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”)

STRATEGY AREA
CONTENT TYPE
INDUSTRY
CS Tech Gap Visualization Tool
November 20 2019
CS Tech Gap Visualization Tool
VIEW
Channel Partner Scorecard
November 13 2019
Channel Partner Scorecard
VIEW
Conversational Commerce Guide
October 29 2019
Conversational Commerce Guide
VIEW
previous
1 of 140
right
Loading...
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

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS