GTM Transformation of a Global Media Conglomerate

Introduction    

In today’s rapidly changing media landscape, success depends on the ability to pivot from traditional business models to digital-first strategies. When a global entertainment network realized it was missing growth opportunities by focusing primarily on syndicated content, they partnered with us to lead a large-scale transformation into streaming and direct-to-consumer (D2C) offerings.  

Client Profile    

Our client is a global entertainment conglomerate, well-known for its major film and television franchises. With over 60 sales and marketing professionals spanning multiple regions, their historical strength was in content syndication agreements. Yet, the rise of streaming platforms posed both a threat and a massive opportunity they were not fully capturing.  

Despite a deep catalog of compelling content, the company faced several hurdles:   

• Outdated Revenue Streams: Over-reliance on linear broadcast and syndication deals threatened long-term growth.    

• Fragmented Strategy: Teams were siloed by region and function, limiting collaboration on new streaming or consumer-focused initiatives.    

• Cultural Resistance: Transitioning from a legacy mindset to a streaming-focused approach proved difficult, requiring executive-level alignment and a massive operational shift.  

These challenges not only hindered the organization’s ability to capitalize on emerging digital trends but also slowed the adoption of B2B2C engagement models. Addressing them was crucial for capturing over $90 million in potential revenue from new digital avenues in just six months. 

Through close collaboration, we co-created an end-to-end GTM plan to drive transformation:  

1) Market Analysis and Diagnostic: We assessed the global streaming market, projecting growth areas, analyzing competitor moves, and pinpointing gaps in the client’s current business model.    

2) Unified Streaming and B2B2C Strategy: Leveraging our GrowthBridge™ methodology, we unified cross-functional sales, marketing, and product teams around a cohesive plan to pursue both B2B (partnership deals with platforms) and B2B2C services.

3) Leveraging Executive Alignment: Engaging the CEO, President, and department leads, we organized strategy workshops to define clear goals, success metrics, and operational changes required to become a streaming-era leader.   

4) Technology and Training: Implemented new analytics dashboards to monitor digital revenue streams in real time, training over 60 employees on data-driven approaches, audience engagement, and collaborative sales techniques. 

Implementation Process    

1) Strategic Workshops: We led intense sessions with top executives and function heads to align on the new streaming vision.    

2) Rollout and Pilot Programs: Tested B2B streaming initiatives in select markets to validate the business model and gather early feedback on partnership terms.   

3) Organization-Wide Upskilling: Introduced digital marketing and merchandising playbooks, training managers and frontline teams on technologies like CRM platforms and e-commerce integrations.    

4) Continuous Reinforcement: Established weekly leadership forums and monthly progress reviews to ensure adoption, troubleshoot barriers, and refine the GTM roadmap.  

The Results    

• Exceeded Revenue Targets: Secured more than $90 million in incremental revenue through new streaming partnership deals and enhanced consumer offerings.   

• Culture Shift: Sales cycle times dropped by nearly 30% as team members embraced data-driven decision-making and cross-functional collaboration.    

• Market Validation: Internal surveys showed a 75% improvement in organizational alignment around digital strategies, setting the stage for ongoing innovation. 

Conclusion    

This success story illustrates how strategic planning and hands-on execution can catalyze significant change in a legacy organization. By uniting leadership and reorienting processes toward streaming and direct-to-consumer models, our client re-established itself as an entertainment powerhouse in the digital era. 

If your organization is grappling with outdated revenue channels and eager to make the leap to digital platforms, we’re here to help. Contact us today to discover how our expertise can fuel your next wave of growth.