Route to Market – Project Phases

6xW Route to Market sales service is aimed at representing the client’s Products and or Services starting with an agreed Go-To-Market plan that encompasses prospect profiling, sales engagement, sales activity planning and  opportunity management.

With many years of complex opportunity and sales management experience combined with an operational and customisable CRM system (Salesforce.com) enables 6xW swifter and smarter ways-of-working to achieve goals.

The Route to Market services  are outlined in the three Phases of operation (below) and can comprise and mix of individual components, according to the client’s requirements.

First Phase

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Go To Market Strategy and Implementation Plan

A client plan covering, but not limited to, the points below:

  • Vision
  • Territory
  • Value Proposition
  • Skills Sets required
  • Target Market and Buyer Profile
  • Market Positioning model
  • Competitive advantage
  • Acquisition Model
  • Mutuality in Resourcing
  • Timescales and Cost outline
  • Expectations and Risk Management

Plan & Execute market awareness activities

  • Access to a world class CRM system to review sale cycle
  • Review Contacts, Accounts and Activity recording, via CRM
  • Customised Sales Dashboards and Reports, via CRM
  • Coordinated campaigns (with Client marketing), via CRM
  • Integrate Web-To-Lead workflows, via CRM
  • Analytics and Performance charts

If required

  • Coordinate and participate in marketing event
  • Manage and or build website for regional awareness.
  • Coordinate with Client PR on approved activities.

Second Phase

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Third Phase

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Representation

  • Represent the Client’s Product or Services with prospects
  • Coordinate sales collateral and presentations materials
  • Provide Account Management
  • Manage ‘High Touch’ introductions
  • Provide Opportunity Management
  • Project Coordinate POC / Customisation / Developments
  • Contract coordination
  • Contract Negotiation
  • Documentation as required.

For the Services offered …

Once the Client wishes to proceed with the scope of the project, payment of the ‘First Phase’ is usually a ‘Flat Fee’.

Flexibility in the scope of activities is offered allowing the Client to choose an individual opportunity arrangement at the end of the following stages in the sales cycle, as follows:

  • Execute the sales plan to find and qualify opportunities
  • To manage nominated opportunities or accounts through the Demo/POC phase up to contract negotiation
  • To represent the client, in strict coordination with the Client, in negotiating contract terms to signature

Note: the client wishing to undertake control over the opportunity to completion is subject to mutual agreement.

 

Payment Plan.

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UK Office facility available on request —–Territory: UK/I and Europe  —– Standard Terms and Conditions apply