Go-To-Market (GTM) Environment Assessment, Required Capabilities & Model Scenarios

Goal

How to manage the most critical period for the success of the brand, maximizing the one chance to launch? Define a Go-To-Market Model that meets product-specific launch needs at the right time:

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  • Understand the precision medicine environment across key markets (external environment analysis)
  • Define required actions & capabilities to ensure market & client readiness for product launch
  • Create GTM models that minimize investment & disruption and maximize product value

Approach

Environment analysis

Evaluate key factors driving the need for a tailored GTM setup and define GTM anchors

Capability requirements

Explore the capabilities needed and run a fit-gap analysis of these capabilities

Model scenarios

Identify viable scenarios enabling capability adaptations or acquisition

  • Identified environment shaping drivers including secondary literature research, payer interviews, affiliate survey and workshop, external advisory board and affiliate interviews
  • Defined GTM anchors drawing key insights from the environmental analysis, identifying a long-list of required actions and consolidating insights into GTM anchors
  • Identified new capabilities required to achieve the actions / anchors
  • Conducted fit-gap analysis to understand the required capability upgrade
  • Created strategic options analyzing the pros and cons regarding capability upgrade versus new role creation
  • Designed and rated GTM scenarios (local vs. regional resources, product-dedicated vs. integrated portfolio, maximizing value vs. minimizing investment & disruption)
Key design principles guide the go-to-market model

Contact our experts

Andrea Sobrio

Andrea Sobrio

Founder and Managing Partner

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Lisa Clarc

Lisa Clark

Director

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Learn more about our focus topic

Environment Transformation

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