The OnPoint team has a depth of consulting experience in Go-To-Market Strategy within the technology industry. Examples (non-exhaustive) are provided below:

Client	Project Description	Outcomes
Software Vendor Sales Productivity	Software vendor required a more targeted go-to-market approach to increase sales productivity via direct sales model	Segmented the market based on solution fit and developed field based tools to screen prospects and identify good targets New go-to-market approach successfully implemented post CEO approval
Indirect Channels Growth Opportunity	Understand the potential role(s) indirect distribution channels are suited to play in Cloud-based IT / Managed Services sales and distribution	Defined the roles and requirements best suited to various indirect channel participants and risks to current business models as IT shifts towards network delivered services
Major Storage Vendor Vertical Strategy	Develop a focused approach to Vertical Solutions, given scarce resources dedicated to vertical markets	Narrowed the focus for vertical solutions teams from 6 verticals to 4 based on market opportunity size and execution readiness Identified vertical solution areas to focus on within 4 priority verticals
Software Vendor Maintenance Services	Vendor required strategy to optimize revenues for a series of (potential) new maintenance offer	Developed a premium maintenance strategy and determined the optimal pricing and packaging (which service components to include/exclude) based on detailed customer insights
SaaS Vendor Sales Productivity	Need to improve sales success rate through better alignment of offer pricing and packaging to customer segments	Developed a strategic segmentation of their marketplace to determine optimal pricing and packaging by segment Improved sales efficiency
Enterprise Software Cross- Selling	Understand the potential to cross-sell products from recently acquired companies into traditional software install base	Defined a customer-driven approach to maximizing cross-sell and defined business model adjustments to improve sales leverage from acquired companies
Software Vendor Strategy in SaaS	Global traditional software provider had defined a SaaS strategy for a segment of its business but needed to define the go-to- market approach	Based on extensive customer and competitive research defined the market position, channel strategy and sales approach optimized to the market opportunity