A set of proven working frameworks on buyer journey, marketing-sales alignment, CRM adoption and the use of AI. We don’t sell them as products: we use them to decide better, together with you.
Direction
From strategy to the last activity: one direction for your sales system.
Together we define the strategy, the goals and the budget to reach them, and the activity plan. We project-manage digital projects, from website to CRM. And if needed we deliver everything with our Extended team. Hand us one level, or all of them.
The problem
Goals, budget, projects, suppliers: it all runs through you.
Before any project comes the hardest question: how much to invest, where, to get what. Without a clear answer the budget spreads by habit and at year end it is hard to say what brought sales. Then the big project arrives: redo the website, launch the CRM, connect the automation. Management expects results and suppliers talk about sitemaps, integrations, APIs and licences.
The point is not a lack of skills. It is that nobody on that project has the job of holding together the commercial goal, the people and the technology.
Almost always, the same thing happens:
- technical decisions are made by whoever builds, because nobody translates them into commercial consequences
- scope grows, timelines slip, and finding out costs money
- the project ends with a nice website or a configured CRM, but salespeople work as before
- you spend your days bridging management, sales and suppliers instead of leading marketing
The alternatives
The possible routes, plainly.
| Route | What you get | Where it jams | When it makes sense |
|---|---|---|---|
| Managing suppliers yourself | Direct control, no extra cost | They make the technical choices; you discover problems when the project is done | Small projects, with suppliers you have trusted for years |
| Handing everything to the web agency or CRM integrator | A single point of contact | Whoever builds also defines requirements: optimises delivery, not sales | When requirements and goals are already clear and written |
| A strategy consultant | A solid analysis | Often stops at the slides: who puts them to work? | When you only need a second opinion |
| Hiring a digital project manager | A dedicated person | Rare profile, months to find, underused once the project closes | When you have continuous digital projects for years |
| Bryan direction | A partner working at every level: strategy, budget, plan, project management and, if needed, execution | Requires your involvement: we decide together, not for you | When the project matters and has to sell |
What direction does
From strategy to execution.
1
Strategy
Who the right customers are, how they decide, what makes you the best choice, where the opportunities are (including with the customers you already have). You get clear priorities shared by management, marketing and sales.
2
Goals and budget
We start from the revenue to reach and work back to the opportunities, leads and investment needed, channel by channel. You get a reasoned budget you can defend to management.
3
Activity plan
Projects, channels, calendar, responsibilities and indicators to follow. You get a plan everyone can read, reviewed every quarter.
4
Project management
Requirements, supplier selection, coordination, testing and adoption of digital projects, from website to CRM. You get projects delivered on time and actually used by marketing and sales.
5
Execution
Content, campaigns, CRM, business development, delivered by our Extended team or your suppliers. You get coherent activities, measured on sales.
Choose where to start
Hand us everything, or just the piece you are missing.
In the call we work out together which level you really need. It is often less than you think.
1
Strategy only
A focused path to decide goals, priorities, budget and plan, through to supplier briefs and the KPIs to measure them. You deliver the plan yourself.
With Lippert we stopped here: briefs, criteria for choosing suppliers, KPIs to track.
2
Strategy and project management
We stay beside you to make the plan happen: we lead projects, coordinate suppliers, review priorities with you every month.
This is how we worked with Celte: sales processes first, then the choice and adoption of the CRM.
3
Execution too
We add the missing skills with the Extended team, under the same direction. One point of contact, from strategy to result.
This is how we have worked with FLAVIS – Dr. Schär for six years: strategy, projects and delivery, with the in-house team.
Behind it is our method.
Marketing and sales, one system
Marketing doesn’t end when the lead is handed over.
Marketing and sales often work as two stages in a row: marketing brings leads, salespeople close them, and each watches its own numbers. Two levers worth more than any new campaign get lost that way.
Marketing also works on the customers you already have.
In many B2B companies most revenue comes from existing customers. Segmenting them, understanding who buys what and how often, and communicating with them in a targeted way generates cross-selling, upselling and repeat purchases. Often with less effort than finding new customers.
Salespeople build trust before meeting the customer.
Those who sell know what customers ask, which doubts hold back a decision, which stories convince. Involved in content (a webinar, a LinkedIn interview, a case told first-hand), the salesperson becomes someone the customer already knows by the first meeting.
Our job is to make it happen without complications. Salespeople have little time and no wish to become content creators. We prepare simple, repeatable formats, we interview, record, edit and distribute. We ask them for half an hour of their knowledge, not a new job. Then we connect that content to the CRM, so the salesperson knows who saw it and where to pick up.
VID Fire-Kill
Webinars designed with the salespeople, who invited their own partners. Interviews at fairs and events, a fixed LinkedIn column (VID Show) and a CRM that gathers the company’s technical knowledge.
“Bryan managed to involve the whole company, and not just in the activities. Sales keep growing and we are having a lot of fun too.” — Gaia Giannotti, Global Marketing Manager
IME
A five-person technology company with 80% of revenue from existing customers. We analysed the customer base to understand who bought what and when, segmented the newsletter (about 4,600 B2B contacts, 33% open rate) and built fixed LinkedIn formats reusing webinars and the company’s voices. All without adding headcount.
One-off or ongoing
On one project, or beside you all year.
Project direction (one-off)
One goal, one scope, one end date: the new website, the CRM launch, a workshop to set priorities.
Pixel Crew got a clear direction in two sessions: “In just two sessions we gained an operational clarity that let us change gear decisively” (Emiliano Savino, Partner).
Scopri →
Ongoing direction
A fixed presence beside whoever leads marketing, with priorities reviewed together every month. In effect an external, shared marketing direction.
With FLAVIS – Dr. Schär it has lasted over six years.
Where direction can start
Some projects we lead most often.
Not packages: the most frequent starting points. In the call we work out which is yours.
New website
Designed as the company’s first salesperson, not as a brochure.
CRM adoption
Processes first, then the tool, then the people who use it.
Scopri →
Customers and buying journey
Who buys, how they decide, what they need at each stage.
Scopri →
Marketing–sales alignment
One process from contact to signature.
Scopri →
Customer-centred strategy
From the product to the problem you solve.
Scopri →
Targeted business development
Outbound built with method, not performance telesales.
Scopri →
Positioning and awareness
A clear message before any channel.
Scopri →
Evolving the offer
Reorganising what you already sell, starting from customers’ problems.
Scopri →
AI in the company
AI inside marketing and sales processes, with clear rules.
Scopri →
Röhm Italia — the website that became a lead engine
From a badly translated website and a thin budget to a steady flow of leads: landing page, SEO and campaigns built on the buying journey. Today the reference model for the group’s other countries.
“Four years of numbers prove Davide and his team right.” — Alberto Ferrarese, General Manager
Scopri →
Celte — the CRM nobody wanted, now used every day
Shared pipeline and stages before choosing the tool, then the CRM integrated with buying signals. Marketing and sales work on the same data.
“With clear guidance the process was genuinely painless.” — Luca Carraro, General Manager
Scopri →
Pool Industriale — an offer unchanged for 50 years, rethought
Listening to customers and a strategy workshop led to new digital services customers ask for, instead of buying at a discount. An offer reorganised around their problems, not the catalogue.
Scopri →
FAQ
Frequently asked questions
Both, in the measure you need. We can do strategy alone, lead projects as project managers, or follow everything through to execution with the Extended team.
Yes, it is the most frequent case. We don’t ask you to change suppliers: we ask them all to work towards the same goal.
Less than you spend today bridging gaps. Decisions stay yours; we take on the coordination.
It depends on the scope. In the call we give you an order of magnitude; a proposal comes only if it makes sense for both of us.
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