Posts Tagged ‘go-to-market’

Revenue Generation is Impacted by Your Go-to-Market Strategy

June 6th, 2012

Buyer-Enabled versus Customer-Centric

  • Customer centric around the transaction.  You get what you get.  It operates as designed. But more and more, potential
    buyers are rejecting the customer-centric transactional approach to the market. Everything that’s wrong with what you’re doing today. They are tuning your marketing out. Think about what’s the market is telling you:

    • Buyers are rejecting the transactional world view approach because they are being overwhelmed by the sheer number of “look at me” messages.
    • Buyers aren’t centered on the transaction, but rather their business problem.
    • The transaction is the byproduct of my investment in solving this problem.
    • Buyers start with my problem and end with your transaction

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Signs That You Might Have A Go-to-Market Misalignment

June 6th, 2012

Your “revenue generation” problem may really be a go-to-market alignment problem in that your go-to-market is not meeting the buyer’s needs. Here are the symptoms that we are seeing that give us an indication:

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