Killer Products Webinar 29 3 10

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Presentation from Webinar discussing how companies buy according to risk profile and what companies need to do when selling a teach stage of the IMPACT buying process.

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Killer Products Webinar 29 3 10

  1. 1. Advanced Marketing Concepts Ltd- Hot Rivet Ltd. March 29th 2010 Dominic Rowsell and Mark Gibson www.admarco.net
  2. 2. Participation = Questions & Feedback •  Feel free to add comments and questions. •  Please use the GotoMeeting Chat to ask questions.
  3. 3. Agenda •  Introductions •  Buying Cultures •  The unifying process •  Selling innovation •  The Need for Process •  The Need to up-level selling skill •  The need for Aligned Marketing 3-10 Copyright Advanced Marketing Concepts Ltd. 3 2009-2009
  4. 4. Mark Gibson – AMC Ltd. 3-10 © 2004-2010 Advanced Marketing Concepts Ltd. 4
  5. 5. Dominic Rowsell – Hot Rivet 3-10 Copyright Advanced Marketing Concepts Ltd. 5 2009-2009
  6. 6. Where it all starts Market Segments Strategy Offerings Products, Services Copyright Hot Rivet 2001 - 2010
  7. 7. Buying Cultures Value Captured. Change - Futures Value Created. Risk - Insight Value Added. Need - Solution Value Offered. Want - Product Copyright Hot Rivet 2001 - 2010
  8. 8. A Single Process Identify Mentor Position Assess Case Transact Transact: Position: Identify: Assess: Mentor: Case: A Mentor is iswilldelivery / ideas organisation: Risk project assigned, inside about strategized: The fully quantified business the areand plan case: Individuals and groupsthe vendor proposals: the future: Sponsor of sanction an and investment analysis lobbied think assessment: •  checked by the Mentor not for public consumption •  creating growth •  financial and business management issues value and reality access to networks and best and finals check politics hierarchy, relevant current data •  avoiding and reducing costs •  foundationcredibility / virtual team gather people into resources funding contract awards the maximum /for an ITT RFQ •  improving productivity •  finalised by the Sponsor blockers identify potential pilot a delivery service PoC alignor Sponsor allies and •  building competitive advantage •  budget assigned bad begin to good and quantifyavailable scope options Copyright Hot Rivet 2001 - 2010
  9. 9. Buying Culture Alignment Value Value Value Value I M P A C T Captured Created Added Offered Copyright Hot Rivet 2001 - 2010
  10. 10. Innovation Adoption Sales Volume Innovation Chasm Time Early Early Late Innovators Laggards Adopters Majority Majority Copyright Hot Rivet 2001 - 2010
  11. 11. Early Engagement Extraordinary relationship at CxO level. I M P A C T Grab attention with insight on risk. Copyright Hot Rivet 2001 - 2010
  12. 12. Value Creation Engagement I SG1 M SG2 P SG3 A SG4 C SG5 T Identification: Assessment: Positioning: Transact: Mentor: Case: • • Analysisteam engagement • Sponsor sanctions assessment. Closing risk analysis by team. • •  Full three propositions. Build of targeteddata. •  Assessment segments. •  QuantifiedAll• hierarchicalinvestment case. •  Focus Value,primary work.Competition. •  TargetTrend analysis chain. •  business and levels •  Funded value Politics and •  Identify Value identifyandcreation. •  Manage politicstoMentor. •  Multiple for end-user Customers. •  value Pitches data. •  AM proposal close. •  Access to networks. •  PrimaryAlign and PoC. • • Mentor finefinals. • Offering linkage. •  Pilot or presentation. Best a Sponsor. hi-impact tunes. •  Conversation of Possibilities. •  Value chainto Sponsor. •  Attach service options. •  Contracts positioning. Presented awarded. •  Early feasibility. •  Executive engagement plan. • •  Financial options input. Sponsor assigns budget. •  Breadth lobbying. •  CaseEarly Partner engagement. RFQ •  becomes good and bad.an •  Assess foundation of •  Budget “available” •  AM qualifiesto Assessment. risk. •  Close opportunity and Copyright Hot Rivet 2001 - 2010
  13. 13. How Can we Help? Create Clarity in Messaging Generate Leads - HubSpot Selling Skills – IMPACT Process 3-10 © 2004-2010 Advanced Marketing Concepts Ltd. 13
  14. 14. Q&A 3-10 Copyright Advanced Marketing Concepts Ltd. 14 2009-2009
  15. 15. Contact •  www.admarco.net •  www.killer-products.com •  markg@admarco.net •  Dominic.rowsell@hotriv •  Skype: rmarkgibson et.com •  Twitter rmarkgibson •  Tel +447803588967 •  Tel +447961081082 3-10 © 2004-2010 Advanced Marketing Concepts Ltd. 15

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