Go-To-Market Strategy
The Revenue Growth Methodology

The 3-Step Go-To-Market Strategy


Step 1: Market & Competitive Intelligence

 

Phase 1: Needs Definition

Outline the goals and objectives of the Market & Competitive Intelligence program.

 

Phase 2: Monitoring and Collection

Process to collect, categorize, and store insights from the market.

 

Phase 3: Analysis and Reporting

Process to analyze the insights collected from the market.

 

Phase 4: Distribution and Utilization

Distribution and communication of insights throughout the organization so they can be converted into innovation requirements and new go-to-market approaches.

 


 

Step 2: Go-To-Market Planning

 

Phase 5: Planning

Strategic Planning enables leadership to make strategic decisions. Strategic Planning dictates the development of the Corporate Strategy and focuses the direction of the company.

 

Phase 6: Development

Documents the direction of the company from the philosophical vision to the market-facing brand. Development is an input into Planning and is maintained through Strategic Interlock.

 

Phase 7: Cross-Functional Interlock

Maintains alignment of your functional strategies to assure all groups are working together toward the same objective.

 


 

Step 3: Go-To-Market Execution

 

Phase 8: Routes to Market

Sufficiently cover your markets. Select and optimize your sales channels. Price and package your products correctly.

 

Phase 9: Go-To-Market Execution Planning

Defines the tactical priorities needed to achieve the strategic plan.

 

Phase 10: Go-To-Market Resource Management

Allocates your go-to-market resources to execute the strategic plan.

 

Sales Strategy
The Impact of a Third-Party Perspective on Customer Experience
As CEOs and CMOs continue to invest in customer experience programs, many are starting to build internal teams responsible for measuring and improving CX.   Brad Christian, Chief Customer Officer of Market Force, challenges this approach.   In this interview segment, Brad unpacks why...
Read More
Go-To-Market Strategy
How a CEO Deploys Technology Along the Product-to-Platform Journey
Making the transition from being a product provider to a platform provider is a difficult task for many B2B companies and does not happen overnight. Not only is there a specific shift in mindset that needs to happen, but technology...
Read More
Go-To-Market Strategy
Mobilize Your Team to Your Long-Term Vision with Your 2020 GTM Plan
Studies have shown that up to 90% of strategies fail to implement. The key reason for lack of implementation comes down to business execution and the inability to mobilize the entire organization towards a common outcome. You probably read a...
Read More
Go-To-Market Strategy
What 84% of Companies Get Wrong About Annual Planning
You see it all the time.  An executive leader is scared to make bold decisions required to grow the firm.  We call it “Incrementalism.”  They quickly review minor successes of the past year and re-up. The meagerly reallocate funds towards...
Read More