What is a Go To Market Framework?
A Go-to-Market framework helps companies maximise the effectiveness of their sales force and translate their sales and channel strategies into field-ready sales plans that drive above-market growth. Discover the Go-to-Market framework we use for each Go-to-Market strategy we design for our clients.
Go To Market Framework
01. Know your customers and their choices
Every go to market plan starts with your customers and a proper research. Then our go-to-market managers will study deeply who your customers are and what they look for, their taxonomy, their pain points, their needs and more. We will capture relevant data including not only users but also decision-makers, gatekeepers and influencers.
02. Your Go-to-Market framework has a strong business proposition
Once we know your customers, it’s time to build your special offer –what are you providing them with. In this case, our go to market manager will help you to create the proper messages based on the benefits your customers are looking for and choosing the right channels to reach them.
03. Get your key stakeholders aligned
The need for buy-in may seem intuitive, but it is not uncommon for go to market plans to fail in this. As go to market manager we know this and so we will ensure your main stakeholders (sales, operations and others) are engaged with the project from the beginning so we make your go to market strategy succeed.
04. Your Go-to-Market framework covers your internal resourcing
Regardless of how strong your budget is, your go to market plan has to align with your long-term goal. If not, your company risks costly mistakes like underestimating or overestimating a market opportunity, ignoring competitors, or locking into an unsustainable resource burn rate. That’s why our go to market strategy always quantifies their internal resources.
05. Ensure your Go-to-Market framework sets market and sales projections
It’s common to need some help to make estimations regarding close rates and market share attainment. So our go to market consulting services cover this as well. We run sensitivity analysis to gain a clearer perspective of sales projections and targets so we build a solid go to market plan. That way, we increase the chances of our go to market to succeed.
06. Define your strategic perspectives
Strategic, commercial, and financial elements must align for any go to market plan to work. And as go to market consulting specialists we bring a wealth of knowledge and experience in each area to ensure this happens. Every go to market strategy created by us offers not only a go to market plan regarding sales, product and distribution but also a financial perspective to undertake cost-to-market and pricing activities.
07. Set ambitious goals and follow them up
The last element of our go to market framework is to define all the objective key results of the go to market plan and break them into clear key results that we can easily follow up. Only that way we will be flexible enough to adapt our go to market strategy if external market-driven dynamics change. Once we define our goals and identify which metrics we are going to follow up, we will help you build a live dashboard so you can track our go to market strategy evolution easily.
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