Your go-to-market should move like one pack.Your go-to-market should move like one pack.
We get sales, marketing, channel and creative pulling in the same direction. Then we build what keeps it moving.
Everyone is working. The work just is not working together.
Most GTM problems are alignment problems. Connect one story from marketing through sales and activation, and three things happen:
Four disciplines. One team pulling in the same direction.
We tighten the sales motion from first conversation to close: the right buyers, a cleaner process, better discovery and a story that survives the handoff from marketing.We tighten the sales motion from first conversation to close: the right buyers, a cleaner process, better discovery and a story that survives the handoff from marketing. Your best rep should be an advantage, not the entire operating system.
We clarify the position, sharpen the message and turn it into campaigns that create curiosity, then keep telling the same story all the way to the sales call.We clarify the position, sharpen the message and turn it into campaigns that create curiosity, then keep telling the same story all the way to the sales call. The goal is not more content. It is a message your sales team can repeat.
Recruiting partners is hard. Activating them is harder. We have spent years inside the MSP community: on stages, in peer groups, with distributors and in the rooms where partners decide what to trust. And when you need a warm intro, we usually know a guy.Recruiting partners is hard. Activating them is harder. We have spent years inside the MSP community: on stages, in peer groups, with distributors and in the rooms where partners decide what to trust. And when you need a warm intro, we usually know a guy.
This is where we build the vibe and add the flavor. Full rebrands, campaigns, films, podcasts, custom event experiences and yes, actual video games.This is where we build the vibe and add the flavor. Full rebrands, campaigns, films, podcasts, custom event experiences and yes, actual video games. Work people remember, still doing a job for the business.
Vendors taught the channel to sell backwards.
Solution, problem, ask. That is the pitch most buyers get. And vendors love telling partners to "sell business outcomes" without ever showing them how. We flip the pitch and build the how.Solution, problem, ask. That is the pitch most buyers get. And vendors love telling partners to "sell business outcomes" without ever showing them how. We flip the pitch and build the how, so sales and marketing finally run the same play.
Disparate decks and one-off scripts. Every rep runs their own version of the pitch.
Generic campaigns that could belong to any vendor. The buyer hears two different stories.
Start where it makes sense.
A second set of eyes, a focused build, or us in the room every week. There is no wrong door.
Find what is stuck, put the fixes in the right order. You leave with decisions, priorities and a plan your team can actually use.
The message, sales motion, partner enablement, campaigns and creative. You inherit a working system, not consultant notes.
We join the leadership team, own priorities, coach the people and keep the work moving until the capability lives in-house.
Need someone on stage?
Keynotes, emcee work, podcasts and event strategy. Rafael does stand-up on the side, so your audience stays awake.
Nice work is nice. Results are nicer.
“His strategic vision opens doors, creates momentum, and directly impacts revenue and partner growth. He understands the channel inside and out, and knows how to build and scale programs that actually work.”His strategic vision opens doors, creates momentum, and directly impacts revenue and partner growth. He understands the channel inside and out, and knows how to build and scale programs that actually work.
“Raf is, without a doubt, one of the best sales leaders I've had the privilege of working with. His expertise in channel sales, along with his ability to build and scale channel functions within technology companies, is truly remarkable.”Raf is, without a doubt, one of the best sales leaders I've had the privilege of working with. His expertise in channel sales, along with his ability to build and scale channel functions within technology companies, is truly remarkable.
“Rafael is an extremely talented and creative marketer. Not only did he ask the right questions to understand all the nuances of our IT support company that make us who we are, but he encapsulated them perfectly in a strategic brand theme that resonates with our team on every level.”Rafael is an extremely talented and creative marketer. Not only did he ask the right questions to understand all the nuances of our IT support company that make us who we are, but he encapsulated them perfectly in a strategic brand theme that resonates with our team on every level.
“People naturally gravitate toward him not only because of his knowledge and experience, but because of the authenticity, positivity, and enthusiasm he brings to every interaction.”I had the opportunity to work with Rafael at Benji Pays and quickly learned why he has earned such a strong reputation. People naturally gravitate toward him not only because of his knowledge and experience, but because of the authenticity, positivity, and enthusiasm he brings to every interaction.
Built from an unusually useful mix of experience.
Rafael Sanguily has spent 20 years in the IT channel with MSPs, vendors, distributors and partner communities, leading creative, sales, channel, marketing and revenue teams. He leads every engagement and brings in trusted specialists when the work calls for it.Lobo was founded by Rafael Sanguily, who has spent 20 years in the IT channel working with MSPs, vendors, distributors and partner communities, running creative, sales, channel, marketing and revenue teams. Most people pick a lane. Rafael kept adding them on purpose, because the space between lanes is where go-to-market breaks. He leads every engagement and brings in trusted specialists when the work calls for it.
We do our best work with companies that have a great product and need a better story, a stronger channel or momentum in the market.We do our best work with companies that have a great product and need help telling a better story, building a stronger channel or creating momentum in the market.
Ghost, the very good dog behind the name, fits into any pack. The Wolf is who you call when things get complicated. We try to be both.The name comes from two wolves. Ghost, the very good dog behind it all, is the friendly one who fits into any pack. The Wolf is the person you call when things get complicated. We try to be both.
Friendly enough to join the pack. Useful when things get weird.
Tell us what you are working on.
The story that is not landing, the pipeline that is not converting, the partners who went quiet. We will talk it through for 30 minutes. If we are not the right fit, we will say so.The story that is not landing, the pipeline that is not converting, the partners who went quiet. We will talk it through for 30 minutes. If we are not the right fit, we will say so. Either way, you leave with something useful.