Go-to-Market Strategy

Accelerating your go-to-market strategy — and speed to results.

Companies consistently struggle to launch new products and distribution methods because they:

Lack true insight into who their target customers really are and what they want
Find it hard to differentiate among other competitors
Get only lackluster engagement from their frontline sales and service teams
Don’t test concepts in market

70% of go-to-market strategies fail when they hit the frontlines. ¹

Market leaders do it differently.

Companies that do it well see 24% faster 3-year revenue growth ¹ by tightly aligning sales and marketing in their go-to-market plans.

What do they do different?

They know their audience: Pinpoint-target their “sweet spot” buyers and industries

They know their value: Develop a value proposition that uniquely solves their needs like no one else

They know where to find their buyers: Determine where to find and meet targets with the right messaging, media mix and tactics

They actively engage their frontline: Equip frontlines with messaging, tools & tactics to support prospects throughout their buying journey

They test and learn: Pilot-test strategies first to work out kinks, find wins, then refine and scale

What do they do different?

They know their audience: Pinpoint-target their “sweet spot” buyers and industries

They know their value: Develop a value proposition that uniquely solves their needs like no one else

They know where to find their buyers: Determine where to find and meet targets with the right messaging, media mix and tactics

They actively engage their frontline: Equip frontlines with messaging, tools & tactics to support prospects throughout their buying journey

They test and learn: Pilot-test strategies first to work out kinks, find wins, then refine and scale

Weber Go-to-Market Solutions.

Weber helps companies turn a go-to-market strategy into action. It starts with our 360° insights approach—from target buyer research and interviews to ride-alongs with your sales reps and listening to customer calls– to strengthen your strategy and pull it through into execution. We turn your “what” into a clear and actionable “how” that gets to market more quickly and effectively than the rest.

Weber’s Go-to-Market Framework Solutions

Understand your environment from your targets and frontlines’ perspectives to better inform the plan. Sample research & insights:

Internal and external headwinds
Competitors and new entrants
Alternate products, channels and solutions

Then:

1. Bring strategy to life. “The how,” prioritize the targets, build personas/battlecards and strengthen the value prop for buyers, including differentiating messaging. Solutions:

Segmentation and personas
Industry and market strategies & execution plans
Refined value proposition and messaging that matters

2. Map the buyer journey and touchpoints.
Support every step with awareness and engagement-based marketing as well as frontline sales support. Solutions:

Buyer & purchasing journey maps with critical touchpoints to influence journey
Trigger events, decision making criteria and timeframes
Awareness- and engagement-based marketing plans
Frontline sales enablement plans and support

3. Test in-market.
Build tactics, train frontlines, test and track early results. Analyze, refine, celebrate, and scale.

Marketing plan
Test planning and sizing
Marketing and sales tactic builds
Frontline training and coaching
Cause-and-effect metrics tracking
ROI calculations and scale plans

1. Bring strategy to life. “The how,” prioritize the targets, build personas/battlecards and strengthen the value prop for buyers, including differentiating messaging. Solutions:

Segmentation and personas
Industry and market strategies & execution plans
Refined value proposition and messaging that matters

2. Map the buyer journey and touchpoints. Support every step with awareness and engagement-based marketing as well as frontline sales support. Solutions: