'Go to Market' Planning

Typical Scenarios

Businesses often have a number of new market opportunities to exploit (both geographically and product focused) or are having difficulties in fully exploiting their existing business opportunities.

As such CCL's clients have been keen to determine how they can effectively exploit these opportunities, review their existing ‘Go to Market' model and establish the most appropriate future ‘Go to Market' Strategy and Plans.

Although most businesses have a sound knowledge of their market opportunities and business proposition they often struggle to achieve the results that they would expect. By engaging CCL they have benefited from independent and experienced guidance, which has assisted them in growing their business and in particular has been invaluable with regard to the establishment of a robust operational sales plan and the development of appropriate ‘Go to Market' methodologies.

Typical ‘Go to Market' Planning Project

A ‘Go to Market' Review project has the objective of establishing the following:

  • A high-level business review to ascertain and quantify the principal business opportunities
  • A high-level review and documentation of the business capability, the features and benefits offered, the critical determinants of success and a critique of the client's current sales proposition and business development methodology
  • The key characteristics and receptiveness of the prospective market for the client's products and services
  • A detailed review of the company's current and planned sales operational activities, organisational structure and processes
  • A review of the appropriateness of the business infrastructure in place (and planned) to adequately support the projected growth
  • To review and quantify the current cost of customer acquisition and to estimate as the business grows what the marginal cost of adding customers/clients will be
  • A detailed review of the company's current and planned customer services activities, organisational structure and processes
  • A detailed review of the company's current and planned organisational structure and processes to support the development of its new geographic or vertical market expansion plans
  • The determination of the most appropriate ‘Go to Market' model. The model would consider potential sales methodologies, appropriate/practical operational methodologies and processes, product lifecycle and commercial considerations and establish a sales and marketing action plan

Consultancy Resource

Alongside its core and extensive IT skills, CCL has consultancy resources that embrace specialist skills from Human Resources, Sales, Marketing, Operations and Finance functions.