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Description

The development of a clear go to market plan and strategy helps to align sales, marketing and product teams to focus on customer needs and capitalise on market opportunities.

Declare specialises in helping organisations to develop and implement go to market plans and strategies to increase market share, enter new markets and launch new offerings in complex B2B technology markets.

Elements covered during the Go To Market Planning process include:

  • Definition & size of market opportunity incl growth potential
  • Business objectives & strategies
  • Revenue plan & growth potential
  • Customer lifecycle definition & management
  • Customer acquisition, nurturing, retention & expansion strategy
  • Budget & resources
  • Sales & marketing alignment to customer lifecycle
  • Communications channels, techniques & methods
  • Channels to market, approach, promotions & metrics
  • Sales readiness
  • Pricing, margins and EBIT
  • Expected results & key metrics
  • Critical success factors
  • Risk factors; economic, competitive, and internal risks associated with executing strategy
  • Risk mitigation strategies & tactics

Deliverables

  • Go-to-Market Plan
  • Go-to-Market Timeline
  • Budget & resources required

Recent Engagements

Development of umbrella and portfolio-specific Go To Market Plans for 5 product areas for the EMEA territory of a US-based enterprise software company

Development of Go To Market plan and strategy for new SAAS offering for EMEA market for location intelligence software organisation

Development & implementation of Go To Market plan for leading global software company to build a cloud-capable channel

Case Studies

Useful Insights