20+ Years DACH Sales Leadership MEDDPICC · Winning by Design · Pipeline Governance Interim Sales Leadership · Operational Leadership Go-to-Market · Revenue Growth · Channel MSP · MSSP · Cybersecurity · DACH 20+ Years DACH Sales Leadership MEDDPICC · Winning by Design · Pipeline Governance Interim Sales Leadership · Operational Leadership Go-to-Market · Revenue Growth · Channel MSP · MSSP · Cybersecurity · DACH
Go-to-Market · Revenue Growth · DACH

RaLa GTM
Advisory

For MSPs, MSSPs and cybersecurity vendors:
Strategy, growth and operational execution.
Built on operational cybersecurity experience.

Clear positioning. Built for execution.

What I Do Let's Talk
20+
Years Expertise
DACH
Focus Market
GTM
MSP & MSSP

Services

Strategy and execution — in balance. Clear thinking. Practical delivery.

Core Disciplines
Strategy Execution People
Market Logic
Solution Which offering? Channel Which route? Customer Which market?
01
Interim Sales Leadership
Stabilise and lead sales organisations quickly and operationally. From assessing existing structures through team leadership, forecast and pipeline management to a clean handover. Fast impact — without long-term overhead or fixed management costs.
02
Go-to-Market & Revenue Growth
New markets, new solutions or new customer segments require more than strategy. I support the development of positioning, sales and channel structures — focused on a GTM approach that works operationally and drives sustainable growth.
03
MSP to MSSP Development
Building cybersecurity as a scalable business unit. I support MSPs in developing Managed Security practices — from portfolio, pricing and vendor strategy through sales, channel and go-to-market. The objective: a scalable MSSP model with clear market positioning.
04
Sales Process & Methodology
Growth becomes predictable when sales processes and methodologies are consistently applied. Introduction and operational adoption of MEDDPICC, sales playbooks and forecast structures — improving qualification quality, forecast reliability and pipeline transparency.
05
Network & Strategic Introductions
20+ years of trusted relationships with sales and business leaders across the DACH cybersecurity ecosystem. On request, I facilitate targeted introductions between vendors, partners and experienced GTM professionals — personal, discreet and direct.
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Your Advantage

What You Actually Get

No strategy decks that gather dust. No junior staff doing the work while I take the call. Here is what working with me looks like in practice.

01
Day-One Impact
No onboarding runway. I know the market, the players and the patterns. Productive from the first week — not the third month.
02
No Fixed Costs
Senior expertise on demand — no long-term hiring commitment, no notice periods, no overhead. You pay only for work actually delivered.
03
Structures That Last
I don't build dependency. The goal is a team, process and accountability structure that performs independently after the engagement ends.
04
Market Access
20+ years of personal relationships with decision-makers in MSPs, MSSPs, telcos and system integrators across DACH — doors that cold outreach rarely opens.
05
Both Sides of the Table
I know the market from both the vendor and partner side — and understand how vendors, distributors and MSPs actually work together.
06
Measurable Results
Pipeline growth, partner activation, improved forecast quality and higher win rates — tracked through clear KPIs and transparent reporting.
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Ralf Lauer — RaLa GTM Advisory
About

20+ Years on Both Sides of the Table

I know the DACH market from every angle: how vendors think about partners — and what partners expect from vendors. And what MSPs and MSSPs actually need to grow and compete successfully.

Two decades in the cybersecurity and SaaS industry — not just responsible for GTM transformations, but for driving them through operational execution and measurable results.

With RaLa GTM Advisory, I align my work entirely around your situation, your market and your goals. I intentionally work with only a small number of selected engagements at a time — ensuring focus, availability and operational impact. No retainer theatre. Just traction.

20+
Years DACH Sales
DACH
Industry Network
T&M
Flexible & Transparent
Hands-on
Operational & Flexible
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How I Work

The Approach

No consulting empire. No offshore bench. Myself — fully focused on the project we are working on together.

01
Focused
A small number of selected engagements at a time. You get my full attention — not a fraction of it.
02
Flexible & Efficient
On-site when presence matters. Remote when it is more efficient. No unnecessary travel — but fully available when it counts.
03
Hands-on
I implement, train, review and adjust. No slide deck without execution — working together until operational traction is achieved.
Efficiency Through Modern Tools
Modern AI, research and automation tools complement my working approach where they genuinely improve speed, transparency and quality — applied pragmatically, not for their own sake.
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Clarity

Commercial Terms

No retainers. No flat-fee packages. You are billed only for work actually delivered — transparent, straightforward and professional.

BILLING MODEL
Time & Material
1 day = 8 hours. Partial days are billed pro rata on an hourly basis. Monthly invoicing with 30-day net payment terms.
TRAVEL & EXPENSES
At Cost
Travel and related expenses are billed at actual cost and within reasonable limits. All travel is agreed in advance with the client.
TRAVEL TIME
50% Day Rate
Travel time outside active delivery is billed pro rata at 50% of the agreed day rate.
DAY RATE
On Request
Depends on scope, duration and intensity of the engagement. Initial conversation is free and without obligation. Individual proposal provided promptly.
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Contact

Ready to Talk?

Tell me about your situation, your challenges and your goals.
I will give you an honest perspective on whether — and how — working together makes sense.

hello@rala-gtm.com

Frankfurt / Rhine-Main · DACH · Hybrid


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Services Your Advantage About Approach Commercial Terms Contact