Building Strategic GTM Excellence for Mondelez International, Inc

Building Strategic GTM Excellence for Mondelez International, Inc

Situation

Mondelez International, Inc recognized that defining their go-to-market process was only half the strategic challenge—their distributed sales teams needed both systematic frameworks and enhanced personal capabilities to execute with strategic precision across diverse global markets. The organization required a comprehensive approach that would combine scalable process design with intensive individual skill development, ensuring every team member could confidently drive strategic customer engagement. The company needed to move beyond ad-hoc approaches to customer planning and create consistent excellence that could be replicated across their extensive global footprint while maintaining the flexibility to adapt to local market dynamics.

Our Solution

Thought Logic delivered a breakthrough GTM Blueprint approach that systematically combined process design with intensive individual skill development to create lasting competitive advantage. Our comprehensive solution addressed four critical dimensions: Framework development through designing scalable GTM planning systems with self-serve tools, Skills enhancement by delivering targeted training to build strong strategic acumen and storytelling excellence, Competencies development through individual capabilities in insights and customer engagement, and Mindset transformation by embedding customer-first thinking focused on long-term value creation. The approach ensured that process improvements were reinforced by human capability building, creating sustainable competitive differentiation that competitors could not easily replicate.

Stakeholders

Our Clients

  • Sales and marketing leadership across 40+ global markets

  • 500+ sales leaders and field representatives

  • Go-to-market strategy and commercial planning teams

  • Regional market managers and customer engagement specialists

Our Solution Team

  • CPG industry GTM strategy experts

  • Sales capability development and training specialists

  • Process design and standardization consultants

  • Customer engagement and retail strategy advisors

+$0
Million annual growth achieved
+0
Linear feet of incremental aisle space secured

Achievements

The engagement transformed Mondelez from having good GTM processes to possessing market-leading execution capabilities that deliver sustained competitive advantage across global markets.

Global Market Transformation

  • Consistent, insights-led customer planning enabled across 40+ markets by aligning 500+ sales leaders on a standardized yet locally adaptable process

  • Elevated strategic retail conversations that built long-term competitive advantage through enhanced customer engagement capabilities

Revenue and Market Impact

  • $230M+ annual growth achieved with a single retailer through strategic relationship enhancement and improved market execution

  • 10K+ linear feet of incremental aisle space secured in year one, demonstrating measurable retail partnership success

Organizational Excellence

  • Strategic execution confidence improvement across sales and marketing teams through comprehensive capability development

  • Future-ready capability that scales with business growth through systematic process and skill integration

  • Competitive differentiation through superior human capital development that creates sustainable market advantages

  • Customer engagement excellence replacing previous ad-hoc approaches with consistent, strategic relationship management

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