Go-To-Market Strategies

We work closely with all the executives to understand and address critical issues. We provide clarity with confidence providing practical solutions by asking hard questions and pressing both challenges and opportunities. We must make sure that our customer facing activities meet the customer and the business needs which are constantly evolving.

All the functions of marketing, sales, brand and pricing need review to ensure you have the right business model with the right organization to support your prospects and customers. Alignment and integration are sometimes not properly evaluated. How do you launch a new product or introduce a new market with synergies without harming other channels? The Summit Resources team can work with you as our expertise has developed best in breed abilities for your competitive advantage.

In order to achieve the highest value customers you need to have the right organizational structure. Sales process, guidelines, tools, information systems, compensation, management, customers are all considerations in defining the best of breed team that exceeds your financial goals and also exceed your customer expectations.

Often the customer interaction process can be optimized by the right sales and service model in order to increase sales effectiveness and to deliver on realizing the lifetime value of the customer. Sales productivity is a key metric to achieve growth with high performance teams. Customer strategy is critical to evaluate so highly valued customer segments are identified so products, services and support helps all customer continue to grow.

As you evaluate the right sales model (direct vs. channel) we can provide direction if channel management provides an opportunity with economics and what any tradeoffs may be. Channel management may be an alternative option or a complimentary option to implement your sales programs.

We have identified the need to establish a clear set of high value customer targets or customer segmentation that can optimize revenue, reduce churn and drive increased revenue with renewals. In order to accomplish this the organization needs the optimized tools to ensure high value customer facing efforts are realized and reinforced with monitoring and motivation.

It all starts with the right people in the right spots with the right skill sets. Attention to recruiting, training and retention of high value team members are developed bringing a consistent stream of talent to continue driving success.

With the right people then one needs to recognize and evaluate the various deployments that would provide the highest return for each customer segment. Responsibilities, territory boundaries and specific accounts need to be precise so there are clear expectations so each team and team member can be measured and coached.

We have done this before so we understand sales, marketing, product management and support needs to be aligned and not operating in silos. It is critical for companies to establish KPI for each team down to each employee that is in alignment with the company’s strategic plan.