ICP ECONOMICS MODEL
The written definition of which accounts pay back and which do not, expressed as unit economics rather than firmographics. The filter every downstream investment is graded against.
GTM · B2B
Go-to-market for
B2B.
Revenue systems for companies that sell to companies: pipeline architecture, ICP economics, and sales-marketing unification under one accountable partner.
B2B ACCOUNT PLAN
Connect marketing to the buying process.
Industrial software · Enterprise accounts
RP
Operations leaderEfficiency and adoption
AM
IT evaluatorSecurity and integration
NS
Commercial approverTerms and expected value
Subject: Your next account review
Hi Riya, I noticed your team is expanding into a new segment. Would a short account-planning example be useful?
Account brief ready for sales review
Where we can help
- Growth Legendary builds revenue systems for B2B companies across software, financial services, industrials, and healthcare.
- Scope spans pipeline architecture, ICP economics, and the unification of sales and marketing under one accountable partner.
- Most engagements begin with a Diagnostic that maps the revenue system as it actually operates.
What we build
PIPELINE ARCHITECTURE
Sources, stages, and conversion targets modelled to the revenue plan. What each channel is expected to contribute, what it currently contributes, and where the shortfall sits.
SALES-MARKETING SLA
One definition of a qualified opportunity, one queue, one dashboard. The agreement is short, signed, and reviewed monthly against the numbers it produced.
COMMITTEE ENABLEMENT KIT
The proof pack a champion carries into a procurement review: the economic case, the reference calls, the security artefacts, the objection handlers written before they are asked.
Measures for the engagement
- Qualified pipeline, first two quarters, rising
- Sql-to-opportunity rate, rising after the sla
- Average sales cycle length, shortening
When this practice is a fit
The following needs sit outside this practice:
- Transactional purchases with a single approver and a two-week cycle.
- Consumer categories where the buyer and the user are the same person.
- Companies looking for a media agency to buy paid placements against an existing brief.
QUESTIONS
Before we get started
Does Growth Legendary replace our sales or marketing leaders?
No. Growth Legendary partners sit above both functions and hold the revenue system accountable. Existing leaders keep their remit; the work is to align them to one number and one definition.
How long before the pipeline moves?
Diagnostic in two to three weeks. First measurable change in the pipeline typically inside a quarter. A rebuilt system that outlives us typically inside two.
Do you work with pre-revenue B2B companies?
Occasionally, where the founding team is technical and needs a partner to design the commercial motion end to end. More often we begin after a first million in ARR, once the system's failure modes are visible in the data.
Can we start with one function first?
Yes. Many engagements start inside RevOps or Demand Generation and expand once the data supports the argument for the wider rebuild.
Where we start
Tell us what you want to grow.
Share your goal, current setup and the work you need help with.