Consulting Services
Business and GTM Strategy
Business and GTM Strategy
A well-defined Go-to-Market (GTM) strategy can guide efforts toward a single goal and enable efficient customer acquisition, especially when resources are limited. Xscale helps companies create a clear GTM strategy and operating plan.
The GTM strategy is centred on market segmentation, the company’s core strengths, and the competitive landscape. GTM Planning includes:
Geographic Coverage:
Identifying target geographies for Company’s product and services.
Customer Segment:
Identifying target customer segments i.e. choosing a right mix of enterprise, mid-market, or small businesses segment.
Industries:
Gauging the upcoming industry opportunities and re-evaluating the currently targeted industries.
Sales Channel Selection:
Identifying appropriate sales channels for the defined target markets and customer segments.
Positioning:
Defining a clear market positioning for the company to establish a differentiation vis-a-vis competition.
Pricing:
Reviewing existing pricing strategies based on positioning, market, and competition
In designing an impactful Sales Operating Plan, we support in the following areas:
Sales Territory Design: Designing Sales territories to ensure optimal coverage based on product, geography, and customer segment.
- Sales Team Structure: Structuring sales teams to cover target markets effectively. This also include pre-sales and marketing teams’ structure.
- Quota and Headcount Allocation: Designing quotas and headcount allocations to maximize the productivity of the Sales Teams.
