1. Alison Kuo Sullivan Commercial Value Diagram:
My expertise is supporting the “visionary” and bringing vision to market. My specific skill sets
are value capture, path to market and roadmap creation. These skills create repeatability (and
increased margins) for net-new growth opportunities for newer ventures within small or larger
companies.
SALES
Ideation Commercialization Recurring
Revenue
Model
Expert
(High Domain)
POC
R&D
VISIONARY
R&D
Innovation
Patent holder
Relationship owner of initial
engagements
Industry reputation
Thought leadership
Application
Roadmap
Demand
Creation
1-3
Engagements/
Installs
VALUE CAPTURE
* Value harvest
* ROI development
* Market sizing & solution tweaking to market
PATH TO MARKET
* Market/buyer education
* Sales education
* Channel development
* Commercial structures
ROADMAP TO VISION
* Solution chunking for repeatability & addressing
market needs
* Building market demand towards vision
Marketable
(Consumable
Domain)
DomainComplexitytoMarketApplicability
Early Adopters
Alison’s
Expertise