CSMG provides strategic advisory services ranging from growth and business transformation to ecosystem and business model evolution. Our peerless industry depth and experience, signature strategy and quantitative methodologies enable our clients to make sound business decisions in a complex and ever-changing market.
Simply having a clear and compelling strategic direction, regardless of how well-formed it may be, is rarely enough to succeed. Identifying the linkages between your strategic intent and your business’s actual operations – your “Go-to-Market Strategy” – is necessary to take advantage of market opportunities.
Go-To-Market Strategies for Market Entry
CSMG regularly develops detailed go-to-market strategies for carriers, technology vendors, and enterprises. These plans address specific market segments, marketing messages, product and service specifications, pricing plans, product/feature roadmaps, technical platforms and supporting infrastructure, partner selection/optimization, partner business model development, channel strategies, technical support/care structures and billing strategies. Our role is to help clients align strategic vision with a tactical plan. These projects typically involve extensive market analysis of customers, competing products, technologies and ecosystems as follows:
- Customer Needs / Drivers Analysis: Detailed research into customer segments, demand characteristics, and buying behavior to inform all aspects of your business model.
- Product Strategy & Roadmap Planning: Assessment of “table-stakes” requirements for competitive parity. Identify gaps in your current offering and areas for potential differentiation. Develop near term offer and plans, including target segments and opportunity by geography.
- Technical and Operational Assessment: Identify major internal challenges and issues, including tools, processes, changes to current operations.
- Build/Buy/Partner Analysis: Define business requirements for successful operational, technical, market or channel excellence. How do your capabilities align? What options exist for partnering, acquisition or building your own capabilities? What are the relative costs and investments to be made? What time-to-market considerations exist?
- Business Case Modeling: Develop a detailed and robust model of revenues, cash flows, investments and returns for executive decision-making. Incorporate 3-5-10 year revenue, cash flow, and investment horizons.
- Pricing, Bundling and Packaging: How best to price products in light of competitive offerings? In conjunction with your existing offerings? How to vary by segment and geography?
- Marketing Strategy: Identify key messages for customer segments, core value proposition, and branding. Ensure alignment with existing brand and offerings.
- Competitive Differentiation: Identify areas of competitive parity and/or weakness. Establish clear points of differentiation relative to current and emerging competitors.
- Partnership Strategy & Economics: Channel and sales strategy – national / overlay / other. Partnerships and alliances, as appropriate.
- Channel & Distribution Support: What are customers expectations for product and service delivery and sales? What are the core elements that will define success in exceeding customer expectations and the competitive standard?
