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- 1. Context: Research Questions ESG Opportunities Budget Marketing Performance Market Trends Key Account Opportunities Key Account Wins Proposal win rate Product sales over time Which industry (client) Preferred product/service Market size Product Mix% RM10m Total Portfolio of Products in the market? % of Budget participation As % of total account use Contract/LOA Industry sources Survey KA financial statement Sales people CRM System Internal invoice
- 2. Context: New accounts Marketing Performance Analysis Looking For Market Trend Analysis Stocks turns Brand awareness Margin direction Sales direction New corporate governance requirement New players Budget changes Political changes Changes in technology Changes in regulations Porter 5 Forces PESTLE Analysis CCC – Cash Conversion Cycle Collection
- 3. Context: Unit sold Volume Market Size/Growth Market Share SOW – Share of Wallet KA Budget Dollars Customers Players Sales
- 4. Context: What is the timeline? Market Opportunities Research Competitive Forces Research Market Trends Which geography are we looking at? Which segment to research? New player for Air Quality Sensor SWOT Analysis Research Sales force reach Brand Recognition New market segment Marketing Manager Sales Manager Who’s asking? BD Manager Investment Barriers to entry Value/Dollars BUM – Business Unit Manager CEO Marketing Manager Customer satisfaction
- 5. Context: MVP Test Survey Design a study Pricing Payment terms Malaysia Scope Power plants Air Quality Sensor Characteristics of products that they like to have and any add on Product X Create white paper Duration of test Scale (1-5) Product benefits and advantages Evaluation Questions MET One Demo products Test design Name, position Mobile and email details Company name How do we contact you? -Call/Email/Meeting Would you consider this new technology? What are doing for air quality monitoring? 5 points at random Procurement Technical Operation Respondent Forward – 5 years Response form Different product pages for different segment List product features and benefits Create website Name, position Mobile and email details Company name
- 6. Context:
- 7. Threats Strengths Opportunities Weaknesses Environmental consciousness 25 years of experience ASMA Regulation compliance Technical capabilities Sufficient manpower Product Mix acceptance New players
- 8. Buyers Power Product Substitutes and Alternatives New Suppliers of Existing Products Current Suppliers Power Recommendation – increase switching cost Air Quality Sensor Easy switching cost Brand reputation New players Dr Shahrul – air quality sensor/cheaper
- 9. Men value things in three ways: as useful, as pleasant or sources of pleasure, and as excellent, or as intrinsically admirable or honourable.” – Mortimer Adler Context: