Defining Your Go-To-Market Strategy
Map your channels and optimize the allocation of your sales and marketing efforts to maximize your impact.
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Why structure your Go-To-Market?
A clear Go-To-Market strategy is the foundation of your growth. Without an overview of your channels, efforts scatter and ROI remains difficult to measure.
Map your acquisition channels
Identify all your levers: inbound, outbound, partners, retention. Evaluate each channel's real contribution to your lead generation and revenue to make informed decisions.
Optimize resource allocation
Effectively distribute your efforts between acquisition, retention and re-engagement. Build scenarios adapted to your quarterly objectives and budget constraints.
Align marketing and sales
Create synergy between your marketing, SDR and sales teams. Formalize a coherent action plan with clearly identified interactions and dependencies.
Learning Objectives
At the end of this training, you will be able to:
- Map your acquisition channels and measure their performance
- Prioritize high-impact channels based on the customer journey
- Allocate resources between acquisition, retention and re-engagement
- Build a structured Go-To-Market action plan
- Define tracking indicators and roadmap
Target Audience
This training is for: Executives, Marketing Directors, Sales Managers
Program
Before the Training
- Gather performance data by channel (inbound, outbound, partners, retention)
- Prepare a quick summary of current marketing and sales actions
During the Training
Mapping channels and measuring performance
- Identify current actions and their contribution to lead or sales generation
- Use the Go-To-Market mapping canvas
- Evaluate each channel's effectiveness using key KPIs
Prioritizing high-impact channels
- Select the best-performing channels based on the real customer journey
- Identify marketing-sales synergies
- Define the split between inbound, outbound and partners
Distributing resources and efforts
- Allocate resources between acquisition, retention and re-engagement
- Build alternative scenarios based on quarterly objectives
- Use the balanced effort allocation model
Building the Go-To-Market action plan
- Formalize the action plan by channel and team (marketing, SDR, sales)
- Identify key interactions and dependencies
- Establish overall system coherence
Defining indicators and roadmap
- Select priority tracking indicators
- Structure the quarterly roadmap using the Go-To-Market dashboard
- Validate collective commitments and monitoring governance
Teaching Methods
- Theoretical and methodological contributions
- Practical exercises and role-playing
- Work on your real cases
- Personalized feedback from the trainer
The specialist in sales and customer relations for 20 years
100+ programs designed by our instructional engineers and led by 40 field specialists.
Frequently Asked Questions
What is a Go-To-Market strategy?
Go-To-Market is the strategy that defines how you will reach your target customers. It encompasses channel choice (inbound, outbound, partners), resource allocation, and coordination between marketing and sales.
How to choose between inbound and outbound?
The choice depends on your market, sales cycle and resources. This training teaches you to analyze each channel's performance and build a balanced mix suited to your context.
Does this training cover partnerships?
Yes, partner channels are integrated into the Go-To-Market analysis. You will learn to evaluate their contribution and integrate them into your overall acquisition and retention strategy.
What tools are used during the training?
You will use the Go-To-Market mapping canvas, the balanced effort allocation model and the Go-To-Market dashboard to structure your roadmap.
Is this training eligible for OPCO funding?
Yes, KESTIO is Qualiopi certified. This quality certification enables funding of our training programs by OPCO. Contact us to get a personalized quote and coverage terms.
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Our team is available to answer all your questions about this training.
Hours: Monday - Friday, 9am - 6pm (CET)