Technological company defining in deep the go to market strategy: defining the types of potential customers, definition of each buyer persona and the complexity of the decision making process.
Provide guidance and support using Wardley Mapping, using the meaning that the distance between components and visibility within the user (buyer) the value chain has.
A value chain with different set of questions and recommendations were drawn and documented. Providing a better common place for conversation and gather further quantitative data related to the market.
Concrete goals for sales where defined to align incentives with the go to market strategy.