PHASE 10: GO-TO-MARKET RESOURCE MANAGEMENT

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

 

 

Strategic execution starts with the C-Level leadership team. This means the leadership team must be equipped to accomplish the tasks at hand. With the right skill set and budget allocation, resources are allocated properly. This leads to reduced budget waste and increased probability to make your number.

Rapid Diagnostic

1. You have defined your go-to-market leadership organizational structure.

2. Your go-to-market structure includes a Customer Experience leader.

3. You have defined the attributes of an A Player executive leader.

4. You assess the capabilities and accountabilities of your leadership team more than once per year.

5. You allocate people, money, and time based upon what is outlined in your corporate strategy.

6. You use an activities-based budgeting methodology when allocating resources to your strategic initiatives.

7. You have a succession plan in place to replace leaders when they leave or are moved into a new role.

8. You actively nurture your network and develop a bench of potential leaders that can be recruited when the need arises.

9. Your go-to-market resource plans are managed on a quarterly basis to reflect the current needs of the business.

10. You actively monitor Customer Acquisition Cost (CAC) and Customer Lifetime Value (CLTV) by market segment, product, and sales channel.

Deliverables

• Go-To-Market Organizational Design

• Leadership Capabilities & Accountabilities Assessment

• Executive Talent Search

• Go-to-Market Budget Allocation

• Customer Acquisition Cost (CAC) and Customer Lifetime Value (CLTV) by market

segment, product, sales channel

Sales Strategy
How a $3B Software Company's Forward-Thinking Strategy Accelerated Them Through the Downturn
Organizations have had to drastically reimagine their revenue model since last year to accommodate the new era of digital. However, some companies anticipated this shift much earlier in advance and were able to adapt and scale quicker than their competitors....
Read More
Go-To-Market Strategy
Where DEI Accountability Sits and How to Build a Foundation for Your Strategy
As many companies are starting to pursue sustainable and growing DEI strategies, including ours, people are wondering where does the responsibility lie? Many jump to the conclusion that DEI is a people initiative, so it should just fall within human...
Read More
Sales Strategy
How Leading Finance Executives Drive Transformative Growth
SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following...
Read More
Sales Strategy
3 Keys to an Unmatched Account Segmentation Strategy
A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare?   On today’s show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve...
Read More