Buyer development partner for B2B vendors

Turn your best wins into your next wins

Your strongest customer relationships already point toward the future you want to build. Together we focus on 3–5 key accounts that could become your next signature wins, decide which ones are worth real investment, and design a practical way to win them.

Work on your next wins together See how the work looks

What this is

Our Buyer Development methodology is about helping B2B vendors work from their buyers' success metrics, rather than internal sales targets. The approach focuses on turning existing wins into a small number of future-defining accounts through key account selection. We project your historical successes into future actions, and add a delta for your growth ambitions. Then we focus on making those prospective new wins safer to approve and easier to keep.

At a glance

• Focus: 1–3 enterprise accounts, as opposed to broad lead generation
• Typical length: 3–6 months
• Mode: Remote-first, with optional on-site work
• Region: Europe-based buyers

In a nutshell

What we do

For 3-5 key accounts that could shape your next few years, we help you decide which are worth serious investment and find the intersection between their future and your best wins.

How we work

As an external, buyer-first partner on specific bets. Everything stays tied to real accounts, one at a time – not a 12-month program.

What "buyer development" means

We optimize for your buyers' success, not just your pipeline. Their success metrics become the ones that matter, and we measure wins against those – rather than volume booked.

What this is really about

This uses your proven customer successes to choose the next group of prospects in a new market or segment – and we stay with you until the first real wins are on the table, or until it's clear this direction is wrong.

When this is worth doing

Your product has real success stories

You have customers who can point to clear improvements after working with you – not just a signed contract
You're choosing where to push next

You're thinking about new markets, segments, or partner routes – and don't want to spend 12-18 months learning the hard way
You want somebody in the trenches with you

Not to run sales for you, but to think and act with you on where your effort goes next

How we work together

Our methodology eliminates time-wasters before first contact. We only pursue prospects who would think "Hell yes, we need this" based on patterns from your biggest successes.

We don't replace your sales team and we don't resell your product – you keep the relationships; we help choose where and how to invest your effort for maximum impact.

1

Success Pattern Analysis

We reverse-engineer your 3-5 biggest wins to identify exactly what made those buyers say yes – and what conditions need to exist for prospects to reach the same conclusion

2

The Clear Yes Filter

We only pursue prospects who would think "Hell yes, we need this" – eliminating time-wasters before first contact and focusing on buyers with genuine urgency

3

Buyer Case Development

We build their business case better than they can, understanding what changed in their situation that creates urgency and why NOW is the right time to act

4

Engagement

We approach as thinking partners, not vendors, leading with their logic and internal drivers rather than our pitch – creating conversations that prospects want to have

5

Game-Changer Validation

We test whether each opportunity transforms your business or just adds another account – focusing only on partnerships that pull you toward the future you want to build

6

Success Pattern Refinement

We track how your solution contributed to their wins and feed those insights back into our analysis – continuously improving our ability to identify the next wave of prospects who will succeed with you

How this works in practice

Behind the methodology is a simple buyer-first logic: if you can't move how they define success, nothing else matters.

Define the buyer's scoreboard

Register and document what success actually looks like for your prospect. If it isn't clear, develop a way to excavate it. This becomes the lighthouse: if this doesn't move, nothing else you do matters.

Align the relationship around their scoreboard

Based on these success metrics, look for alignment in the form of partnership. Check whether and where a relationship can be formed. If you can't genuinely help them move those numbers, don't pretend you can.

Design around their own success metrics

Design everything around their own success metrics. Sell them on their definition of success, not on your feature list. The "solution" is only the vehicle for moving the metrics they already care about, based on what your product's implementation can realistically deliver.

Install feedback + continuity

Set up a system to periodically surface and return measurable feedback, to safeguard continuity and avoid silent churn. Are their metrics moving? Do they feel it is moving in the right way? Are you still relevant?

Plan for methodology transfer

Plan for methodology transfer from us to you – to the point where you would be entirely comfortable firing us. When you can do it without us, the work was real. This is deliberately the opposite of consulting as dependency.

Measure outcomes systematically

Design for repeatability. Document what worked, what didn't, and why. Not a one-off stunt, but a pattern they can apply to the next buyer, segment, or deal without you in the room.

Start with the clients that pull you forward

Some customers just buy from you. A few show you where you really belong.

Those are the ones already building the future your product fits into. Buyer development starts there: with the clients who stretch your capabilities, change how you think, and make you better when you serve them well.

With those clients, the work shifts from "how do we close more deals like this?" to:

What future are they trying to build?

Understanding their strategic direction and long-term commitments, not just their current pain points.
Where does your product sit in that future?

Finding your role in their success story, not just solving today's problems.
What has to be true internally for them to bet more on you?

Understanding their decision-making process and success metrics from their perspective.

Instead of mining the past, we look at the signals they're sending about what comes next – how they talk about risk, where they invest, what they promise their own customers and shareholders.

From there, we focus on the few relationships that truly pull you forward, shape your approach around their success metrics (not just your targets), and use what you learn with them to decide who you go after next – and how.

You're not chasing "more of the same". You're working with the buyers who are already building the next chapter, and making sure you matter in it.

Two paths for engagement

Same focus on a few key accounts. Different levels of involvement from our side.

Guidance

We act as an external thinking partner. You keep the sales motion; we help with where to aim it and how to frame it.

Best when you already have a capable team and want sharper account selection, better buyer conversations, and review-safe artifacts your team can reuse.

Co-execution

We work alongside your team on a small number of live accounts – co-designing outreach, buyer conversations and internal materials.

Best when you want to build the capability while doing the work: we help execute, but the goal is that you don’t need us in the room long term.

Talk about one real next bet

If you have customers who clearly won with you – and you're now asking "where can we repeat this next?" – we can probably do useful work together.

Two short sentences are enough – this isn't an RFP. Send a short note about your best customer wins and where you're looking to grow next. We will reply with whether we see a path – or not.