FOUNDATIONAL FRAMEWORK

Prioritizing and Penetrating New Growth Pathways

Three Go-to-Market Steps to Pave New Growth Pathways

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.