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Week 5 Uf 5163
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Week 5 Uf 5163

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  • Transcript

    • 1.  
    • 2. WEEK 5
      • Assingment # 3 : Go To Market.
      • Due in ….
      • Format
      • Pages 6-8
    • 3. Technology Description
      • Focus on your core technology
      • What makes your product or services work.
      • Discuss
      • Elaborate
      • Write
      • Research, research, research
    • 4. Go-To-Market
      • This section should describe how the sales projections you are making in your financials will be attained in terms of positioning, marketing activities and promotional campaigns
      • This section is actually a representation of the overall content of your more detailed company Marketing plan, only in a much more condensed fashion.
      • Your Go-To-Market Strategy
    • 5. Share your experience! On selling…
      • Rejected then look for another customer
      • Customers are always busy
    • 6. Marketing Fundamentals Sales Marketing
      • Prospecting
      • Sales calls
      • Follow-up
      • Quotation
      • Proposals
      • Tactical
      • Revenue Generation
      • Research
      • Forecasting
      • Competitive analysis
      • Cost and Profit Analysis
      • Strategic Planning
      • Advertising & Promotion
      • Produce excellent collaterals
      • Order processing
      • Distribution
      • Technical & Services
    • 7. What to do?
      • Show that you have a clear cut strategy in place.
      • Show how to position your product to go to market and why customers will prefer you over the competition.
    • 8. STEP # 1: PRIMARY MARKET RESEARCH
      • Collect the information your self
        • Talk to suppliers
        • Talk to dealers
        • Talk to competitors
        • Talk to potential customers
        • Talk to complimentary services/products
          • Use questionnaires and surveys
        • Talk to bankers, lawyers and accountants
        • Use the Internet
    • 9. STEP # 2
      • Based on your market research undertaken, and the strategies developed:
      • Identify primary market
      • Who are your primary customers
      • Integrate Channel Partners
      • Strategize with channel and customers
      • Estimate initial sales achievable
      • Work out longer term variables and success factors
      • Identify critical success factors
    • 10. FORMAT (9-10 PAGES)
      • Target customer
      • Compelling reason to buy
      • Whole product
      • Partners and allies
      • Distribution
      • Pricing
      • Competition
      • Positioning
      • Next Target customer
    • 11. DUE in 2 weeks
      • 18 th March 2009 by 5pm