Go-To-Market Framework
Our Revenue IQ Go-To-Market Framework provides a holistic approach to the needs of the modern business world. It is a customized playbook for all customer-facing teams to support your go-to-market strategy. Developed from years of real-world experience, it allows for modular application to meet your unique business needs.
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Free consultationRevenue IQ Go-To-Market Framework
Our Go-To-Market Framework is a comprehensive and field-tested model consisting of five main areas, each covering important aspects and topics of all customer facing teams.
1. GTM Strategy
The go-to-market strategy is the core of your GTM framework. It addresses key questions about the target audience, the unique selling proposition, the optimal distribution channels, and the competitive landscape. It also integrates the planning and allocation of resources and the analysis of key revenue and cost drivers. Thanks to this comprehensive approach, the GTM strategy serves as a comprehensive guide for all decisions and activities your company undertakes in the market.
2. GTM Plan
The go-to-market plan is the critical step in translating your strategy into specific actions. In this phase, you focus on how you will achieve your sales goals. In addition to planning sales territories and assigning targets and quotas, this includes designing marketing campaigns and defining your pricing strategy. The GTM plan combines strategic considerations with practical actions and is therefore key to the successful implementation of your GTM strategy.
3. GTM Execution
Go-to-market execution is where you put your plans into action. You execute outbound and inbound campaigns, manage leads and opportunities, nurture customer relationships, and implement digital sales strategies. Successful GTM execution requires a clear focus on customer acquisition and retention.
4. People
Your people are the heart of your go-to-market team. In this area, you make sure you have the right team, train them well, and assign clear roles and responsibilities. You measure performance against KPIs, manage talent, promote leadership and culture, position your brand on social media, and foster collaboration and positive team dynamics.
5. Tools & Processes
Modern sales processes require efficient tools and processes. This pillar includes the selection and implementation of CRM software, the design of sales methodologies, the use of reporting and analytics, the integration of Generative AI, and the implementation of automation and integration. Well-designed tools and processes are key to optimizing sales activities.
Go-To-Market Framework
The Revenue IQ Go-To-Market Framework provides a holistic approach to the needs of the modern business world.
It not only modernizes your sales organization but also acts as a customized playbook for all customer-facing teams that contribute to the success of the go-to-market strategy. This framework is based on years of real-world experience and allows you to use the various topics in a modular format to meet your organization's unique needs.
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Free consultationGo-To-Market Strategy
The GTM strategy forms the foundation of your GTM framework, which serves as a guideline for all further activities.
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Go-To-Market Consulting1. Target Market & Ideal Customer Profile
The first step is to precisely define your target market and create your ideal customer profile. Data and analysis can be used to identify which customer groups are most relevant to your offering and develop a detailed Ideal Customer Profile (ICP). This allows you to target resources to the most promising segments.
2. Value Proposition & Products & Services
The interplay of value proposition and products & services is crucial for market success. In this step, we work to formulate your value proposition in such a way that it directly addresses the needs and challenges of your target customers while clearly highlighting your offerings. A compelling value proposition, combined with continuous development of your products and services, is the key to differentiation in a highly competitive environment.
3. Channel & Route to Market
Choosing the right sales channels is crucial. Identifying the most effective distribution channels for your offering and optimizing your market access are part of this step. This can include selecting suitable sales partners or developing your own sales channels.
4. Competitive Analysis
A thorough competitive analysis is essential to understand your position in the market. Identifying competitors, analyzing their strengths and weaknesses and developing a strategy for successful positioning are key elements of this step.
5. Customer Journey
The customer journey is a key factor in modern sales. Mapping the entire customer journey and ensuring that every touchpoint meets your customers' expectations leads to satisfied customers and strengthens customer loyalty.
6. Marketing & Sales Funnel
The marketing and sales funnel is a proven tool for managing marketing and sales activities. Designing an effective funnel to increase conversion rates and boost efficiency is part of this step.
7. Resources
As part of the GTM strategy, careful planning and allocation of resources is essential. In this step, we identify the key resources required for your strategy, including personnel, budget and technologies, and plan their effective deployment.
8. Revenue & Cost Drivers
This step focuses on the key sales and cost factors of your GTM strategy. Here we analyze how different aspects of your business model, such as product lines and sales channels, generate revenue and what costs are associated with them. The aim is to develop an understanding of the financial drivers of your business to enable you to make informed strategic decisions.
Go-To-Market Plan
The GTM plan is your roadmap for implementing your strategy. It sets out the specific measures required to achieve your goals.
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Go-To-Market Consulting1. Territory & Account Planning
Careful planning of your sales territories and customer management is crucial to ensure that resources are optimally deployed. This helps to identify promising territories and customers to maximize sales potential.
2. Target Allocation & Quota Setting
The correct allocation of sales targets and quotas is an essential part of GTM planning. As a result, realistic targets are set and sales staff are motivated and have clear objectives.
3. Marketing Campaign Plan
Marketing campaigns are crucial for reaching potential customers and leading them into the sales funnel. Careful planning and implementation of marketing campaigns that effectively reach the target group is of great importance.
4. Channel & Route to Market Sync
The coordination of sales channels is crucial in order to convey a consistent message. This involves synchronizing sales channels and setting priorities in order to increase effectiveness.
5. Content Plan
High-quality content is crucial for lead generation and customer retention. Developing a content plan that appeals to target customers and offers added value is of great importance.
6. Pricing
Developing an effective pricing strategy is an essential part of GTM planning. This step involves analyzing market dynamics and customer value perceptions to create pricing models that are both competitive and profitable.
7. Partnerships & Alliances
Partnerships and alliances can significantly improve market access and reach. The identification of suitable partners and the design of cooperation agreements are of strategic importance.
8. Promotion & Launch Plan
The introduction of new products or services requires a well thought-out launch strategy. We support the planning and implementation of a successful market entry.
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Free consultationGo-To-Market Execution
Implementation is the practical part of your GTM strategy. This is where the planned measures are put into practice and ensure that your sales and marketing activities run smoothly.
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Go-To-Market Consulting1. Outbound & Inbound Campaigns
Targeting potential customers is a key factor in modern sales. This includes the planning and implementation of outbound and inbound campaigns to effectively address your target group.
2. Lead Management
Effective lead management is crucial for guiding potential customers through the sales funnel. This includes qualifying leads and assigning them to the right sales employees.
3. Opportunity Management
Successfully converting leads into opportunities requires careful planning and follow-up. This includes identifying promising opportunities and developing a clear sales strategy.
4. Customer Advocacy & Retention
Satisfied customers are the best ambassadors for your company. This includes cultivating customer relationships and building long-term loyalty.
5. Digital & Social Selling
Modern sales use digital and social channels to acquire and retain customers. This includes the effective use of these channels.
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6. Virtual Customer Experience
Digitalization has changed the customer experience. This includes creating a smooth and engaging virtual customer experience.
7. Demand Generation Management
The continuous generation of demand is crucial for your growth. This includes the development and implementation of demand generation strategies.
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8. Feedback & Iterations
Continuous feedback and analysis of data are crucial to continuously improve your GTM strategy. This includes collecting feedback and deriving suitable measures.
People
Your employees are the key to success. We support you in optimally preparing your team for the requirements of your GTM framework.
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Go-To-Market Consulting1. Onboarding
Effective onboarding of new employees is crucial to ensure that they become productive quickly. This includes developing efficient onboarding processes.
2. Sales Enablement & Training
The continuous training and development of your sales team is crucial for success. This includes the development of training programs that continuously improve the skills of your employees.
3. Roles & Responsibilities
Clear roles and responsibilities are crucial to ensure that every employee makes their contribution to success. This includes defining clear roles and responsibilities.
4. OKRs, KPIs & Measurement
OKRs, KPIs & Measurement combines Objectives and Key Results with Key Performance Indicators to accurately measure the success of your GTM strategy. You define clear metrics and targets to assess progress and performance, giving you a comprehensive overview of target achievement and go-to-market effectiveness.
5. Talent Management
Identifying and developing talent is crucial for your growth. This includes the identification and promotion of talent.
6. Leadership & Culture
A positive organizational culture and effective leadership are critical to the success of your GTM framework. This includes creating a positive culture and developing leaders.
7. Social Branding
Positioning your brand in social media is of great importance in modern sales. This includes the effective positioning of your brand in social media.
8. Collaboration & Team Dynamics
Effective collaboration and positive team dynamics are crucial for success. This includes fostering a culture of collaboration.
Tools & Processes
The right tools and processes are crucial to the successful implementation of your GTM strategy. We help you to select and introduce the right tools and processes.
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Go-To-Market Consulting1. Forecast Management
The sales forecast is crucial for resource planning and financial planning. This includes the introduction of forecasting tools and processes.
2. Sales Methodology
Choosing the right sales method is crucial to your success. This includes selecting and implementing the right sales method for your offer.
3. Reporting, Analytics & Data Management
The right reporting is crucial for measuring the progress and success of your GTM strategy. This includes the selection and implementation of suitable analysis tools and data management processes.
4. Generative AI Integration
Integrating Generative AI into sales can significantly increase your efficiency. This includes the integration of AI tools into your sales process.
5. Sales & Marketing Tools
Choosing the right sales and marketing tools is crucial to the success of your GTM strategy. This includes the selection and implementation of suitable tools.
6. Customer Relationship Management (CRM)
High-performance customer relationship management (CRM) is crucial for success in sales. This includes the selection and implementation of a CRM system that meets your requirements.
7. Compensation & Incentive Structure
The right remuneration and incentive structure is crucial to motivate your sales staff. This includes developing a compensation system that sets the right incentives.
8. Automation & Integration
The automation of processes and the integration of systems are crucial to increasing your efficiency. This includes the selection and implementation of suitable automation solutions and integration processes.
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