Our services · Sales strategy
Sales strategy & go-to-market
A sales strategy defines where and how a product is sold – with clear goals, channels and a robust go-to-market logic. We work closer to the market than classic strategy consultancies: first the view on your partner, then analysis, then execution.
How we work – close to the market, not academic
Classic strategy consulting thinks from theory to market. We go the other way: first we look at your partner, then examine where their product is best sold. From this a market analysis emerges, from which a workable strategy grows.
The process runs in three stages: first a recommendation for action. Second a detailed concept. Third – on request – joint execution in the market.
Go-to-market at the core
At the start of every product, every new market comes the question: where do I sell? How do I enter the market? This is exactly where a go-to-market strategy comes in – and it is the part of our work we most enjoy.
A solid go-to-market strategy is more than channel choice. We think operational execution through:
- EDI & terms.
How is the company technically and commercially connected to retail?
- Billing point.
Who invoices what to whom – centrally or decentrally?
- Delivery speed.
Does your logistics match the expectations of the target channels?
- Delivery terms.
Franco, ex works, DDP – each choice has commercial consequences.
- Packaging.
Shelf- and logistics-ready – the packaging decides listing capability.
We intervene at many points in the process and explain to the partner what retail expects. If they don't want to lead the communication, we take it on.
When a new strategy is needed
Typical triggers:
Growth stagnates although the product is convincing.
High revenue concentration on few customers requires diversification.
New channels or markets are to be opened.
A new offering needs a robust market launch plan.
How we measure a good strategy
By its executability. Three criteria guide us: clear priorities rather than scattergun, realistic channels rather than wishful thinking, and a structure the organization can carry.
Frequently asked questions
What does a sales strategy cost?
Consulting in this area can range from a single hour to a two-year engagement – a fixed figure would be misleading. As a guide: our hourly rates are humane, and we work with different billing models, sometimes partly success-based.
We clarify the right framework in the free initial consultation, once we know your situation.
Do you only develop strategy or also execute it?
Both. The connection of strategy and execution is at the core of our approach – on request we accompany operational realization in the market.
What makes you different from classic strategy consultancies?
We are strongly market-oriented: instead of thinking from theory to market, we go the other way. First the partner, then market reality, then strategy. And we don't hand over after the presentation – we accompany execution.
The next step
Every mandate starts with a conversation.
Tell us where you stand – we will show you the ways forward. Free of charge and without obligation.
