Case Studies
GTM
An effective GTM or Go-To-Market can have a significant impact on making sales more productive and ensure that we can realize the full potential from each relevant channel, and maximize shares. With the complexity of the India Trade structure, the right GTM plays a critical role in the journey to maximizing the market share. A GTM strategy is important for success in today’s rapidly changing retail landscape due to:
- Rapid SKU proliferation
- Changing profiles and demands/expectations of retailers
- Competitive scenario and actions
- Costs and productivity needs
Based on shopper insights and the channel mix, we partner in developing the right GTM for organizations. The right GTM solution for a company depends on multiple factors:
- Channel/customer sophistication
- Selling complexity
- Selling and delivery effectiveness
- Merchandising effectiveness
- Cost efficiency
Our approach to building the GTM strategy is founded on three dimensions:
- What to sell?
- Who to sell?
- How to sell?
Other Case Studies
Business Transformation – 3
14 Dec, 2015
Situation :
a large multinational which had just invested heavily in sales automation realized that the sales team was not adequately skilled to use the data being generated to drive business
furthermore the sales team was not using data to negotiate with distributors nor were they using it in internal review discussions
Interven
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Business Transformation – 4
14 Dec, 2015
Situation :
a large European Multinational wanted to develop a Competency Assessment Tool kit to enable the sales team to do self and managerial assessment, identify behavioral and functional gaps and develop an action plan to plug the gaps
Intervention by ecube :
studied the targeted competencies and descriptors and developed
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Business Transformation – 5
14 Dec, 2015
Situation :
a large Consumer Products Company in Personal and Household Care was faced with the following challenges
many new products were being launched but the sales team was not able to increase distribution of all the products
Range being sold in each call was not increasing significantly
attrition of the distributor sales team wa
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Business Transformation – 1
15 Sep, 2015
Situation :
a large US Multinational in the commodities space wanted to shift from price-led selling to brand-led selling
Intervention by ecube :
aligned the short term and long term actions needed to bring about this change on three fronts - GTM, sales processes and people development
jointly developed the blueprint for re-d
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Business Transformation – 2
15 Sep, 2015
Situation :
a large Multinational in the Beverage industry wanted to define the ways of working for the sales organization as a key enabler to gain market share
Intervention by ecube :
in Phase 1, studied existing ways of working and jointly designed the desired ways of working for the sales organization to enable the transform
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