Go-to-market strategy
Take the practical first steps in launching new initiatives: compelling
propositions, go-to-market plans, and tools to empower sales teams
Building a successful Go-To-Market strategy
We undertake primary research programmes that deliver the insight needed to build tailored customer propositions, highlighting where and how our clients can create value for their customers. We develop channel strategies with our clients covering both online and offline direct channels as well as partnering.
STL Partners has significant experience in facilitating key partnership discussions, including defining the commercial model for engagement and responsibilities for each party.
We enable and empower sales teams through the development of sales tools, battlecards, and playbooks, with a view to drive richer customer conversations.
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Proposition development and testing
Proposition development and testing
- Customer and channel interviews to fully understand end user and partner needs
Develop propositions and positioning options for clients and associated ‘pitch decks’ - Test and validate options with target clients
- Process feedback and produce final proposition and positioning document
- Iterate as required: agile approach
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Detailing the viable go-to-market & sales strategies
Detailing the viable go-to-market & sales strategies
- Evaluate marketing and sales options for the proposition: online/offline, direct/indirect via desk research and partner/channel/customer interviews
- Synthesise findings into 2+ coherent marketing and sales strategies with associated targets, timelines, milestones and investments (ROI)
- Client workshop to evaluate options via a structured process (review hard data, interview feedback, etc.) to produce final recommendations, align on agreed strategy and define the practical next steps
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Partner scouting, engagement, & facilitation
Partner scouting, engagement, & facilitation
- Identify potential partners that are aligned with the marketing and sales strategy
Produce a ‘pen portrait’ of each potential partner including strengths and weaknesses - Create partner evaluation criteria which map to the client’s needs and prioritise partners via client workshop
- Develop pitch deck(s) for engaging with partners
- Run client-partner workshops to develop and prioritise strategic opportunities and potential partnership models
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Developing tools to empower the salesforce
Developing tools to empower the salesforce
- Create interactive sales tools to support the sales strategy for target customer
segments (e.g. customer playbooks, visualisation tools) - Develop compelling sales collateral for engaging with priority clients (e.g. bespoke
pitch decks, sales attack packs and battlecards)
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