It might not be difficult to identify new market opportunities for expansion, but creating a highly systematic and repeatable growth pathway to new revenue is a different story. Frequently, failure to fully capture target revenues is due to poor connection between strategy and field execution.
With over 25+ years of experience executing new growth pathway programs, we know the core elements of go-to-market success. To gain share in new markets, you need to deliberately address and integrate all four elements below:
- Products — What You Sell
Your portfolio of products and services.
- Markets — Who You Sell To
The specific sources of revenue to pursue.
- Coverage — How You Reach Buyers
The alignment of channels and revenue motions to product-markets.
- Enablement — How You Equip Sellers
The infrastructure and support to empower sales channels.
Download the framework for a 3-step approach to successfully paving new growth pathways and get our checklist of 5 to-do’s.