founders #RevenueOps

So proud to be able to bring programming like this to the Stevens Institute of Technology and Hoboken community. Thank you Jason DelliSanti and US Foods for your participation in this month's spotlight. #Restaurants #Hospitality #Business #Technology #Startups #Marketing

Reflections on Fractional GTM Leadership: Lessons as We Head into Q4 2024 As we approach the end of the year and prepare for Q4, it's a good time to reflect on the lessons we've learned as fractional GTM leaders. We've been in the trenches, working alongside founders and teams to drive sustainable growth. We've seen what works, what doesn't, and the costly mistakes that can derail even the most promising startups. Here are five key takeaways that can help guide your efforts as you head into the final stretch of 2024. 1. The "David Dilemma": Perfecting the Balance Between Focus and Flexibility David from "GrowthShift" constantly shifted his ICP, thinking flexibility would keep the company agile. Instead, it left his team confused and directionless. Lesson: Find your focus and stick to it. A consistent GTM approach doesn’t mean rigidity, but frequent shifts can derail your progress. Stay the course and refine your strategy with data, not impulse. 2. The "Rachel Rush": Scaling Sales Too Soon Rachel at "QuickScale" expanded her sales team rapidly, expecting a revenue explosion. Instead, she faced increased overhead with minimal return. Lesson: Scaling isn’t just about numbers. Ensure your demand pipeline can support growth before bringing on more reps. Without the right foundation, more salespeople can mean more inefficiencies, not more revenue. 3. The "John’s Jump": The Perils of Over-Optimism John was so confident in his forecast for "FutureTech" that he overcommitted resources, leading to painful layoffs when reality didn’t match projections. Lesson: Optimism is good, but realism is better. Build your strategy on conservative projections. You can always scale faster if things go better than expected, but pulling back is much harder and more damaging. 4. The "Emily Error": Expecting Instant Results from Outbound Efforts Emily at "LaunchPoint" abandoned her outbound strategy after only two weeks, expecting immediate returns. Lesson: Outbound sales are a marathon, not a sprint. They require persistence, iteration, and time to see results. Be patient and allow your efforts to mature before passing judgment. 5. The "Mark’s Misstep": Holding onto Legacy Talent at the Expense of Growth Mark kept his original team intact at "Visionary Co." despite a pivot to enterprise clients. The result? A mismatch of skills and a slowdown in progress. Lesson: Your team needs to grow with your company. Sometimes, that means making tough decisions about long-standing employees. It’s crucial to align your talent with your strategic goals, even if it means parting ways with loyal team members. The Takeaway: As we approach Q4 and the end of 2024, these lessons remind us that building a strong GTM strategy is about making smart, strategic decisions. It requires a balance of focus, realism, and patience. By reflecting on these challenges, you're already positioning yourself for success.

Every Company Needs a GTM Leader on Their Side: The Power of Revenue Orchestration In today’s fast-paced business environment, having a strong Go-To-Market (GTM) strategy isn’t just a nice-to-have—it’s essential for survival. But more than just a strategy, companies need a GTM leader who can effectively orchestrate revenue across all channels and touchpoints. Why a GTM Leader is Essential Every business, regardless of size or industry, faces the challenge of aligning sales, marketing, and customer success to drive growth. This is where a GTM leader comes into play. They not only guide the strategy but also ensure seamless execution, bridging the gap between your products and the market. With the right GTM leadership, companies can: ? Drive Revenue Growth: A GTM leader focuses on creating a cohesive revenue engine that taps into multiple channels and leverages data to make informed decisions. ? Align Teams Across Functions: By ensuring that sales, marketing, and customer success teams are on the same page, a GTM leader minimizes friction and enhances collaboration. ? Accelerate Market Penetration: With a strong leader at the helm, your company can move quickly, adapting to market changes and staying ahead of competitors. Mile Square Labs: Your GTM Partner At Mile Square Labs, we’ve honed the art of GTM execution through years of hands-on experience. Our team has led successful GTM strategies for hundreds of companies, driving significant revenue growth and orchestrating complex sales and marketing efforts. Here’s how we help: ? Fractional GTM Leadership: Whether your company is in the early stages or looking to scale, we provide seasoned GTM experts who can step in as interim leaders, driving immediate impact. ? Revenue Orchestration: We don’t just set the strategy; we roll up our sleeves and work alongside your teams to execute it. Our approach ensures that every aspect of your revenue generation is optimized and aligned. ? Proven Success Across Industries: From SaaS to fintech, we’ve delivered results that speak for themselves, including working with companies like TeamSnap, where we accelerated growth and opened new revenue streams through targeted GTM initiatives. Conclusion Revenue orchestration isn’t just a buzzword—it’s a necessity. And at the heart of it is a strong GTM leader who can guide your company to new heights. With Mile Square Labs, you don’t just get advice; you get a partner committed to your success. Let’s orchestrate your revenue growth together. This approach keeps the focus on the critical role of GTM leadership in driving revenue while showcasing how Mile Square Labs is uniquely positioned to provide this expertise.

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Study says blockchain could help combat AI misinformation. Two Master of Accounting students in the UO's Lundquist College of Business are shaking up the academic publishing world with a new paper on a timely topic: artificial intelligence and blockchain. Jordan Brewer and Dhru Patel are interested in the intersection of accounting technology and how blockchain could help address some of the more concerning areas of AI. It's relatively rare even for doctoral students to co-publish research papers with a faculty mentor, and it's almost unheard of for students at the master's level to publish, let alone on their first try and with no revisions requested. Full article here: https://buff.ly/3WGGM6l #machinelearning #AI #innovation #blockchain