Go To Market Transformation and Commercial Effectiveness

Delivering sustainable profitable growth is hard.  Sometimes 'strategy' is the issue, but often it is the underlying commercial model that needs to be strengthened to capture an organization's full growth potential.

 

  • We work with our clients to accelerate profitable growth by arming the organization with tools, insights and processes necessary to enhance commercial effectiveness and deliver on more ambitious growth playbooks

  • The toolkit we deploy is tailored to each client situation but often involves core elements such as segmentation, value proposition definition, sales effectiveness and pipeline development

  • Insight on the customer is critical, both via external research into needs and behaviors but also an in-depth assessment of  key customer metrics such as retention, attrition, acquisition, and profitability

  • Process change can range from simple tweaks to sales tactics and messaging to a more significant re-structure of the overall go-to-market model in terms of channel mix, sales structure and incentives

 

Regardless of the means, the fundamental objective is stronger growth, more profitable growth, and a higher bang for the buck on an organization's commercial investment. The thumbnails below allow you to access some relevant case studies from our work.

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Industrial Adhesive and Paper Manufacturer Case Study

Context:

Global supplier of pressure sensitive adhesives that needed a discrete set of commercial priorities that would drive the deployment of a new technology to maximize near-in and longer term profit growth

Project:

Product re-launch growth strategy and sales pipeline development informed via customer portfolio analysis, proprietary customer research and external market analysis

 

Outcome and Impact:

Credible and actionable playbook to penetrate a $300M market opportunity

Subsequent PE exit was highly accretive exit to investors

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Agricultural Products Retailer

Case Study

Context:

PE owned Ag Retailer/Distributor was losing share to competitors over last few years and had a lack of a cohesive go to market strategy and vision informed by customer insights

Project:

Customer segmentation and commercial growth strategy to reverse two years of top line declines and margin compression in the core retail business

Outcome and Impact:

Reversal of market share decline in YR 1

Leadership alignment around key growth priorities going forward

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Human Nutrition and Food Ingredient Company Case Study

Context:

Client had acquired a number of businesses in the human nutrition space with varied performance, but overall the combined business was not meeting expectations in part due to a flawed Go To Market Approach

Project:

Established new Go To Market strategy by better understanding consumer segment needs, purchasing habits, and headroom across channels, developing a pipeline of customers, and conducting extensive training of sales force to create customer specific game plans

Outcome and Impact:

Human nutrition performance improved from negative EBITDA to 12M+ run rate 18 months into implementation

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Global Food Ingredients Manufacturer Case Study

Context:

US BU of ~$6B Food Ingredients Client wanted to leverage customer segmentation to inform how to adjust its Go To Market Model to maximize growth and profitability

Project:

Transformation of the Go To Market model from a one-size fits all approach to one that is more tailored by customer segment and designed to optimize both margins and share going forward

Outcome and Impact:

Roadmap to unlock ~$25M of EBITDA improvement via a combination of share gain, pricing, and resource optimization

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Consumer Food Gifting Company Case Study

Context:

A branded food gifting retailer with a very seasonal portfolio wanted a go-to-market growth strategy that combated the changing market dynamics and focused on growth opportunities into new products, occasions, and channels

Project:

Consumer segmentation as a basis for informing new channel, product portfolio and market strategies necessary to accelerate growth in core Food gifting business

Outcome and Impact:

Delivery against aggressive growth targets in year 1 post engagement; on track for year 2

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Paper and Forest Product Manufacturer Case Study

Context:

A global paper manufacturer with leadership position in Russia facing key partnership decision in the context of growing demand, shrinking imports, and eroding economics per ton due to mix shifts

Project:

Changes in portfolio mix, brand strategy, and approach to PL participation in Russia Cut Size papers business necessary to maximize share of the total papers profit pool going forward

Outcome and Impact:

Significant change in direction for existing brand strategy and commercial plan