Clarify Fit - a guide for our partners
How to conduct high level qualification of a lead for Clarify
Partner guide - Clarify
The profile of a good fit
Clarify works with B2B technology and services companies that need to build, accelerate and/or transform the way they take their offerings to market. We're not a lead gen agency. We're not a recruiter. We're not a tool provider. We're an embedded GTM partner - a distinction that matters for you and for those you might refer Clarify to.
The profile below isn't a strict checklist. We work with companies at very different stages, in different geographies, and with different GTM problems. What they have in common is a complex sales motion, a meaningful commercial opportunity, and an openness to doing things differently.
What do we mean by "complex sales motion"? Typically this correlates to deal value - as deals get bigger, more stakeholders get involved on both sides, adding complexity in identifying where issues lie and activating a whole buying group to recognise and take action to resolve them. Bigger deals also tend to mean bigger prospect organisations - navigating a Fortune 2000 org is a whole skill set in itself. Complexity can also come from the value proposition being new, or the markets for it being unfamiliar territory.
Company type
B2B technology • SaaS • Fintech • Cybersecurity • ERP / enterprise software • Defence-tech • B2B services • Professional services • BPO / managed services
Stage
Series A through pre-IPO • PE-backed growth • Enterprise divisions launching new products or entering new markets • Established businesses restructuring their GTM
Geography
EMEA • North America • Multi-region programmes spanning both. We cover 20+ languages and have operated in 30+ countries.
Sales motion
Complex, multi-stakeholder enterprise sales • Deal values typically $250k+ • Long cycles where quality of engagement matters more than volume
What we actually do
Clarify's services span four areas, often combined to deliver best in a particular client's situation. Modular GTM capability that clients embed around their existing team/s.
Sales development
Outsourced or embedded SDR/BDR teams. ABM-led prospecting. New logo acquisition. Pipeline progression and acceleration. Market entry. Fractional management.
Marketing
ABM campaigns. Integrated sales and marketing programmes. Messaging and content for complex sales. Lead nurture and MQL follow-up.
Talent
GTM talent acquisition. Profiling and assessment of existing teams. Onboarding frameworks. Hiring for B/SDR, field marketing and AE roles.
Advisory & enablement
GTM strategy. XDR/BDR function transformation. Sales methodology and playbooks. Team training. Insourcing support. Data and tooling support. Leadership support services.
Clients we've run programmes with
Across 20+ years we've run programmes for organisations as diverse as Adobe, SAP, VMware, Vodafone, Xerox, Deloitte, Unit4, Interactions, DigitalOwl, PolyAI, Samsara, Orgvue and many others. Supporting value propositions as varied as cybersecurity, identity management, ERP, cloud, BPO, fintech, payments, AI, and professional services. Executing into Amazon through to Zurich across all sectors.
Engagements range from short one-off projects through focused 6-month sprints to relationships lasting a decade and more. The breadth is intentional - we're built for complexity, not a single use case.
Situation triggers
When is the timing right?
These are the signals that typically mean a company is ready to engage a partner like Clarify. You don't need to see all of them - one or two is usually enough to start a conversation.
Pipeline crisis. They're behind target with no fast way to close the gap using their current team. Clarify can be deployed in weeks, not months.
Market or segment expansion. Entering a new geography, vertical, or buyer persona - and their current team lacks the relationships, language capability, or market knowledge to do it efficiently.
New product or solution launch. Particularly where the buyer profile or messaging differs significantly from their core business. Adobe esignature and AI, VMware network security, and many more.
Leadership change. New CEO, CMO, CRO or Regional VP who needs to show traction fast and doesn't have time to hire and ramp a team before the next board review.
PE or VC backing with aggressive growth targets. Investors are pushing for revenue acceleration. The existing team can't absorb the required pipeline output alone. Clarify becomes part of the growth infrastructure.
Existing team is stretched or focused on closing. AEs and SEs are consumed by in-flight deals. Prospecting falls off. Clarify handles top-of-funnel so closers can close.
SDR or BDR function underperforming. Performance has slipped. Leadership recognises the issue but lacks internal expertise to fix it. Clarify can assess, transform, and manage the turnaround.
Moving upmarket or changing deal profile. A company shifting from SMB to enterprise, or from transactional to strategic sales - needs a different approach to buyers, messaging, and pipeline build.
GTM strategy is unclear or untested. They know they need to grow but haven't validated their ICP, messaging, or channel. Clarify can run this as a strategic advisory or a live test-and-learn programme.
Talent gap without time to hire. They need a senior SDR, BDR manager, or enablement capability but the hiring cycle is too slow. We can bridge with our own team while they build.
Poor sales and marketing alignment. Clarify can help bridge the gap, ensuring sales are working sales-ready engagements and connecting marketing's activities to real pipeline and revenue impacts.
Not sure if a situation qualifies? Reach out to your Clarify point of contact and we'd be happy to help.
Fit diagnostic
Score the account in 2 minutes
Answer the questions below based on what you know about the account. You'll get a fit score and a suggested next step. It's a guide, not a gate - use your judgement alongside it.