Go-To-Market Excellence

A finely tuned Go-To-Market engine is critical to driving revenue growth, yet many businesses fail to unlock full top-line potential because their positioning, messaging or sales approach is not in line with the realities of their target customers. With Catalant’s GTM Optimization approach, you can leverage the real-world expertise of our GTM Experts to:

Better understand and reach your best customers

Enable Sales, Sales Ops, and Customer teams to achieve peak results

Drive more business growth

Approach

Fine-Tune Every Aspect of Your Go-To-Market Approach

01

Understand your market

Evaluate the size and growth of your target market and how much is addressable with your product/service portfolio, illuminating pockets of growth.

02

Segment your customers

Deeply understand your customers’ pain points and align your product and sales model with your target segments to drive maximum growth.

03

Select the right channels to market

Design and implement omnichannel go-to-market models that align with customer preferences and maximize reach while optimizing channel economics.

04

Refine your org structure

Establish the right coverage model for each segment and clearly define roles and responsibilities across your Sales, Sales Operations, and Customer functions.

05

Enable your sales teams

Boost your conversion rate at every stage of the sales funnel by ensuring your product is effectively positioned and that your Sales team is prepared with the best materials.

Winning Together

Go-To-Market Excellence in Action

PE-Backed SaaS Company
More Success Stories

Problem

Drive cross-portfolio growth within enterprise accounts while optimizing commercial coverage model.

Action

Assessed potential of each segment and buying behavior of the new buying personas. Re-designed commercial organization as a matrix model to allow penetration of different buyers at existing customers. Redesigned the organizational model and created new compensation structures to align incentives.

Results

By tailoring the approach to each buyer, setting up the right coverage model and aligning incentives, the client was able to drive a 24% increase in bookings vs. the previous year across their existing account base

GTM Strategy for F500 Global Healthcare Manufacturer

A healthcare products manufacturer wanted to enter a new market with a unique, premium-priced value proposition. The market assessment included market sizing, pricing assessment, and competitive landscape, and surveying 150 pharmacy directors. As a result, a new entry strategy, pricing strategy, customer targeting, and investment roadmap were implemented. Proforma ROIC increased from 60% to 110%.

Commercial Excellence for PE-backed Industrial Services Company

An under-performing business unit in the industrial services company needed a commercial effectiveness assessment. The assessment identified six prioritized improvement initiatives that BU leadership embraced and immediately began implementing, resulting in 20% in bookings growth and 22% in contribution margin growth.

Featured Go-To-Market Experts

Featured Go-To-Market Experts

Jennifer K.

20 years of experience in value capture planning, GTM, and commercial excellence

Proven experience accelerating profitable revenue growth across healthcare, industrials, business services, technology, and private equity firms and their portfolio companies.

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Simon M.

20 years of experience in transformation, growth, and GTM strategy

Former BCG Senior Principal specialized in PMO/PMIs/cost reduction, dashboards & OKRs, AI, M&A / DDs, operations, SCM, logistics, manufacturing, and sales & growth across industrials, consumer, and tech.

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Ross M.

15+ years of experience in GTM, growth, and PE value creation

Former McKinsey Engagement Manager and PE operator focused on helping portfolio companies drive profitable revenue growth. Expertise in SaaS, technology, industrials, and retail health and wellness

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