GO TO MARKET DESIGN
Translating your strategy into the right go to market solutions to profitably get your products and services to your target customers is the key to success.
Simply put, a go to market design answers the question "how to win", navigating your available sales channels, ensuring that you meet customer’s needs with the right product in the right place at the right price at the right time.
Taking a customer first approach we work with you to understand the pain points, satisfiers, and delighters to define the customer experience that helps drive acquisition and loyalty.
We will also build with you the unique customer value proposition that only you can offer - with the right product or service configuration, pricing, promotion, and trade terms for each customer segment you have selected.
Channel coverage will also be defined and the selection of the right routes to market. Using the right blend of direct and indirect resources will enable you to profitably reach as broad and deep as required in your target channels.
CUSTOMER PROPOSITION AND EXPERIENCE
We’ll help you bring the voice of the customer into your business. What are their pain points? What satisfies their needs and what delights them?
Defining the experience you want to deliver, making sure your organisation is clear on activities and processes for each customer journey touchpoint and tracking these will enable you to win, grow and retain customers.
REVENUE GROWTH MANAGEMENT
The primary aim of Revenue Growth Management is to deliver sustainable, profitable growth through selling the right product to the right customer at the right time for the right price and with the right pack.
Setting out your assortment, pricing strategy, promotional plan and customer trading approach will give you the tools and confidence to execute consistently.
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CHANNEL MARKETING PLANNING
How will you bring your proposition to life to excite your customers and partners? What is it you need to say and demonstrate that will ensure their support for your brand and product? How will you ensure your activation calendar is aligned to business and commercial objectives? How will you provide clarity to your sales teams about the execution priorities?
Building out your channel marketing plan, the ‘Picture of Success’, along with the collateral to sell in to customers will ensure you answer these questions and can have confidence in implementation.
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ROUTE TO MARKET
Based on your business goals and channel ambition we will work with you to map the route to market options to deliver your desired coverage to access customers with your proposition. Reaching your target customer via the direct approach is the shortest route but will need the right sales resources to do this. Using partners such as wholesalers and other third parties can extend your reach but may reduce control. Building direct to consumer routes provides many positives and retains your margins but you will need to work hard to build scale.
Getting the right blend across your route to market options balancing reach, scale, capability and profitability will set you on the right path.