Managing Director & Partner
In emerging economies, the route to market is complicated by limited data and fragmented distribution. BCG’s next-generation go-to-market approach helps companies unlock profitable growth through a digitally enabled transformation of their sales and distribution capabilities.
Today, as in earlier economic downturns, companies’ sales and distribution activities are being squeezed at both the top and bottom lines. And across emerging markets, these pressures are intensified by the complexities that confound go-to-market strategies there:
To deliver in these challenging—but highly promising—regions, companies turn to BCG for a tailored go-to-market plan.
Our go-to-market strategy consulting experts enable our clients to surmount go-to-market challenges by harnessing our deep local expertise and diverse global teams to drive sustainable business impact.
We help companies reimagine their go-to-market plans and reinvigorate their performance by embracing an integrated approach across the sales and distribution landscape.
We've identified comprehensive levers for go-to-market transformation:
Reinvent front-end sales processes
Reimagine sales processes, and digitize for effectiveness, efficiency, and direct sales.
Rethink distributors’ roles, scale, economics, and payout strategy.
Optimize retail execution
Optimize the service model, apply a segmented service model, and increase sales force effectiveness.
Win in e-commerce
Pivot and win in emerging channels as well as e-commerce and e-B2B.
SMART DIGITAL SOLUTIONS SUITE
Our proprietary digital applications and analytical solutions across the sales and distribution landscape can be customized and prototyped rapidly.
GO-TO-MARKET ASSESSMENT TOOLKIT
This toolkit comprises more than 50 use cases spanning 10 digital themes and multiple industries. We help companies understand their starting position and estimate the size of the prize.
PROPRIETARY POINT-OF-SALE AND DISTRIBUTION BENCHMARKS
BCG has compiled a robust database of more than 60,000 retail outlets and 1,500 distributors across more than 10 categories. For top cities, the database provides details on retailer and distributor demographics, business performance, revenue size, and infrastructure.
PARTNERSHIPS WITH DISRUPTIVE GO-TO-MARKET STARTUPS
We have forged partnerships with more than 25 go-to-market startups that deliver sales process intelligence, capability building, pricing, channel finance support, and influencer management.
We have developed a comprehensive playbook that captures detailed knowledge and best practices in go-to-market strategy from more than 50 companies across 10 broad and 50 specific levers.
Our go-to-market strategy consulting experts deploy innovative change management techniques to drive capability building in go-to-market execution through immersion sessions, gamification, coaching, bootcamps, and robust performance management.
Select examples of our go-to-market strategy consulting include:
Several trends we identified have endured, while important and potentially lasting shifts in consumer thinking and behavior are also becoming apparent.
Millions of small, independent shops are the cornerstones of African commerce. Now they’re diversifying, digitizing, and partnering with modern retailers to reach the next level.