I brought HARNESS Consulting into one of our clients (a specialist global SaaS vendor) to make recommendations for their go-to-market strategy, to carve out their competitive niche and focus the approach on this.
Their recommendations were based on:
Research into the market in four target countries to specify addressable market, areas for differentiation, customer profiles, value propositions & competitive positioning
Aligning marketing strategy to the sales strategy my organisation had defined – further developing the marketing processes and aligning to sales, working practices and procedures (e.g. with the company CRM)
This enabled our client to focus more directly on target markets based on facts and align their internal resources and collateral to this market.