EMD Labs

Sales and go to market

We help software companies bring their products to market and sell them.

EMD Labs is a sales and go to market consultancy for software vendors. We work on how your product is positioned, how it is sold and how it reaches customers.

Start a projectHow we operate

Structure

Three areas of expertise

EMD Labs is divided into three labs, each with its own area of expertise. You can draw on one or all three, and they work on the same engagement at the same time rather than passing it down a line, so how the product is positioned, how it is sold and what it costs are decided together.

Labs

The three labs you can work with

Marketing Lab

Develops the market and positioning strategy for your product. Who it is for, the problem it removes, how it stands against the alternatives and the narrative that explains it.

To the Marketing Lab

Sales Lab

Defines the sales motion. How the product is sold, the process from first conversation to close, and direct work inside those conversations where that helps.

To the Sales Lab

Revenue Lab

Sets pricing, distribution and retention. What the product should cost, which routes and partners it reaches customers through, and the onboarding work that keeps them.

To the Revenue Lab

How we operate

How an engagement runs, from product to customer

  1. 01

    Position

    We define who the product is for, the problem it removes and how it should stand against the alternatives.

  2. 02

    Package

    We turn that positioning into an offer: pricing, packaging and the narrative used to explain it.

  3. 03

    Sell

    We put the sales motion into practice with your team and work in customer conversations where that helps.

  4. 04

    Scale

    We expand the routes and segments that prove out and feed what customers tell you back into the offer.

Why EMD Labs

How we work with clients

People who understand the software they sell
Positioning and sales conversations are handled by people who understand how your product actually works, so technical questions are answered directly rather than deferred to a follow up.
Strategy and execution from the same team
The people who set the positioning and pricing are the ones who take it into the market, which removes the gap that usually opens between a strategy document and what is said to customers.
You keep the customers and the accounts
Customer relationships, accounts and commercial agreements stay with you throughout. Nothing depends on us to keep selling once an engagement ends.

Contact

Start a project

Describe your product and where you need support. We will reply with an honest assessment of scope, sequence and whether we are the right fit.

Prefer email? contact@emdlabs.io