The best way into the market follows the luminance of early adopters 
while supporting the local side of the matrix.

Go-to-Market of Products & Services

Diversified service offerings on a technical, educational, financial or consulting layer tend to contribute more to business results then product or system sales in an increasingly price-competitive environment. Therefore, many of our customers face the permanent challenge to design new services that add significant value to the customer’s product ownership. 

The research line behind starts with testing alternative service scenarios for the most attractive one and frequently follows an existing, needs-based segmentation map. Once the relevant service products and target groups have been defined, the major challenge – at least among our matrix-driven, global customers - is to support local business with their go-to-market. 

Local “hybrid-projects”, which include both localization workshops together with the country organizations and qualitative verification of local need structures, lead to a global blueprint of the “go-to-market”. This enables headquartered management to monitor, on a dashboard, the progress of each individual country along typical blueprint milestones such as defining roles and targets, integrating the new service product into the administrative framework (SAP), selecting leads and early adopters, localizing value propositions, providing marketing and sales collaterals, starting PoS-discussions, signing, collecting early feedback, adapting sales projections, etc.   

Our go-to-market support projects typically end with a monitoring of early adopters in key markets over the first 6 months after sales and supports a central and local fine-tuning of the offering before it turns into a cash cow.