Transformations in B2B
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.
OUR APPROACH TO B2B GO-TO-MARKET DESIGN
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.
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.
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.
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.
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ABOUT THE AUTHORS
- On 29 October 2020