ASSESSMENT - Interview management team, detailed data assessment & tailored market segments and prioritization (quantitative & qualitative)
CUSTOMER VOICE - customer, distributor, influencer survey and customer discovery. Management of surveys: Questionnaire adaption, local institute management, including briefing & progress monitoring
COMMERCIAL PRIORITIZATION - Market segmentation, sizing, description (BI), rating and commercial priorities. Data preparation & analysis, multiday segmentation workshop with marketing and field team, including in-depth commercial prioritization sessions
CUSTOMER VALUE PROPOSITION - New service initiatives and technology. Identification of sales supporting initiatives and customer service to be developed, including business casing and action planning
Value Proposition design by segment and customized value proposition for the selected prioritized market segments.
MARKET ACCESS - Value proposition for Distributors Define business criteria to assess distribution network and priority. Diagnostics & tailored methodology for distributor mapping, segmentation & prioritization and optimize your sales team structure accordingly.
COMMERCIAL POLICY - Commercial policy review and recommendation for policy adjustments by prioritized customers and drive customers to support implementation of the company growth strategy.
CAMPAIGN PLAN - Campaign plan actions matrix, Campaign plan calendar with support tools.
What does GTM brings
Prioritize CUSTOMER'S’ segments to define where to focus in the coming years
Understand customer's needs and pain points to develop a more differentiated offering and sales speech
Identify key distributors and adjust service level to support growth throughout the value chain
Provide a clear view on sales and marketing actions, to help in coordinating and preparing an efficient campaign
Provide marketing and sales tools to make GTM a sustainable approach over time
Define business criteria to follow and measure business growth impact and ROI
