Are you talking about how great your technology is, how smart your people are, and how many awards you’ve won? If so, no one cares. Buyers are inundated with information from you and your competitors. Everyone is saying the same thing. It’s just noise.
By using our Buyer Voice approach, we uncover your customers’ voice and use it to craft your company’s voice so you rise above the noise. CEOs and investors rely on The Walker Group’s strategic counsel and operational support to grow companies more quickly and effectively.
Go-to-Market Quick Start
The Go-to-Market Quick Start provides a valuable set of deliverables in an aggressive timeline. Using our Buyer Voice methodology, we deliver your True Voice™—a simple, concise way of talking about your company, products, and services—plus the associated deliverables and plan to take your True Voice to market.
Buyer Voice Audit
We interview customers, partners and industry experts and provide you with new insights into their buying criteria and priorities, your differentiators from their perspective, and other go-to-market factors. We then present the findings and our observations.
We will execute the recommended marketing plan generated from the Quick Start; either leading the effort or working with your teams to roll out, train, and execute.
We deliver game changing Public Relations and Analyst Relations strategies. This is not your run-on-of-the-mill tactical execution marathon. We treat PR and AR as strategic initiatives essential to growing your business. We engage reporters and analysts in conversations about what they want to talk about, not talking at them about what you do and what you sell.
We assess and validate the health and disposition of your target investment’s customer base and provide you with otherwise unattainable insight and recommendations.
Our clients do business with The Walker Group because:
Walker's strategic re-positioning work and operational support helped to significantly increase market visibility and company value. Bain invested $150 million in SevOne in 2013.
While SevOne has great products and many happy customers, our market awareness was not keeping pace with our success. Walker's work put us on the map and increased the value of the company.
Walker drove Terremark's highly successful global rebrand. Terremark's market visibility and sales increased dramatically. Terremark was acquired by Verizon Business in 2011 for 19x EBITDA.
Walker provided Terremark with critical strategic and operational support as we globally relaunched and rebranded the company. Their professionalism, dedication, and creativity were impressive and they played an integral role as we took Terremark to the next level.
Walker drove mindSHIFT corporate rebranding and positioning, successfully integrating numerous acquired brands into a new corporate mindSHIFT brand. mindSHIFT was acquired by Best Buy in 2011.
The Walker Group did a great job in leading our rebranding and positioning initiative. We were especially impressed with how they incorporated our customers' perspectives throughout the entire process. The response from our customers, prospects, employees, and investors has far exceeded our expectations and contributed to our acquisition by Best Buy.
Walker strengthened Passlogix's position in the market by redefining and repositioning the company's products and services. Passlogix saw accelerated revenue growth and was acquired by Oracle in 2010.
Walker's strategic counsel and operational support were invaluable and made a big difference in our ability to drive revenue.
Walker overhauled eSecurity's market strategy at a point when sales were flat and it was undervalued in the market. The result: Revenue increased by 50% in 12 months and the company was acquired by Novell.
We hired The Walker Group because we valued their strategic go-to-market expertise and also needed incremental marketing resources that could be productive right away. The Walker Group extended our in-house expertise and helped us become better positioned in the market for a successful exit.
Walker transformed Millennium Pharmaceutical System's positioning from one based on a technical platform to one based on providing superior value added service to the long-term care industry. Top line revenue increased and the company accelerated its geographic expansion.
We started with the Walker Group in their Buyer Voice Selling program. In just over 90 days we had entirely new, improved messaging targeted at our core customer base and their decision makers. Since then we have extended our relationship into the implementation phase with a new web site and new sales tools. The feedback from the market place to date has been exciting. By involving people from all areas of our business, the new messaging helped not only in our marketing, but in refreshing a company culture around our customers and the importance of our services to them.
Walker is made up of a group of experienced executives that have built, positioned, bought, and sold a number of high growth companies in a variety of industries.
Strategic Doers – The people you meet are the people that do the work.
Serial Offenders – We have been CEOs, CFOs, Heads of Sales, CMOs, and have held other executive positions. We know what it takes to build a successful company because we’ve done it multiple times. We bring that experience to every engagement.
Seth Lucash has 20 years of executive marketing and product management experience and, as CMO, has helped lead 4 companies to successful exits. At The Walker Group, Lucash brings this experience to the strategic and operational sales and marketing initiatives of our clients.
Prior to The Walker Group, Lucash was Chief Marketing Officer of SecureInfo. Under his leadership, the company developed a renewed focus and achieved 50% revenue growth from 2006 to 2007. Lucash joined SecureInfo after serving as Vice President of Marketing for e-Security, Inc. During Seth's tenure, the company grew by more than 50% and his innovative sales and marketing strategies led to e-Security's successful acquisition by Novell in April 2006.
Lucash also served as Vice President of Marketing for POMS Corporation, Director of Marketing for GE Global eXchange Services, Vice President of Marketing for B2eMarkets, Vice President of Marketing for Digital, and held several sales and marketing positions at IBM. A number of these companies had successful exits during his tenure.
Lucash graduated from Binghamton University with a degree in management and did his graduate studies at Rice University in organizational development. Seth lives with his family in the Washington DC area.
Keller is a highly acclaimed, award-winning publicist. He is largely responsible for transforming many previously unknown companies into national and globally recognized brands.
He specializes in emerging growth companies – a recognized expert at guiding and shaping public image from stealth to IPO or high-value acquisition. Keller was the first PR counsel brought on to help build the Groupon brand, rocketing CEO Andrew Mason from obscurity to stardom after securing a Forbes Magazine cover story as well as three TODAY show appearances in less than a year. Keller also gained notoriety for his 'Project Rogue' global smartphone security alert campaign for Trust Digital. The story resulted in the one of the most read and followed AP news stories in recent memory – with FOX News ranking it the top news story in the world at that time.
Tim Neill has 15 years executive management experience in interactive marketing and Internet technologies. Prior to joining Walker, Neill was President & CEO of agencyQ, one of the Mid-Atlantic's premiere interactive marketing and technology agencies, where he oversaw six consecutive years of aggressive growth.
Neill's specialties are developing effective strategies that drive revenue through meaningful interactive experiences and working with executives and founders to create and deliver a message that resonates in the marketplace.
Neill has worked on marketing strategies and programs for brands that include Marriott International, Tyco, BlueCrossBlueShield, Tecumseh, Preferred Hotels, Tandberg, Pew, and the Washington Post. Tim has also managed partnerships with agencies such as Ogilvy, Vertis Communications, and Porter Novelli.
Before agencyQ, Tim served as CFO and Executive VP of Strategy for a number of early-stage start up companies.
Prior to his career on the web, Tim studied Foreign Service at Georgetown University and Cultural Anthropology at the University of Virginia. While many find that path a bit convoluted, Tim believes that his research on Rastafarians living in the Cape Province of South Africa provides solid insight into the potential for media to provide a meaningful shift in language, perspective and behavior.
Jennifer Troxell has 20 years of marketing leadership experience helping global brands, as well as emerging start-ups, capitalize on new market opportunities and achieve successful exits. At the Walker Group, Troxell specializes in helping clients launch new products, create integrated marketing programs and enable sales teams to deliver measurable revenue growth. Both a strategic thinker and tactical planner, she takes a sales‐ and buyer‐centric approach to marketing.
Prior to Walker Group, Troxell was SVP of Marketing at OpenText where she helped form a new business unit through the merging of two acquisitions, Global 360 and Metastorm. Prior to the acquisition, Troxell served as VP of Marketing for Global 360 where she developed and launched a new market, product and sales strategy to position the company for exit. During her tenure, the company grew license revenue 30% YoY, achieved Microsoft partner of the year for 2 consecutive years and drove 294% YoY increase in marketing led revenue.
Troxell served as VP of Marketing at webMethods (now Software AG), a $200M provider of business integration, SOA and BPM software, where she helped reposition the company for a successful acquisition. During her tenure the company implemented a new brand and product strategy, and completed two acquisitions that resulted in 50% pipeline growth and 60% increase in ASP.
Troxell also led product marketing and marketing communications teams at Software AG where she successfully launched a new $100M business unit which grew revenues by 25%. Prior she held key marketing roles at YellowBrix, InfoData Systems (acquired by McDonald Bradley) and Electric Press (acquired by NIC Commerce).
Troxell earned a BA in Marketing, Communications and Advertising with a Business Minor from the Pennsylvania State University. She lives in the Washington D.C. area with her husband and four children.
Walker and his team have successfully transformed companies from niche market players to market movers. This work has resulted in numerous successful exits and hundreds of millions of dollars in revenue growth for its clients. Walker's specialty is in developing highly strategic go to market strategies for companies that need to drive sales and revenue or position for a merger or acquisition.
As a West Wing legislative and communications aide to President Bill Clinton from ’95-‘98, Walker helped formulate and execute the President's communications strategy and was specifically involved in driving support for key White House priorities including NAFTA, MFN for China, the TeleCom Act of 1996, and Campaign Finance Reform.
Before forming The Walker Group, Walker directed worldwide marketing strategy and operations for USinternetworking as VP of Marketing. AT&T acquired USi in 2006. Chris Walker joined USi in 2000 from Digital Education Systems, where he directed business development. Paragon Solutions acquired Digital Education Systems in 2000.
The Walker Group has provided strategic counsel and operational support for dozens of companies, ranging from emerging growth companies to Fortune 50, improving their brands and their ability to sell and scale. We have been credited as instrumental to numerous successful exits over the past decade.
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Call us: 202.379.3085
The Walker Group
1410 Q St NW
Washington, DC 20009