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Go-To-Market Review


The situation

An aftermarket auto parts retail client required a review and redesign of their Go-to-Market channels, supported by an optimal organisational structure to best engage and serve their clients; ensuring a winning sales focused team.

The DBA involvement


  • Organisational design activation:

    • Conducted national site visits and extensive interviews with key role players across the business

    • Analysed the competitor landscape

    • Gained an understanding of current roles, responsibilities and activities

  • Agreed design principles and opportunities through various workshops with key role players/management

  • Drafted and tweaked a “To Be” organisational structure

  • Designed and formalised a fit-for-purpose organisational structure

  • Reviewed the skills development landscape in South Africa

  • Implementation of a transformation plan

Key outcomes

  • Fully defined and agreed new organisational structure to support the Go-to-Market channels

  • Clear job role profiles and key competencies for agreed positions

  • RACI (four key responsibilities: Responsible, Accountable, Consulted, Informed) model per channel

  • Definition of structural changes including options for Call Centres

  • High level transformation plan

RACI structure – thinking explained

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Implementation of transformation plan

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