TL;DR
RQD Clearing had a strong product and market interest, but was losing over $300K per month due to a lack of a GTM strategy. They had invested heavily in an in-house team without aligning sales and marketing, defining an ideal client profile, or creating a repeatable sales process.
This article outlines the four-phase transformation that rebuilt their GTM motion, resulting in a 4X revenue increase, profitability of over $1M per month, and a 9-figure valuation.
RQD Clearing had done everything “right” on paper. They’d invested over $1.2M building an in-house GTM team. They had market interest. They had a strong product. However, despite all of this, they were losing $ 300,000 per month, and investor confidence was beginning to decrease.
The problem wasn’t a lack of effort or resources; it was a lack of strategy and sales leadership.
Before: The Warning Signs of a Broken GTM System
The Reality Check
When we first engaged with RQD Clearing, the symptoms were clear:
- No consistent pipeline generation despite a full sales team
- Disconnected sales and marketing with no shared strategy
- Constantly shifting messaging that confused prospects more than it converted them
- No functioning CRM process to track, measure, or optimize performance
- Founder-led sales approach that couldn’t scale beyond the CEO’s personal network
- Generic, overly technical positioning that made them indistinguishable from competitors
They were relying on instinct rather than a repeatable process. In enterprise sales, where most buying decisions happen before sales contact, they were invisible when it mattered most.
The Diagnosis: Four Critical GTM Gaps
1. No Clear Ideal Client Profile (ICP)
They were pursuing all leads instead of focusing on the right buyers.
2. Weak Value Proposition
Messaging focused on features, not business outcomes.
3. Misaligned Team Structure
Sales and marketing worked in silos with no shared definitions or accountability.
4. Zero Sales Infrastructure
Deals were untracked, unmeasured, and unrepeatable.
The Transformation: Our 4-Phase Strategic Approach
Phase 1: Diagnose & Define
What We Did:
- Ran workshops to compare the current and desired sales process
- Identified leadership gaps
- Set strategic GTM objectives linked to revenue and investor milestones
Clarity comes before action. Most teams skip this step.
Phase 2: Build & Launch
What We Did:
- Created a compelling GTM narrative
- Rebuilt outbound messaging: emails, LinkedIn, discovery
- Refocused value proposition on how better clearing could drive revenue for clients and reduce compliance and downtime risk
- Unified sales and marketing messaging
Phase 3: Equip & Activate
What We Did:
- Held coaching sessions on mindset and process
- Trained team on pipeline discipline and enterprise selling
- Built battlecards, ROI tools, case studies, and demo guides
- Instituted CRM standards
Execution requires enablement. Thus, we set recurring sessions to cover pipeline movement, win/loss reviews, and role-plays for objections and discovery.
Phase 4: Scale & Systematize
What We Did:
- Deployed structured outbound with metrics
- Secured early wins and momentum
- Recruited 20+ experienced sales leaders
- Built systems for forecasting, planning, and performance
After: The Results That Matter
The transformation:
- Moved from losing $300K per month to profiting over $1M month
- 4X revenue growth
- Team aligned around one message and strategy
- Raised $10M Series A
- Hired 20+ sales leaders
- Reached a nine-figure valuation in three years
They turned better and faster, clearing from a “nice to have” into a “need to have” by positioning it as a direct revenue driver for their clients and a safeguard against compliance and downtime risk.
The Three Lessons That Drive GTM Success
Strategy Before Tactics
Define who you serve and why they care before increasing activity.
Alignment Is Non-Negotiable
One team, one strategy, one message.
Systems Enable Scale
Without infrastructure, growth slows and consistency fades.
The Bottom Line
RQD Clearing didn’t fail due to lack of ambition. They lacked a GTM blueprint.
With strategy, sales leadership, and execution discipline, they became a scalable, fundable, and profitable company.
