Go to Market Strategy presentation

1. GTM Plan
BY

2. Title Lorem Ipsum
Sr. No. Topics Page
no.
1 B2B lead generation /funnel building process 4
2 Ideal sales cycle and planning sales pipeline, in order to acquire at least 1 desired logo
every quarter
10
3 Detailed strategy plan for acquiring new Large Enterprise customers over a period of 3
years.
12
4 Prior experience with managing sales cycles and Planning for success in achieving targets 14
5 Approaches to negotiation 15
6 2 areas of strength and 2 areas of improvement 16
7 Approach to engaging the various stakeholders (influencers/decision makers etc) during
the sales cycle.
17

3. 3 Years GTM Plan

4. Lead Generation
1. Own Database/Connects: Largely would depend on own database of existing connects in the
industry. Warm leads/calls.
2. Cold calls: Would also conduct cold calls to get more traction in target industries.
3. Email Blast: Existing/New connects in market.
4. Social media: Would reach out to various stakeholders thru Linkedin
5. Marketing Campaigns: Will run specific social media campaigns along with marketing team to
attract relevant stakeholders from focussed/various industries.
6. Strategic Tieup with HRMS/ Training/EE Survey Companies to get some leads from market.

5. Target Industries
Sr. No. Industries Sr. No. Industries
1 IT/ITES, Global Shared Services 6 Automobile
2 BFSI, Fintech 7 Ecommerce
3 Conglomerates 8 Staffing/Security
4 Energy/Power 9 Aviation/Travel/Hotel/Hospitality
5 Pharma/Hospital 10 Other Services & Manufacturing

6. Target Companies- Existing Connects
Sr. No. Company Industry Service/Product
1 Sopra Steria IT/ITES Employee Engagement
2 EXL IT/ITES Employee Engagement
3 HCL IT/ITES Employee Engagement
4 Oracle IT/ITES Employee Engagement
5 Teleperformance IT/ITES Employee Engagement
6 NIIT IT/ITES Employee Engagement
7 IGT IT/ITES Employee Engagement
8 British Telecom IT/ITES Employee Engagement
9 iEnergizer IT/ITES Employee Engagement
10 Pacific BPO IT/ITES Employee Engagement
11 Genpact IT/ITES Employee Engagement

7. Ideal Sales Cycle
A minimum of 3-4 months per deal required to convert 1 deal
So, a minimum of 10-20 engagement, demo, advanced discission, solutioning etc. would be required
at any given time.
Thereby, constant churning of leads would be required.
Ideal stakeholders :
Employee Engagement, Rewards & Recognition: CHROs
Channel Program: Head of Marketing & Sales, Head Channel
Other Stakeholders: CEO, COO, Strategy, New Initiatives & Technology Head

8. Sales Funnel
100 Qualified Prospects(Lead)
10-20 Engagements
5 Proposals
1-2 Wins

9. Sales Funnel : Detailed strategy
Basis this hypothesis of 100 prospects will get us 1-2 deals. Avg. deal size is INR 2 Cr.
In order to reach 20 Cr. A prospects list of 1000 will be created.
Considering A Prospect list of 1000 Companies, will help us win INR 20 Cr, worth Annual Contracts, On a
rolling basis.
Year 1: Actual Won deals will be worth between INR 20-30 Cr. (Minimum Value Vs. Maximum Value)
Year 2: Actual Won deals will be worth between INR 30-40 Cr. (Minimum Value Vs. Maximum Value).
Considering few deals will spill into year 2.
Year 3: Actual Won deals will be worth between INR 40-50 Cr. (Minimum Value Vs. Maximum Value).
Considering few deals will spill into year 3.

10. Competition
1. Accentiv
2. Madison
3. Channel Play
4. Advantage Club
5. Benepik

11. Prior experience with managing sales cycles and
Planning for success in achieving targets.
Achieving success thru:
1. Planning and constant connect with client.
2. Value for money offerings
3. Technology backbone
4. Consulting services
5. State of art processes and people
6. Brand recall
Thereby in Year 21-22: Achieved 90% of Revenue targets and many more target achievements in previous
years.

12. Approaches to Negotiation
1. Giving bundled services along with the flagship product and maintain pricing.
2. Showing ROI to client
3. Showing value and to get more mindshare by doing pilot run of the product at a nominal or no
cost.
4. Price reduction is the last option

13. Strengths & Areas of
Improvement
•Opening Deals
•Connects in Market
Strengths
•Time Management
Areas of
Improvement

14. Engaging Various Stakeholders
Client
Engagement
Calls
Whatsapp
Social Media
Email
Special
Invites
Reference
Hiring/Need

15. Additional Inputs

16. SEO Ranking