Senior services for
Go to Market Strategy Consulting: From ICP to Operating Cadence
Go to market strategy consulting for B2B SaaS, services, fintech, manufacturing, and PE-backed operators. We define the ICP, design the motion, build channel strategy, and align sales and marketing. Go to market strategy consulting that turns plans into shipped revenue.
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Go to market strategy consulting for B2B SaaS, services, fintech, manufacturing, and PE-backed operators
Why teams hire Chameleon GTM strategy consulting
Engagement-led, not advisory-only
Most GTM consulting practices deliver a strategy deck and step away. Our engagements include the operating change: rebuilding territories, recalibrating quotas, designing the sales-marketing handoff, building forecasting cadence, and standing up the ops infrastructure that makes the strategy real. Strategy is the easy part of GTM consulting; the operating change is the engagement.
Senior operators across the engagement
GTM consulting at scale runs partner-led with junior delivery. We staff the opposite way: every consultant on the engagement has carried real quota, hired and fired AEs, built sales-ops infrastructure, or run international expansion programs at scale. The judgment is uniformly senior, not pyramid-staffed.
International expansion is in scope
Most US-anchored GTM consulting fragments at the border. Our practice includes International GTM Architects who've built regional infrastructure across EMEA and APAC: legal entity setup, local leadership hiring, demand-gen hubs, partner channels, compliance. International expansion isn't a footnote on the deck; it's a workstream with deliverables.
What sets Chameleon GTM consulting apart
Companies hire GTM strategy consulting at predictable inflection points: post-Series-B when the founder-led motion needs to professionalize, post-PE-acquisition when a new sponsor wants a 6-month operating rebuild, post-product-expansion when the existing GTM doesn't fit the new product surface, or post-international-launch when the US motion doesn't translate. Each pattern needs different GTM judgment, and most of all, a consulting team that has actually shipped the motion they're recommending.
ICP discipline upstream of motion
Most GTM consulting jumps to motion design or channel strategy without doing the ICP work first. Our engagements start with ICP: buyer persona, decision unit, willingness to pay, repeatability, and only then translate down to motion, channel, and comp. ICP discipline upstream prevents wasted execution downstream.
Motion design that fits the company, not the consultant's preference
Sales-led, product-led, channel-led, partner-led, hybrid: each motion produces a different org shape, comp structure, sales-ops requirement, and team profile. Most GTM consultants are motion-specialists who push their preferred motion regardless of fit. We start with the company's reality (product type, ACV, sales cycle, buyer behavior) and design the motion that fits, not the motion the consultant prefers.
What our GTM consulting engagements deliver
- ICP definition and validation: buyer persona, decision unit, willingness to pay, win-rate analysis by segment, account scoring.
- Motion design: sales-led, product-led, channel-led, partner-led, hybrid; mapped to product type and buyer behavior.
- Segmentation strategy: vertical, geo, segment-tier, named-account, ABM design; the operating implications of each.
- Channel strategy: direct, partner, marketplace co-sell, ISV motions, technology alliances; channel-conflict design.
- International expansion: regional infrastructure, legal entity setup, local leadership hiring, demand-gen hubs, language and compliance.
- Sales-marketing alignment: handoff design, SLA definition, attribution model, joint forecast methodology.
- Pricing and packaging strategy: list pricing, discounting governance, contract structures, multi-product bundling.
- GTM operating cadence: weekly forecast, monthly business review, QBR design, segment-level operating reviews.
How We Compare
| Feature | Chameleon Collective | Strategy consulting firm | Solo GTM consultant |
|---|---|---|---|
| GTM operators who shipped the motion | Default: every consultant | Often frameworks-only | Yes (per consultant) |
| ICP-first discipline | Always: upstream of motion | Variable | Variable |
| International GTM capability | In scope by default | Often US-only | Solo capacity-limited |
| Senior staffing (not pyramid) | Default | Partner-led, junior delivery | Solo (no junior) |
Frequently asked questions
Common questions from teams evaluating GTM strategy consulting services.
Strategy firms deliver decks. We deliver the operating change too: territories rebuilt, quotas recalibrated, comp restructured, sales-ops infrastructure standing up, the operating cadence working. Every senior consultant has shipped the work, not just studied it.
Yes: usually the first three weeks of any engagement. ICP definition is upstream of motion, channel, and comp. We rebuild it based on win-rate data, segment analysis, and operator judgment about repeatability. The output is a documented ICP that the team can defend in QBRs.
Yes. International GTM is a workstream, not a footnote. We have consultants who specialize in EMEA expansion (regional infrastructure, local leadership, language and compliance) and have built motion across 30+ international markets. International engagements typically involve regional-infrastructure design alongside motion design.
Weeks 1-3: ICP rebuild and validation. Weeks 4-8: motion design and channel strategy. Weeks 8-14: operating-mechanics build (territories, quotas, comp, ops, cadence). Most engagements ship visible operating improvement inside the first quarter.
Most engagements run $25K-$50K per month, scoped to outcome. A focused ICP + motion-design audit + 90-day operating rebuild starts around $35K. Multi-quarter international-expansion engagements run 4-9 months at the upper end.
Yes, and PLG GTM is a distinct discipline. Product-qualified-lead motion, sales overlay design, expansion-via-product mechanics, usage-based pricing strategy. We have consultants who specialize in PLG and consumption-billed SaaS.
Directly. Chameleon Collective is a senior-only collective. The senior consultants you interview are the consultants who run the engagement: no pyramid, no offshore delivery.
Related Services
Need permanent GTM leaders?
Our Recruit practice places senior GTM leaders into VP Sales, CRO, VP Marketing, Head of Revenue Operations, and other executive roles: paired naturally with GTM consulting engagements.
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Two-week diagnostic across ICP, motion, channel, sales-marketing alignment, and operating cadence. Senior consultants on it from day one.
