Go-To-Market map
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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.
