Welcome to Straight From The Horse's Mouth!
Accelerate Alliance Growth Through Fractional Executive Leadership.
Fractional Leader Operating Model
Businesses can achieve alliance-driven growth and maintain flexibility by engaging an experienced Strategic Partnerships & GTM executive on a fractional basis.
-
Collaborates with leadership team on retainer basis.
-
Supports business transformation and bridges leadership gaps.
-
Scalable to needs of business.
-
Accountable for plans developed with business stakeholders.
-
Manages specific functions or initiatives based on business priorities.
Business
Outcomes
Brought in during periods of growth, transition, or complexity — when execution matters more than theory.
-
Maintains momentum with alliances strategy in parallel with recruiting initiatives and business transformation.
-
Generates partner-sourced pipeline and new revenue opportunities.
-
Accelerates strategic initiatives without adding fixed executive overhead.
-
Immediate productivity for alliances, GTM and sales operations.
-
Scale engagement as business priorities evolve.
A winning strategy -- no matter what your pursuit -- does not happen by chance: it requires focus, planning and leadership.
My Expertise
Former leader at Oracle | IBM | ServiceNow | Dell | EDS
I help growth-stage and mid-market technology companies accelerate revenue through strategic partnerships, alliances, channel development, and go-to-market execution.
As a Fractional Strategic Partnerships & GTM Leader, I work with founders, CEOs, and leadership teams that need experienced growth leadership without the cost and commitment of a full-time executive.
Professional Experience
Over the course of my career, I have built and scaled strategic partnerships for some of the world's leading technology companies, including ServiceNow, IBM, Oracle, Dell, T-Systems, Infor, and EDS/HP.
My experience spans:
• Building revenue-producing partner ecosystems
• Creating partner-sourced pipeline and co-selling motions
• Developing strategic alliances and channel programs
• Expanding into new markets and industry segments
• Aligning Sales, Product, Marketing, Delivery, and Partner organizations
• Mentoring business development and alliance teams
I bring a practical, execution-focused approach that combines enterprise best practices with the agility required by growth-stage companies.
Industries served include public sector, healthcare, financial services, manufacturing, and enterprise technology.
If you're looking to accelerate growth through partnerships, alliances, and GTM execution, I'd welcome a conversation.
Featured Success Stories
Discover how businesses have thrived with a strong business strategy, go-to-market plan, and a marketing strategy that includes client engagement programs to generate demand.
******************************************************************************
GTM (Go-to-Market) Strategy
Software & IT Services Company
Challenge:
-
Fragmented and opportunistic approach to Go-To-Market with strategic partner.
-
Lack of alignment across teams.
Solution:
-
Created 4-part Go-To-Market framework to enable creation of plan and alignment across teams.
-
Framework focused on documenting addressable markets, priority offerings, target accounts and sales enablement plan.
-
Led recurring “core team” meetings to manage activities aligned with framework, track results, and course correct as needed.
Result:
-
Increased Sales’ leverage of joint partner offerings to meet client needs.
-
Improved operational efficiency for joint selling by focusing on priority industries and geos.
-
Attainment of key partner metrics including joint selling and delivery excellence.
Portfolio Management Strategy
IT Services Company
Challenge:
-
Aggressive sales and revenue targets for public sector business unit.
-
Limited budget to provide support for 12 sales teams selling to the government.
Solution:
-
Built small team of experienced marketing professionals – emphasis on content development.
-
Implementation of online catalog featuring products packaged specifically for the government and offered through government contracting vehicles.
-
In-house production of sales materials and content for customer-facing communications.
Result:
-
Generated sales of $90 million annually through online catalog.
-
Value-focused content for events and marketing that resulted in attainment of sales targets.
-
Profitable contract and strong positioning for renewal.
Marketing & Sales Strategy
Finance & Leasing Company
Challenge:
-
Sales and marketing strategies not aligned.
-
Ad hoc approach to marketing with no formal process for budgeting, marketing planning and tracking of results.
-
Generic messaging that did not emphasize a tangible business value proposition.
Solution:
-
Developed a marketing strategy based on global and regional sales goals.
-
Created a messaging strategy with value proposition that focused on differentiation.
-
Implemented a marketing framework to guide integrated marketing planning.
-
Created a thought leadership program to engage clients and prospects.
-
Redesigned sales materials and website to reinforce messaging and success stories.
Result:
-
Outperformed sales goals 3 consecutive years.
-
Accelerated multi-million-dollar deals with target clients.
-
Reduced overall marketing costs by rationalizing budget and focusing on activities that generated results.
More Success Stories
Discover how businesses have thrived with a strong business strategy, go-to-market plan, and a marketing strategy that includes client engagement programs to generate demand.
******************************************************************************
GTM (Go-to-Market) Strategy
Software & IT Services Company
Challenge:
-
Sales teams determined that clients in the healthcare provider industry were not realizing full benefit of IT solutions.
-
Specifically – clients were not including supply chain planning function in enterprise resource planning (ERP) procurements and implementation.
-
Sales needed a point of differentiation for ERP solutions.
Solution:
-
Led and facilitated a 3-hour workshop with subject-matter-experts from Sales and Product Development.
-
Brainstorming format to capture customer pain points and benefits of IT solution that includes ERP and Supply Chain Planning.
Result:
-
Differentiated value proposition and messaging specific to healthcare provider industry.
-
Immediate production of sales support materials based on new messaging.
-
Immediate plan for hosting targeted thought-leadership events to engage clients and generate leads.
Marketing Strategy
Consumer Products Company
(Franchise Model)
Challenge:
-
Business not achieving revenue targets.
-
Fragmented approach to branding – each product offering had its own brand.
-
No over-arching brand.
-
Lack of clear customer value proposition.
Solution:
-
Developed branding and messaging framework for entire product line.
-
Created integrated marketing plan that included redesign of sales materials, merchandising strategy and events plan.
-
Launched eCommerce website.
Result:
-
50% year-over-year increase in sales.
-
25% sales increase from eCommerce.
GTM & Portfolio Strategy
Veterinary Pharmaceutical Company
(Wholesale Model)
Challenge:
-
US expansion of this European-based company was not meeting revenue expectations.
-
No formal go-to-market plan – fragmented approach to marketing.
-
Lack of portfolio management process.
-
Lack of common brand and no clear differentiated messaging.
Solution:
-
Created branding and positioning strategy for the US that aligned with parent company brand.
-
Developed a targeted integrated marketing plan that included messaging strategy, enhanced web presence, redesign of sales materials, PR and media relations.
-
Deployed a formal portfolio management process to eliminate non-performing products and support expansion in core growth areas.
Result:
-
Double-digit revenue growth year-over-year.
-
Established competitive differentiation by focusing on the 2 highest performing portfolio categories.
My lifelong partnership and journey with horses is the inspiration for “Straight from the Horse’s Mouth”.
Over the years, I have trained and competed with many different horses, each with unique personality and talents.
The journey taught me many things but most importantly how to operate as a team.
The leadership qualities that helped me achieve success in my work are also applicable in care for and competing with horses.
The mission of "Straight from the Horse's Mouth" is to share go-to-market strategies and leadership qualities that enable business growth.
My Story Unveiled
Pictured here is my current equine partner Peptoes Prescription, aka "Jagger".
Since graduating from college I have raised, trained and competed with 10 different horses in a variety of riding disciplines including English, western and cattle events.
Primarily working without a professional trainer, I keep my horses at home.
T Hanson Consulting
Accelerating Alliance Growth Through Fractional Executive Leadership
