ceOS:Go
align Marketing and Sales, for Go to Market success
Why you need a strong Go to Market competency now
A Go to Market competency is a set of skills and capabilities that enable you to identify, reach, and serve your target customers effectively and efficiently by:
- Understanding your customer’s needs and preferences
- Developing a value proposition that solves their problems
- Creating a strategy that communicates the benefits and differentiators of your product or service, and executing a marketing plan to generate awareness and qualified leads, leading to successful opportunities for Sales
- Enabling Sales to engage and sell effectively
Our clients come to us when
Their customers don’t understand or perceive value in the solution, sales methods are no longer effective, or the market has shifted
Our clients realise that building a sales strategy is a challenging task, requiring a careful balance between delivering what each customer needs and controlling the costs required to fulfil those needs.
And whilst many organizations may have found an effective sales model at one time, there’s no guarantee it will survive into the future.
With changing market trends and evolving customer needs, many factors can impact a company’s sales strategy, making them key turning points for undertaking a Go-to-Market review.
External challenges and opportunities
- New market dynamics that impacts customer needs, such as Work from Home, or the need to modernise legacy ERP systems
- Entry of new competitors
- Poor performance in specific categories, regions and/or sales channels
- Changes in the regulatory or legal environment, e.g. the growing need for Environment/Social/Governance (ESG) solutions to achieve compliance and accurate reporting
- New technology or business trends, such as Digital Transformation and IoT Digital Transformation is the process of using digital technologies to transform existing traditional and non-digital business processes and services, or creating new ones, to meet with the evolving market and customer expectations, thus completely altering the way businesses are managed and operated, and how value is delivered to customers. From this definition it’s clear that iWMS can play a significant role in Digital Transformation.
IoT – Internet of Things
Internal challenges
- Lack of understanding of the market dynamics in terms of categories, regional distribution and channels
- Limited knowledge of the customer needs in terms of services, portfolio, commercial conditions and service level
- Failure to adequately serve regional variations in a market
- Unclear roles & responsibilities among Sales, Marketing and Operations/Support
When it comes to overcoming these issues, ceOS:Go enables you to build a successful commercial strategy.
The benefits of ceOS:Go
- Increase revenue and sales volume – through better coverage and penetration of products in the market
- Increase profitability – through reduced marketing and sales costs
- Increase sales model efficiency - through lower friction and adherence to market needs along the entire value chain
- Increase alignment with customer needs – through improved understanding of client’s profile, their requirements and the value your products have for them
- Increase market share – through innovation, stronger relationship with clients, bringing more relevance in the market
What we do
We help you to set up and operate your Go to Market (GTM) competency, with:
- Advisory services:
- Enhance organisation and performance
- Market and product segmentation and analysis
- Aligning Marketing and Sales strategy
- Change management
- Development of Narrative, Content and Tools for Sales Enablement and Marketing
- Development and execution of lead generation programs
- Managing and collaborating GTM activities via the ceOS Platform for GTM (launching Q2 2023)