Go-To-Market

EXECUTION IS THE GREATEST DIFFERENTIATOR

What’s the difference between Business Strategy and Go-To-Market? Go-To-Market can be seen as a miniature, more tactical business plan focused on launching a new product or expanding an existing product in new or markets. It’s a step-by step execution plan that specifies how the company will reach target customers, and increase their competitive advantage over the next 6-18 months. h-Bar delivers the following to keep you laser focused on your “must win” opportunities:

State of the Business

It’s important to take a breath and look around. How are you executing on our product/offering, and how are is your company doing with regards to serving your target customers? The state of the business statement is a combination of where the product/offering is today, a clear explanation of the challenge(s), and what actions are going to be taken to make necessary changes. It sets the tone for the next 6-18 months.

Short Term Goals

Short Term Goals should be maximum of 3 goals that address the challenge(s) and best position the team to accomplish the business goal. They should be measurable through KPI’s and accomplished in a very specific time frame.

h-Bar SOLUTIONS-SWOT

A mini SWOT Analysis is similar to the SWOT [anchor to SWOT on Business Strategy page] performed as part of the overall business strategy. Simply create a more targeted analysis focused on what are the strengths, weakness, opportunities, and threats involved in accomplishing the very specific business goal of bringing a new product to market or reaching more of your target customer base. This assessment helps with resource allocation and the short term execution plan

h-Bar SOLUTIONS RESOURCE ALLOCATION

How much of your overall resources do you have set aside for this specific launch or expansion? That’s the total amount you have reserved for this tactical Go-To-Market Strategy. It’s key to ensure they are tightly aligned with the execution plan and consistently measured against the assigned KPI’s.

Execution Plan

This is the nitty-gritty part of the Go-To-Market. The execution plan is made up of very focused actions measured by KPI’s to achieve the short-term goals. These can be actions such as develop a feature by a specific date, make a certain number of cold calls, increase SEO score, host X number of demand generation events, etc. Make sure they are measurable within a very specific time frame.

Key Performance Indicators (KPI)

If aligned correctly, KPI’s of a Go-To-Market strategy should be subsets of overall company KPI’s from a company’s business strategy. These KPI’s are typically tracked monthly to ensure progress is being made and allow for any changes and tweaks needed to accomplish the short term goals.

WHAT LINKS IDEAS TO SUCCESS? EXECUTION

Creating and executing on very prescriptive Go-To-Market strategy is vital to bringing an idea to market and making it a success. The h-Bar team has 15+ years helping companies on Go-To-Market strategies and helping them achieve their goals. Let’s succeed together!