Go-to-Market Strategy
Today the pressure on the organizations top line and bottom line are getting intensified by the complexities that confound go-to-market strategies, including a scarcity of data on customers and purchases, fragmented and multilayered distribution networks, and variations in how well last-mile execution is achieved by sales reps. To deliver in these challenging—but highly promising times, companies look for a tailored go-to-market plan.
We help organizations to improve the effectiveness of their marketing and sales strategy by adopting new trends in data-driven selling, digitization, and selling models. Balancing go-to-market innovations with traditional sales-force levers is key to achieve competitive edge.
- What We Do
- Understanding the target audience: We generate powerful new insights about organizations' consumers, to identify attractive segments which needs to be targeted in the go-to-market strategy.
- Defining value preposition: We uncover the unique benefits of a product or service and draw the connections between what consumer desires and our delivery. We then shape these connections into a compelling value proposition that ensures organizations standing vis-à-vis competition.
- Setting up pricing and Trade spend: As pricing is crucial for positioning, profitability and customer adoption. We help organizations to have a right pricing strategy. We also work on trade spend for trade marketing and performance incentives.
- Retail execution efficiency: We work with the organization to optimize the service model, apply a segmented service model, and increase sales force effectiveness.
- Enhancing execution capability: We take a deep dive into organisation to understand go-to-market capabilities across marketing, sales, distribution and service. And identify improvement area to strength them prior rolling out go-to-market strategy.
Customer Lifecycle Management
Efficient customer lifecycle management (CLM) helps tremendously in customer interaction strategies. A successful and effective implementation of these strategies fuels significant business growth and profitability.
We help organizations in maximizing revenue and margin along the consumer decision journey from acquisition to upsell/cross sell to loyalty.
We work with organizations to analyze and understand the behaviors and needs that characterize their valuable customers. Determine the right objectives (e.g. acquisition versus retention), and work out the best ways of reaching them (e.g. channel strategy).
We help clients to improve the effectiveness of their marketing and sales strategy by adopting new ways in data-driven selling and selling models.
What We Do
Loyalty program optimization: We work with organizations to build integrated, cross-functional programs through an in-depth understanding of affinity and traction in relation to new and existing customers. We also help refining the program features to maximize returns going forward.
Front line improvement: We assist organizations to develop programs that help front liners change their behaviors. Companies often struggle in this stage because this is one of the toughest thing to act upon. We help strike the right balance between data analysis and the practical front-line change.
Improving the customer experience: Optimizing the “customer experience” (CE) can create real and quantifiable value for companies. We help organizations to work on bringing in the change in culture which is the most important factor for good CE.
Sales & Channel Management
It is very important to ensure the effectiveness of the sales investments and interactions with customers across all channels to drive sales growth.
We enable organizations to develop clear understanding of how and to whom organizations sell their products and services, the channels they use, and the back-office operations that support these efforts. Where necessary and appropriate, we also help in addressing specific challenges in their go-to-market strategy, sales-force effectiveness, key-account management, and other relevant areas.
What We Do
Our approach extends from quick targeted interventions that unlock value (e.g. improving key-account management program) to more holistic sales transformations focused on model, execution etc. across the organization’s entire go-to-market model:
Improve return on sales investments: Cutting sales costs without losing revenue is both an art and a science. We work with organizations to identify potential improvement areas and ways to achieve them.
Locate and capture pockets of growth: We help organizations to take a fine-grained view by geography, industry segment, and offerings to find the hidden pockets of growth. Then tailor the strategies and approaches needed to capture them.
Front-end sales process enhancement: We work to reimagine sales processes and help incorporate changes as essential, build digital capability for effectiveness, efficiency in the front-end sales process.
Building the high-performing sales force: To boost the effectiveness of sales force spread across geography, we help build necessary skills in the organization by providing innovative, hands-on programs that include performance dialogues, train-the-trainer, capability building approach for sales managers that combines classroom and on-the-job learning. This component is critical in achieving sustained improvement.