Boston Consulting Group recommended digitizing sales process, evaluating front-end spending and rethinking distribution model as go-to-market strategies for emerging markets post-COVID-19

Produced by:

Reimagining Go-to-Market Strategies After the Pandemic

Reimagining Go-to-Market Strategies – Boston Consulting Group recommended digitizing sales process, evaluating front-end spending and rethinking distribution model as go-to-market strategies for emerging markets post-COVID-19

Summary:

Boston Consulting Group provided guidance on how companies can reimagine their go-to-market strategies in emerging countries after COVID-19. Some recommendations are:
  • Digitize Sales Process – Identify which sales roles and activities can be digitized or augmented, prioritize and make processes more efficient, and determine whether to integrate existing solutions or partners in re-imagination process
  • Rethink Distribution Model – Evaluate role of distributors according to scale, architecture and profile, consider if other players in ecosystem will be more effective, and address issues such as conflicts with distributors, team and functions
  • Pivot to E-Commerce – Develop e-commerce 2.0 business strategies, such as efficiency and differentiation of product assortment and packaging, as well as capabilities in digital marketing, merchandising and customer service
  • Optimize Front-End Investments – Analyze trade investments, allocate greater portion to priority spaces, enhance effectiveness of spending through industry benchmarks, and reduce leakages to free up capital for high potential opportunities
  • Explore Digital Collaborations – Consider partnering with logistics companies, e-commerce and technology providers, as well as traditional and unconventional players in areas where organization cannot build or acquire new capabilities
For more information, visit https://www.bcg.com/publications/2020/reimagining-go-to-market-strategies-after-covid-19-pandemic.aspx
Company: Boston Consulting Group (BCG)
Categories: Customers, relationships and channels, Strategy

Original publication date: May 28, 2020

Date last updated: June 15, 2020