• Like
  • Save

Loading…

Flash Player 9 (or above) is needed to view presentations.
We have detected that you do not have it on your computer. To install it, go here.

ID GotoMARKET offer (English Version)

  • 965 views
Uploaded on

ID GotoMARKET is a go-to-market consulting firm that offers product positioning, go-to-market services and sales execution to early-stage technology-based European companies that want to enter …

ID GotoMARKET is a go-to-market consulting firm that offers product positioning, go-to-market services and sales execution to early-stage technology-based European companies that want to enter USA-Canada markets.

  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
No Downloads

Views

Total Views
965
On Slideshare
0
From Embeds
0
Number of Embeds
2

Actions

Shares
Downloads
0
Comments
0
Likes
1

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 1. Your beachhead in America
    11/9/2010
    Alain Marchildon
    +1 514 815 9919
    alain@IDGotoMarket.com
  • 2. Opportunities
    You would like to expand in North America?
    You want to increase your international sales?
    You want to effectively manage your sales force abroad?
    You want to be known and recognized in North America ?
  • 3. Vision
    ID GotoMARKET can be your commercial relay in North America in order to connect your high tech products and services to their north American markets.
  • 4. Our Offer
    1) Commercial relay in Montreal
    • Virtual Office with American addresses
    • 5. Access to conference and demo rooms
    2) Coaching Go-to-Market Strategies
    • Business Opportunity Analysis (BOA);
    • 6. Market Entry Plan:
    • 7. Promotion detailed plan
    • 8. Web Search Engine Optimisation Web (SEO)
    • 9. Sales Process and Sales organization Optimisation
    3) Marketing and Sales Execution
    • Strategy Execution;
    • 10. Trade show representation in Canada or USA;
    • 11. Local Coaching of your reps
    • 12. Sales on a commission basis
    … for YOUR offer adapted to north American culture
  • 13. Methodology
    Six phases of market development
    Market
    Group of people
    Common need
    Refer to each other
    Chasm
    Bowling Alley
    Tornado
    Main Stream
    Total Assimilation
    Early Market
    Concept published by Geoffrey Moore in 1991
  • 14. Methodology
    1
    2
    3
    4
    Discovery
    Sell
    Positioning
    Prepare for
    market
    • Business
    Opportunity
    Analysis (BOA)
    • Sales and
    Marketing Plan
    Plan
    • Product Mktng
    • 20. Sales Org & tools
    • 21. Channels
    • 22. Promotion
    • 23. Market and competitive Intelligence : Research and analysis
  • Opportunity Assessment
    Business Opportunity Assessment (BOA)
    Positioning
    • Market Segmentation
    • 24. Optimal Initial Target Market
    • 25. The Whole Product
    • 26. Ideal Buyer & Motivation to Buy
    • 27. Competition & Differentiators
    • 28. Value Proposition
    • 29. Voice of Customers
    • 30. Elevator Pitch - The Grab
    Go-to-Market Strategy
    • Value Chain
    • 31. Allies and partners
    • 32. Pricing & Business Model
    • 33. Market Sizing & Distribution
    • 34. Follow-on Markets
    • 35. Suggested Marketing Actions (USA Canada)
    • 36. Sales Plan (USA Canada)
    • 37. Budget for US-Canada Go-to-Market
    7
  • 38. Confidential
    BOA - Phase 1
    Discovery and Market Segmentation
    1
    Conduct Kickoff
    and discovery
    Workshop
    • Mandate objectives, scope, schedule and methodology presented to customer
    • 39. Product’s landscape presented to ID-GotoMARKET
    2
    Perform
    Preliminary
    Market Analysis
    • Preliminary market analysis
    • 40. Market Segmentation
    • 41. Key players identified
    Collaboration activity
    ID GotoMARKET activity
  • 42. Confidential
    BOA – Phase 2
    3
    Conduct
    Ranking
    Workshop
    Validation and Confirmation of Target Market
    • Preliminary Market Analysis Report
    • 43. Crossing the Chasm presentation
    • 44. Preliminary Opportunity Ranking Report and « Best fit » market identified
    4
    Validate and
    Confirm Target
    Market
    • Voice of the Customers (VoC)
    • 45. Prospect/Partners Interview results
    • 46. First marketsegments identified
    5
    Perform
    Market Segment
    Analysis
    • Market Segment and Competitive Analysis
    • 47. Preliminary Market Analysis
    Collaboration activity
    ID GotoMARKET activity
  • 48. Confidential
    BOA – Phase 3
    Positioning & Go-To Market Strategy
    6
    Draft Positioning
    Message and
    Go to MarketStrat.
    • Positioning Statement
    • 49. Value Chain and Price Strategy
    • 50. Go to MarketStrategy (Summary)
    7
    Present BOA
    • Finalized Business Opportunity Assessment Report
    • 51. Final Detailed Market Analysis
    Collaboration activity
    ID GotoMARKET activity
  • 52. Partners and Allies – Security
    Agents and Consultants
    VARs and Integrators
    ABC Security Access (On)
    Corporate
    Security (AL)
    IBI Group
    CSS (On)
    Chubb Canada (On)
    IPC International Corp.
    Adirondack
    Security (NY)
    ADT Adv. Integration
    (BC, AL, ON, QC)
    The RJA Group, Inc. (Sako)
    Mulholland
    Security (CA)
    Security design
    service corporation
    Kev Security (NJ)
    Unisys
    BH Security (NJ)
    Sierra Detention
    Systems (CO))
    Global security
    group
    Security Hunter (MD)
    Sparling
    CIMA +
    Johnson Controls
    M.C. Dean (VA)
    Convergint
    Tutela (GA)
    AddTech (UT)
    Groupe SM
    SNC Lavalin
    Security
    Niscayah (GA)
    (Securitas)
    Simplex Grinnel
    NIC (AZ)
    NVR DVR VMS
    Sales Channels
    Genetec
    Lenel
    NICE
    OnSSI
    Anixter
    Milestone
    Nedco
    Northern Video
    Tri-ED
    USAVision
    (GEoVision)
    Exacq
    Stanley Works
    Scan Source
    CSC
    ADI
    Rythm Traffic Engineering
    NUUO
    ProteccionPrivada Angeles
    Sentry security systems
    Aimetis
    JDS Digital
    March Networks
    Vicon
    Pelco
    Vitek
    Verint
    Pelco
    Honeywell
  • 53. Suggested actions
    Customer/Product discovery, Chasm Workshop, and introductions to allies and prospects
    • BOA Steps1 & 2
    2) Opportunity ranking workshop and VoC interviews
    • BOA Steps 3 & 4
    • 54. Meet with prospects et partners
    Define Go-to market strategies and action plan
    • BOA Steps 5, 6, 7
    Agreement for strategies execution - example:
    • Execute go-to-market strategies;
    • 55. Web, Blog and Search Engine Optimization (SEO);
    • 56. Sales representation in Canada et USA trade shows;
    • 57. Commission selling (Agent)
    • 58. Demo room and Product support
  • Why ID GotoMARKET?
    Pragmatic approach based on strategy and action
    Sales messages/tactics/processes adapted to American culture
    Costs and risks reduction
    Aiming revenue generation
    Strong network of contacts
    STRATEGY + ACTION = RESULTS
  • 59. Why ID GotoMARKET?
    Benefits
    • Ensure alignment and focus of resources
    • 60. Reduce time to market and accelerate revenue growth
    • 61. Increase business value and attractiveness to customers and investors
    Differentiators
    • Experienced sales and marketing executives with proven track record
    • 62. Recognized & proven methodologies
    • 63. Adaptation of your Sales messages and processes to North American Culture
    • 64. Accompaniment from strategy to execution
    • 65. Extensive industry network of contacts
    • 66. International business and technical experience
    14