The go-to-market of companies is often something that has evolved over time; this means the product and service mix, the customer segments and the channel mix are not consistently geared towards the potential that exists. Then the problem is over- or under-support, high cost-to-serve or cost-of-sales and coverage gaps, especially in proactive channels. It is often unclear how new customer and existing customer business interact in a hybrid model of field sales, inside sales, partners and digital sales. This is where we get involved: Together with you, we develop a go-to-market strategy that ensures the product and service mix, customer segments and channel mix are consistently aligned towards potential for profit.
Solution approach
Our solution approach
Channel mix and hybrid sales : We align your go-to-market to be effective
Our approach offers you better market penetration and optimal market entry. We follow a clear logic with respect to channels and service levels, and close coverage gaps. We support you in various areas including:
Alignment of channel mix and hybrid sales with potential
Coverage logic and sales approach by segment, including hunting and farming, proactive market cultivation and partner management
Go-to-market motions, sales plays, funnel standards and clear handovers to increase conversion and win rate
Go-to-market excellence : Steering via clear governance
In our projects we see that the go-to-market strategy is seldom the only relevant lever – a robust factual basis and consistent implementation are equally important. That is why we always start by surveying market and customer potential. We ensure the product and service mix, as well as the channel mix, are aligned with your segments. We steer the hybrid go-to-market approach by means of clear governance and then measure impact. We roll out successful approaches across regions, countries or business units. We establish routines, enablement and workflows. This allows your managers and teams to make decisions more quickly and implement them consistently. Our common goal is achieving a go-to-market which is measurably effective and remains successful for the long term.
Contact
Go-to-market excellence means: An offering, customer segments and channel mix being consistently aligned to potential, ensuring proactive coverage and effectively managing the cost of sales – thereby enabling faster and more profitable growth.
Your Contact
Johannes Kiekhöfer