Presentation d gilroy

525 views

Published on

Presentation at BEN event - Sales Chasm at Science Learning Centre - 10th June 2010

Published in: Technology, Business
  • Be the first to comment

  • Be the first to like this

Presentation d gilroy

  1. 1. David Gilroy<br />Sales & Marketing Director<br />
  2. 2. Why me?<br />Reuters – banks (Innovators)<br />CompuServe – the Internet before it was the Internet<br />Conscious – selling websites and digital marketing to law firms (Innovators to Laggards)<br />
  3. 3. Speed of technology innovation<br />Years it took to reach a market audience of 50 million?<br />Radio 38<br />TV 13<br />Internet 4<br />iPod 3<br />Facebook 2<br />The Evolution of Technology & The Human Racehttp://www.youtube.com/watch?v=JcSzqm5Whwc<br />
  4. 4. How to cross the chasm?<br /><ul><li>Choosing a target market
  5. 5. Product understanding
  6. 6. Positioning
  7. 7. Marketing strategy
  8. 8. Distribution channel
  9. 9. Pricing</li></li></ul><li>Selling to lawyers<br />Moore says :-<br />“part of what defines a high-tech market is the tendency of its members to reference each other when making buying decisions - is absolutely key to successful high-tech marketing."<br />
  10. 10. Technology adoption & price<br />Innovators = 0% - 100%<br />Early Adopters = 100%<br />Early Majority = 100%<br />Late Majority = 80%?<br />Laggards = 70% or less?<br />
  11. 11. So where was our chasm?<br />450 law firms = 10% of the addressable market<br />
  12. 12. Adoption of new products<br />
  13. 13. http://www.conscious.co.uk/presentations<br />

×