ID GotoMARKET offer (English Version)

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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.

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ID GotoMARKET offer (English Version)

  1. 1. Your beachhead in America 1/30/2015 Alain Marchildon +1 514 815 9919 alain@IDGotoMarket.com
  2. 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. 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. 4. Our Offer … for YOUR offer adapted to north American culture 1) Commercial relay in Montreal – Virtual Office with American addresses – Access to conference and demo rooms 2) Coaching Go-to-Market Strategies – Business Opportunity Analysis (BOA); – Market Entry Plan: • Promotion detailed plan • Web Search Engine Optimisation Web (SEO) • Sales Process and Sales organization Optimisation 3) Marketing and Sales Execution – Strategy Execution; – Trade show representation in Canada or USA; – Local Coaching of your reps – Sales on a commission basis
  5. 5. Methodology Chasm EarlyMarket BowlingAlley Tornado MainStream TotalAssimilation Market 1. Group of people 2. Common need 3. Refer to each other Concept published by Geoffrey Moore in 1991 Six phases of market development
  6. 6. 1 2 3 4 Methodology Discovery SellPositioning Prepare for market • Assessment • Brain Storming • Business Opportunity Analysis (BOA) • Business Plan • Sales and Marketing Plan • Product Mktng • Sales Org & tools • Channels • Promotion • Lead Generation • Sales • Business Dev. • Market and competitive Intelligence : Research and analysis
  7. 7. 7 Positioning • Market Segmentation • Optimal Initial Target Market • The Whole Product • Ideal Buyer & Motivation to Buy • Competition & Differentiators • Value Proposition • Voice of Customers • Elevator Pitch - The Grab Go-to-Market Strategy • Value Chain • Allies and partners • Pricing & Business Model • Market Sizing & Distribution • Follow-on Markets • Suggested Marketing Actions (USA Canada) • Sales Plan (USA Canada) • Budget for US-Canada Go-to-Market Business Opportunity Assessment (BOA) Opportunity Assessment
  8. 8. Confidential BOA - Phase 1 Discovery and Market Segmentation Conduct Kickoff and discovery Workshop 1 Perform Preliminary Market Analysis 2 • Mandate objectives, scope, schedule and methodology presented to customer • Product’s landscape presented to ID-GotoMARKET • Preliminary market analysis • Market Segmentation • Key players identified Collaboration activity ID GotoMARKET activity
  9. 9. Confidential BOA – Phase 2 Validation and Confirmation of Target Market Validate and Confirm Target Market 4 Perform Market Segment Analysis 5 • Voice of the Customers (VoC) • Prospect/Partners Interview results • First market segments identified • Market Segment and Competitive Analysis • Preliminary Market Analysis Collaboration activity ID GotoMARKET activity Conduct Ranking Workshop 3 • Preliminary Market Analysis Report • Crossing the Chasm presentation • Preliminary Opportunity Ranking Report and « Best fit » market identified
  10. 10. Confidential BOA – Phase 3 Positioning & Go-To Market Strategy Draft Positioning Message and Go to Market Strat. 6 Present BOA 7 • Positioning Statement • Value Chain and Price Strategy • Go to Market Strategy (Summary) • Finalized Business Opportunity Assessment Report • Final Detailed Market Analysis Collaboration activity ID GotoMARKET activity
  11. 11. Why ID GotoMARKET? 1) Pragmatic approach based on strategy and action 2) Sales messages/tactics/processes adapted to American culture 3) Costs and risks reduction 4) Aiming revenue generation 5) Strong network of contacts

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