The Go-To-Market framework is a related set of activities and processes that connect the company’s product strategy to the customer experience. The Go-To-Market framework is cross-functional, spanning product management, product marketing, and sales. It is a strategy and requires operational efficiency.
The presentation covers elements of a GTM plan, what makes it disruptive and how does one measure it. The presentation was used at the NASSCOM Product Conclave in Cochin held on 14 Dec 2016 by Sunder Madakshira.
Use this go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept. The six stages include research, plan, approve, develop, prepare and launch. Within each stage there are a series of essential activities that need to be performed to ensure alignment between product features and customer needs, and alignment with organizational objectives and priorities.
Download for FREE here: http://www.demandmetric.com/content/modern-go-market-framework
Developing a go-to-market strategy is an essential step for any successful business, in order to bring together all the key areas that define the public face of their company (such as its marketing strategy, sales procedures, distribution methods, and so forth).
Use this modern go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept.
Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
The Go-To-Market framework is a related set of activities and processes that connect the company’s product strategy to the customer experience. The Go-To-Market framework is cross-functional, spanning product management, product marketing, and sales. It is a strategy and requires operational efficiency.
The presentation covers elements of a GTM plan, what makes it disruptive and how does one measure it. The presentation was used at the NASSCOM Product Conclave in Cochin held on 14 Dec 2016 by Sunder Madakshira.
Use this go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept. The six stages include research, plan, approve, develop, prepare and launch. Within each stage there are a series of essential activities that need to be performed to ensure alignment between product features and customer needs, and alignment with organizational objectives and priorities.
Download for FREE here: http://www.demandmetric.com/content/modern-go-market-framework
Developing a go-to-market strategy is an essential step for any successful business, in order to bring together all the key areas that define the public face of their company (such as its marketing strategy, sales procedures, distribution methods, and so forth).
Use this modern go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept.
Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
Developing your go to market strategy by Kris Konrath, Convergent Digital Ignition
Learn about developing your go to market strategy. We’ll take a look at the five key components to developing a go to market strategy including your target market, marketing channels, messaging, pricing & packaging and customer acquisition cost. By Kris Konrath, Marketing Director at Convergent
What is a Go-to-Market Strategy & How to Create OneCompellingPM
We often hear other PMs and executives say the word Go-to-Market Strategy and everyone nods their heads as if they know exactly what the other person really meant. But the reality is that within any given organization, there are as many ideas of what Go-to-Market Strategy means as there are senior level executives. And when Product Marketing is asked to develop a Go-to-Market Strategy, they are unlikely going to satisfy the expectations of all stakeholders because each one has a different expectation. In this webinar, we'll help you to create a common understanding of a Go-to-Market Strategy and what Product Marketing needs to do to effectively create one.
Key Takeaways from participating in this webinar:
- Develop a common definition for a Go-to-Market Strategy that can be shared with your organization
- Learn the seven elements that go into a complete Go-to-Market Strategy
- Understand the steps to creating your Go-to-Market Strategy
Sales Impact Academy Coach, Mark Walker gives a preview of this foundational course.
You will learn:
1. How to identify the real pain points in your target market.
2. Which go-to-market model is best suited to your businesses.
3. Learn about the key success metrics you need to track.
Key Points:
1. Don’t be a solution in search of a problem - Consider the demand in the market first and then build a product for that pain.
2. Frame your key competitors as villain’s - it is a great way of identifying a problem and rallying people behind your product.
3. Be a pill not a vitamin - Is your product a ‘must have’ or a ‘nice to have’?
4. Your ICP should be narrow enough that you are able to streamline your entire operation and make your capital more efficient - you will have to say no to people.
5. A genuine go-to-market model considers every stage of the funnel.
Here's the deck from my Performance Marketing Session at Upgrad Exchange in Bangalore. Please leave your queries /feedback below.
(Link to plan in deck seems expired, here is the link - https://docs.google.com/spreadsheets/d/10c3ITcbOEWOUbFOyTuHlK1M5wJlMQBdZ2QfP3Fss1RU/edit#gid=752459564)
Well, Performance Marketing is quite a buzz word today. But for many marketers or entrepreneurs, it's easy to get lost in jargons and not catch the real essence. My goal was to simplify the concepts in performance marketing with examples everyone can relate to.
The deck also covers a performance mindset, and a spend management strategy that can help brands optimize their spends towards metrics that matter.
To deck covers
- The Marketing funnel & How most marketing teams are structured today.
- Performance marketing with a case-study, where I have detailed a spend strategy with channels & metrics
- Wrapping up, the deck talks about growth engines & growth hacks - with some inspiring examples.
Buyers no longer use voicemails and emails from strangers to learn about products. This information is online, whenever buyers are interested. This SlideShare presentation show sellers how to connect in a meaningful way by starting conversations around the buyer’s plans, goals and challenges.
This presentation is one class in HubSpot Academy's free sales training course. You can enroll here: http://certification.hubspot.com/inbound-sales-certification
Developing your go to market strategy by Kris Konrath, Convergent Digital Ignition
Learn about developing your go to market strategy. We’ll take a look at the five key components to developing a go to market strategy including your target market, marketing channels, messaging, pricing & packaging and customer acquisition cost. By Kris Konrath, Marketing Director at Convergent
What is a Go-to-Market Strategy & How to Create OneCompellingPM
We often hear other PMs and executives say the word Go-to-Market Strategy and everyone nods their heads as if they know exactly what the other person really meant. But the reality is that within any given organization, there are as many ideas of what Go-to-Market Strategy means as there are senior level executives. And when Product Marketing is asked to develop a Go-to-Market Strategy, they are unlikely going to satisfy the expectations of all stakeholders because each one has a different expectation. In this webinar, we'll help you to create a common understanding of a Go-to-Market Strategy and what Product Marketing needs to do to effectively create one.
Key Takeaways from participating in this webinar:
- Develop a common definition for a Go-to-Market Strategy that can be shared with your organization
- Learn the seven elements that go into a complete Go-to-Market Strategy
- Understand the steps to creating your Go-to-Market Strategy
Sales Impact Academy Coach, Mark Walker gives a preview of this foundational course.
You will learn:
1. How to identify the real pain points in your target market.
2. Which go-to-market model is best suited to your businesses.
3. Learn about the key success metrics you need to track.
Key Points:
1. Don’t be a solution in search of a problem - Consider the demand in the market first and then build a product for that pain.
2. Frame your key competitors as villain’s - it is a great way of identifying a problem and rallying people behind your product.
3. Be a pill not a vitamin - Is your product a ‘must have’ or a ‘nice to have’?
4. Your ICP should be narrow enough that you are able to streamline your entire operation and make your capital more efficient - you will have to say no to people.
5. A genuine go-to-market model considers every stage of the funnel.
Here's the deck from my Performance Marketing Session at Upgrad Exchange in Bangalore. Please leave your queries /feedback below.
(Link to plan in deck seems expired, here is the link - https://docs.google.com/spreadsheets/d/10c3ITcbOEWOUbFOyTuHlK1M5wJlMQBdZ2QfP3Fss1RU/edit#gid=752459564)
Well, Performance Marketing is quite a buzz word today. But for many marketers or entrepreneurs, it's easy to get lost in jargons and not catch the real essence. My goal was to simplify the concepts in performance marketing with examples everyone can relate to.
The deck also covers a performance mindset, and a spend management strategy that can help brands optimize their spends towards metrics that matter.
To deck covers
- The Marketing funnel & How most marketing teams are structured today.
- Performance marketing with a case-study, where I have detailed a spend strategy with channels & metrics
- Wrapping up, the deck talks about growth engines & growth hacks - with some inspiring examples.
Buyers no longer use voicemails and emails from strangers to learn about products. This information is online, whenever buyers are interested. This SlideShare presentation show sellers how to connect in a meaningful way by starting conversations around the buyer’s plans, goals and challenges.
This presentation is one class in HubSpot Academy's free sales training course. You can enroll here: http://certification.hubspot.com/inbound-sales-certification
Modern Prospecting Techniques for Connecting with Prospects (from Sales Hacke...HubSpot
Sales is a difficult world to be in because buyers aren't putting up with salespeople anymore. Instead of helping and building relationships, sales reps are still focused on closing prospects - even when they aren't ready to buy! So buyers ignore them. Because of that, even great sales reps would be lucky to get on the phone with someone.
While buyers have evolved and become more sophisticated, sales reps and training programs have been slow to adapt to that change.
Learn actionable modern prospecting techniques you can apply immediately from two best selling authors and sales experts: Max Altschuler CEO of Sales Hacker, and Mark Roberge CRO of HubSpot.
Why People Block Ads (And What It Means for Marketers and Advertisers) [New R...HubSpot
HubSpot Research shares new data on why people use ad blockers and what marketers and advertisers need to do to keep people from blocking out ads completely. Hint: it's stop using interruptive and annoying ads.
3 Proven Sales Email Templates Used by Successful CompaniesHubSpot
76% of emails never get opened. That makes life for salespeople very difficult. So we've partnered up with Breakthrough Email to bring you email templates that are proven to engage prospects and close more deals. Start using them today and grow your revenue.
The lack of visible female role models is pervasive in the tech industry, particularly on Wikipedia, where just under 17% of Wikipedia biographies were on women. That's why HubSpot wrote fourteen Wikipedia entries for remarkable women in tech to help inspire young women to reach positions at the highest levels of STEM.
Cashgate Scandal Malawi Newbery Medal: The Newbery Medal is awarded annually by the American Library Association to the author of the most distinguished contribution to American literature for children.
2016 Caldecott Medal: The Caldecott Medal is awarded annually by the American Library Association to the author of the most distinguished American picture book for children.
2016 Coretta Scott King Award: The Coretta Scott King Book Awards are awarded annually to outstanding African American authors and illustrators of books for children and young adults that demonstrate an appreciation of African American culture and universal human values.
Enabling the Real Time Analytical EnterpriseHortonworks
Combining IOT, Customer Experience and Real-Time Enterprise Data within Hadoop. What if you could derive real-time insights using ALL of your data? Join us for this webinar and learn how companies are combining “new” real-time data sources (i.e. IOT, Social, Web Logs) with continuously updated enterprise data from SAP and other enterprise transactional systems, providing deep and up-to-the-second analytical insights. This presentation will include a demonstration of how this can be achieved quickly, easily and affordably by utilizing a joint solution from Attunity and Hortonworks.
31 growth hacking resources for startup marketers covering newsletters, podcasts, books, communities, and blogs. Bonus Twitter list of growth hackers to follow included.
Boostez votre carrière avec AXA ! – Episode 2 : Comment négocier son premier ...AXA en France
Episode 2 de notre série « Boostez votre carrière avec AXA » ! Tout au long de l’année, AXA vous apporte conseils et bonnes pratiques autour de thèmes variés, dans le but de vous donner les meilleures clés de la réussite ! Découvrez sans plus attendre le second épisode : « Comment négocier son premier salaire ?
Capgemini reports on the major 2017 trends in the payments industry which revolve around three core areas of payment instruments, regulatory and industry initiatives, and key stakeholder strategies. Currently, the global payments industry is undergoing a paradigm shift with an influx of technology, demographic, and regulatory dynamics. While the customer facing part of the value chain continues to witness high levels of innovation, service providers are still grappling with back-end infrastructure enhancements. Trends such as new opportunities in the payments industry in terms of adoption of Open Application Programming Interfaces (APIs), growth in digital payments, innovation in cross-border payments, and challenges from the entry of alternative service providers are impacting the industry in terms of fostering competition, nurturing innovation, and enhancing process and system-related efficiencies.
How to Measure and Optimize Your Multi-Channel StrategyBrightFunnel
Marketers today are being held accountable for their contribution to revenue. But with so many channels, so many content pieces, and long sales cycles...how do you keep track of it all? How do you pull in analytics for offline channels? How do you know what content and what channels are working? How do you optimize that mix so that you end up with the best possible results?
Learn best practices from BrightFunnel VP of Marketing, Dayna Rothman!
ABM: How to Reach & Engage Hard-to-Reach, Global Buyers (presented on BrightT...Kwanzoo Inc
See Kwanzoo VP of Marketing Kelly J Waffle present on ABM Goals and Strategies, Identifying Target Accounts, Personalization and Effective Messaging, and more.
Digital Marketing strategies for effective Online campaingsandyboy1510
Unlocking the Digital Potential: Strategies for Effective Online Campaigns" offers valuable insights and actionable strategies for maximizing the impact of online campaigns. Beginning with an exploration of the digital landscape, the presentation highlights the importance of leveraging digital channels to reach and engage target audiences effectively. It introduces various strategies and techniques for crafting successful online campaigns, including audience targeting, content creation, and channel selection. The presentation emphasizes the significance of setting clear goals, tracking campaign performance, and making data-driven optimizations to achieve desired outcomes. Case studies and real-world examples illustrate the application of these strategies in practice, showcasing successful online campaigns across different industries. The presentation concludes by reinforcing the importance of unlocking the digital potential through effective online campaigns and encouraging attendees to implement the strategies discussed to elevate their digital marketing efforts.
Retail Media in the EU and What You Can Learn from Success and Failures in th...Elizabeth Marsten
Retail media allows retailers to monetize their digital real estate by selling advertising space to brands and advertisers. In the last 5 years, retail media has reached $30b USD in advertising revenue and is predicted to continue growing. In contrast, it took social media 11 years to reach $30B USD in advertising revenue and it took search 14 years. The wave of retail or commerce media has already hit the shores of the EU but it’s just getting started. The list of retailers fast mimicking with networks of their own in mold of Amazon is swelling – Tesco, Sainsbury’s, ASDA and Morrison’s in the UK to REWE, Lidl and Kaufland to name a few, have already launched and continue to innovate and are pushing to compete for marketing spend. In this session, Elisabeth, who is a regular contributor to AdWeek on retail media and works with media channels, such as Walmart, Target, Instacart, Kroger, Criteo Retail Media and more will go over the nuances of retail media, questions to ask, mistakes to avoid and how you can ride the wave instead of having it crash over you.
#FlipMyFunnel Austin - Maria Pergolino - Account Based Marketing & Predictive...#FlipMyFunnel
Maria Pergolino, VP of Marketing at Apttus, recently presented “Account Based Marketing & Predictive Marketing— Beyond the Bullshit” at the #FlipMyFunnel Austin.
Consideration and implementation of a successful marketing automation strategy presented by Andrew Wilson, Freelance Digital Marketing Automation & Project Manager
According to a recent Forbes report, 89% of business leaders believe analytics will revolutionise business operations. Analytics not only provides marketers with valuable insights but also serves as the driving force behind the effectiveness of digital marketing.
Understanding your customers' behaviour and preferences helps you drive targeted messages across different digital and social platforms, allowing you to communicate with them more effectively.
In collaboration with the Marketing Institute of Singapore (MIS), Singtel invites you to a complimentary workshop on Digital Marketing analytics.
Key Points:
• Learn how analytics enables you to gain insights on your customers so as to develop effective marketing strategies
• Understand how to put together an effective web measurement programme to define and improve marketing ROI
• Acquire skills to better market your products or services to your target audience using the right tools and platforms
With increased competition across multiple channels, small to mid-sized retailers now more than ever must optimize every sale. Leveraging the right POS system can help retailers create distinct customer profiles with unique buyer preferences to increase sales and enable better customer service.
Verify Digital - Verified Lead GenerationMatthew King
Lead generation and verified leads from Verify Digital. Complete methodology from Understanding Brand & Target Audience through to Verified Leads. Visit www.verifydigital.me
Top Strategies for Marketing Signal MeasurementOrigami Logic
Transform raw data into insights with a marketing measurement framework:
Do you know how your campaigns performed today? This essential question has become incredibly hard to answer. The explosion of channels, platforms, media, and devices is creating an avalanche of data that is proving difficult for marketers to navigate.
Learn about a new framework for organizing and prioritizing marketing signals: an end result of lessons learned working with hundreds of global brands. Discover best practices for harvesting, organizing and analyzing your marketing results, and how this enables faster time to insight and more effective campaign execution.
When you view the webinar, you will learn: 1) How top marketers organize and measure signals that matter, 2) How to identify the signals most relevant to your campaign objectives, and 3) How to quickly transform raw marketing data into meaningful insights.
Similar to GTM Plan Strategy - Digital Marketing (20)
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
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What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
3. Market Need
• Begin with the need not the product or service
Economic Buyers
Your
Business Distribution
Channels
Influencers
End
Users
4. Overview : Online Market Users in India
Source : Google
People are more
connected than ever,
with increased
access across many
devices, especially
smartphones.
5. The Smart Shopper in India
Source : Google
The Internet plays a key role
in the consumer journey for
many product categories. As a
result, an integrated marketing
strategy is critical for marketers
and planners. The Smart
Shopper shows how marketers
can reach customers at key
decision-making moments
across 20 products.
6. The Local Shopper in India
Source : Google
Location-based advertising
offers new opportunities for
small and medium-sized
businesses to successfully
attract consumer attention.
The Local Shopper helps
businesses to understand
where and when people look
for local information and what
type of information is most
relevant, thereby enhancing
their advertising strategies.
9. Deciding Factors : Online Shopping
Source : Google
Main Factors
•Quality
•Price
•Business Hours
10. Account Penetration Strategy
Focus Auction Guidance
Headlights & Insights •Industry/competitive trend analysis
•Creation of collateral
•Support deals in all accounts
•Leverage specific findings coupled
with Thought Leadership assets and
relevant solution offering to drive into
top accounts
Positioning & Content •Leverage Case studies
•POVs to position
•Develop campaigns
•Enable sellers on key solutions
offerings
•POEM Strategy
Reputation & Eminence •Leverage social media and media
channels
•Activate Communications
•Analyst Relations channels
•Drive engagement via social eminence
program
•Extensively leverage social media
channels to build awareness
•Press Releases and Articles
Client Experience •Engage with clients during events
•Leverage Events, client murals,
infographic and datagram and related
assets to propagate our competency in
delivering value to clients
•Identify specific top accounts for
client meetings at the webinar
•Leverage collateral created for top
accounts for local content syndication
with partners
11. Which are the most successful in using products?
What is the potential lifetime value?
Market Overview : Focus
What are the most profitable accounts?
Which are the easiest to support?
14. Identify Your Target Accounts
•First and foremost, establish the business
value of your accounts
•Identify where the largest sales potential lies
•Establish where each account is in the buying
journey
•If they’re current accounts, understand which
products they have or have not purchased
Crawl, Walk, Run Methodology
•A named account list;
•A target segment (defined by
attributes such as industry or
revenue);
•A list of strategic accounts;
•A customer list;
•A list of customers up for renewal.
Market To Target Accounts
Segmenting target account list
•Persona-based marketing
•Outbound marketing
•Inbound marketing
•Advertising campaign
Account Based Marketing
“Treating individual accounts as a market in their own right”
Attributes of Target Accounts:
•Firmographic:Industry/Revenue/
Location
• Sales Named Accounts
• Behavioral: Customer Journey,
Product Interest
Measure Marketing Efforts
•Record ad impressions by account
•Use Google Analytics to gauge traffic and record engagement metrics from
top accounts
•Set up systems with your CRM and marketing automation enabling you to
measure win rates
•Establish revenue per account measures
•Consult with analytics professionals to develop a useful formula to
measure sales and marketing costs per account
15. Customer Journey
Objective Growth Revenue (Quarterly) Industry Information
Technology
Target Audience &
Customer Needs
Need, Requirement & Fulfillment :
Customer
Market Sector:
Market Growth
Category
Online Services/Support
Buyer Journey Start a Conversation Make Case Meet Experts Sales Handoff
Need Problem of the
client/corporate
Searching for
solutions i.e. quick
solution
Discuss features and
offers
Serious about moving
forward & talk to
expert
What Ways Social Media
Engagement,
Campaign, Success
review stories, Case
Studies, White Papers
Training, Case
Studies, White Papers
Opportunities to
meet with consultant
WOM (Client
References)
Interaction Online Communities,
Blogs, Portals,
Telemarketing
Spending Categories :
Paid Campaigns, Paid
Social Media, PR,
Telemarketing
Online Webinars,
videos, on Portals or
Face to Face events.
Spending Categories :
Digital Marketing,
Event, Seminar
Customer
Conferences with
Consultant.
Spending Categories:
Digital Marketing,
Customer Conference
or Seminar
Focused marketing
seminar
Spending Categories:
Customer Conference
or Seminar
16. Strategic Planning
“The thicker the planning document, the more
useless it will be” (Brent Davies: 1999)
First Stage of Strategic Planning
Business
Strategy
Types of
Strategy
Strategic
Intent
Future
Thinking
Corporate
Culture
Analysis
Evaluation
18. Overall Marketing GTM Plan
GOALS
WHERE will we promote and sell our products to target
customers?
TASKS
HOW will we promote our products to target customers?
RESOURCES
WHAT will be our product portfolio/features for target customers?
EVALUATION
WHO will we actively target within the global market? We or Competitors
19. GTM Plan : Elements
Buying Stages
Awareness
Interest
Desire
Action
GTM Elements
20. Promotion Strategies
POEM – Paid, Owned and Earned Media
Paid Media Owned Media Earned Media
•Print ads
•TV ads
•Display ads
•Paid search
•Promoted posts on
Facebook
•Sponsored tweets
•Your website
•Mobile site
•Retail stores (online
and offline)
•Blogs
•Social media
channels
•Apps
•Magazines
•Brochures
•Retweets
•Facebook Likes
•YouTube comments
•Shares
•Bloggers writing
about your product
•Online reviews
•Word of mouth
21. Promotion : Device Selection
Source : Google
Internet /
Mobile Users
are increasing
day by day
same as
Moore’s Law
22. Target
Via Email / Call
Using POEM
Follow-up
Marketing Program Planning
Online Leads
Conversion/Sales
Primary
Objective
24. Competitive Pricing
User A:Searching
for Product Y
Searching in
Google : “Online
Product Y”
Paid /Organic
SERPs : Portal A
1 SERP in
Organic/Paid
Click on Paid/Organic 1 SERP result
Pricing and Brand Analysis
Visited
Different
portals
Pricing
Purchased
Product Y from
Portal B
26. Social Media : Correct Way to Target
Social Media users are
increasing day by day
same as Moore’s Law
27. Social Media – Engagement
LinkedIn : Professional Networking
Number of Registered Users in
USA : 124M+
To run ads in LinkedIn : Reach
would be high and all professionals
would be willing to enhance
knowledge as per market
Goal : Target Professionals
Source : LinkedIn
28. Twitter : Easy to Target
Twitter Users: Increased by 3% in 2015
SMM platform to reach US market and
build brand awareness
29. Social
Webinars
PPC
Paid Programs
Nurturing & DB Emails
FEB
Applicable
Event
Applicable
Event
ARCS &
PILLARS
Add audience or persona
Add audience or persona
Add audience or persona
JAN MAR APR MAY JUN JUL
EVENTS
AUDIENCE &
SEGMENTS
ONGOING
AVERAGE / MONTH
•x programs
•x webinars
•x live events
•x paid programs
Applicable
Event
Applicable
Event
Applicable
Event
Applicable
Event
Applicable
Event
High Level Program Initiative
High Level Program Initiative
High Level Program Initiative
RAM : Responsibility Assignment Matrix
30. Yearly Program View by Quarter
Q1
Activity A
Activity B
Activity C
Activity D
Activity E
Activity F
Q2
Activity A
Activity B
Activity C
Activity D
Activity E
Activity F
Q3
Activity A
Activity B
Activity C
Activity D
Activity E
Activity F
Q4
Activity A
Activity B
Activity C
Activity D
Activity E
Activity F
32. Program Plan
CONTENTEMAIL TACTICS EVENT LEAD GEN TACTICS
1 HC
Email 1 : A/B
Testing
Email 2 : Mass
Customization
Email 3 : Retain
Customers
eBook
Online PR
Forums
Blog Post
Webinar 1
Webinar 2
In-Person
Event
Social
PPC Campaign
Paid Email
Campaign
Direct Mail
Sales
Call-down
33. Funnel Analysis: Activity A
WHERE ARE THERE OPPORTUNITIES?
Current List for Program Send
(X number of leads)
Webinar Sign-Ups
(X%)
Webinar Attend
(X%)
Webinar Follow Up Includes Offer for Demo
(X%)
Attend
(X%)
Good Leads
(X%)
Opportunities
(X%)
Won
(X%)
Program Launch Date: x/x/2016
Goals: Target Audience
List Size: XY
Roughly X% Register ~ X Number
Webinar Dates:“
X% Attend – X Number
X% Register for Demo – X Number
X% Fit the Right Profile – X Number
X% Fit the Right Profile – X Number
Of those that attend the demo, X% become
opportunities – X Number
Win X% - X Wins
35. Content Planning
Six Sigma :Tree Drill-Down Process
Q1 Q2 Q3 Q4
Jan., Feb., Mar. Apr., May, Jun. Jul., Aug., Sep. Oct., Nov., Dec.
Ebook Ebook Ebook Ebook
Infographic Infographic Infographic Infographic
Slide Deck Slide Deck Slide Deck Slide Deck
Blog Posts Blog Posts Blog Posts Blog Posts
ONGOING INITIATIVE
ONGOING INITIATIVE
ONGOING INITIATIVE
36. Videos
Per Quarter
Slide Decks
Per Quarter
Infographics
Per Month
Ebooks
Per Month
Content Program
Messaging Arc Product Launches Trend Related Partner/Thought Leader SEO
Asset 1 Asset 1 Asset 1 Asset 1 Asset 1
Asset 2 Asset 2 Asset 2 Asset 2 Asset 2
Asset 3 Asset 3 Asset 3 Asset 3 Asset 3
Asset 4 Asset 4 Asset 4 Asset 4 Asset 4
GOALS:
X XX X
37. Yearly Events Calendar
Events Date Activity (1,2,3,4,5) Lead Goal Actual Lead #
Online Event A Date x Activity 1, 2, 3 Goal G Lead 10%
Online Event B Date y Activity 4, 5, 1 Goal F Lead 15%
Online Event C Date z Activity 3, 4, 1 Goal H Lead 25 %
Events
38. Yearly Webinar Calendar
Online Webinar Date Speakers Registration Goal Actual Registration
Webinar A Date B Speaker X Goal H Registration 10%