Go-to-Market strategy,
down to earth.
We transform your strategy into a clear, modular, and measurable journey, eliminating uncertainties and guiding you from market positioning to sales.
book a callWhat is it about?
Theory is everywhere. The real strategy? A whole other story.
We spent years helping B2B companies really make their Go-to-Market work. Brilliant ideas are not enough, intuitions must be verified on the market and must be absorbed in the company by developing a solid process.
Is your Go-to-Market ready for the future or are you still chasing outdated patterns?
Your products and services have evolved, but your market entry strategy has remained stuck in the past? Is your company struggling to attract new and relevant customers?
It's not the market's fault. It's the fault of a Go-to-Market that cannot keep pace, that does not adapt to changes. We at Otto help you regain the market with a plan that really works: modular, measurable, flexible.
“If you want to stop chasing and start leading, you are in the right place.”
“Otto non è una semplice agenzia, ma una combinazione di consulenza strategica e di servizi completi, davvero ready to use.”
Nadia Masuzzo • Events ManagerYour company's challenge:
Separated organization into silos causes Marketing and Sales to fail to integrate their action plans, resulting in inconsistent results and poor strategy effectiveness.
A unified Go-to-Market process that breaks down organizational barriers, fostering smooth daily collaboration between teams. This leads to shared action plans, seamless coordinated execution, and insights-driven decisions for a strategy that yields consistent results and accelerated growth.
Line Method
Not sure where to start?
Enough with endless analysis and assumptions. Discover how the Line Method allows you to unlock your real potential in the market.
Discover how10 modules: where strategy meets your market
Each module lasts 3 weeks on average, has clear KPIs, Outcomes, and outputs, and focuses on a specific strategic area of the process. Thanks to our working methodology, you will get evidence and results immediately.
Internal and external analysis
Where are you strong? Where are you losing ground? We identify the key elements of your market and the effectiveness of your business model.
- •Business Model Canvas AS IS Co-design session to map the current operating model
- •Market context analysis and competitive web listening on reference competitors
- •Structured SWOT Analysis of current state (AS IS) and future scenario (TO BE)
- •Go-to-Market interview and structured GAP Analysis for future operational paths
Strategic customer mapping
What are your customers willing to pay for? What are your sales vitals metrics? We segment contacts to generate more impact.
- •Customer Design Canvas, Customer Insight, and Customer Journey Mapping session
- •Quantitative analysis of the customer base (Sales Vitals) and RFM matrix compilation
- •Analysis of the customer database segmentation matrix and record normalization
- •Development of a customized CRM Marketing strategy for key customer segments
Company identity and differentiation
Do you have a clear, distinct positioning in your target market? We differentiate your messages from competitors to make you stand out.
- •Sensitivity Analysis and Brand Positioning Statement definition (UVP, USP, Reason Why)
- •Voice of Customer (VOC) and Voice of Target (VOT) to gather systematic market feedback
- •Strategic Check of existing marketing materials via Eisenhower prioritization matrix
- •Definition and drafting of official Brand Guidelines (Visual & Verbal brand Identity)
- •Price Sensitivity Analysis and overall offering portfolio optimization
Investment distribution on touchpoints
Are your Go-to-Market channels differentiating, or are you following the competition? We distribute budgets precisely, optimizing resources.
- •Analysis and mapping of current contact channels (Smart Channel Strategy) on selected blocks
- •Drafting of the strategic investment plan (Go-To-Market Investment Plan) with Business Readiness Map
- •Controlled market testing (Market Fit Testing) via strategic Test Cards and Lesson Cards
- •Identification, prioritization, and mapping of partnership conditions with strategic commercial partners
Customer experience optimization
How strong is the customer-company relationship? What do they expect? We strengthen the experience across the entire journey, improving redemption and value perception.
- •Customer Experience touchpoints detailed mapping session
- •Sales Enablement activities focused on the buyer journey and priority sales messaging
- •Preparation of digital surveys for ongoing customer satisfaction measurement
Performance analysis and profit optimization
Are you leaving margin points in negotiations? We balance your business lines to prevent cannibalization and recover profitability.
- •Detailed margin analysis per business line and per specific distribution channel
- •Economic-financial modeling for sales ROI simulation and Break-Even Point identification
- •Pricing Strategy review based on value perception and target's willingness to spend
Go-to-Market key activities optimization
Are your strategies always one step behind? We proactively adapt plans to market conditions, keeping your Go-to-Market aligned.
- •Operational audit of existing workflows between Marketing and Sales teams
- •RACI matrix definition to clarify roles, responsibilities, and commercial handovers
- •Design and implementation of marketing automation workflows to speed up lead processing
Commercial partnership optimization
Are you able to activate partners capable of positioning your solution? We build your ecosystem, also leveraging external accelerations.
- •Assessment of the commercial partner network and B2B distribution agreements in place
- •Development of a Partner Enablement kit (sales tools, presentations, and operational guidelines)
- •Co-design of a joint marketing plan (Joint Marketing Plan) to stimulate partner sell-out
Cost structure analysis and efficiency
Do you support high investments before knowing the market response? We reduce costs and business risk without sacrificing growth.
- •Mapping of operational and infrastructural costs (OpEx) related to marketing and sales
- •Tool Stack Consolidation: analysis and rationalization of software licenses (CRM, Email, Analytics)
- •Identification of operational bottlenecks and removal of redundancies in internal processes
Go-to-Market internationalization
How can you bring your offer beyond the domestic market? We analyze markets, adapt pricing and positioning, and activate local partnerships.
- •Foreign Market Assessment: study and prioritization of target foreign countries based on barriers and attractiveness
- •Drafting of the Localization Playbook to adapt message and channels to local sociocultural context
- •Definition of local distribution partnerships and alignment with international commercial compliance
Ready to unlock your Go-to-Market?
Speak with one of our specialists to perform an initial check-up and identify your business priorities.
Book a call