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Key Performance Drivers
Configuring a company’s go-to-market approach for high performance
involves leveraging several key performance drivers:
- Understanding and segmenting customers by needs, buying
behaviors and relative economic attractiveness (e.g., lifetime
value, margin opportunity)
- Positioning product and service offerings – including
service and support – into a distinctive value proposition
targeted toward specific customer needs
- Configuring the sales, service and channel mix, based
on providing customers with appropriate choices
- Maximizing long-term margin opportunity and minimizing
revenue at risk through sales, channel management and pricing
strategies and tactics
- Providing customers with high-quality, consistent experiences
and information across channels and interaction occasions
- Optimizing the cost to serve customers across segments
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