- Project goal was the market entry prioritization for innovative products and services in order to target the available sales resources.
- We evaluated the target markets along the dimensions market attractiveness (size, profitability, future growth) and capabilities (relationships, customer access, ability to serve customers well).
- We worked with the client to recommend which regions and which customer groups should be targeted and in what order, and with which products and services.
- In addition, we carefully evaluated the complex decision-making structures in the target markets and identified the factors that are decisive for purchasing.
- On this basis, a proposal was derived for structuring sales resources – both the client’s own and partner sales forces – and a concept for effective management of the partner sales forces.
