Designing a winning 'go-to-market' strategy
Go-to-market is not only about the field force. It is about defining the right mix of investment across the different channels that impact your clients (digital and face-to-face). It is also about mapping the stakeholders from a commercial, medical, market access and supply perspective. Understanding their needs and maximizing the company’s value proposition is critical for the success of the product
Make sure your product has a place in the market
Get invaluable advice at a crucial point in your expansion
Map the stakeholders
Identify the decision makers and influencers, and their needs. Different regions may need different mapping
Engage the stakeholders
Define a plan to approach each stakeholder in such a way that we are meeting their interests and creating value for them
Find the optimal channel mix
Analyze the different possible channels to reach clients and choose the most effective combination for your strategy
Size your salesforce
Estimate your market share and either define the right size of your new salesforce, or assess the impact of your new product on your current salesforce
What LECA brings to the table
Our innovative 360º view go-to-market design
Our extensive experience designing other ‘go-to-market’ strategies
Complete clarity in the implementation stage. A ‘go-to-market’ plan must be exhaustive in defining the size of the field force and the investment in each channel
Benchmarking other companies can help to prevent gaps in the model