Andrei Zinkevich

Fullfunnel.io

I live and breathe B2B marketing since 2006. 

Before launching Fullfunnel.io, I spent 8 years in the enterprise segment working for Kimberly Clark and Biosphere Corporation.

What makes Fullfunnel.io different?

1. Ins and outs of selling to enterprise

Coming from the mid-market and enterprise world, I know all the ins and outs of selling to these segments: the research and evaluation processes, decision-making procedures inside the buying committee and the approval workflows. 

We’ve been there, done that, and know how to generate opportunities with these segments and influence the decision-making processes.

2. Niche experience

While we could help many B2B business, since 2007 we focus exclusively on two verticals: high-value B2B tech (enterprise SaaS, blockchain technology, hardware) and service-based companies (software development, consulting, cybersecurity, DevOps as a service, etc). 

We were and still are “in the trenches”, know the lowdown of these businesses, so you’ll get access to 30+ years of our combined experience and knowledge. 

3. Knowledge transfer and in-house operations

We believe that the real growth can only be driven in-house. You need to have people who are in the trenches every day, talking to customers, experiencing the sales hurdles, refining the messages and positioning.

We join your team as external marketing advisors, provide consistent support and training including step-by-step playbooks, templates, marketing and sales dashboards, tech stack and process maps.

As a result, you get an evergreen in-house growth engine.

Co-founder

Trenches - B2B marketing community

Trenches — a community created by B2B marketers for B2B marketers who are in the trenches every day getting their hands dirty in growing B2B companies with high ACV and long sales cycles. 

We talk about ABM (account-based marketing), marketing-sourced pipeline, demand generation, lead nurturing, GTM strategy, buyer’s journey, and all other hot topics that are ignored in the sales communities. 

Community is FOREVER FREE.

Founder

Split Tech City

Split Tech City is a community for tech companies that operate, live, plan to launch a business or simply love the Mediterranean seaside. 

Whether you want to find a local tech partner, access the tech talent pool, relocate to Split, or find a job in the tech space, Split Tech City is for you. 

Learn more and sign up for upcoming events here: https://en.split-techcity.com

Strategic Advisor

Full-Funnel B2B Marketing Podcast

The System B2B Marketing Show is a weekly podcast hosted by Andrei Zinkevich. 

Every week with B2B marketing professionals we dive deeply into topics as a B2B marketing strategy, full-funnel marketing, inbound lead generation, lead nurturing, sales and marketing alignment, sales and marketing automation, content marketing and account-based marketing (ABM). 

Our goal is to help B2B marketers, founders, CMO, and head of growth teams implement system B2B marketing and increase their sales pipeline, scale revenue, and customer growth.

Visit our podcast page: https://getleado.com/the-system-b2b-marketing-show/ and subscribe to the podcast on iTunes (for iOS users) or on Stitcher (for Android).

Host

ROIplan

ROIPlan's mission is to empower B2B marketing teams and help them to create revenue-driven marketing plans. 

I started my career as a sales rep and, after five years in sales, switched to marketing. Another eight years, I worked as a CMO and B2B marketing consultant with 50+ B2B Companies from Europe and North America.

Every company I joined, I saw the same problem: 

Stakeholders and B2B sales teams didn't believe marketing and didn't believe in marketing. They didn't see the marketing impact on revenue.

One of the biggest problems is that marketers don't know how to present a marketing plan for executives and sales teams. Board members don't see a direct positive impact on revenue and decline plan and budget.

Besides this, there are lots of challenges that marketers face when working on marketing plans:

- Find history and the reports of the experiments in the past
- Allocate marketing budget in the most efficient way
- Prepare executive reports that show the ROI of the campaigns
- Orchestrate and align marketing campaigns with the sales team
- Prioritize experiments and focus on those that might generate the highest possible ROI
- Align non-lead generation campaigns with business goals and evaluate success criteria
- Managing lots of Google Sheets and project management tools to plan, present and execute a marketing plan

All this led to the idea of creating a marketing planning software that will simplify marketers preparing revenue-driving plans and get executive approval.

-> Create revenue-driving marketing plans and get executive approval in ROIplan:
-> Identify the top priority campaigns and experiments
-> Allocate your marketing budget most efficiently by channels and experiments
-> See what experiments generated the highest ROI in the past and what performed poorly
-> Get your campaigns and budget approved by the supervisor or your client 

Try ROIplan for free by clicking the image below.

Co-Founder

B2B Marketers & Founders

Are you skilled B2B marketer or Founder? Do you agree with 2 principles

1) Quality over quantity
2) Strategy and process before tactics and growth hacks?

If you've answered "Yes" to all 2 questions, you’ve got into the right place. 

WHOM YOU'LL GET ACQUAINTED WITH?

You'll get acquainted with other awesome and skilled B2B Marketers & Founders from the whole world who love to learn, share and grow. 

Amongst them Sujan Patel, Ben lee, Gilles De Clerck, Stapho Thienpont, Guillaume Moubeche, Juraj Zamborsky, and many others.

There are no "internet marketing" and "funnel gurus" who teach you about "money making machine" or "get rich quick" schemes. Only real business.

Ad.Wize

I help middle&enterprise businesses to launch my flagship consulting methodology called "Integrated marketing system". This system consists of 7 phases, creates steady streams of target leads and helps to retain existing customers. 

As well I help FMCG manufacturers with distribution development, entering new markets and increasing sales.

My background:

+ 11 years in marketing&sales 
+ Working with customers from 13 countries
+ My consulting methodology is working in 19 different markets
+ I've worked and helped with distribution development 12 FMCG manufacturers from whole Europe 

My Specialities:

• Integrated Marketing
• Business Growth
• Lead Generation
• Inbound marketing
• Distribution development

Want to work with me? Shoot me an email at andrei@getleado.com.

Founder & CEO

Biosphere Corporation

In 2012 I became a national key account manager and was responsible for increasing sales and customer growth.

Key Account Manager (National Chains)

Via GmbH

I became a marketing director of VIA GmbH company and was responsible for account-based marketing and acquiring big distributors and the biggest supermarket chains of Ukraine. As well, I was responsible for helping European manufacturers to enter the Ukrainian market and increase sales there.

Marketing Director

Kimberly-Clark

I’ve started my marketing career in 2006 as a sales rep at Kimberly Clark Corporation. I was promoted to area sales manager, regional sales manager, and regional trade marketing coordinator and then switched to marketing in 2011

Area Sales Manager and trade marketing coordinator

Co-founder @Fullfunnel.io| ABM & full-funnel marketing for B2B tech companies with high ACV and long sales cycle

We transform B2B Tech and Service-based companies from siloed sales and marketing to full-funnel account-based marketing and demand generation. 

We help your team develop an ABM strategy, launch pilot programs, operationalize and scale the programs without ramping up budget or depending on external agencies.

Here is how.

1. ABM STRATEGY.

We go together through a 3-week initial strategy sprint that includes: 

- Deep assessment of current marketing and sales processes
- Challenges both teams face and the root reasons behind them
- Revenue and channel analysis to identify focus markets and ICP for the ABM campaigns
- Custom ABM strategy development including detailed:
- Marketing and sales alignment with ICP, strategy and playbooks

2. LAUNCH PILOT ABM PROGRAM.

Within a single quarter, we’ll work with a pilot team to implement a minimal viable full-funnel program, without pausing existing processes. The pilot team usually consists of one marketer and one sales development rep.  

When we hit the target KPIs, we move to the operationalization and scaling stage.

3.DEVELOPING FULL-FUNNEL ABM FUNCTION.

At this stage we combine ABM with demand generation function to create a holistic model that creates awareness, generates demand and activates accounts that are already engaged across the full funnel.

SPRINTS INCLUDE:

-> Account-Based Marketing

-> LinkedIn demand generation and social selling

-> GTM strategy

-> Sales enablement

-> Demand generation and accounts warm-up

Why Work With FullFunnel.io?

1. 30+ years of niche experience

We were and still are “in the trenches”, know the lowdown of these businesses, so you’ll get access to 30+ years of our combined experience and knowledge.

2. Knowledge transfer.

Your team gets consistent support and training, including step-by-step playbooks, templates, marketing and sales dashboards, tech stack, and process maps.

3. Revenue alignment.

We align marketing and sales teams around revenue, ideal customer profile, target accounts and lead scoring criteria which helps to consistently hit your revenue quota and operate as one Revenue Operations team.

OUR CASE STUDIES INCLUDE

- $300k from a pilot ABM campaign with a software development company

- 9 qualified sales opportunities and 3 new contracts, 10x ACV from an account-based demand generation campaign with AdTech development company

- 7 sales-qualified opportunities from a pilot ABM campaign in the Nordics region with a cloud solutions vendor

- 76% response rate, 36% accounts engaged, 5 opportunities from a pilot ABM campaign

At Fullfunnel.io we are growing B2B companies with long and complex sales cycles since 2006.

We were and still are “in trenches”, know the lowdown of these businesses, and bring to the table our 30+ years of combined experience and knowledge. 

I live and breathe B2B marketing since 2006. 

Before launching Fullfunnel.io, I spent 8 years in the enterprise segment working for Kimberly Clark and Biosphere Corporation.

What makes Fullfunnel.io different?

1. Ins and outs of selling to enterprise

Coming from the mid-market and enterprise world, I know all the ins and outs of selling to these segments: the research and evaluation processes, decision-making procedures inside the buying committee and the approval workflows. 

We’ve been there, done that, and know how to generate opportunities with these segments and influence the decision-making processes.

2. Niche experience

While we could help many B2B business, since 2007 we focus exclusively on two verticals: high-value B2B tech (enterprise SaaS, blockchain technology, hardware) and service-based companies (software development, consulting, cybersecurity, DevOps as a service, etc). 

We were and still are “in the trenches”, know the lowdown of these businesses, so you’ll get access to 30+ years of our combined experience and knowledge. 

3. Knowledge transfer and in-house operations

We believe that the real growth can only be driven in-house. You need to have people who are in the trenches every day, talking to customers, experiencing the sales hurdles, refining the messages and positioning.

We join your team as external marketing advisors, provide consistent support and training including step-by-step playbooks, templates, marketing and sales dashboards, tech stack and process maps.

As a result, you get an evergreen in-house growth engine.

No VP of Sales said: "I expect marketing to orchestrate our engagement playbooks". Yet this is what often happens with ABM:

Marketing:

- Creates multiple sales playbooks & engagement sequences
- Designs timeline
- Add best practices

Then, marketing shares with sales 87-pages deck and asks to implement.
One month later: "Sales doesn't use our playbooks and content".

This year I've interviewed 9 enterprise B2B Saas VP of Sales to dive deeper into the challenges they want to solve with ABM and get marketing hands-on help (check our roundup: https://lnkd.in/dXi5M6wc)

Here are 5 core areas:

1. AWARENESS AMONG STRATEGIC ACCOUNTS.

Awareness is not created by running more ads, drip personalized nurturing and outbound cadences.

Awareness is not created by creating more AI content nobody is going to read.

Awareness is created through the engagement with ICP ecocystem:

-High-quality thought leadership program with SMEs and executives
-Top-notch events
-Collaborations and direct engagement with the target accounts.
-Constant engagement with the communities and thought leaders

2.  CHANGE MANAGEMENT CONTENT.

Modern B2B buyers don't need one more "How to cut your costs" whitepaper. Modern buyers want to see:

-Industry trends and stats
-Concrete practical examples and best practices: dashboards, workflows, templates
-How to challenge an internal inertia and status quo

In most cases, sales don't use marketing content because it doesn't fall in any of these categories. 

3.  COMPLETE ACCOUNT ENGAGEMENT.

Most organizations use lead handoff as a default function:

MQL generated -> assign to SDR.
Webinar signed up -> Assign to SDR

In 2026 to cut through the noise you need to have a holistic visibility:

- Who engaged with what content and ads
- What were historical interactions
- When was a spike in high-intent page visits
- Which events buying committee members has attended

This way sales move from desperate pitching to meaningful 1-1 account planning.

4. BUYER ENABLEMENT.

You don't win deals with fancy pitch decks. You win when your Champion can sell your product at the next internal meeting.

Sales can create business cases showing challenges, cost of inaction, and recommended solutions.

But they need marketing's help with:

- Product screenshots that address specific buyer questions
- Relevant customer testimonials and references
- Data snapshots

We dive deeper here: https://lnkd.in/d2QqTTeh

5. CLEAR MESSAGING.

Nothing frustrates sales more than prospects asking: "But what exactly does your product do?"

Anthony Pierri and Rob Kaminski have tons of great templates on how to fix it.

---
Tomorrow we'll go live with Vladimir Blagojević to share simple solutions to fix marketing and sales collaboration.

Sign up here: https://lnkd.in/duEsttZ2

B2B marketing plans often fail because of one reason: 
Lack of clarity.


Bad plans include vague activities that are usually misunderstood by leadership and sales.

Brand awareness is not about running ads for ungated content.

ABM is not about making a wish list of accounts, running display ads and automated emails.

Lead nurturing is not about setting up an automated sequence of emails to push the discovery call.

But yet most plans just mention these programs without any clarification.

If sales and leadership don't support these plans, it's not because they don't get marketing.

It's because they:

-Don't see the impact of these programs on the bottom line
-Don't expect it to be a cross-functional motion and expect marketing to run everything without sales involvement.

Good marketing plans are:

1. BALANCED.

-80%: always-on programs that work historically
-10%: short-term cross-functional campaigns co-created with sales
-10%: experiments

2. DETAILED AND FOCUSED

All programs have clear:

-Detailed timeline
-Goals and expectations
-Success and failure criteria
-Resources involvement
-Leading and lagging indicators to track program efficiency
-Forecast
-Weekly planning and review meetings (see an example: https://lnkd.in/dN_hMyfQ)
-Campaign visual outline (or deck) to show how it impacts the pipeline and revenue

Our template: https://lnkd.in/dSmufFht

3. INTERCONNECTED AND CROSS-FUNCTIONAL.

Every program impacts another, avoiding siloed execution.

Thought leadership ads to strategic accounts generate 1st-party engagement signals sales use for further engagement.

Webinars are tailored to a specific use case, buyer persona, and subset of accounts. They repurpose thought leadership content, and are repurposed later as market research.

4. INFLUENCING THE ENTIRE BUYER JOURNEY.

Marketing plans shouldn't be "brand awareness vs demand capture", "new pipeline vs expansion". 

If you focus on brand only, your sales process will struggle. We saw several MarTech companies generating buzz around them but struggling to convert brand into demand.

If you focus on demand capture, you'll miss the majority of the market.

Good marketing plans generate revenue while creating future pipeline, growing share of wallet, and preventing churn.

5. BACKED BY DATA.

Marketing plans based on gut feelings or broad data always fail.

Plans that include revenue trends and sales pipeline velocity across markets, segments, use cases (clusters) help to make smart bets.
---
This Wednesday, we've invited to Full-Funnel Live the head of marketing at Aligned, Ashley Lewin, to share her approach to marketing planning with GTM focus cycles.

Save your spot here: https://lnkd.in/dCS6t6MK

Here is our buyer enablement cheat sheet:
https://lnkd.in/dVhSwK5i

GUIDES

-Account-based content: How to influence accounts at different stages of their buyer journey
-Buyer Enablement: How to help your B2B buyers to BUY from you
-How to match touchpoints with different buyer journey stages and use personalization to nurture target accounts
-How to Use a Mutual Action Plan
-How to Write, Think, and Talk like an Executive (to Get Big Deals Done)

TEMPLATES

-Business case template (feat. Nate Nasralla)
-Mutual action plan (feat. Gal Aga)

STACK

- Aligned: digital rooms & content hubs: https://lnkd.in/d9g84yq9
- Granola: AI-notetaking and summaries of the calls without joining the calls
- Claude: Extracting customer quotes and anecdotes about the challenges, goals and needs

Let me know which resource was the most helpful and which one you'd like us to add.

The fundamental enterprise marketing mismatch: engaging accounts with 2-week personalized cadences while the enterprise sales cycle is 9–12 months...

At FullFunnel.io, our typical sales cycle is 9-12 months with 80-100 touchpoints across the buying committee (way beyond 12 emails over two weeks) :)

Our buyer's journey typically starts when they see our LinkedIn thought leadership content. 

Other touchpoints are happening later through:

- Weekly newsletter diving into ABM and GTM strategy
- Live weekly podcast where buyers can ask questions
- Quarterly webinars
- Content hubs tailored to specific challenges and solutions (launching pilot ABM, initiating change management, etc)
- 1-1 conversations on LinkedIn
- Content co-creation

Before we generate a sales opportunity, we help our buyers to:

- Identify the root reasons for their challenges and the solutions in strategy sessions
- Build a business case to get stakeholder buy-in
- Design pilot programs with clear metrics, resources and timeline

It's not ad-hoc and not optional. This is how the enterprise buyer journey is happening.

The trap I see most B2B companies fall down is focusing on the volume and scalability instead of focusing on future pipeline creation and thorough account development to land enterprise deals.

They try to replicate what works for SMB / low-size deals:

- Developing target lists from ZoomInfo / Apollo / Clay
- Set up personalized outreach sequences Outreach / lemlist
- Run air cover to the same set of accounts

The SMB playbook is optimized for fast pipeline creation with minimal human involvement.

While enterprise playbook requires:

- In-depth account research and thorough account mapping
- Constant engagement with 5+ buying committee members across the entire sales cycle (9-12 months): power users, champions, stakeholders
- Personalized activities and content per account

You can't fix it with technology.

You can fix it only with setting up cross-functional teams that are focused on continuous account development and quarter milestone metrics for 12-month sales cycle:

Q1: X engaged buyers, initial conversations, account penetration
Q2: Discovery calls
Q3: Business case creation
Q4: Sales opportunities

Horizontal sales are killing marketing in B2B tech companies. Here is what I repeatedly observe:

The sales team has a horizontal setup:
Team A (horizontal hunters) finds new logos across ANY industry, ANY product
Team B (solution architects acting as account executives) closes the deals

The idea is simple: maximum coverage and scalable setup optimized for volume.

The reality? 

A $250K+ product with 10+ distinct use cases trying to sell to everyone is like a lottery man moving around the city trying to sell lottery tickets.

This setup makes marketing doomed by default.

Marketing is supposed to create a generic content masked as "industry thought leadership", prepare "one-size-fits-all" messaging and run campaigns nobody engages with.

And when marketing suggests changing the approach, "we know our business better" meets "I don't think put anything that is not a typical lead gen_is what we need".

We are in 2026 where generic marketing and sales are cracking like peanuts.
Nobody is going to read your "Why you need to buy this..." PDF.

We must stop this harmful thinking that our buyers are not aware of their challenges and potential solutions. Generic content and messaging was neutraly perceived a decade ago, but today it hurts your brand.

My honest take:

You can't run a good B2B marketing with a horizontal sales structure optimized for volume. You can't create compelling narratives when your ICP is "anyone who might need our product."

The fix isn't working harder. It's making hard choices:

Prioritizing use cases
Defining verticals where these use cases have strongest demand
Develop account qualification characteristics
Define primary buyer persona
Forming dedicated (even if small) cross-functional teams that own those accounts end-to-end: from awareness creation to expansion
Update your messaging and create content that appeals to the interests of that buyer persona and is created by a subject-matter expert, not Chatgpt

We are now in an era where volume is available for everybody, enabled AI. But I firmly believe that in this period the growth will come from things that are considered non-scalable:

-Expert content tailored to a specific ICP
-Great distribution
-Manual engagement with the target buyers
-Clear messaging

Listen Innovate Grow

For over 20 years, I have worked with companies ranging from micro-businesses to large corporates across Australia and Canada including Kraft Foods, Telstra, Commonwealth Bank of Australia and Accenture to develop and implement customer strategies and programs to drive business growth.

While I am passionate about helping to create truly customer-centric organizations, I am also an avid traveller and am regularly invited to be a guest speaker and panellist for an array of SME and start-up events and podcasts across Australia, Canada and the United States. Some of my key accomplishments include:

* I developed enterprise level strategy recommendations for the Australian Small Medium Business (SME) market including key target segments, value propositions, customer solutions and customer experience requirements for a global insurance company

* I developed the business and marketing strategy including client servicing model, education/thought leadership offerings and industry engagement programs for an international customer service organisation

* I developed the go to market and product launch strategies for an international market research technology company

* I conducted seminars on B2B customer and growth strategies for the Canadian Australian Chamber of Commerce and the German Australian Chamber of Commerce

* I provided recommendations for customer experience enhancements for companies including Colonial First State, Metro Trains Melbourne and Pearson Publishing

B2B Customer Strategy Consultant

Selling to other businesses has always been a complex and challenging process.

Over the past 18 months, the needs, expectations, and buying behaviours of business clients have changed dramatically. The strategies you used last year, even 6 months ago may no longer apply.

Success in B2B requires that you adopt new strategies and approaches both with the clients and prospects as well as how you operate internally.

Take a VIP Day - a “deep-dive” into your business to develop your detailed and customized Business Growth Action Plan and Roadmap. Comes with 12-months of implementation support following your VIP Day.

This is ideally suited for CEOs and business owners of service-based SMEs (e.g. Accounting, Law, IT, Consulting) that provide their services to other businesses and wish to:

* Plan: Start and/or grow their business but lack a plan/don’t know where to start

* Acquire: Attract and acquire larger business customers (such as corporates and/or government)

* Grow: Expand the business through increased client spend, new markets and/or new offerings

Click below to learn more!

Business Growth Strategy Planning

Want to secure business customers so your business can survive & succeed in the “new norm”?

As the world comes out of lockdown, business will be tougher than ever before: Key clients and hot prospects have gotten cold or dropped off the radar, and big contracts may have been put on hold or cancelled altogether.

And you are under enormous pressure, feeling the weight of the entire world on your shoulders as you fight to keep the business going, paying the bills and keep your staff all on board? 

While the obstacles do seem insurmountable and the future is unclear, there are in fact many businesses that need your company now more than ever. The future of your company that you have worked so hard for and sacrificed so much to create can have a better and stronger future. 

That's why we created Refocus, Reignite & Rise, an online advisory program for CEOs of service-based SMEs who want a clear roadmap to acquiring those larger business customers to drive business growth and ultimately create the impact and legacy they seek.

After working with SMEs and corporates in the B2B space for over 20 years as well as closely monitoring how the needs and expectations and behaviours of business customers have changed as a result of the pandemic, I can show you what you and your company must do to gain the business customers that you want and need in order to not only ensure business recovery but also business growth. 

Click below to learn more!

Executive Consulting & CEO Mentoring

Are you looking to grow your service-based SME this year but unsure how? Stuck for new ideas and inspiration to navigate the challenges of the current economic climate?

If you answered yes to either of these questions, The Empower Mastermind Group could be for you.

Empower is a highly focused, action-driven group to support CEOs and Managing Directors of service-based SMEs/SMBs seeking to grow their companies through client acquisition, retention and business innovation.

By participating in the Empower Mastermind Group, you will become more effective at the 3 crucial activities your company must continually engage in to have sustainable, profitable growth:

* Listen: Learn how to correctly identify who the business buyers you need to target really are, and what you must provide to help them buy from you

* Innovate: Identify what changes, improvements and/or introductions are needed in your business to meet buyers’ needs and achieve the growth and impact you seek

* Grow: Learn strategies to expand your operations and manage your company culture, financials and people to sustain growth over the longer term

Meetings are conducted virtually for flexibility, as the group consists of members from different (non-competing) industries across a number of different geographic regions.

Because membership is tailored, by engaging with the group, you can be assured of having access to a wide range of business experience, knowledge, perspectives and ideas to help you grow your business.

Empower Mastermind Group

2excell Consulting

Get the guidebook that’s helped hundreds of SMEs and start-ups acquire customers and grow their businesses!

Written for start-ups and SMEs, the book covers essential B2B topics and helps start-ups and SMEs struggling to:

* Identify the industries, markets and business customers they should focus on
* Create products, services and solutions that business customers want to buy
* Achieve sustainable, profitable growth

Whether you’re an owner or founder of a start-up or SME or you’re in a key leadership role, Listen Innovate Grow helps anyone in an organization responsible for driving B2B growth with the tools, strategies, and approaches to realize their growth ambitions and secure B2B sales.

Author | Listen Innovate Grow, A Guidebook to Acquire B2B Customers

Startup Canada | Canada's Entrepreneurship Organization

Providing StartUp Canada members with insights as to leading best practices and approaches to B2B customer and marketing strategies.

Startup Advisor

Stone & Chalk

Stone & Chalk is an independent, nonprofit Fintech innovation hub whose overarching objective is to help foster & accelerate the development of world-leading Fintech startups.

Stone & Chalk’s flagship Mentor Program sets it apart from other hubs, connecting founders to high calibre mentors that will make the difference to their success. Mentors provide a trusted advisor relationship which both facilitates learning and provides a confidential sounding board, guiding startups through their business challenges; enabling them to commercialise at scale.

Startup Mentor

UTS: University of Technology, Sydney

During this contract role, I served as both the Associate Lecturer and Subject Coordinator for the Services Marketing courses at both the MBA and Undergraduate levels. In this capacity, I was responsible for educating student as to approaches to developing marketing strategies for service organisations and how they could be applied across a range of industries including Professional Services, Financial Services, IT, Telecommunications and Transportation.

Associate Lecturer, Services Marketing

Telstra Corporation

As head of customer research for Telstra's Wholesale Division, I led and implemented major research initiatives such as developing a wholesale market segmentation as well as conducting an annual Customer Value Analysis study of the wholesale market. I also successfully developed and implemented a comprehensive Customer Insights and Satisfaction Program including strategic customer workshops, an operational service tracking program as well as the designed and implemented a customer insights decision support tool.

Manager, Customer Research and Analysis

Accenture Australia

Completed industry and market analyses and strategy recommendations for corporate clients in the Financial Services, Automotive and Transportation sectors.

Strategy Consultant

Commonwealth Bank of Australia

Research Analyst, CommInsure Strategic Planning

Marketing Manager, Professional Association Programs

B2B Consultant + Speaker I Go-To-Market Strategist For Small to Mid-Sized Professional Service Firms I Founder - Legacy, The SME Leaders Circle I Customer Acquisition, Growth, & Retention Via Buyer “AIR” Driven Approach

Unlock Your Firm's Potential with Strategic Business Growth Expertise

As a seasoned Business Mentor, Go-to-Market Strategist and Start-up Advisor, I have empowered professional service firms such as Accounting, IT and Law for over a decade. My unique growth framework and insights into B2B Customer and Go to Market strategies set firms apart. I specialize in:

• Identifying key markets and clients
• Crafting tailored go-to-market strategies
• Building services and solutions that B2B clients seek

I differ from typical consultants by diving deeper and offering a proprietary framework, the "Listen Innovate Grow," fostering clarity, innovation, and growth specifically designed for companies operating in B2B--all of which are driven based on how B2B buyers buy!

Let's connect to explore how I can elevate your firm’s performance.
🗓️ https://calendly.com/michael-906/initial-30-min


📖Learn more in my book "Listen Innovate Grow: A Guidebook for Start-Ups and SMEs to Acquire and Grow Business Customers" on Amazon. 

I am also available for speaking, training, and business consulting.

Ignite your firm's growth with me.


Michael Haynes
Business Growth Advisor
michael@2excell.com
+61 2 9056 5087 (Australia)
1-647-490-3425 (Canada/USA)

www.listeninnovategrow.com

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