Service Portfolio & Go2Market
Defining strategies to capture maximal market value
Optimizing the allocation of services and sales channels is fundamental to capturing market value. This alignment sits at the core of every effective product and commercial strategy. Yet many organizations struggle to define and operationalize the right service–market–channel fit. Moreover, the rise of managed services and digital sales channels has only increased the need for a strong service & go2market strategy.
Our Service Portfolio & Go2Market practice helps business leaders capture market value by bringing structure and clarity to strategic choices: which services or digital products to offer, to which customers, through which channels. We combine data-driven insights with a dual outside-in and inside-out perspective to ensure market relevance without losing operational pragmatism. Our approach turns strategy into execution—prioritizing initiatives that maximize impact and accelerate growth.
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Defining service portfolios and go2market strategies
We help organizations win more customer deals by ensuring they engage each customer with the right service through the right channel. We create ready-to-implement go-to-market strategies built on deep insights into customers, products, services, and sales channels. Our strategies are often cohort-based, allowing us to group customers with similar needs, installed bases, and sales approaches.
To shape these strategies, Addestino applies a 360° perspective—combining the company view (installed base, margins, product portfolio, etc.) with the market view (total addressable market, market share, customer needs, etc.). While our approach is deeply data-driven, we never lose sight of execution. Drawing on hands-on experience as product owners, business analysts, and sales trainers, we ensure that strategy moves beyond the slide deck—creating measurable business impact.
Why Addestino?
A unique methodology, proven to increase market share
Use a data-driven approach to build strategies based on facts, no anecdotes
using data on installed base, market, sales performance, and customer insights
Combine outside-in market view with inside-out provider view
combining “what provider wants” with “what customer needs” to create GTM strategy
Create a prioritized and implementable plan to ensure strategies get delivered
making deliberate choices, balancing ambition with feasibility
Define the service and go2market strategy for growing a 2B€ installed base, containing 170k customers
- Building plan for growth within installed base of large IT & Telco player
- Defining strategies for 30 customer cohort in terms of product, value prop, sales pitch
- Creating a plan with roadmap for next 3 years, executed by organization of 500+ FTEs
Create strategy for entry in technology market adjacent to existing product portfolio
- Evaluating market entry scenarios, from acquiring competitor to organic entry
- Assessing market potential, competitive intensity, product readiness & sales channels
- Advising CEO on optimal entry scenario and associated 3-year plan
Redefine service model and product portfolio across 1.4M customers, totaling 65B€ in assets
- Identifying customer segments with unfavorable cost-to-value ratios
- Evaluating strategies and tactics across the 4 main business units and 150+ processes
- Advising C-suite with tailored service models and product offerings
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