Problem
A B2B manufacturing company reached out to Mentoro with the aim of increasing its domestic and international sales and profitability.
Approach
For the company, we identified:
- The most attractive geographies,
- Target customer groups with high profitability and growth potential,
- The products and services to be offered to these target customer groups,
- The company’s differentiating value proposition,
- The methods to reach customers, and
- The most effective types of sales organization for the company.
With the newly designed go-to-market model, the company segmented its customers based on opportunity size and offered different access and sales methods, as well as different service versions, to various customer groups.
Additionally, new customer acquisition was targeted by utilizing content marketing and digital technologies.
Impact
Thanks to this new approach, the company’s international revenue doubled (x2) in USD terms within approximately two years. Furthermore, it achieved ~90% growth in the domestic market.
