Brand positioning
Who you are for and why you are different, stated plainly enough to make decisions with. It comes first because pricing, channels and messaging all depend on it.
Grow What Matters
Go-to-market strategy, market research and market entry
Growth fails most often at the decision, not the execution: the wrong market, the wrong customer, the wrong route in. We help you decide where and how to grow — and then we open the market with you.
GTM & Growth is the practice that decides where and how an organisation should grow — which market, which customers, which channels — and then opens that market.
What is a go-to-market strategy?
A go-to-market strategy is the plan for bringing a product or service to a specific market: who it is for, why they should choose it, how it is priced, which channels reach them and in what order the work happens. It turns a good product into a business that can actually sell.
What the practice covers
From the first decision to an open market
Go-to-market strategy and revenue scaling
The plan for reaching a market: customers, offer, pricing, channels and sequence — and, for a business already selling, where the next stage of revenue should come from.
Market opportunity assessment and sizing
Whether a market is worth entering before you commit to it: who buys, how they buy, who already serves them and how much room is left.
Market research
Desk and secondary research for any market, and field research — talking to customers, retailers and distributors in person — where the decision needs ground truth.
05Market entry and distribution
Opening the market physically: building distributor networks and establishing your product in retail, alongside the digital channels that support them.
Questions
GTM & Growth: common questions
What does a go-to-market strategy include?
Who you are selling to, what you are selling them and why they should choose you, at what price point, through which channels, and in what order. A useful one also says what has to be true for it to work, and how you will know early if it is not.
Why does brand positioning come before go-to-market?
Because every later choice depends on it. Channels, pricing, messaging and even which distributors will take you on all follow from a clear answer to who you are for and why you are different. Without that answer, a go-to-market plan is a list of activities rather than a strategy.
How is GTM & Growth different from the Digital practice?
GTM & Growth decides where and how to grow: which market, which customers, which channels, and the route into that market. Digital builds and runs the online engine that delivers it. Most growth engagements use both, with the go-to-market plan setting the brief for the digital work.
Deciding where to grow next?
Tell us the market you are looking at. We will tell you what we would want to know before committing to it.