From foundational work like go-to-market strategies to longer-term consultation like market trends and business profitability, we’re a thought partner and research resource that ensures organizations are on track and moving forward.
B2B go-to-market strategy development
A go-to-market strategy defines the fundamentals of your business. What are you selling? Who are you selling to? What is the competition doing? How will you earn revenue? It’s about business operating principles and pricing structure, often triggering the development of a B2B organization’s mission and vision. treetree partners to develop go-to-market strategies that are the crystallization of an organization’s best opportunities, clarity on where you’ll find the wins, and parameters for growth and revenue. treetree believes that in order to build a sustainable brand, that brand must be anchored in a solid business. If a brand is growing, but the business is not, the lack of a B2B go-to-market strategy is likely the reason.
Buyer persona research and identification
Our ABM services are designed to help you achieve your specific business goals, whether that’s winning new accounts, growing existing ones or retaining your most valuable customers. Buyers buy solutions, and until a B2B organization understands what’s keeping its target audience up at night it can’t position itself to offer the solutions they need. Not only does a business need to understand who it is with a solid go-to-market strategy, it also needs to be clear about who it’s talking to. Persona development is the capture, documentation and understanding of a B2B organization’s audience. And this semi-fictional representation of a buyer is never one-size-fits-all.
Understanding a persona requires intimate knowledge of its goals, motivations, behaviors, concerns and challenges. Not only does treetree help clients define their persona(s), we also help clients determine if they’re targeting the right personas. Far beyond simple user demographics, we get inside the hearts and minds of target buyers to recognize the factors that move them so a client’s solutions are aimed at exactly the right problem. Our ABM services are designed to help you achieve your specific business goals, whether that’s winning new accounts, growing existing ones or retaining your most valuable customers.
Methodology for persona development may include:
- Customer experience analysis
- Customer perception tracking
- Questionnaires, surveys and roundtable discussions
- Secret shopping
- Qualitative and quantitative research
- Buyer workshops
- Audience journey mapping
Market positioning and strategy
Defining the target market position for an organization is a strategic exercise that involves the evaluation of the organization’s strengths, weaknesses, opportunities and threats. It also involves exploration of the market landscape to identify ownable white space. And it’s all in an effort to establish an ideal, credible and unique spot a business can claim. Positioning reflects how a company creates value, how it differs from competitors and how creative tactics will take shape to secure that position.