Go-To-Market (GTM) planning drives the focus and alignment strategy for the organization.Â It is the short-term (1-3 year) starting point for deploying resources to achieve the Vision and Mission objectives. Developing and executing the GTM Plan guides an organization to streamline operations, to effectively and efficiently achieve operational goals.
- Business Definition – Your Business and/or Role: defining what business(es) you are inâ€¦ what role you play etc. (i.e. IT Solution Provider, IT Niche Service Provider, Component Provider, Systems Integration Provider, etc.).Â This is the most important first step and nothing else can be done to develop your GTM Plan until this has been completed.
- Identify Ideal Customers/Industries â€“ What is unique and/or better about your products and/or services and what customers in what industries would profit the most by availing themselves of your capabilities.
- High Customer Value Applications - Identification of specific applications of your capabilities that provide customers with operational improvements and value (i.e. revenues, risk mitigation, operating cost reductions etc.).Â Identify Ideal Customers/Industries provides the basis for developing marketingâ€™s value propositions.
- Sales Channels â€“ Once the Ideal Customers/Industries and High-Customer Value capabilities have been identified, then the customers can be consulted to identify the Ideal Sales Channel that they would prefer to be sold to and serviced by.Â If the products and/or services are relatively innovative, the set of channels may change over time (i.e. Solution Provider transitioning into mix of Solution Providers, System Integration Providers, Complimentary Component Providers and eventually to Commodity Providers).
To learn more about our GTM Services.pdf