This guide outlines a go-to-market (GTM) strategy framework focused on aligning customer segments with sales resources to optimize revenue. It introduces the “5Cs” — Customer, Coverage, Capacity, Capability, and Cost — to evaluate and maximize sales ROI. The strategy includes market mapping, customer segmentation, coverage modeling by tier, capacity planning, and identifying capability gaps. Brevet emphasizes practical planning through data analysis and cross-functional collaboration, delivering sustainable growth by intentionally structuring sales investments for efficiency and performance.

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