costagrowth.
PTENES
Talk to Costa Growth ↗
Abstract editorial composition with an ascending blue structure and an orange sphere.COSTA GROWTH / STRATEGY × CRAFT

GTM, SALES & AI

We build commercial operations that accelerate B2B growth.

From strategy to execution.

We build commercial operations, activate opportunities and prepare your team to sell better. We work with B2B companies in facilities, technical services and infrastructure across Brazil and Latin America.

Let’s talk about your business Explore our services
BRAZIL + LATIN AMERICAGTM / REVENUE / ENABLEMENT / ADVISORY↓

Trusted by more than 100+ companies of all sizes.

SaaS & AI · Fintech · Health · Retail · Industry · Education · Facilities, technical services & infrastructure

100+companies served
1 → 17people in six months
US$150K+LATAM MRR

COSTA GROWTH SYSTEM

A growth system
for every stage.

Five connected workstreams. Start with the most urgent challenge and move forward until the routine is working.

A focused project or ongoing support. We combine the right capabilities for your business and its stage of growth.

01GTM & Market Entry
02Pipeline & Revenue Operations
03Costa Growth Sales Enablement System
04Growth & Portfolio Advisory
05Facilities Growth Motion

START WITH THE CHALLENGE

Choose the point that best matches where your operation stands today.

From market focus to a route to market.
01 / STRATEGY

GTM & Market Entry

Choose where to compete. Build your route to the customer.

When to engage

For launching an offering, entering Brazil or expanding across Latin America.

What we deliver
  • Segmentation and ideal customer profile
  • Value proposition and audience-specific messaging
  • Market entry, channels and partner plan
  • Commercial plan with priorities and owners

Core deliverable: a GTM blueprint to guide execution.

CONTINUITY

Next in the system: implement the commercial routine.

Discuss this project
Connected stages. Opportunities in motion.
02 / EXECUTION

Pipeline & Revenue Operations

Connect prospecting and sales into a coherent operation.

When to engage

For teams facing inconsistent pipeline, fragmented processes or stalled opportunities.

What we deliver
  • Prospecting playbook and sales cadences
  • Qualification criteria and funnel stages
  • CRM workflows and AI-enabled automation
  • Metrics and commercial management routines

Core deliverable: an operational playbook for your team to use.

CONTINUITY

Next in the system: practice with the team.

Discuss this project
Practice, receive feedback, improve.
03 / DEVELOPMENT

Costa Growth Sales Enablement System

Prepare your team for the conversations that decide a deal.

When to engage

For onboarding, new positioning or stronger discovery, negotiation and executive selling.

What we deliver
  • Roleplay scenarios by buyer persona
  • Discovery and objection-handling guides
  • Evaluation criteria and structured feedback
  • Coaching and learning reinforcement plan

Core deliverable: a practice program tailored to your sales process.

CONTINUITY

Next in the system: track the operating indicators.

Discuss this project
Aligned priorities for the next stage.
04 / LEADERSHIP

Growth & Portfolio Advisory

Executive support to integrate acquisitions and turn operational intelligence into growth.

When to engage

For leaders in facilities, technical services and infrastructure who need to connect M&A, organic growth and efficiency.

What we deliver
  • Commercial assessment and due diligence
  • First-100-day revenue plan
  • Facilities Revenue & Intelligence Motion
  • Commercial transformation and AI priorities
  • Advisory or fractional commercial leadership

Core deliverable: a growth agenda with post-M&A integration, account intelligence and revenue and margin governance.

CONTINUITY

Next in the system: ongoing advisory.

Discuss this project
New accounts, expansion, renewal and margin in one commercial system.
05 / FACILITIES

Facilities Growth Motion

Turn operational signals into profitable growth.

When to engage

For facilities and recurring-service businesses seeking new accounts, contract expansion and earlier renewals.

What we deliver
  • Segment markets and accounts by vertical, potential, ideal customer profile and installed base
  • Map buying triggers: new contracts, expiries, scope changes, SLAs, risk and expansion
  • Apply SaaS playbooks to recurring revenue: acquisition, onboarding, adoption, cross-sell, upsell and retention
  • Connect CRM, contract and operational data to score accounts and anticipate opportunities with AI
  • Run hunting, expansion and renewal cadences; measure organic revenue, margin and sales efficiency

Core deliverable: a 90-day pilot with prioritized accounts, cadences, owners and a results dashboard.

Read the full analysis
CONTINUITY

Next in the system: test the pilot, learn and scale the motions that deliver results.

Discuss this project

EDUCATION & CREDENTIALS

Knowledge that supports execution.

Training and credentials that combine strategic thinking, management and execution.

EDUCATION

PROFESSIONAL CREDENTIALS

INVESTMENT

Start with clarity.
Build with consistency.

Choose a starting point and extend the work as the business calls for it. Each format combines a defined scope with a natural next step.

STARTING POINT

Assessment & sprint

For a clearly defined commercial challenge.

From BRL 6k

2–3 weeks

  • Context and data review
  • Hypotheses and priorities
  • Action plan with next steps

Next step: implementation.

Discuss this format
BUILDRECOMMENDED

Implementation & support

For turning decisions into a commercial routine.

From BRL 15k

4–8 weeks

  • Processes and playbooks
  • Operating rhythm and metrics
  • Side-by-side work with the team

Next step: monthly advisory.

Discuss this format
CONTINUITY

Advisory & fractional leadership

For decisions and execution with ongoing presence.

From BRL 9k/month

Minimum 3 months

  • Executive agenda
  • Priority follow-through
  • Support for leaders and teams

Adjusted to the stage and region.

Discuss this format

Reference prices shown as “from”. Final scope, timeline and investment are set out in a proposal.

EXPERIENCE IN ACTION

Real challenges.
Work that makes a mark.

Selected experience from the career of Marcelo Costa, founder of Costa Growth.

Sellesta
1 → 17 people

Market entry

Building an operation in Brazil

Bring AI-powered e-commerce and marketplace solutions to Brazil.

Explore the work
The work
Implemented the go-to-market strategy, expanded the team and developed retail partnerships.
The outcome
Team grew from 1 to 17 people in six months. One product launched and two more were introduced in Q4 FY23.
View case I have a similar challenge
Voximplant
US$150K+ MRR

Revenue & partners

Scaling cloud communications in LATAM

Expand cloud communications adoption in Latin America.

Explore the work
The work
Led 24 professionals, developed the sales pipeline and created a partner program.
The outcome
Achieved more than US$150,000 in monthly recurring revenue in Latin America.
View case I have a similar challenge
Recommendix
Up to 20% sales uplift

Market entry

An AI SaaS ready for the Brazilian market

Turn an e-commerce recommendation solution into a commercial operation across Latin America.

Explore the work
The work
Reviewed the GTM, structured the local team and built partnerships to reach the right decision-makers.
The outcome
The solution offers sales uplift potential of up to 20%; the team grew from 1 to 17 people.
View case I have a similar challenge

Marcelo’s prior experience in executive roles at the companies shown.

See more success stories

FROM STRATEGY TO REAL WORK

Your growth.
A concrete action plan.

Every project connects decisions, owners and deliverables. You see what is being built and how it becomes part of the commercial routine.

01

GTM MARKET ENTRY BLUEPRINT

Market entry blueprint

ICP, priority market, value proposition and a 90-day action plan.

ICPMarketChannels90 days
02

REVENUE OPERATING SYSTEM

Revenue system

Funnel, cadences, ownership and metrics that move opportunities forward.

FunnelCadenceCRMMetrics
03

SALES ENABLEMENT PLAYBOOK

Team playbook

Talk tracks, qualification criteria and guided practice for decisive conversations.

MessagesPracticeCoachingRitual
04

GROWTH ADVISORY SCORECARD

Decision scorecard

Priorities, risks and next moves for leadership and portfolios.

PrioritiesRisksDecisionsNext step

Every stage, new capabilities.

Build systems that make reps more productive.

Each project stage requires capabilities, processes, people and a product version aligned with its sales model.

Bottom of funnel · Transactional scale

High lead volume and fully transactional selling. Speed, standardisation and efficiency to convert at scale.

Middle of funnel · Account management

Active customers, relationships and account expansion. Relationship-led sellers who create value and develop their portfolio.

Top of funnel · Enterprise prospecting

Hunter profiles, outbound and strategic account acquisition. Research, consultative outreach and the ability to navigate complex sales.

Each stage calls for its own sales motion, motivation and execution.

Design a program for my team

COSTA GROWTH SALES ENABLEMENT SYSTEM

Great conversations
deserve preparation.

A sales enablement system connecting onboarding, methodology, AI practice, coaching and performance metrics. The goal is to turn knowledge into behavior and behavior into revenue.

  • Onboarding, methodology and sales certification
  • Cold calling, discovery, objections and negotiation
  • Scorecards, coaching and AI-supported practice
Design a program for my team
ILLUSTRATIVE SCRIPT · NEGOTIATION
CFCFO · B2B purchase
“The budget is tight. What makes this worth pursuing now?”
Practice objective

Explore impact, priority and decision criteria before discussing discounts.

FEEDBACK WITH CLEAR CRITERIA

Question quality
Business value
Next step

HOW WE WORK

From assessment
to continuity.

01

Assess

Understand the challenge, context and outcome that needs to happen.

02

Build

Set priorities, deliverables and a way to work with the team.

03

Activate

Put processes, messaging and conversations into motion.

04

Sustain

Track indicators, adjust the route and consolidate the routine.

See investment formats

ENGAGEMENT MODELS

The right depth
for your next move.

Scope, timeline and investment are set out in a proposal after the initial conversation.

COSTA GROWTH

Focused expertise.
Thoughtful delivery.

We are a B2B growth consultancy. We combine go-to-market strategy, commercial execution and sales development in engagements designed around each business.

Bespoke

Your business context defines the engagement.

Practical

Work translates into decisions, processes and usable materials.

Close collaboration

Direct alignment with leadership throughout delivery.

Founded by Marcelo Costa, who brings more than 27 years of experience building markets and leading technology operations. His career spans Brazil, Latin America and five years in the United Kingdom.

PROFESSIONAL RECOMMENDATIONS

From the people
who worked alongside.

Leaders who worked with Marcelo Costa share their experiences.

Marcelo is a game-changing leader who fosters collaboration, solves problems with positivity, delivers results, and earns admiration for his impact..

Michela Toffali

Marketing & Communications Director EMEA

Marcelo combines great leadership, communication, and technical skills, driving hard deals and quickly grasping complex products to deliver value.!

Sergey Poroshin

Co-founder @Voximplant

Marcelo is a strong leader who builds sales teams, launches IT solutions from scratch, and fosters trust with clear, effective communication.

Kirill N

Chief Revenue Officer @Yandex

Marcelo’s raw potential and brilliant ideas are unmatched. A future mogul in the making, he's destined for greatness. Excited to see more!.

Nicolas Calderon Gonzalez

CMO & Co-Founder @Tres Pi Medios

Marcelo is a game-changing leader who inspires teams to soar. A master at building from scratch, he ignites strengths and crafts dream teams.

Mikhail Terentev

Senior Product Manager @Yandex

Why run when you can ride a motorcycle? Why throw snowballs when you can wield a machine gun? Marcelo takes a bold approach to sales, turning unexpected opportunities into revenue.

Vladimir Samukov

Head of Service Delivery @Voximplant

Marcelo is a rare gem — fast, collaborative, positive, resilient, well networked, amazing to work with, and able to dive into new complex markets and products. My strongest recommendation.

Dmitry Stepanov

Entrepreneur, investor, judge Forbes 30 under 30

Marcelo is dedicated, enthusiastic, and skilled in building relationships, qualifying leads, and driving results. Creative, empathetic, and resilient, he delivered even in tough sales scenarios.

Elvira Ikoeva

Head of Sales @ TipTop Pay

01 / 08

LET’S BUILD THE NEXT STEP

Share the challenge.
We’ll shape the work.

Tell us where your company stands and what needs to change in your commercial operation. Our initial conversation helps define the starting point.

Your email opens with this information already organized.

Direct contact by email. Scope and investment by proposal.

Phone · +55 11 94528 7132WhatsApp · +55 11 94528 7132 LinkedIn · Costa Growth LinkedIn · Marcelo Costa
Privacy and cookies