Looking at Routes to Market from a operational perspective, its important to analyse what demands the new RTM will place on your company. Changing the RTM usually necessitates some fairly significant changes in terms of roles and responsibilities, particularly in the Sales and Commercial area.
If creating an optimised RTM is seen as important, implementing the changes in a structured and planned way is critical. Not only is it important to choose the right value chain partners, it is also vital that any risks associated with the proposed changes are identified early on and a mitigation plan drawn up to understand the potential consequences. Risks can include the threat of legal action from terminated partners, disruption to the Sales effort during the transition and lack of buy-in from employees.
Using Clear Intelligences expertise allows you to identify these threats and issues when implementing new routes to markets. For more information about RTM analysis contact our Sales team
