ENSURING THE GOING IS GOOD
While our 30+ years of experience helps our clients with their go-to-market (GTM) plans, our strategic value is in uncovering local insights that make the difference between cost-effective market entry versus wasteful spending during market entry.
A Winning Go-To-Market (GTM) Strategy for Latin America
Whoever said “What you don’t know can’t hurt you” never tried expanding into Latin America.
What you don’t know can hurt you—very quickly.
Indifferent consumers, misaligned pricing, entrenched competitors, political interference, heavy regulation, under-financed distributors, poorly managed partners, grey-market competitors, talent shortages, lengthy payment terms, logistics frictions, customs bureaucracy, tax complexity, uneven contract enforcement, and challenges repatriating profits—all of these can erode your margins and slow your momentum.
You may be aware of some of these risks—but rarely all of them. Our market intelligence solutions ensure your GTM strategy anticipates these pain points, with contingency plans in place before you launch.
But GTM success isn’t only about avoiding mistakes. We also help you identify quick-win opportunities and capitalize on competitor shortcomings.
The result: a balanced offense and defense that drives a winning GTM strategy in Latin America.
“No hay éxito sin esfuerzo”
This common saying is particularly apt for GTM strategy. There are many factors at play, depending on your industry and target market(s), that require plenty of esfuerzo on your part.
Typically, we power up a company’s GTM strategy with:
- Market sizing: Defining total addressable market (TAM), serviceable addressable market (SAM) and serviceable obtainable market (SOM) for whichever LatAm country is your focus
- Customer needs: Identifying your targets, uncovering their needs, price points, frustrations with existing products, willingness to switch
- Competitors: Highlighting strengths, exploitable vulnerabilities, partnerships, political connections, and service gaps that you can fill, etc.
- Partners/distributors: Finding and vetting the allies (or acquisition targets) you need to operate smoothly and effectively
- Pricing and financing issues: Measuring price structures, customer sensitivity, expected CAC-to-LTV benchmarks, etc.
- Regulatory issues: Pinpointing the most relevant regulations and how they are enforced, understanding common informal workarounds, opportunities to build relationships, etc.
- Grey/Black markets: Exposing where and how they operate, determine if and how to beat informal competitors.
- Mapping stakeholders: Pinpointing key ecosystem players and organizations that could help or hinder your GTM strategy
And much more, varying according to the market, client needs, market-intrinsic factors, etc.
What doesn’t vary is that AMI’s insights will let you go-to-market with the confidence that comes from powerful market intelligence.
