PRODUCT |
FUNCTION / VALUE |
GROWTH & REVENUE
|
|
Accurately predicts impact on achievable revenue based
on: brand, value props, offering &
market message performance, sales cycle, buyer
migration,
competitive offering
|
 |
Identifies what the total market opportunity is, direct
and indirect channel deployment opportunities, value
required that determines pricing, market
segmentation and target
buyer demographics
|
|
Identifies what knowledge is critical &
required of a new offering for specific buyers in specific
target markets. Analysis is focused on: unmet & unidentified
needs, competitor assessment & achievable value
|
|
Evaluates the seller’s understanding of the buyer’s
problem and ability to solve obtained
via interviews of potential buyers. The potential buyers
score
approximately145
statements.
|
 |
Provides the what to do and how to do it for the
messaging strategy to optimize reach; assesses channel
coverage and strategy, message content, brand
implications; validates value propositions and
buying criteria
|
 |
Measures and prioritizes the value propositions and
buying criteria for the enterprises offerings;
identifies importance of competitors value propositions
and
buying criteria: provides differentiation by buyer
segment;
provides what are the most
important value propositions
and the risk of value achievement
|
 |
Identifies what the price can be & how to achieve a
pricing advantage in the market; determines the pricing
required to increase the competitors sales cycle;
identifies what
the competition can do to strengthen their pricing;
increases the price that could be
charged for the offering by 15-20%
|
|
Identifies the expected sales performance of the
offering; provides the sales input to the marketing /
sales leadership;
provides the intelligence that reduces
the sales cycle
|
|
Drives market penetration and niche domination
strategies; reduces resources required to launch the
plan by 1/3; increases market penetration of offering by
19-36%; increases performance of channels
|
|
Action plans to improve the brand and shorten the sales
cycle; improves customer loyalty; enhances customer
connection; improves market message
|
 |
Identifies what
the process has
to be for innovative offerings. How
the offering or offerings
perform to “Best-in-Class” with the innovation
metrics for an
enterprise
|
|
|
|
