The Wolf Pack Power framework
Three moves. One aligned pack.
Revenue isn’t random when the pack is aligned. The framework turns go-to-market strategy into a sequence your whole team can run: find the right prey, follow the trail, coordinate the hunt.
The three moves in detail
- 01
ICP
The Prey
Identify the right prey. Get ruthless about your Ideal Customer Profile so every rep, campaign and dollar chases accounts you can actually win.
Go deeper: The Prey- Define who you win with, and who you don’t.
- Rank every account against one shared ICP.
- Stop spending on accounts you can’t win.
Expected outcome
One target list your whole team believes in.
Without it: Sales and marketing chase different accounts.
- Best-fit accounts
- Everyone else
- 02
Customer journey
The Trail
Follow the trail. Build the customer journey that actually works: clear steps from first touch to renewal, one focus and one expected outcome at every stage, and the buying signals that tell the pack when to move.
Go deeper: The TrailExpected outcome
A journey every team can run, measure and improve.
Without it: Deals stall because nobody owns the path from first touch to signed deal.
The customer journey, stage by stage
- 1
Attract
Focus
Reach accounts that fit your ICP with a message that names their problem.
Expected outcome
The right buyers raise their hand.
- 2
Engage
Focus
Marketing and sales follow up together, guided by real buying signals.
Expected outcome
First conversations with qualified buyers.
- 3
Evaluate
Focus
Map the buying group, from the technical evaluator to the budget owner, and answer each concern with proof.
Expected outcome
A shared view of the problem and a clear path to a decision.
- 4
Decide
Focus
Remove risk, agree the plan, and align on timing and price.
Expected outcome
Bigger deals, closed faster.
- 5
Expand
Focus
Customer success and partners keep delivering value after the sale.
Expected outcome
Renewals, referrals and growth inside the account.
- 1
- 03
Execution
The Hunt
Coordinate the hunt. Align marketing, sales, partners and customer success into one cross-functional motion with clear accountability.
Go deeper: The Hunt- Name one owner for every stage and every number.
- Run one cadence across marketing, sales, partners and customer success.
- Review a single shared scoreboard on a fixed rhythm.
Expected outcome
One motion. One scoreboard. Clear owners.
Without it: Everyone is busy and nobody is accountable.
MarketingSalesPartnersCustomer successONE
NUMBER- Same target
- Same signals
- Same scoreboard
FAQ
Straight answers.
The questions people ask before they book, answered plainly.
It is Paulo Veloso’s execution-first Go-To-Market framework for growth companies. It has three moves in order: identify the right prey (your ICP), follow the trail (the customer journey) and coordinate the hunt (cross-functional execution). Revenue isn’t random when the pack is aligned.
The Prey (ICP): One target list your whole team believes in. The Trail (Customer journey): A journey every team can run, measure and improve. The Hunt (Execution): One motion. One scoreboard. Clear owners.
The Trail has five stages: Attract, Engage, Evaluate, Decide, Expand. Each has one focus and one expected outcome.
Founders running sales themselves, CROs, VPs of Sales and revenue leaders, marketing, demand gen and RevOps operators, and customer success leaders at growth companies.
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