OneGTM

OneGTM is a specialist B2B tech channel go-to-market agency offering a unique combination of strategic consulting expertise, deep industry experience, creative talent and project management. Spanning the entire go-to-market lifecycle, our expertise ensures every element is aligned to drive profitability – from building robust strategies through to executing effective demand-generation programmes. OneGTM was established in 2011 by Phil Brown and Tim Hallac and has built a team capable of delivering fully joined-up go-to-market programmes that are based on real-world market insight and a proper appreciation of what it takes to succeed with today’s well-informed B2B buyer. Working with some of the world's leading IT vendors including: Equinix, Fujitsu [PFU], AWS, Motorola, Lenovo and more, we are experts in this industry.

Vertical Markets:
Electronics, Energy, Technology, Telecommunications

  Tim Hallac
  +44 (0) 20 3693 1211
  onegtm.com

  1 A Beadon Road
London, London W6 0EA United Kingdom

  Have Partner Contact Me

 

 

Locations

Headquarters

1 A Beadon Road
London, London W6 0EA, United Kingdom
Phone: +44 (0) 20 3693 1211

 

 

Services

Understanding your market and customers

Good insight is critical for gaining a thorough understanding of your market, channels and customers. But all too often, organisations fall back on received internal wisdom and outdated assumptions, severely limiting the possibility of the breakthrough thinking that can mean the difference between failure and success. Our approach is all about delivering the actionable insights you need to inform your go-to-market strategy. We’ll identify the trends and drivers impacting a particular segment, the needs and behaviours of your target customers, and the requirements and expectations of your channel partners. Typical projects we undertake for our clients include: Vertical market research and analysis Competitive positioning and capabilities analysis Competitor messaging reviews Customer needs and attitudes research Channel partner surveys Routes-to-market analysis

Defining winning strategies and plans

If your strategy’s not right, even the most creative campaigns and the strongest sales teams won’t be enough to maximise your opportunity. But building a winning B2B go-to-market strategy, then turning that into a robust, commercially-viable execution plan, isn’t straightforward. Using our extensive experience, our consultants will work closely with your teams to deliver a go-to-market strategy and a plan that supports your goals. We’ll use structured methodologies to ensure that plans are based on a robust analysis of both your market environment and your own competitive strengths and weaknesses. It’s an approach that enables you to achieve success by targeting the right opportunities with the right propositions through the right channels. Just as importantly, we’ll also make sure that your key stakeholders and teams are fully bought in, and that you’re equipped with a plan that you can actually execute. Typical projects we undertake for our clients include: Refreshing company or business unit go-to-market strategies Vertical or segment-specific go-to-market plans Routes-to-market strategies Product/service launch plans Demand generation plans

Creating Compelling Stories and Propositions

However great a product or service may be, you can’t create demand unless you communicate why it’s relevant to your target customers. You need to demonstrate how you’ll create value by solving their challenges or opening up new opportunities. And you need to do it all in a way that fires their imagination. We’ll create stories that engage customers by talking about the stuff that really matters to them, in a way that resonates. We’ll help you define the points of view that position you as a distinctive, authoritative voice in your industry. And we’ll ensure that you can clearly articulate your value proposition, then back it up with real substance. Typical projects we undertake for our clients include: Market stories that support brand positioning Product and service propositions Opinion and insight-led messaging for thought leadership programmes ‘To partner’ propositions Joint proposition development for alliances and channels

Recruiting and Engaging Channel Partners

In today’s tech industry where disruption runs riot and the channel landscape is constantly shifting, how can you ensure you have the right routes-to-market to achieve your goals? Leveraging our extensive channel experience and proven frameworks, we’ll help you build a scalable and sustainable channel that supports your growth objectives. We’ll work closely with your teams to identify the right types of partners to work with, define your partner proposition and build the programmes and tools you need to attract and engage those partners. Typical projects we undertake for our clients include: Channel landscape analysis and segmentation Defining routes-to-market strategies Building partner propositions Developing partner recruitment campaigns Designing partner programmes and incentive schemes Planning and executing channel communications

Enabling your Partners and Sales Teams

Too many marketing programmes treat sales and channel enablement as an afterthought. But there’s little point building great awareness and generating inbound leads if your channel partners and sales teams aren’t educated, enthused and equipped to successfully convert interest into sales. We’ll work with you to ensure that the customer buying journey is understood by everyone, and that your sales channels are equipped with the knowledge and the tools they need at each stage of their engagement with prospects. Whatever sales model is right for your market – challenger, consultative, strategic or solution – we’ll ensure your sellers have the insights and the tools they need to succeed. Typical projects we undertake for our clients include: Sales enablement tools (including playbooks, talking points and videos) Sales presentations Outbound calling and conversation guides Sales training materials Competitive ‘how to win’ cards Through-channel campaign toolkits

Generating Demand and Leads

Generating demand means getting a lot right. You need relevant insights, a distinctive point of view, a compelling story, clearly defined personas and buying journeys, engaging content, the right combination of tactics, effective channel enablement and appropriate use of digital platforms. By combining our strengths in planning, messaging, content development, creative execution and digital platforms, we can help you build and execute effective lead generation campaigns that deliver the results you want. Typical projects we undertake for our clients include: Integrated lead generation campaigns Content development (including videos, eGuides and infographics) Fully managed inbound campaigns Vertical campaigns Through-channel campaign toolkits

 

 

Videos

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Clients

Equinix, Inc. is an American multinational company headquartered in Redwood City, California, that specializes in Internet connection and data centers. The company is a leader in global colocation data center market share, with 220+ data centers in more than 25 countries on five continents

 

Amazon Web Services is a subsidiary of Amazon providing on-demand cloud computing platforms and APIs to individuals, companies, and governments, on a metered pay-as-you-go basis.

 

Fujitsu Limited is a Japanese multinational information and communications technology equipment and services corporation, established in 1935 and headquartered in Tokyo. Fujitsu was the world's fourth-largest IT services provider by annual revenue, after IBM, Accenture and AWS, in 2018.

 

LinkedIn is an American business and employment-oriented online service that operates via websites and mobile apps. Launched on May 5, 2003, the platform is mainly used for professional networking, and allows job seekers to post their CVs and employers to post jobs.

 

MHR is a provider of software and outsourcing services for HR, talent management, payroll and business intelligence. The company operates from its headquarters in Ruddington, Nottinghamshire, UK, and at one time reported that it supported the management, development and payment of just over 10% of the UK workforce.

 

Cisco Systems, Inc. is an American multinational technology conglomerate headquartered in San Jose, California, in the center of Silicon Valley. Cisco develops, manufactures and sells networking hardware, software, telecommunications equipment and other high-technology services and products.

 

Centrica Business Solutions is a new business within Centrica plc, a global energy and services company. Centrica Business Solutions was established to help businesses take advantage of the changing energy landscape and realise the potential of distributed energy technologies to improve operational efficiency, increase resilience and build a more sustainable future. The company delivers innovative, end-to-end energy solutions to customers across a number of markets, including the UK, US and Italy

 

motorola created the mobile communications industry. They invented most of the protocols and technologies that make mobile communications possible, including the first mobile phone, the first base station, and most everything in between. Today, they are combining that pioneering spirit with a renewed commitment to consumers. That's why their phones run on Android, the world's most popular operating system. Android brings the openness that shaped the Internet to the mobile world. That's also why they are dedicated to bringing consumers around the world great value through devices that don't compromise on quality, experiences or style. For the past 80 years, their engineers have thrived on invention and on finding new ways to solve problems. They continue to look for new opportunities to change people's lives for the better through the magic of mobility.

 

NFON AG is a provider of cloud-based PBX for business communication. Its headquarters are in Munich. NFON was founded in 2007 and is represented in 15 countries with subsidiaries and a partner network in Europe. The company is the only pan-European provider of cloud PBX.