Go-To-Market map

A go-to-market map analysis how a company lets it customers interact with its sales tasks and channels:

The above example of a map between the sales task and sales channel, helps identifying the following questions:

• What are the criteria for handling on calls from the company clal center to either internal sales or external resellers?
• Cold sales calls are very expensive. The analysis showed that the sales representatives, already being overstretched, were to heaviliy engaged in lead generation.
• Once the company call centre relayed a request for a tender to one of the resleers, all direct customer contact was lost. The company internet platform could have been used.
• Similarly, the website was primarily used for lead generation but could have been use for other customer facing processes.