Services

New Organizations/Startups:

• Go-to-Market strategy / Sales plan development for a pre-launch of a new product

• Business development services, prior to recruiting the broader Commercial team, to engage Early Adopters and validate product positioning.

• Minimum viable product assessment; possible markets to generate early revenue, before full commercial launch

• Commercial rampup; utilizing a strategic partial headcount in the commercial organization, assessing sales yield before investment in a broader team.

Commercially launched Organizations:

• Marketing/Sales strategy assessment based on missed sales targets, and slow product/service adoption in the marketplace.

• Voice of Customer interviews/analysis as a component of commercial strategy validation

• Lead development and pipeline building strategy and/ or execution for a new product or new market

• Outsourcing assessment/Vendor analysis

Investment Entities:

• Failure to launch, Repetitive missed revenue targets, Lacking repeat sales without validation; Assess and Validate current Sales & Marketing strategy and implement a correction based on data.

• Repetitive team turnover;

• Lack of bandwidth with existing FTEs

• Commercial assessment prior to reinvestment

• Voice of Customer analysis to validate positioning assumptions

Other Sales & Business Development functions

• Sales Outsourcing Assessment/Plan

• Prospect Generation: KOL; early adopter; by market / application/ persona

• Lead Generation: KOL; early adopter; by market / application/ persona

• CRM optimization

• Sales tools/collateral

• Marketing tools/collateral

• Competitive assessments

• Demand generation strategy/functions

• Customer retention analysis/plans

Go-to-Market Strategy Development:

• Company informational interviews and assessments of existing sales and marketing plans.

• Voice of Customer interviews and analysis (validation of product-market fit).

• Market segment analysis.

• Competitor research and assessment.

• Pipeline and forecast development, review, and analysis.

For existing Go-to-Market Strategies and Plans, this same exercise, or a modified version, is also used as an external validation of Product-Market Fit.

When properly executed, the questions answered in this journey are also key to defining a Customer Acquisition Process, enabling the development of critical organizational Playbooks: Sales, Marketing, Product, and Customer.

Go-to-Market Plan

This may be developed at the same time as a Global Marketing Plan in small or early-stage companies, to include the following for a new product or new market:

• Timing

• Targeting

• Positioning

• Partnerships/Alliances

• Product

• Distribution

• Communication

• Pricing