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

Go-To-Market Strategy
The Core 10 KPIs for Accelerating B2B Growth
“What is the standard, and what is everybody else doing?”  You’ve asked yourself this question individually in many different situations.  What you choose to eat, how you decide what to wear to an important event, or even how often you...
Read More
Go-To-Market Strategy
How Amazon Won in the Last Recession – and Why CEOs Should Care
Many are predicting that the U.S. will enter a recession in the next year. To prepare, we believe the most important thing a business leader can do is study and learn from the past. Here, we take a look at...
Read More
Go-To-Market Strategy
3 Actions CEOs Take to Capture Market Share From the Competition
The 2019 fiscal year is in the rearview mirror, and 2020 has officially started. Strategic planning is finished, and plans to get off to a fast start in FY20 are in motion. For many CEOs, the strategy and approach used...
Read More
Sales Strategy
How a Sales Leader Moves Upmarket from SMB to Enterprise Customers
Moving from an SMB customer base to enterprise customers sounds like an excellent idea when presented in a board room. In reality, it is a very difficult and complicated transformation to pull off.   In today’s interview, we are joined by Stefano...
Read More