Building Winning Go-To-Market Capabilities for Tech Business

Building Winning Go-To-Market Capabilities for Tech Business

Singapore Business Federation (SBF) cordially invite you to the following event:

Workshop: Building Winning Go-To-Market Capabilities for Tech Business in Emerging Markets


: 27 March 2018, Tuesday


: SBE Seminar Room, Level 6, SBF Center


: Business Attire


: 26 March 2018, Monday

The program is as follows:




Workshop: Building Winning ‘Go-To-Market’ Capabilities for Tech Business in Emerging Markets

By Alok Bhardwaj & Ashish Kapahi

Case study: Indonesia Market



End of Workshop


Who Should Attend?

  • All Tech Vendors/ companies looking for Channel distribution (resellers, distributors, System Integrators & VAR’s)

  • All tech companies looking into expansion into emerging markets especially in Indonesia, India, Vietnam etc

Workshop Outline

Business is like sports. You play to win. Not just once but everytime.  However, winning consistently is not easy. You need FIVE important winning levers. A winning aspiration, winning business force, winning strategic choices, winning capabilities and finally winning execution excellence. While all five are important, a real competitive advantage comes from building capabilities.

There are five major streams of capabilities that can make your business high performing. Amongst them, customer management capability is one that powers your business in creating enormous value through rapid customer acquisition, retention & expansion.  A good Go-To-Market (GTM) architecture is essential framework to generate quick supremacy & market leadership. If you get it right, there is huge competitive advantage. You get 7-10% above the usual industry momentum growth and higher profitability. The flip side is seen in large cases of business failures on account of in-effective Go-To-Market approach. Technology companies have an additional complexity of having to deal with ‘Time to market’ dimension which leaves little scope of wait & watch.

There is a methodology that is well tested, tried and used by winning brands and companies the world over. A good integrated GTM approach must align product cycle, customer buying funnel, a deeper emotional as well as rational episodic customer engagement framework & an omni channel experience, while thinking through the entire customer value chain. Moreover, it must make sales & marketing activity highly cost effective. A powerful Channel partnerships are critical winning pieces for most companies in emerging countries.

Workshop Takeaways

  • How to holistically connect GTM strategy with broad business strategy

  • What are the essential 7 building blocks to create a powerful GTM architecture

  • How to identify right channel partners and build winning relationships

  • Understand the power of Funnel-Tunnel & Trumpet framework of customer management

  • What metrics to consider to measure, monitor and manage GTM rollouts


Profile of the Workshop Facilitator

In his illustrious leadership journey, he has transitioned from an International top management corporate leader to a business transformation & change management professional for emerging Asia. His last role was in Singapore as Senior VP Canon Corporate strategy centre that governs 23 countries & Asia regional Governing Board member. His drive on transformational practices, customer centricity driven strategies and building people capabilities won him huge accolades. Previously he was COO in India, where his business acumen, strategic vision and execution leadership, helped 15X growth in making India the largest market in Asia after China. Currently as Managing Director of CreoVate Transformations & Consulting, he runs consulting, facilitation & coaching practice for SME & Startups. He is quite active in emerging countries in ASEAN. He has also been empaneled by AON Hewitt HR & management Consulting services, as a facilitator-Coach.

He was conferred honorary doctorate in 2011. He was listed in top 100 global influencers by in 2012. PR week Asia Hongkong has featured him in Global Power Book 2016 edition. Asian Photography publication rated him as “The Most Influential Person in Photography. He is a recognized speaker in several Asian platforms & a common face in industry forums, panels and Juries in Singapore & India. He has also led IT industry body as President.

Besides Canon, he has worked in several leadership positions in Motorola, Tata and is an alumnus of IMD Lausanne, Switzerland.


For any further enquiry, please contact Ms Sylvia Han ( and Ms Loi Min Qian (

3/27/2018 3:00 PM - 5:00 PM

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