What challenge(s) do our clients face?

Creating a sales strategy is a difficult task that requires careful balancing of meeting each customer's needs and managing the costs required to meet those needs.

To meet this challenge, a company must have a deep understanding of the market of its business, the unique needs of its different customers, and its internal capabilities to go to market strategy and to operate effectively in the market. All of these are important changes that need to be made to create successful sales.

While many organizations have found a sales model that works, unfortunately this is not a guarantee for the future. Along with the changing business and changing needs of customers, many factors can affect the company's sales strategy, making them key points for business analysis copy:

External factors:

Establish actions that align with the organization's strategy, priorities, and timelines to ensure clear goals and experience when achieved.

  • New business changes, customer usage and customer expectations regarding service levels etc. effects.

  • Entry of new competitors or changes

  • Poor performance in certain categories, regions and/or sales

  • Changes in the regulatory or legal environment

  • New trends like digitalization or new categories.

    Internal factors:
  • Lack of understanding of the market dynamics in terms of categories, regional distribution and channels

  • Limited knowledge of the customer needs in terms of services, portfolio, commercial conditions and service level

  • Failure to adequately serve regional variations in a market

  • Unclear roles & responsibilities along the value chain

    When it comes to overcoming these issues, a Go-to-Market project is the opportunity to build a successful commercial strategy. Its objective is to establish a business model that serves the market in an efficient, effective and profitable way that serves both your company’s strategy and the needs of its clients.

How do we help?

We support our clients in developing or adapting their marketing strategy or adapting your entire marketing strategy or focusing on specific channels or groups as needed..

Our approach offers a comprehensive and structured approach to ensuring that the GTM strategy meets the critical needs of the sales force. This includes:

  • A market overview, taking into account its evolution in categories, regions and sales, and how it differentiates our clients' business from the competition.

  • The specific business segments are designed to help define the goals of each client group to be served and the company's recommendations for each client.

  • The business models developed for each business segment determine business decisions such as channel mix, product mix focus, business model and service level to meet the expectations available in all business segments.

    Considering that GTM innovation is a change that affects the entire company, we ensured the full participation of all areas, not just the marketing team. We ensure that projects meet the goals of all stakeholders and are successful in achieving them, in order to ensure an impact plan, needs and opportunities in all areas, early and regular communication, intercultural dialogue and various trainings.

    From our record of more than 400 successful projects and applications worldwide, we know that every company has a unique combination of business, product mix and landscaping. Therefore, understanding the unique circumstances the company faced when creating the GTM is a key element in creating a long-term sales strategy.

What are the benefits?

Our clients can expect several benefits when structuring their GTM , including some of the below examples:

  • Increased revenue and sales volume

    – through increased coverage and penetration of products in the market

  • Increased profitability

    – through reduced marketing and sales costs

  • Increased delivery model efficiency

    – through lower friction service model’s adherence to market needs along the entire value chain

  • Increased alignment with customer needs

    – through improved understanding of client’s profile, their requirements and the value your products have for them

  • Boosted brand image

    – through trade actions, merchandising, loyalty programs etc.

  • Improved product distribution

    – through increased product availability and an optimized distribution network

  • Increased market share

    – through innovation, stronger relationship with clients, M&A etc. bringing more relevance in the market

  • Improved marketing mix control

    – through better use of resources for each product, channel, communication plan etc.

  • Increased service level

    – through ensuring that it is appropriate to the customer segment and that the internal org. structure is designed to deliver it.

How does it work?

From our record of more than 400 successful projects and applications worldwide, we know that every company has a unique combination of business, product and landscape. Therefore, understanding the unique situations a company faces when developing a GTM is crucial to creating a long-term sales strategy.

Our approach to solving the problems companies face while developing GTMs generally consists of the following 6 steps:

Our way of working involves you as an expert at every step of the process keeping two main objectives in mind: (i) monitoring and using the energy absorption of your shared business knowledge to generate the best recommendations, and (ii) ensuring knowledge and knowledge transfer throughout. so your experts are free to stay at GTM at the end of the project.



Our GTM approach is one of our most advanced solutions and the integration has delivered over 400 crops and fertilizers over the years).
The experience is international and includes areas such as Brazil, Canada, the United States, Russia, Mexico, Argentina, Italy, Denmark, Central America and the Caribbean. We support international companies with our GTM projects, which can be regional or national.

BMCS India BMCS India BMCS India BMCS India


BMCS India
BMCS India

Dhruv Patel is an engagement manager at BMCS and has been working since 2019 in the Argentinean office in the Supply Chain Practice.

Dhruv Patel

BMCS India

Aarush Gandhi is a Manager at BMCS with significant experience in Supply Chain and Implementation having worked across both of BMCS practices.

Aarush Gandhi

BMCS India

Nikhil Singh is a Director at BMCS and has been working since July 2011 in the practice of Marketing & Sales. Prior to BMCS, Jonathan was an Analyst

Nikhil Singh

BMCS India

Keshav is a Manager in the Marketing & Sales practice. Originally from Columbia, Luis is an entrepreneur at heart, and has worked in several start-ups in Colombia, receiving his MBA

Keshav Sinha

BMCS India

Chaitanya Varma is a Financial Controller at BMCS and has been part of the Finance area since January 2011. Her experience includes financial analysis.

Chaitanya Varma

BMCS India

Rishi Sinha is a Specialist on Supply Chain Strategy at BMCS, working since 2010 at the firm. He has over 20 years of experience in Supply Chain collaborating with companies

Rishi Sinha

BMCS India

Knish is a Managing Partner and has overseen the Mexico City office since 2008. Prior to BMCS, Gerard accumulated 25 years of experience in executive positions at L’Oréal

Knish Raj

BMCS India

Rajbir is a senior manager I within the Implementation practice at BMCS, and has been part of the team since July 2011. His experience includes leading transformational projects.

Rajbir Kapoor