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Go-to-market challenges and guidelines for optimization

Go-to-market challenges

A maximum development of commercial potential in a customer-driven and omni-channel economy.

Commercial potential remains often untapped. A lack of effectiveness in sales and marketing approach is one of the main causes of falling sales figures and declining growth power.

The first major challenge is the discovery and development of intrinsically present, commercial potential in sales and marketing approaches. The second major challenge is the elimination of significant differences in methods and results between top executives and top managers, and the rest of the organization. The need for a better alignment of activities and responsibilities between the marketing, sales and other departments, is the third major challenge.

Go-to-Market - solutions

What are the best solutions for the Go-to-Market challenges?

Improving the Go-to-Market approach needs to be done in three phases. A thorough analysis of the entire commercial ecosystem is the basis for the next two steps: "without a diagnosis, no prescription”. In a second phase will be examined how the commercial strategy can be enhanced and additional commercial value can be created. In phase three, the focus is on how the organization will be prepared for the future.

 

About the author

Chris Delvaux - Go-to-Market optimization

Chris Delvaux has over 15 experience as a senior consultant. He is specialized in go-to-market optimization, business model innovation and service design. He facilitates and coaches teams in commercial transformation projects from the analysis to the result. He works strategically AND pragmatically. He has worked for clients such as Baxter, Nashuatec (Ricoh), DVV Insurance, Associated Weavers, Stihl Benelux

Business model innovation

Commercial innovation by developing a new business model

Commercial innovation by developing a new business model, is one of the possibilities to create added customer value.

What is the best way to do it?

You can find some interesting tips about developing a new business model in the video from the University of St Gallen, Switzerland. (By Prof. Dr. Oliver Gassman). The video is also about typical myths in innovation.

 

Click here to read more about our services

If you want more information about commercial innovation by developing a new business model, CONTACT THRUST

 

For more information on business model innovation, go to www.bmi-lab.ch

The new rules of innovation

Innovation is taking risks

Interesting and inspiring TEDxBerkeley -talk about innovation. Uploaded on Feb 25, 2012

From Carl Bass , President and CEO of autodesk, Inc. Autodesk is the leader in 3D design, engineering and entertainment software. Formerly he was Autodesk's chief operating officer, responsible for worldwide sales, marketing, and product development. Earlier roles included CTO and EVP of product development.

His key message is that innovation is happening at an unprecedented pace and will continue to accelerate because of 5 trends:

1. The age of Access and Experience

2. Business Un-Usual

3. Digital fabrication

4. Rise of information

5. Infinte Computing


Watch now

For more information on commercial innovation methodologies and approaches click here, or contact THRUST 

What is commercial innovation?

Innovation or invention?

Innovation is often mixed with invention. Invention is typically linked to product or technology development (R&D). Innovation however, includes all non-product (or technology) innovation. 

What is commercial innovation?

The core of innovation is the commercial use of an invention. Commercial innovation includes all forms of innovation aimed at increasing customer value. Especially, it is about new business or market entry models, whole new service offers, better aligned and redesigned processes, improved customer experiences, transformed customer relationships, new distribution channels, extra customer tools and apps. It could also be about new visions on business potential, innovative value propositions, a different perspective on market segmentation and all other non-product innovations which provide more customer value.

The internet is one of the best examples of commercial innovation. In less than a decade, the internet went from being connected networks used by universities and the military to the very powerful commercial engine it is today. (Greenstein Shane, How the internet became commercial: innovation, privatization, and the Birth of a new network, Princeton University Press, 2015)

Increasing customer value?

Increasing customer value may be realized by either increasing the benefits as perceived by target customers or by reducing their experienced sacrifices.

Do you want more information? Contact us

Click here to read more about our services

Welcome to our new website!

Welcome to our new website!

The importance of commercial innovation

Hello world, this blog is about commercial innovation, customer relationships and service design thinking, but also about personal and team coaching.

Digitization gives new possibilities but is also responsible for the current disruptive economy. In this disruptive economy, new powerhouses emerge as Google, Apple, Facebook and others. They ensure that even very old, large companies shake to their foundations and begin to question their existence. For example, banks and insurance companies, but also the automotive industry are all threatened by new entrants who use often IT and digital solutions and have often a fresh look at traditional challenges. Why doesn't drive a car independently? Why does a surgeon operate still manually? Why do we still use physical (paper) money to pay?  Therefore, it is important that any organization continues to innovate. Certainly 'commercial innovation' has become even more important. It is not just about product innovation, but also about everything we do in order to service the customer better and the added customer value we create in this way.  Read more about it next time.

Personal coaching to activate individual potential

In this blog and website, however, we will also write about the importance of human interaction, personal coaching and building teams. Especially in times of rapid change, the quality of human contact, personal performance and team functioning is more important than ever. Also striving for a better balance and to more happiness, both at work and in private life, deserve more attention. The demand for personal and team coaching is therefore rising.

Next time we continue with commercial innovation and different approaches.

For more information about  our services, click here, or contact THRUST

See you again!