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.
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.
GTM Strategy
Target Market & Ideal Customer Profile
Value Proposition Products & Services
Channel & Route to Market
Competitive Analysis
Customer Journey
Marketing & Sales Funnel
Ressources
Revenue & Cost Driver
GTM Plan
Territory & Account Planning
Target Allocation & Quota Setting
Marketing Campaign Plan
Channel & Route to Market- Sync
Content Plan
Pricing
Partnerships & Alliances
Promotion & Launch Plan
GTM Execution
Outbound & Inbound Campaigns
Lead Management
Opportunity Management
Customer Advocacy & Retention
Digital & Social Selling
Virtual Customer Experience
Demand Generation Management
Feedback & Iterations
People
Onboarding
Sales Enablement & Training
Roles & Responsibilities
OKRs, KPIs & Measurement
Talent Management
Leadership & Culture
Social Branding
Collaboration & Team Dynamics
Tools Processes
Forecast Management
Sales Methodology
Reporting, Analytics & Data Management
Generative AI Integration
Sales-Tech & Marketing Tools
Customer Relationship Management (CRM)
Compensation & Incentive Structure
Automation & Integration
Explore your GTM potential - free consultation
Not sure what direction your company should take in GTM? Take the opportunity for a free orientation meeting. We'll help you understand your specific needs and show you how our consulting services can help you achieve your go-to-market goals.
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.
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.
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
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
TThe introduction of new products or services requires a well thought-out launch strategy. We support the planning and implementation of a successful market entry.
Explore your GTM consulting needs - Free initial consultation
Not sure how to get started with your GTM development? Schedule a free consultation to explore how we can help you achieve your goals and overcome your challenges.
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.
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
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.
Successfully converting leads into opportunities requires careful planning and follow-up. This includes identifying promising opportunities and developing a clear sales strategy.
Continuous feedback and analysis of data are crucial to continuously improve your GTM strategy. This includes collecting feedback and deriving suitable measures.
Effective onboarding of new employees is crucial to ensure that they become productive quickly. This includes developing efficient onboarding processes.
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.
Clear roles and responsibilities are crucial to ensure that every employee makes their contribution to success. This includes defining clear roles and responsibilities.
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.
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.
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.
Optimize your GTM tools and processes with tailored advice.
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.
Clear roles and responsibilities are crucial to ensure that every employee makes their contribution to success. This includes defining clear roles and responsibilities.
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.
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.
The right remuneration and incentive structure is crucial to motivate your sales staff. This includes developing a compensation system that sets the right incentives.
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.
Clarify your GTM questions - Free strategy discussion
Do you need clarity about your go-to-market strategy? Take advantage of our offer for a no-obligation strategy meeting to find out which of our services make the most sense for you.
.webp?width=1024&height=768&name=download%20(16).webp)
.webp?width=1024&height=768&name=download%20(15).webp)
.webp?width=1024&height=768&name=download%20(13).webp)
.webp?width=1024&height=768&name=download%20(12).webp)