The Commercial Compass™
The Commercial Compass™ is our method to navigate the go-to-market journey.
Your go-to-market can only be successful if
1. …you have a differentiated offer that meets market needs
2. …you reach target customers effectively
3. …your resources are capable to deliver your value proposition, and
4. …you execution is strong, adaptive and future proof.
With our Commercial Compass™ method we ensure that your go-to-market success is not a coincidence. From assessing market potential to launch and revision, we guide you through every critical step, anticipate roadblocks and help you steer your business with confidence.
The Commercial Compass™ method is the foundation of our work with clients.
Here are some of the question we will work on together:
1.
Market research & intelligence
What market gaps exist, what do customers need and what forces are shaping your market and value chain?
2.
Vision & mission
What impact are you aiming to make on your stakeholders and how you will make it happen?
3.
Value & positioning
What is your unique offer that customers won’t get anywhere else?
4.
Target market segmentation
Which customer groups are going to benefit most from what you offer?
5.
Revenue & pricing
What is your offer is worth to customers and how will they pay for it?
1.
Brand & marketing strategy
How are you going to attract and retain your target customers?
2.
Sales strategy
How will your customer journey look like, from awareness to purchase and re-purchase?
3.
Distribution strategy
How will you give your customers easy and reliable access to your offer?
4.
Customer experience strategy
How will you drive loyalty and growth through high-quality customer experiences?
5.
Partnerships & alliances
How can you expand your reach and add value for customers through partnerships?
1.
Budget & resources
What financial and human resources do you need and how will you secure them?
2.
Structure & governance
What organization structure and processes are required to allow effective execution?
3.
Capabilities
What capabilities do you need to deliver your value proposition, and how will you build and acquire them?
4.
Culture & engagement
How will you engage and motivate your employees?
5.
Digital readiness
How can you leverage data and digital tools to improve and accelerate your execution?
1.
Business model alignment
What is the right business model to effectively deliver your value proposition?
2.
Growth & portfolio strategy
How will you increase revenue short-, mid- and long-term?
3.
Performance Management
How will you communicate and manage progress and adjust your execution?
4.
Risk management
What risks do your activities entail and how are you going to mitigate them?
5.
Implementation & launch
Who will do what, when?