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GTM Strategy
- 1. Novembre 2022 - 1 Karim Brouri CEO #Tek2hub by Brenco Go To Market Strategy Workshop
- 2. Phase de Recherche du BM POC On se déplace de l’étape du POC vers l’industrialisation Scalabilité et on s’Organise 2 temps Croissance EVOLUTION DANS LE TEMPS DU BMC PRODUIT/SERVICE Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop
- 3. 3 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop IMAGE DE VOTRE STRATEGIE
- 4. 4 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop LE CYCLE DE VIE DU PRODUIT/SERIVCE
- 5. 5 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop • Comprendre les besoins/attentes • Technique quantitative Etude Marche • Agréger les besoins en segments homogènes • sondage Segmentation • Choisir le ou les segments les plus attratifs • 5+1 force de Porter Ciblage Marketing • Adapter sa strategie en fonciton du segment • Marketing mixte Positionnement • Activer les segments • Emails, sea, seo,… Lancement Etape 01 Etape 02 Etape 03 Etape 04 Etape 05 LE CIBLAGE MARKETING
- 6. 6 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop
- 7. 7 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop KPI SMART DE VOTRE GTM
- 8. Politique Economique Technologique Légal Environnemental Analyse Environnement Externe Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop 8
- 9. Chaine de Valeurs Globale Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop 9
- 10. 10 FOURNISSEURS Pouvoir de Négociation ENTRANTS POTENTIELS Menace d’Entrée de Nouveaux Concurrents SUBSTITUTS Pression des produits ou services substituables ACHETEURS Pouvoir de Négociation CONCURRENTS DIRECTS Rivalité entre Firmes Analyse Concurrence 05+1 Forces de Porter M. POUVOIR des Clients (acheteurs) MENACE des Services et/ou Produits de substitution POUVOIR des Fournisseurs MENACE des Nouveaux Entrants 1 3 5 4 2 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop +1 POUVOIR de l’Etat
- 11. FORCE INTERNE FAIBLESSE INTERNE OPPORTU- NITE EXTERNE MENACE EXTERNE Analyse FCS Modèle SWOT Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop 11
- 12. 12 Modèle des 4P Marketing Mixte Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop
- 13. 13 Modèle des 4C Marketing Mixte Digital Price Promotion Product Place Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop
- 14. 14 Parts de Marche Courbe d’Adoption d’Innovations %Parts Marche Temps d’Adoption Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop
- 15. 15 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop Value Proposition Canvas
- 16. 16 Niveau Evaluation Facteurs Evaluation Strategy Canvas Courbe de Valeur Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop
- 17. 17 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop GROWTH HACKING
- 18. 3 engines types of growth PIVOT Sticky / Viral / Paid 20 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop
- 19. Sticky Engine: . Customer Acquisition Rate . Churn Rate Viral Engine : . Viral Coefficient Paid Engine: . Cost Per Acquisition . LifeTime Value 21 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop
- 20. PIVOT 01 : CHANGER DE SEGMENT CLIENT PIVOT 02 : CHANGER DE VALUE CAPTURE PIVOT 03 : CHANGER DE GROWTH ENGINE 22 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop
- 21. 21 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop TAUX DE DÉSABONNEMENT/RÉTENTION
- 22. 22 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop CUSTOMER LIFETIME VALUE (CLV) Durée de vie Client = 1 / (1-taux de rétention) Fréquence d’achat = nombre de commande / clients uniques Panier moyen = chiffre d’affaires / nombre de commandes
- 23. 23 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop LES COUTS D’ACQUISITION
- 24. Go To Market Strategy Workshop THANKS Novembre 2022 Karim Brouri CEO - #Tek2hub by Brenco kbrouri@brenco-algerie.com @KarimBrouri #RS
- 25. 25 Karim Brouri –#Tek2hub by Brenco Go To Market Strategy Workshop