Frontal

BACKGROUND

Please describe your company and position.

I am the VP of Revenue of a business services company. 

Describe what your company does in a single sentence.

Offers business services that target assisting clients in streamlining operations, commercial activities management, and business growth.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Frontal to accomplish?

• We wished to enhance our go-to-market delivery process, clarify sales workflow procedures, and minimize manual efforts required for qualification and management of qualified opportunities.

SOLUTION

How did you find Frontal?

• Online Search
• Clutch Site

Why did you select Frontal over others?

• Pricing fit our budget
• Good value for cost
• Company values aligned

How many teammates from Frontal were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

• The area of Frontal's expertise included Revenue Operations and Demand Generation Marketing. The scope included sales process review, better account prioritization, workflow identification of gaps, and better coordination and pipeline management suggestions.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

• The intended results were minimization of manual coordination, clear responsibilities for sales activities, and visibility of qualified opportunities. Performance gains are to be proven by our internal metrics and time-saving data.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

• The review was expected to be based on our practical experience concerning deadlines and communication. We were going to evaluate how well defined deliverables were by Frontal, how they received feedback, and adjusted recommendations to our revenue process.

What was your primary form of communication with Frontal?

Virtual Meeting

What did you find most impressive or unique about this company?

• The approach of Frontal links revenue strategy to its execution. This particular emphasis on the importance of account signals, workflow design, and the refinement of the sales process is applicable to people who require a structured approach for generating and managing their pipelines.

Are there any areas for improvement or something Frontal could have done differently?

A clear list of prerequisites to be fulfilled upfront would help to streamline the preparation of the internal teams as well as the assessment process itself.

BACKGROUND

Please describe your company and position.

I am the CRO of a technology solutions company.-

Describe what your company does in a single sentence.

• Our company offers professional technological solutions, enabling efficient business operations using reliable products, services, and technical expertise.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Frontal to accomplish?

• We were looking for ways to enhance GTM execution, lead qualification, and the process of building a consistent pipeline growth strategy.

SOLUTION

How did you find Frontal?

• Online Search
• Clutch Site

Why did you select Frontal over others?

• Pricing fit our budget
• Great culture fit
• Good value for cost

How many teammates from Frontal were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

• Frontal played an important role in GTM engineering and RevOps efforts to structure target accounts, capture revenue signals, optimize workflows, route leads efficiently, and implement repeatable sales processes.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

• These efforts led to a 25% increase in the number of qualified opportunities, 5% reduction] in manual sales effort, and improved visibility into the pipeline and account engagement activities. 

Describe their project management. Did they deliver items on time? How did they respond to your needs?

• Frontal provided great communications and fast turnaround of requests. Deliverables were delivered on time based on our project timeline.

What was your primary form of communication with Frontal?

• Virtual Meeting
• Email or Messaging App

What did you find most impressive or unique about this company?

• Being able to combine revenue data, buying signals, workflows, and sales execution into one operational process was a significant strength.

Are there any areas for improvement or something Frontal could have done differently?

The discovery process might have been better streamlined in the beginning, especially related to data collection and stakeholder alignment.

BACKGROUND

Please describe your company and position.

I am the Translation Account Manager of Translation People

Describe what your company does in a single sentence.

Translation People is a leading provider of human & machine translation services. Since coming back, I have been working as a Translation Account Manager who handles cross-function processes and activities. We had launched multiple go to market initiatives but gradually the processes that underpin those initiatives were not completely synced between marketing and sales. There was also a lack of consistency in how we managed things around pipeline activities, workflows, data, and ownership.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Frontal to accomplish?

• Execute more consistently across our marketing and sales efforts.
• Identify gaps in the pipeline processes, workflows and ownership.
• Do repeatable work as less manual coordination of effort, more established cadence for supporting pipeline activity.

SOLUTION

How did you find Frontal?

• Online Search
• Clutch Site

Why did you select Frontal over others?

• High ratings
• Pricing fit our budget
• Great culture fit
• Good value for cost
• Company values aligned

How many teammates from Frontal were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

Frontal helped us review our existing go-to-market processes and identify operational gaps that were limiting the impact of our pipeline efforts. Their team assisted us in analyzing our existing practices for managing information across marketing and sales, identifying where ownership or workflows became hazy.

And they give us more structured ways of thinking about our data, workflows and obligations. The work was not only more about making better alignment around how our teams coordinated marketing and sales activities, but also establishing clearer processes to support the pipeline.

Instead of a high-level strategy engagement, Frontal rolled up their sleeves and dug into the operational specifics of our current processes and provided recommendations that were tied directly to how our teams already operated.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

One of the most tangible results is a minimisation of manual coordination that has crept into our go-to-market processes. It provided us a sharper lens on where information and ownership were falling apart, giving our teams a framework to be able to better align marketing and sales activity. This engagement also produced a more rigorous Revenue Operations discipline around our pipeline. We left with clearer cadence for how to support pipeline efforts, more explicit workflows and greater clarity on ownership. We didn't measure the engagement mostly through a single quantitative KPI but characterized the operational improvements as less manual coordination and more consistent builds for how our teams would support pipelines and collaborate cross-functionally.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Also, throughout the engagement Frontal was always very open and reliable. The evaluation step went a little bit slower than we anticipated because it largely depended on the information and insights that we needed to contribute. Before the team could shape recommendations focused on actionable next steps, we needed to include the appropriate people and bring in operational context. Once that data was released, their suggestions became a lot more personalized and helpful. They responded quickly to our queries, and made recommendations based on how we actually do things, not vague best practices. That enabled for an easier discussion around the changes and to take those recommendations and apply them against what way our teams were already working.

What was your primary form of communication with Frontal?

• Virtual Meeting
• Email or Messaging App

What did you find most impressive or unique about this company?

What was most remarkable about Frontal's investment thesis was her eagerness to get into the weeds. They approached our go-to-market situation as custom to us and did not treat it as a general exercise nor offer templated recommendations. Instead, they urged us to look at the particular gaps in information, workflows, and ownership. The recommendations were actionable because they concerned processes we already had and the way in which marketing worked with sales. I liked the communication over the course of the engagement. I particularly appreciated that the recommendations were actionable and specific to our circumstances and operations.

Are there any areas for improvement or something Frontal could have done differently?

The first phase of assessment required a much heavier lift from our team than we anticipated with the beginning of the engaged kicking off slightly slower than expected. A better transparency on the kind of information and amount getting you up front at the assessment by assessing stakeholder can potentially help your future clients to prepare better. That said, what I initially felt was "too much detail too early" upon review actually made sense given where the engagement had gone. When it had the right information, Frontal would deliver relevant and actionable recommendations.

BACKGROUND

Please describe your company and position.

I am the CGO of an advertising agency.

Describe what your company does in a single sentence.
full-service marketing and advertising agency offering services in digital marketing, strategic planning, creative branding, advertising campaigns, content creation, and analytics.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Frontal to accomplish?

• We wanted to streamline the process of go-to-market execution, qualify better prospects, and make sure our marketing is revenue-focused. We needed to streamline prospect research activities and create a more organized process of prospecting and prioritization.

SOLUTION

How did you find Frontal?

Online Search

Why did you select Frontal over others?

• Pricing fit our budget
• Good value for cost

How many teammates from Frontal were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

• The engagement focused on Demand Generation Marketing and Marketing Strategy. The scope of work included the review of prospecting processes, target accounts definition, buying signals identification, and marketing/sales contribution to pipeline generation. We aimed at developing an organized process of opportunity discovery.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

• Our primary KPIs were time saved on prospect research, better lead qualification, and qualified opportunities generated.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

• Communication was done through continuous updates and dialogue sessions. Frontal worked closely with us to determine our priorities, needs, and improve their recommendations in light of our growth goals.

What was your primary form of communication with Frontal?

• Virtual Meeting
• Email or Messaging App

What did you find most impressive or unique about this company?

• I valued the clear linkage between growth strategy and execution. Frontal concentrated on target account identification, lead qualifying, and sales process design instead of treating demand generation as an isolated marketing task.

Are there any areas for improvement or something Frontal could have done differently?

• An elaborate onboarding checklist for data needs, internal preparation, and project milestones would make it easier to conduct the initial assessment. This would assist our team in collecting data prior to implementation.