PHASE 8: ROUTES TO MARKET

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

 

 

Covering your addressable market entirely will result in more revenue opportunities. As traditional routes to market are being replaced with innovative ways to reach customers, the executive leadership team must adjust plans on a regular basis. Packaging and Pricing should scale and adjust to the unique needs of each market segment.

Rapid Diagnostic

1. You have consistently maintained better coverage of your markets than your competitors.

2. Your market share continues to grow as a result of your current coverage model.

3. Your traditional routes to market are still the most effective.

4. You routinely explore the implementation of innovative routes to market that would provide a lift in revenue.

5. You have lowered the Customer Acquisition Cost (CAC) by routing products through alternative sales channels.

6. Customer channel preferences have changed substantially over the last few years.

7. You have responded to the changing customer channel preferences.

8. You have identified market expansion opportunities with an entirely new coverage plan.

9. You actively align your go-to-market functions around the same route to market strategy.

10. You use market and account segmentation data to guide your route to market strategy.

Deliverables

• Route to Market Analysis & Plan

• Customer Preferred Route to Market Analysis & Plan

• Competitive Route to Market Analysis

• Customer Acquisition Cost (CAC) Analysis

• Customer Lifetime Value (CLTV) Analysis

• Market and Account Segmentation Analysis (See separate “Segmentation Strategy”)

Sales Strategy
The Winning Strategies of UC&C Market Leaders
With the global shift to working from home, UC&C companies have witnessed a record amount of demand for their tools and services to carry on productivity away from the office. However, how are market leaders positioning themselves to be set...
Read More
Sales Strategy
How a Software CEO Recharged the 2020 Strategy
For market-leading software companies, the changing economic conditions have had a positive effect on the bottom line. But this has not been without their fair share of challenges, especially for those facing a high growth environment.   On today’s show, Doug Winter,...
Read More
Go-To-Market Strategy
Consumers Have Spent Over $50B in Mobile Apps This Year—How Much Did Your Company Capture?
Everyone Went Digital During Lockdown – Did Your Mobile Experience Improve?   Many people have found themselves spending more time on their smartphones these days. Lockdown orders and social distancing have driven an increased dependence on smartphones across all facets of daily...
Read More
Sales Strategy
Leading a Legacy Company to Accelerate in Any Market Condition
Legacy companies have been able to withstand nearly every possible economic condition over several decades, and yet even they have had to persevere through new challenges seen this year.   However, companies like Hexagon PPM have not been around for over 50...
Read More