Go To Market Plan

There are six key components in the Go to Market Plan that need to be assessed and determined in order to create the foundation for moving ahead to Sales Execution:

• Your Company’s Business / Revenue Model:
  Determine the impact and value your products have to the customer and then tie that into how you will make money - i.e. your Architecture for Revenue
   
• Market Segmentation:
  Define your ideal customer and account. Prioritize the markets where you provide the best value and then drill down to specific industries and accounts that have a critical need for your products and services.
   
• Product to Market Affinity:
  A critical assessment of why and when do your prospects need your products and services. Do we solve critical business problems or are we something that that would be "nice to have"? Are we ready to show our products in a way that will prove the value to the customer? Is the market ready to buy from us and what will they pay?
   
• Sales Support: 
  What resources do we have to prove that we can solve the customer’s problem and offer unique advantages?
   
• Demand Generation:
  How do we make the market aware of who we are, create interest in our products and services and "pull" prospects in from our target markets/accounts? What is the best method to "push" our products directly to key accounts?
   
• Competitive Landscape:
  "We Know We're Great" ...However, the customer is likely to compare you with their perceptions of other companies and solutions.