Certainly! I’ll refresh the entire section with all the updates we’ve discussed. Here’s the updated version:
As previously mentioned, I am excited to share excerpts from my upcoming book. As already shared with you, I’m in the process of writing a book that deep-dives into the world of go-to-market (GTM) strategy, blending it with personal experiences and passions that have shaped my career. I will also explore how AI is impacting all of us in sales, marketing, sales enablement, operation, and finance, from insights to planning, pitching and execution. This book will give you a new and fresh perspective on building strong GTM plans, leveraging a consumer and partner-centric approach, and asking the right questions to create real differentiation and impactful storytelling. You will find below a new excerpt focusing on the structure and what you can expect. Feel free to share your thoughts on this and open a conversation with me for collaboration. My calendar shared below is fully opened for this purpose.
Please find the excerpt below.
As we advance in our journey through the belts of GTM mastery, we now explore how AI is transforming distribution and pricing strategies. Just as a blue belt in karate signifies a deeper understanding of techniques, this chapter delves into the sophisticated application of AI in crucial areas of GTM strategy.
Key Findings: AI Adoption and Expectation Rates
Distribution Channels:
- Adoption Rate: ~40% of companies currently use AI for optimizing distribution channels.
- Expectation Rate: 75% of businesses plan to adopt AI for distribution optimization within the next two years.
- Adoption Gap: +35%, indicating significant potential for AI in distribution channel management.
Source: Gartner’s “Supply Chain Technology User Wants and Needs Survey” (2023)
Pricing Strategy:
- Adoption Rate: 35% of businesses utilize AI for dynamic pricing and price optimization.
- Expectation Rate: 80% expect to implement AI-driven pricing strategies in the near future.
- Adoption Gap: +45%, showing a substantial opportunity for AI in pricing optimization.
Source: McKinsey’s “State of AI in Pricing” Report (2023)
S&OP and S&OE in GTM Strategy:
- Adoption Rate: 30% of companies leverage AI for S&OP and S&OE processes.
- Expectation Rate: 70% plan to incorporate AI into their S&OP and S&OE workflows.
- Adoption Gap: +40%, highlighting the growing importance of AI in supply chain planning.
Source: Supply Chain Dive’s “AI in Supply Chain Planning” Survey (2023)
Best AI Tools for Distribution and Pricing Optimization
| Function | Best AI Tool | Description |
|---|---|---|
| Distribution Channel Optimization | Blue Yonder | AI-powered supply chain management platform that optimizes distribution networks and inventory allocation. |
| Pricing Strategy | Prisync | AI-driven competitive pricing intelligence and price optimization platform. |
| S&OP and S&OE | o9 Solutions | AI-driven integrated business planning platform for S&OP and S&OE processes. |
Best Practices and Success Stories
- Distribution Channel Optimization: Coca-Cola and Blue Yonder
Impact: Coca-Cola implemented Blue Yonder’s AI-powered supply chain platform to optimize its distribution network, resulting in a 20% reduction in forecast error and a 5% increase in product availability. Material Impact: 20% reduction in forecast error and 5% increase in product availability.
Coca-Cola & Blue Yonder Case Study - Pricing Strategy: WaveMotion and Prisync
Impact: WaveMotion, an e-commerce company specializing in mobility products, implemented Prisync’s AI-driven pricing intelligence platform to track competitor prices and optimize their pricing strategy. Material Impact: 20% increase in profit margins and improved market positioning through data-driven pricing decisions.
WaveMotion & Prisync Case Study - S&OP and S&OE: Global Food and Beverage Company and o9 Solutions
Impact: A leading global food and beverage company implemented o9 Solutions’ AI-powered platform for S&OP and S&OE, resulting in a 30% reduction in planning cycle time and improved forecast accuracy across multiple product categories. Material Impact: 30% reduction in planning cycle time and improved forecast accuracy.
Food and Beverage Company and o9 Solutions Case Study
These best practices showcase how each of these AI-powered tools can be effectively implemented to enhance distribution networks, optimize pricing strategies, and improve overall supply chain performance. By adopting these strategies, companies can significantly improve their GTM performance and drive measurable business results.
Key Takeaways
AI is revolutionizing distribution and pricing strategies, enabling businesses to optimize their operations and make data-driven decisions. However, significant gaps remain between current adoption rates and future expectations:
- In Distribution Channel Optimization, tools like Blue Yonder are helping companies like Coca-Cola streamline their supply chains and improve forecast accuracy.
- For Pricing Strategy, AI-driven platforms like Prisync are enabling companies like WaveMotion to make data-driven pricing decisions, leading to increased profit margins and improved market positioning.
- In S&OP and S&OE, solutions like o9 are transforming supply chain planning, improving forecast accuracy and operational efficiency, as seen in the global food and beverage company’s implementation.
By implementing these AI tools effectively, companies can significantly enhance their distribution networks, optimize pricing strategies, and improve overall supply chain performance, leading to increased revenue and customer satisfaction.
Looking Ahead
As we progress to the Brown Belt chapter on Metrics and Optimization, we’ll explore how AI can further enhance our ability to measure and continuously improve our GTM strategies. The insights gained from this section will serve as a foundation for understanding how to integrate these powerful AI tools into your overall distribution and pricing strategies.
By embracing these AI solutions now, you position your organization at the forefront of distribution and pricing innovation—ready to meet the evolving demands of the market while closing the gaps that currently exist. Let’s continue this journey towards mastering AI-powered GTM strategies in distribution and pricing!
Citations:
[1] https://ppl-ai-file-upload.s3.amazonaws.com/web/direct-files/23985622/b6204ade-e1a4-44d2-8d79-45196c59bea7/book.docx
[2] https://ppl-ai-file-upload.s3.amazonaws.com/web/direct-files/23985622/304d2cbb-5e62-4898-a67d-0f9b3e3635c1/paste.txt
[3] https://ppl-ai-file-upload.s3.amazonaws.com/web/direct-files/23985622/aec7cd2d-f174-4b4a-bf0c-cbc2abd341cc/book.docx
Engaging with You
As part of this journey, I also want to engage with you, my readers, by sharing portions of the book. Your feedback, comments, and suggestions will be invaluable in shaping the final product. I believe in the power of co-creation and would love to incorporate any specific concepts or ideas you might have. Of course, I will give full credit to any contributions that make it into the book. I will make sure nothing confidential will be published in the book.
Join the Conversation
If you have any suggestions or would like to discuss specific concepts, feel free to connect with me on LinkedIn thru personal messaging. I’m always happy to have a conversation and explore new ideas. Together, we can create something truly special. For collaboration or project discussions, you can also schedule a conversation in my calendar below or connect with me via email at david.merzel@hotmail.com. I look forward to further discussions!
Md Consulting 
Leave a comment