This framework is developed by a team of former McKinsey and Big 4 consultants. The presentation follows the headline-body-bumper slide format used by global consulting firms.
This product (Go-to-Market Model Design) is a 19-slide PPT PowerPoint presentation slide deck (PPT), which you can download immediately upon purchase.
In an intensely competitive consumer goods sector, optimized Go-to-Market (GTM) Models are essential. This entails the design for routes to market that companies use to sell and deliver their products and to service their trade accounts.
GTM Models enable profitable growth, service excellence, and consumer engagement at the point of sale. But the more diverse a company's customer base and product portfolio, and the more competitive its markets, the more challenging it is to design an effective and efficient GTM Model.
Companies with a large customer base often use the same route to market to manage all trade accounts. Some accounts were being underdeveloped and underserved while others are given more attention. As a result, sales potential of existing accounts was not being fully captured and cost-to-serve was higher than necessary. New resources could have been deployed to establish, maintain, and develop new accounts to optimize market potential.
This framework provides an in-depth understanding of the 3 essential sets of core activities of the Go-to-Market Model Design and its Modular Approach.
The Modular Approach provides an orderly and structured approach to GTM Model design. The application of the Modular Approach can result into differentiated GTM Models to suit and optimize different market segments.
This deck also includes slide templates for you to use in your own business presentations.
This presentation delves into the intricacies of the Go-to-Market (GTM) Strategy, emphasizing its role in delivering a unique value proposition and achieving a competitive edge. It explores the 3C's Framework and the importance of customer experience in fostering loyalty and advocacy. The PPT also highlights the necessity for a systematic approach to GTM Model analysis, design, and implementation. With a focus on the holistic and modular views, it provides a comprehensive guide to structuring effective routes to market. The included slide templates are designed to enhance your business presentations, offering practical tools for immediate application.
This PPT slide outlines the 3 core activities essential for an effective Go-to-Market (GTM) model design. It categorizes these activities into Growing, Sustaining, and Value-adding Activities, each with distinct descriptions, customer segments, and purposes.
Growing Activities focus on establishing and expanding customer accounts. This involves targeting segments with a low level of market penetration and aims to win new accounts. The emphasis here is on aggressive acquisition strategies to increase market presence.
Sustaining Activities are centered on servicing and maintaining existing customer accounts. This segment targets a robust customer base and prioritizes high levels of customer satisfaction and retention. The goal is to ensure that existing customers remain loyal and engaged, which is crucial for long-term success.
Value-adding Activities aim to enhance brand presence and improve the customer experience at the point of sale. This area addresses the need for brand building and seeks to increase market share, particularly in segments where the current share is low. The focus is on creating a compelling customer experience that differentiates the brand in a crowded marketplace.
The slide concludes with a note that these 3 core activities require further breakdown into additional tasks to clarify the specific actions involved. This suggests a structured approach to implementing a GTM strategy, ensuring that organizations can effectively respond to varying market needs. Understanding these core activities is vital for any organization looking to optimize its market strategies and drive growth.
This PPT slide emphasizes the necessity for companies to shift their approach to Go-To-Market (GTM) Model Design from a fragmented, piecemeal method to a more integrated, holistic perspective. It begins by highlighting the current shortcomings of model managers who typically define and manage GTM models from a limited analytical viewpoint. This approach leads to suboptimal routes to market, which can hinder overall effectiveness and responsiveness to market demands.
The left section of the slide outlines the pitfalls of the piecemeal approach, noting that design parameters and model choices are often isolated. This lack of cohesion results in inefficiencies and missed opportunities, as the models fail to align with broader strategic objectives.
Conversely, the right section advocates for a holistic analytic view of GTM Model Design. It suggests that a comprehensive analysis of GTM routes should be based on the activities essential for executing the sales and service value chain tailored to various customer segments. This approach not only enhances the effectiveness of the GTM strategy, but also ensures that it is adaptable and responsive to market changes.
The bottom part of the slide reinforces the idea that a holistic view provides a robust foundation for developing profitable routes to market. This insight is crucial for executives looking to optimize their GTM strategies, as it underscores the importance of integrating various components of the model to achieve better alignment with market needs and organizational goals. The overall message is clear: adopting a more cohesive approach to GTM Model Design is vital for achieving sustainable growth and efficiency.
This PPT slide presents a comprehensive overview of a Go-to-Market (GTM) model design, emphasizing the necessity for a holistic analytical perspective. It outlines the key activities and functional tasks integral to executing the model effectively. The central circular graphic illustrates 3 primary phases: Growing, Sustaining, and Adding Value. Each phase represents critical operational focuses that drive market engagement and customer interaction.
Under the Growing phase, activities such as customer acquisition and customer development are highlighted. These are essential for expanding market presence and fostering relationships with potential clients. The Sustaining phase emphasizes ongoing operational tasks, which likely include maintaining customer satisfaction and loyalty. This is crucial for long-term success and repeat business.
The Adding Value section suggests that enhancing product or service offerings is vital to staying competitive. This could involve continuous improvement in quality assurance and merchandising, which are listed at the bottom of the slide. These elements are foundational to ensuring that the offerings meet market demands and customer expectations.
The slide concludes with a statement reinforcing that an optimal GTM model is not just about the activities themselves, but also about executing them in a manner that aligns with the company's broader objectives. This indicates a strategic approach where each functional step is designed to support overarching business goals.
For potential customers, this slide serves as a clear guide to understanding the multifaceted nature of GTM strategies and the importance of integrating various operational aspects to achieve market success.
This PPT slide illustrates the Modular Approach utilized by a consumer product company to tailor Go-to-Market (GTM) models for distinct customer segments. The left side of the slide presents various combinations of GTM alternatives, represented by puzzle pieces, indicating the flexibility and adaptability of the approach. Key components include DSD (Direct Store Delivery), pre-sales, auto-sales, and roles such as customer builder and trade marketer. Each piece signifies a different strategy or tactic that can be employed depending on the specific needs of the customer segment.
On the right side, the slide details how these combinations translate into specific GTM models. Three distinct models are highlighted: the Account Managing Model for high-volume food and beverage retailers, the Low-Cost Model aimed at low-volume mom-and-pop retailers, and the Collaborative Indirect Model for remotely located retailers. Each model is designed to address the unique characteristics and demands of its target segment, showcasing the versatility of the Modular Approach.
The slide concludes with a note on the benefits of redesigning a GTM model using this approach, emphasizing potential improvements in cost efficiency and process optimization. This suggests that adopting such a tailored strategy can lead to enhanced operational effectiveness and better alignment with customer expectations. Overall, the content conveys a clear message about the importance of customization in GTM strategies for achieving business success.
This framework is developed by a team of former McKinsey and Big 4 consultants. The presentation follows the headline-body-bumper slide format used by global consulting firms.
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