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  •  GTM Group
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  •  Subaccount
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  •  How To Choose Strategies

    Select the strategy based on what your research has identify is important to them. This can be stated in their reporting, what’s occurring in their industry, or what you heard from them directly.

  •  How To Choose Strategies

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    << Go Back

  •  How To Design Strategies


    Moderate Complexity
    High Complexity
    Offering
    Few, packaged, well defined products and services
    Many, bundled, configurable products and services
    Agreements
    Few or 1 agreement, few standard terms
    Multiple agreements, changing terms, long review cycles
    People
    Few – a small team handles it
    Many – multiple internal & external teams
    Systems
    Few – minimal system involvement
    Many – CRM, ERP, Billing, Procurement, etc.
    Process Steps
    Simple, single-step
    Multi-step, requiring approvals & compliance checks
    Regulations
    Low – minimal compliance oversight
    High – strict legal & financial rules
    Geographies
    Local or limited regions
    Multiple Geographies (Countries, States, Cities), global compliance rules
    Unit transaction value
    Low-value transactions
    Medium to high-value transactions
    PERFORMANCE PRORITIES
    Compliance, Quality, Speed, Productivity, Capacity
    Risk Mitigation during Create & Commit, Value Leakage during Manage
    CHALLENGES
    Different teams follow different processes
    Limited capacity causes risks & SLAs/Obligations to be missed or errors
    CAPABILITIES NEEDED
    Requires standardized, centralized process minimal WF steps and pre-approved templates
    Multi-step workflows, dynamic agreements, automated risk detection and compliance / obligation tracking
    Medium Volume
    High/Medium Volume
    Transactions
    Moderate – regular but manageable
    High – frequent, large-scale processing
    Ability to Scale Inidividual Capacity to Meet Demand
    Medium – can be managed manually but benefits from automation
    High – must scale with automation
    Ability to Scale Process to Meet Demand
    Medium – process improvements help
    High – automation is critical to keep up
    Interoperability with Other Systems
    Low – minimal need for connected systems
    High – requires CRM, ERP, Billing integration
    Impact of Delays
    Low – minor delays are okay
    High – delays cause compliance & financial risks
    PERFORMANCE PRORITIES
    Compliance, Productivity
    Speed, Compliance, Productivity, Capacity
    CHALLENGES
    Manual processes slow things down
    High volume makes manual work unsustainable
    CAPABILITIES NEEDED
    Agreement process steps automation with limited integration needs
    AI-driven automation, bulk processing, and core systems integration
    Non Negotiated
    Negotiated
    Party Types
    Individual (B2I, SMB)
    Medium/Large businesses (B2B)
    Variability of the Process
    Low – Fairly standard across different parties
    High – Edits and approvals vary B2B
    Sensitivity to Friction
    Very sensitive – need fast, easy steps
    Less sensitive – used to multi-step processes, daily practice is working in multiple systems
    Preference to Any Device Experience
    Mobile-first, access anywhere
    Mixed – depends on process step, constrained by corporate security
    Trust
    High – personal data protection
    High – company & personal data security
    PERFORMANCE PRIORITIES
    Speed, Ease of Use / Conversion Rate, Productivity
    Compliance, Quality, Speed, Productivity, Capacity
    CHALLENGES
    Static forms & disconnected systems cause repetitive data entry, manual routing
    Each team follows a different process
    CAPABILITIES NEEDED
    Standardized process with digital forms, guided / self-services workflows and minimal approvals
    Structured agreement process for advanced collab and multi-party approvals
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