Go-To-Market

Thrive Partners helps its clients to define or refine go-to-market strategies in the context of overall corporate strategy, market factors, and financial degrees of freedom.  Simply speaking, a Go-To-Market (GTM) Model consists of the alignment between products/services and customer segments in various geographies via routes to market or channels.  This gets into understanding your buyer’s values and how they differ by segment and geography, as well as understanding how various types of customers buy and what their price sensitivity is.  Working with our clients, we help to define, extend or refine GTM Models for the entire business, a division, geography or particular customer segment.

 
This kind of work requires us to have a solid understanding of the company’s overall strategic blueprint, so that the GTM Model is designed in a manner that positively impacts key performance measures relevant to overall corporate objectives.  A strategic blueprint typically includes a strategic vision, strategic objectives, and top level corporate strategy.  In some cases, our clients ask us for guidance on the strategic blueprint as part of the process of establishing the Go-To-Market Model.

It is also important to review market factors, including key trends, constraints and opportunities when establishing a GTM Model.  Small market shifts or changes can have significant impact on the effectiveness of any given GTM Model. Often times we find that it is because of these shifting factors that our clients find their existing models are in need of change.

Lastly, it is essential for us to define a GTM Model in the context of what we call financial degrees of freedom.  This means, we have to be sensitive to budget constraints and financial performance objectives such that the model yields the appropriate margins, growth rates, and consumption of capital in order to be viable within those degrees of freedom.