FUNCTIONAL EXPERTISE:
SALES & MARKETING
Business leaders know that commercial success comes from expansion into new markets, territories and customers groups achieved by sales & marketing
HOW WE CAN HELP YOU
Product Strategy
However, because organizations have evolved from an initial technological concept and the original creator and visionary of that product may not always be around to provide insights and direction. Often those who come to manage a product strategy – do just that. Manage a dated strategy rather than define a new product strategy taking into consideration current market conditions and competitive threats.
A well-designed product strategy should define the vision, portfolio of products, identify both functional and cost improvement ideas as well as provide recommendations for technology upgrades (to name a few).
We help clients get granular about their product strategies and recommend approaches that help them become more targeted on the revenue-generating features of the business.
Sales & Marketing
Defining corporate and business unit strategies that move the needle
New Product Development
The process to design and develop a product can often be lengthy and requires a defined process or approach to ensure all stakeholders and leaders are involved and/or aware of the development process. Additionally, having a defined stage-gate process ensures that organizations reduce costs and shorten the time to market.
Market Positioning
We work with clients to build out specific value propositions, personas, and messaging that connects companies with prospective customers.
Brand Transformation
However, when the dust settles from the flurry of growth activity, business leaders realize that their activities have resulted in growing the firm’s brand equity. However there is a disconnect in what the world perceives from the outside in and the capabilities of the firm from the inside out. The challenge now becomes: how to align the market perceptions with the firm’s new capabilities?
A brand transformation helps address these challenges head on – not only for customers but investors and employees who may also be struggling to identify the company’s brand identity.
Channel Strategies
Channels provide businesses with multiple paths to their customers. An effective channel strategy will rely on multiple channels that not only serve as a medium for product/brand awareness but also for selling products to customers. A channel strategy is the core building block of an organization’s digital strategy.
Go-To Market Strategies
An example of a well-understood GTM strategy often executed under a different moniker is a New Product Launch or New Product Introduction (NPI). The success of these GTM strategies is dependent on having the right team, regular and informative communication, a brand strategy, a channel strategy and a tactical action plan that puts ideas into action.
Sales Enablement
Activating sellers to be educated about existing products and informed about upcoming releases is a critical function that often gets overlooked in the rush to get products to market in many organizations. We’ve found that the way to mitigate this is to have clearly defined process and teams that are responsible for enabling and educating sellers based on release cycles.
FEATURED INSIGHTS
Stop Using the SWOT Anlaysis
Identifying Why Strategic Plans Fail
Competitive vs. Comparative Advantage
21st Century Competitive Forces
Related Client Impact Stories
Market Positioning
Re-positioning a cell/gene therapy supplier as it pivoted from bioprocessing to cell and gene therapy in response to growing demand from its customers
