1. PRISM
BUSINESS
DEVELOPMENT
“Industry Leader Providing Marketing
Services to Ensure Enterprise
Success”
Strategic & Go-To-Market
Success Factors Workshop
Prism
Business
Development
“Industry Leader Providing
Marketing Services to Ensure
Enterprise Success”
©Prism Business Development 2008 • POB 270611, Louisville, CO 80027
(720) 352-3407 • www.prismbusdev.com
Prism Business Development is a proud member of Colorado Technology
Association and Rockies Venture Club
Page 1 of 1
Given you have an idea, a discovery, an invention, then…
7 - Most Important Strategic Success Factors
Take initial functional specification, suspected customer benefits and estimate potential
business viability.
1. Know your market in terms as to who is a customer and How they will
potentially Benefit
2. Know How your market is currently served
3. Know your competition/potential partners and how they Go-To-Market
4. Know your capabilities and if you can and how you will play in the market
and then,
5. Lay out your Go-To-Market Plan
6. Develop business plan with revenue and cost estimates
7. Propose investment opportunity to senior management and obtain your
Initiative/Program Charter
3 - Most Important Go-To-Market (GTM) Planning Success Factors
1. Identify and Solution Sell to your top 10 Beachhead Market Segment Leaders
(BMSL)
a. Discover/Validate/Verify BMSL benefits and value proposition
b. Refine functional specification
c. Discover/Validate/Verify BMSL preferred sales and service channels
d. Prove customer will buy by obtaining advanced sales order
e. Prove significant customer value by obtaining commitment to have BMSL
author success story and possibly even become strategic partner
2. Identify and establish partnership with sales and service channel opportunities
a. Negotiate with channel partnership based on channel success factors
b. Align your organization to support joint channel strategy
c. Enable channel(s)
d. Drive business to channel(s)
3. Monitor channel performance + Market Acceptance and take corrective actions