01 / Positioning Sprint
Get clear on who you are for, and why they should choose you.
Positioning is not a messaging exercise. It decides which customers get targeted, which deals get chased and what Sales says in the room. The sprint combines internal perspective, market context and commercial evidence to find where the real opportunity sits, and turns it into a position the whole commercial organisation can use.
The end result
Everyone in your commercial organisation answers “why do customers buy from us” the same way, and the answer is backed by evidence rather than opinion.
This is for you if
- The company has grown and the positioning has not grown with it.
- Ask four people what the business does best and you get four answers.
- Several markets are being targeted without knowing where the strongest opportunity sits.
- The website and the sales story read like everyone else in the category.
- The customers being won are not the customers the strategy set out to win.
What gets examined
- Business, ambition and the story told today.
- Best customers, why they bought and why they stay.
- Target segments against where traction actually is.
- Competitors, and what a buyer does when they choose no one.
- How consistently leadership, marketing and sales describe the same company.
How it works
We look at how the business describes itself today, and how far that differs between functions.
We gather best customers, win and loss reasons, deal size, cycle length and pipeline.
We find where ambition and evidence disagree, and what is causing the gap.
Leadership, marketing and sales agree on one story and the reasoning behind it.
Messaging, priorities and a 90 day activation roadmap with owners.
What you walk away with
Positioning Playbook
ICP, positioning, value proposition, differentiators, messaging pillars and the evidence behind every choice. Your internal source of truth.
Brand & Messaging Guide
The clean external version for website, campaigns, sales conversations and LinkedIn. What the organisation says, and how.
Ninety-Day Plan
What changes in the first 30, 60 and 90 days, who owns each action, plus the Measurement Set: the measures agreed before any of it starts.
Complete when
- 01The playbook and the guide are delivered, and the included revision round is used or waived.
- 02The alignment session has happened, with leadership, marketing and sales in the same room.
- 03Every action on the roadmap has a named owner who has agreed to it.
Timeline
2 weeks
What is needed from you
Up to six stakeholder conversations, one customer conversation, and access to pipeline or CRM data.
Not included
Visual identity, full copywriting and website build. Each available as a next step.
Natural next step
Most sprints lead naturally into brand, website or a wider GTM question. That is a decision for afterwards, not a condition of starting.
The most useful first conversation is thirty minutes about what is actually happening. No deck, no pitch.