Transformations in B2B Go-to-Market Design:

Connecting Strategy to Execution

A comprehensive review of classic tools, common challenges and strategies for differentiation, based on our cross-functional expertise and broken down into shareable insights, graphics and videos. This includes our B2B Cluster Framework—an  interactive exercise derived from an analysis of more than 50 industries and sectors to distill the most prominent drivers of market and commercial dynamics among them. The result? Six clusters that correlate key challenges and priority tools with high-impact actions for a variety of B2B business types.

We encourage you to download the charts and materials below, and we welcome any opportunity to discuss our work with you further. Learn more about Integration’s Marketing & Sales practice here.

OUR APPROACH TO B2B GO-TO-MARKET DESIGN


The B2B Cluster Framework


Challenges, Solutions and Priority Tools per Cluster


The Strategy-to-Execution Toolbox


B2B GTM Change Management and Implementation

The B2B Cluster Framework

The key to building a successful B2B GTM is about knowing what your business and offerings mean to your customers. Our B2B Cluster Framework is a matrix that divides B2B companies into six clusters based on these demands—and identifies key actions and tools for accelerating the results of the GTM within each.

THE B2B CLUSTER FRAMEWORK INTERACTIVE MATRIX

Challenges, Solutions and Priority Tools per Cluster

Once you have identified which cluster your business falls in, find out more about the key challenges, tools and solutions that match your reality here. Looking at each B2B cluster may spur ideas within your organization about where yet-imagined opportunities still exist.

DETAILS PER CLUSTER

The Strategy-to-Execution Toolbox

There are no ready-made solutions for a B2B GTM. There are, however, tools that can be effectively tailored to the demands and reality your business is facing. Our Strategy-to-Execution toolbox was custom-built with this necessity in mind.

OUR CLASSIC GTM TOOLS

B2B GTM Change Management and Implementation

It’s hard to understate the value of change management and its bearing on implementation. A company could develop an iron-clad GTM strategy, yet still fail if change management is not considered from the start. Read about our approach to transformation and the role of the CEO in driving it.

CHANGE MANAGEMENT: A KEY COMPONENT OF THE STRATEGY-TO-EXECUTION TOOLBOX

Authors

Andrea Aun
Partner
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André Valente
Director
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Guido Solari
Director
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Vinicius Olivo
Manager
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We look forward to discussing our work further with you.

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