Discovery and Scope
[Redacted] & Meydenbauer Partners
Example SOW (Google Doc)

by Doug Sandstedt

Client Background and Key Stakeholders
Redacted is a consulting firm specializing in digital transformation, application modernization, Microsoft Power Platform/M365 stack optimization services, among broader Solution Areas. The firm possesses a deep understanding of the modern technology ecosystem and has a proven track record of driving value for clients through customized, scalable solutions.
Key stakeholders include:
  • Redacted - VP Sales and Marketing, five-recent hire: Redacted has recently joined Redacted and brings fresh perspectives and a drive to optimize sales and marketing initiatives leveraging exisiting and external resources that will provide the the largest ROI to accelerate revenue and profitability.
  • Redacted - Agile, tenured manager primarily focused on Marketing & Operations: Redacted's deep understanding of Redacted's operations, existing customer base, and know-how of the internal organizations alignment on goals is invaluable to this project.
  • Executive Stakeholders:
  • Redacted - CEO and co-founder, hands on business driver. Exploring delegation and investment in new strategies with leaders like Redacted and Redacted: Redacted's passion for Redacted's success is evident, and his strong vision for the future will be critical in driving buy-in and commitment.
  • Redacted - Corporate attorney who opened doors, especially with Microsoft: Redacted's strategic relationships with Microsoft are key to unlocking opportunities for Redacted and leveraging the Microsoft ecosystem.
Redacted's revenue has experienced cyclical patterns, but the firm has successfully established a solid client base. This project represents a strategic opportunity to accelerate growth through a focused investment strategy. The core objective will be driving results over the next 30, 60, and 90 days, utilizing partners with deep expertise in revenue diversification, particularly in leveraging Microsoft as a key anchor client.
Redacted needs to optimize its operations and seize new market opportunities by capitalizing on its expertise to expand the business. The aim is to onboard multiple new mid-market and enterprise clients within the first six months. With a project budget under $30,000, the initial three month scope will provide a solid foundation, as well as quick wins in regards to new business early stage pipeline for Redacted and Redacted while laying the groundwork for a broader six-to-twelve month plan for the team at Redacted to execute on phasing out Meydenbauer Partners. This will position Redacted to double its net-new business service revenue within the first twelve months, at a minimum.
Core Priorities
Market Research & Ideal Customer Profile Alignment
We will conduct a detailed analysis to redefine your ideal customer profile, using your existing client base and strengths. Leveraging buyer intent tools, we'll pinpoint high-potential targets. By the end of the first week, we'll deliver a tailored action plan outlining the most promising target accounts..
Customer Acquisition
Using insights from our market research and applying a decade of experience in similar strategies, we'll initiate outreach through first- and second-degree connections to drive new business meetings. Our focus will be on building momentum quickly, generating high-quality leads within key verticals. This proactive approach will ensure an immediate pipeline of potential clients.
Revenue Growth
In the first week, we'll implement robust systems and processes to jumpstart revenue generation. Combining LinkedIn prospecting with targeted ABM, we'll drive immediate pipeline growth. Our 60- and 90-day playbooks will ensure a seamless transition to sustained growth, establishing long-term success through a value-added, outbound strategy.
Current Offerings and Expertise
Redacted specializes in helping businesses achieve tangible growth through customized solutions. We focus on optimizing the value of your existing Microsoft stack, unlocking untapped potential within your organization.
See more
Redacted's current offerings include:
  • Seven core Solution Areas
  • Microsoft stack optimization
  • Sales and incentives program development
  • Change management consulting
  • MSFT ECIF funding for end clients expertise
Here are some examples of our successes:
  • [Redacted Company A]: 20% reduction in IT costs, 15% increase in productivity
  • [Redacted Company B]: 10% increase in sales, 5% improvement in customer satisfaction
  • [Redacted Company C]: 30% reduction in downtime, 25% increase in system performance
Strategy Overview: Diversifying Redacted's Client Base
1
Building Trust and Credibility
2
Targeted Industry Verticals & ICP aligned with 2-3 core SA's
3
Thought Leadership and Market Positioning
4
Pinpointing High-Potential Opportunities
5
Engaging Mid-Market and Enterprise Clients
30-60-90 Day Growth Plan

1

30 Days
Conduct a comprehensive market assessment to identify high-value mid-market segments with a strong propensity for adopting Power BI and Power Apps solutions. This will involve developing a robust ICP (Ideal Customer Profile) that incorporates firmographic, technographic, and behavioral attributes. Simultaneously, develop a "Quick Wins through Optimization of your MSFT Stack Workshop" offering designed to expedite value realization for clients leveraging their existing Microsoft technology investments. This workshop will focus on driving tangible business outcomes by optimizing Power BI and Power Apps implementations. Finalize the design of the "20k package" offering, tailored to the mid-market ICP, and strategically align the company's website and online presence to showcase its Microsoft expertise and the compelling business value proposition of its services.
For the 30-day plan, Redacted can highlight its experience with organizations like Manufacturing Company A to demonstrate its expertise in optimizing the Microsoft stack for mid-market companies in the manufacturing industry. This case study showcases how Redacted leveraged Power BI and Power Apps to streamline operations, improve efficiency, and drive significant ROI for Manufacturing Company A.

2

60 Days
Execute an integrated content marketing strategy to establish the company as a thought leader in the space of Microsoft stack optimization and digital transformation. Leverage the company's Microsoft partnership and CSP status to forge strategic alliances with key Microsoft partners serving the mid-market. Implement a targeted account-based marketing (ABM) strategy to engage and nurture high-priority mid-market prospects. Develop and deliver comprehensive training to the sales team, equipping them with the knowledge and skills necessary to effectively present the "100k package" offering, including its unique value proposition and customized sales process.
For the 60-day plan, Redacted can leverage its successful engagement with Food Industry Client B to showcase its ability to deliver impactful digital transformation solutions for mid-market companies in the food and beverage industry. This case study highlights Redacted's role in implementing Power BI and Power Apps to enhance operational efficiency, improve data visibility, and empower data-driven decision-making for Food Industry Client B.

3

90 Days
Conduct a thorough analysis of the initial 60-day marketing and sales initiatives, identifying key learnings and optimizing the company's approach to maximize its impact. Invest in a dedicated sales rep or team focused solely on mid-market Power BI and Power App opportunities to drive growth and accelerate sales cycles. Formalize a replicable sales process and playbook for the "100k package" offering, ensuring consistency and best practices across the team. Explore strategic growth opportunities to expand the company's Microsoft-centric services and solutions portfolio, aligning with evolving market trends and customer needs.
For the 90-day plan, Redacted can highlight its experience with Healthcare Provider C to showcase its expertise in delivering value-driven Microsoft solutions to healthcare organizations. This case study demonstrates how Redacted implemented Power BI and Power Apps to improve patient care, enhance operational efficiency, and drive cost savings for a leading healthcare provider.
Niche Focus Areas for Growth
1. Technology Stack Optimization
2. Mid-Market & Enterprise Application Modernization
3. Strategic Partnership Leveraging Technology & Industry Leaders
Additional Questions to Consider in Refining the Niche:
  • Do mid-market clients prioritize cost optimization or operational efficiency gains from their technology investments?
  • What are the primary challenges these companies face when trying to optimize their technology stack (e.g., lack of internal expertise, unclear ROI, fragmented tools)?
  • Would offering a $25k "Workshop" package" deliver greater value when bundled with other services like training or ongoing support? Could bundling enhance its appeal and increase adoption?
  • What competitive advantage does the company possess compared to the niche consulting firms these clients currently engage with?
By laser-focusing on these niche areas, emphasizing measurable outcomes, and leveraging existing relationships, the company can establish a clear, value-driven strategy for sustainable growth.
Marketing and Sales Excellence

1

Precise ICP Definition
Develop granular profile for mid-market Microsoft stack optimization.

2

Thought Leadership
Establish expertise through content marketing and case studies.

3

Targeted Outreach
Implement ABM strategy for high-potential mid-market prospects.
High-Impact Workshop Driven Offerings

1

Define Value-Driven Workshops
Reduce red tape around MSA process and improve qualification by gaining mutual acceptance for a paid workshop

2

Quantify Impact
Emphasize immediate financial gains and efficiency improvements.

3

Showcase Strategic Value
Position as catalyst for growth and digital transformation.

4

Example of framework
Strategic Growth Acceleration: Proven Approach to Diversify Revenue and Scale Market Expansion
Redacted leverages deep expertise in scaling firms like Redacted by diversifying revenue streams and implementing sustainable, consultant-led change management. Our approach drives 30% year-over-year growth through LinkedIn-driven prospecting, targeted ABM, and a use case-driven, value-focused outbound strategy. With core deliverables for the 30-day execution plan ready, we will quickly scale Redacted's pipeline by targeting high-potential mid-market and enterprise clients. Backed by proven 60- and 90-day playbooks, our track record ensures a seamless transition to long-term growth, optimizing go-to-market efforts and accelerating client acquisition for scalable, sustainable success.
Expertise and Success
1
Team
We are a small, tight-knit team of three equity partners, backed by our our two operations and marketing assistants in the Philippines who have a vested interest in our firm. Our combined expertise allows us to drive impactful results for our clients by being hands on and delivering unprecedented time to value.
Our team enables our partners to drive do more with less by:
  • Streamlining operations: Drive administrative and operational tasks, allowing our CROs and senior leadership to focus on driving strategic initiatives without bottlenecks.
  • Drive cost-efficiency: By leveraging this proven operational support, our overhead costs and improve overall efficiency, freeing up resources for high-impact growth strategies.
  • Seamless integration: Ensures that every system and process put in place aligns with your business needs, facilitating smoother onboarding, client engagement, and internal collaboration.
2
Principal – Douglas Sandstedt
Doug, principal of Meydenbauer Partners is a six-time Presidents Club honoree, credited with generating over $215M in service revenue over the past decade. They specialize in scaling sales, marketing, and delivery teams for software and service firms, with a focus on the Microsoft and SAP ecosystems.
Their strong work ethic was shaped early, working alongside their father in the family's small furniture store. Since the age of 15, they have balanced multiple jobs, supporting themselves through college and advancing from an inside sales representative at a startup to Managing Director at several Private Equity-backed service companies, where they led hundreds of consultants and sales teams.
Their expertise in both sales and technology enables them to identify top talent and craft winning strategies for [Redacted]'s clients, helping them achieve rapid growth while maintaining operational efficiency and a strong company culture.
Resources:
Fractional CRO & CMO Augmentation Services for Revenue Leadership Teams

Recent studies indicate that 70% of small and mid-sized service firms have implemented fractional C-suite services (such as CROs and CMOs) report significant improvements in their revenue growth within the first six months. Companies leveraging fractional leadership are often times able to scale 30% faster compared to those using traditional full-time executives, due to the flexible, high-impact strategies and cost-efficiency fractional executives bring​. (Digital Authority Partners) (Your Fractional CROs and Fractional CMOs)
A white glove, value driven approach
As seasoned revenue leaders with decades of experience, we provide fractional Chief Revenue Officer (CRO) services designed to help sales leaders at startup and growing service companies scale efficiently. Our expertise focuses on driving immediate growth, optimizing operations, and fostering long-term success with our clients. We partner with organizations to navigate competitive markets, build sustainable revenue streams, and implement systems that scale seamlessly as the business grows. Whether you're refining your go-to-market strategy, streamlining operations, or need someone to work with your team to bring in new business, our proven approach ensures impactful results.

1

Agility and Scalability
Our team, driven by our in-house fractional CRO's and CMO's provide flexibility and cost efficiency they. Our model allows firms to access senior-level leadership and strategic guidance on a part-time basis, perfect for businesses in growth stages or undergoing transformation. With the ability to scale their involvement based on business needs, our fractional executives and support teams are able to drive growth in the first month, in a hyper-focused, agile manner.

2

Holistic Alignment Across Key Business Functions
We align critical business functions within sales, marketing, and customer success. Our team brings a comprehensive approach to revenue generation, ensuring that all teams are unified under a cohesive strategy that drives growth and client retention. This alignment not only enhances internal efficiencies but also improves client engagement and customer experience, making these roles essential for firms looking to streamline operations while maximizing impact across the entire revenue lifecycle​.

3

Data-Driven Growth Strategies
Everything we do is grounded in outcomes and data. We leverage analytics, customer insights, and market research to develop targeted strategies that optimize lead generation, marketing campaigns, and sales processes. By implementing these strategies, our clients can see measurable improvements in performance, from increased client acquisition to enhanced customer retention.
Experience with specific platforms
At Redacted, we bring extensive experience in deploying and optimizing a wide range of industry-leading platforms, organized into key categories to support your business operations, sales, marketing, and customer engagement strategies.
If you're interested in building an affordable, optimized stack, we can advise on the optimal stack below utilizing any of the tools in the expanded sections of the four subsets.
Customer Relationship Management (CRM) and Sales Automation
  • Freshworks – Freshworks offers modern CRM and customer support solutions. We help teams improve their sales automation, customer engagement, and lead conversion rates.
  • Salesforce – We provide expert-level support in Salesforce CRM, helping organizations manage sales pipelines, automate marketing efforts, and improve customer engagement strategies for long-term growth.
  • HubSpot – We ensure businesses optimize their lead generation, pipeline management, and marketing automation processes with HubSpot's integrated CRM, marketing, and sales tools.
  • Zoho CRM – We manage Zoho's robust CRM tools, supporting sales, marketing, and service operations, creating a unified system for seamless business workflows.
  • Go High Level – We utilize Go High Level to deliver marketing automation, CRM, and sales pipeline management solutions, helping companies nurture prospects and scale more effectively.
  • Dynamics CRM – Specializing in Microsoft Dynamics CRM, we help streamline customer relationship management to improve interactions, sales tracking, and customer service.
  • LinkedIn Sales Navigator – We help teams leverage LinkedIn Sales Navigator for advanced lead generation, allowing businesses to connect with key prospects and build valuable relationships.
Project and Task Management
  • Atlassian Suite – Our expertise extends across the Atlassian ecosystem, including tools like Confluence, to enhance productivity, collaboration, and project visibility.
  • Trello – We guide companies in using Trello's flexible project management boards for team collaboration, task tracking, and customizable workflows, simplifying team operations.
  • Azure DevOps – Our experience with Azure DevOps helps teams integrate agile project management, code repositories, and CI/CD pipelines to deliver software solutions faster and more effectively.
  • Smartsheet – Dynamic work management, improving team collaboration, project tracking, and real-time updates to drive efficient operations.
  • Monday.com – Affordable project management, team collaboration, and workflow automation, ensuring operational efficiency across departments.
Marketing Automation and Campaign Management
  • Freshmarketing – As our top marketing automation solution, Freshmarketing helps businesses efficiently manage campaigns, automate workflows, and analyze data to optimize marketing performance and customer engagement.
  • ActiveCampaign – Our team helps businesses streamline their marketing automation, CRM, and customer experience efforts using ActiveCampaign for enhanced lead nurturing and engagement.
  • Mailchimp – We manage Mailchimp campaigns, focusing on audience segmentation, automated email workflows, and targeted marketing to boost engagement and conversion rates.
  • Constant Contact – We help businesses implement effective email marketing strategies through Constant Contact, optimizing audience growth and customer retention.
  • Zapier – With Zapier, we automate marketing workflows by connecting various apps and systems, ensuring seamless data transfer between tools and improved operational efficiency.
AI
We leverage AI-driven platforms to enhance business operations, automate decision-making, and unlock valuable insights from data. By integrating AI into key workflows, we help businesses predict trends, personalize customer interactions, and optimize processes for maximum efficiency and accuracy.
OpenAI GPT-4o – This powerful AI tool can be integrated into customer service, content generation, and decision-making workflows, helping companies automate routine tasks and improve customer engagement.
Gamma.app – ​we ​create visually compelling and data-driven presentations that simplify complex business concepts for our clients. Gamma.app helps us design interactive, narrative-driven content that enhances client proposals, updates, and reports.
H2O.ai – A leading AI platform for automating machine learning tasks, H2O.ai allows businesses to build and deploy AI models without needing extensive technical expertise, ideal for optimizing business processes and analytics.
RPA
Our RPA solutions streamline repetitive tasks, freeing up your workforce to focus on higher-value initiatives. We implement RPA tools that automate data entry, process management, and other manual tasks, improving operational efficiency and reducing errors across your business.
UiPath – UiPath is one of the most comprehensive RPA platforms, providing user-friendly tools that automate repetitive tasks like data extraction and workflow management, making it an excellent fit for small and growing firms.
Automation Anywhere – A highly scalable RPA solution, Automation Anywhere offers a cloud-native platform that helps technology outsourcing companies automate processes such as client onboarding, reporting, and back-office functions.
Data Analytics & BI
We offer expert support in data analytics and BI platforms, helping businesses gather actionable insights from their data. Our solutions enable real-time reporting, data visualization, and predictive analytics to inform strategic decisions and drive performance improvements.
Tableau – Ideal for small and mid-sized businesses, Tableau offers powerful data visualization and analytics tools that help companies make sense of their data through interactive dashboards and real-time reporting.
Power BI – A Microsoft solution, Power BI integrates seamlessly with existing systems to provide rich, real-time insights, enabling businesses to make data-driven decisions and scale operations efficiently.
Cloud Infrastructure Management
We support cloud infrastructure platforms, ensuring that your systems are scalable, secure, and optimized for performance. Our expertise in cloud services includes managing storage, computing power, and application deployment, helping businesses operate more efficiently while reducing costs.
  • Microsoft Azure – Azure provides a scalable cloud infrastructure with built-in security and a suite of tools for application management, making it a top choice for growing technology firms looking to streamline their operations.osts.
  • Amazon Web Services (AWS) – AWS offers a broad set of cloud-based products that help small businesses scale their infrastructure with flexible, pay-as-you-go options, making it ideal for outsourcing companies.
Email
  • Microsoft 365
  • G-Suite
Redacted Internal Stack
  • Home base fully integrated into other tools: Slack
  • Email and Cloud: G-suite
  • Password Management: Lastpass
  • CRM + Sales & Marketing Automation: Freshworks (Freshsales Suite)
  • Project Management: Trello
  • Data: Apollo.io
  • Bookkeeping: Quickbooks Online
  • Data Analytics: Power BI
User specific Tools:
  • Cloud Infrastructure: Azure Pay as-you-go
  • Linkedin Sales Navigator + MeetAlfred Linkedin Platform
  • Lead Enrichment / Automation: Clay
  • Email Marketing: Instantly and Mailchimp
  • Design: Gamma.app
  • AI & Automation: OpenAI GPT-4
  • RPA: UiPath
  • Marketing Automation: Freshworks (Freshmarketer)
  • Integration: Zapier

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