Advisory and Corporate Services

Route to Market Strategy

Route to market strategy









You could have the best product or service in the world, but it will fail if you don’t put it in front of the right customers. To maximize your chances of business success, Serica helps its clients to identify the most effective routes to take your products and services to the Chinese and European market by understanding how and where the customers prefer to buy.

Product and market disruptions coming from every direction continue to hit one industry after another. What sets successful companies apart—what allows them to grow by quickly adapting to new environments rather than scrambling to catch up—is a distinctive and robust go-to-market system.

To define your organizations go-to-market strategy the following strategic questions need to be asked:

  1. Where are you (current state)?
  2. Where do you want to go (desired state)?
  3. How do you get there (strategic options)?

We will help define your strategic planning triumvirate applying the following principles:

  1. Situation analysis – a thorough and thoughtful analysis of your current situation
  2. Strategic formulation – how you will get from point A to point B (the solution path)
  3. Implementation – how you will implement the strategic programs and projects to execute against your formulated strategy

Every company has a process for going to market, of course. But go-to-market functions, such as sales, marketing, and product management, tend to be isolated from changes in the marketplace, from their own company’s strategic priorities, even from each other.

Serica helps companies build powerful, integrated go-to-market systems. We think of an effective go-to-market system as the missing link between a company’s strategy—its decisions about where to compete and how to win—and the exceptional customer experiences that are the ultimate path to success. Such a system enables a company to identify attractive target customers and design value propositions tailored to those customers’ needs and to the company’s strengths. It also enables the company to deliver these offerings to the marketplace and to continually refine them based on fast, reliable customer feedback.