2. Innogress
IntroductionIntroduction
• New products and services launching requires
meticulous planning, with broad steps like:
Analyzing industry structure and competitive landscape of the target market
SWOT Analysis of the existing players in the target market space
Estimating market size of the target market with clear identification of blue ocean segments
Capturing customer requirements and demands, which carves out a space in blue colored segment
Evolving Products and Services Strategies as per analyzed customer requirements & market segments
Strategic Positioning of the evolved products/solutions & services into target market segment
Go-To-Market Plans , and strategies for ecosystem development
Gamut's of Business Development and Marketing Activities
• Innogress addresses all above customers needs through
its Business Development Services platform, BDAS
3. Innogress
Why Strategy is Key to Startups/SMBWhy Strategy is Key to Startups/SMB
• According to the Small Business Administration, about
600,000 new businesses/year are started in the U.S. :
Only about 2% of startups are able to attract VC funding- Forbes.com
More than 95% of start-ups fail to give projected return on investment – The Wall Street Journal
An estimated 30% to 40% of high potential U.S. start-ups fail to the extent of liquidation - The Wall Street Journal
• Biggest reasons of failure are:
Lack of Customer’s perspective and lack of Customer Connect & understanding of its business requirements
Lack of structured strategy in terms of profitable business models and clear & concise value propositions
Lack of unique value proposition and no real differentiation in market
Confused market positioning
• Conclusion- A well articulated-structured Strategy is
missing link in a typically failed startup /SMB firm
4. Innogress
What Are The Key Missing LinksWhat Are The Key Missing Links
• Poor planning for products & services development
• Higher Time to Market due to exhaustive scopes
• Unfocused as targets multiple untested opportunities
• No Supporting Marketing Cover: High focus on Tech.
• Cohesive Strategy & Speedy Execution are missing links
• Weak understanding of the customer requirements
• Non Tracking & aligning periodically with shifting markets
• Weak Ecosystem & non sustainable revenue Model
• Non involvement of industry & market consultants
5. Innogress
Statements Overlooking Consultant’s Role: Risk Associated Without Consultants
We have enough knowledge of market Not targeting right market segment, leading to landing into low
potential markets , even no accurate market size data
We know our customers and their requirements If products/sols. are as per customer needs, then it should be sold
like hot cake, does it happening ?? If not then something missing
We have considered all data & facts while
designing our products, solutions & services
There is always some limitations in getting, right kind of market
related data without involving professional firms who have wider
market data access and proven methodology of market research
We have all insights of players, we know how to
position our products/services
Accurate competitive landscaping is very important before
positioning prod./solutions, positioning in market without any
detailed & strategic market analysis may trap you in wrong places
We are confident with our pricing & revenue
model, its working well with other startups/firms
Have you prepared answers to strategic questions like what is
going to be your dominant strategy ? What is the color of your
strategy Red or Blue ?? Risk: Missing strategy & aligned planning,
execution
We are well networked in our industry, so
ecosystems are already in place
Mere networking doesn’t create a value oriented marketing
ecosystem, Value Analysis needs to be applied to create potentials
based ecosystem, missing links in ecosystem means losses
We have strong, exp. team & all skills sets, don’t
need any external resources like consultants
Strong team is basic requirement for success, but team should
focus on core works, limited team size creates bandwidth
constraints, external consultants ease out bandwidth constraints
Market Consultants-Do we need ??Market Consultants-Do we need ??
Typically consulting proposals stamped with negative business case- but it has risksTypically consulting proposals stamped with negative business case- but it has risks
6. Innogress
What Is BDAS ??What Is BDAS ??
We develop Business of Customers through our service
framework ‘BDAS’ (Business Development As Service)
•Reduce your Time to Market through BDAS
•BDAS Enables Market Intelligence gathering
•Agile professional BD Services for keeping your
setup lean & focused
•Leverage business networks & professional
strengths of Innogress for success
•Consultative Top Down Approach in Prod.,
Services & Sols. Mktg. leading to differentiation
•Reduce your Time to Market through BDAS
•BDAS Enables Market Intelligence gathering
•Agile professional BD Services for keeping your
setup lean & focused
•Leverage business networks & professional
strengths of Innogress for success
•Consultative Top Down Approach in Prod.,
Services & Sols. Mktg. leading to differentiation
Our Framework
Delivers Winning
GTM Strategies
Precursor to BD
we Deliver
Strategic
Positioning
Spotting
Developing &
Firming Business
Opportunities
•Market Research &
Opportunity Analysis
• Go To Market (GTM)
Strategies
•Market Segmentation
•Prod. /Sol. Positioning
•Marketing Comm.
•Ecosystem
Development
•Account Mapping
•Prospects Development
•Business Req. Analysis
•Business Proposals
•Business Deals Mgmt.
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Customer’s
Marketing
& Sales
Department
StrategyFrameworks
Marketing
Frameworks
BD
Value Delivery
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Typical Consulting Engagement PlansTypical Consulting Engagement Plans
• 2-3 weeks quick market assessment of target market
• 3-4 weeks engagement for Market Analysis to GTM light
• 4-5 weeks rapid Business Analysis of Customer’s Business
Requirements (VOC) for Incorporating into Products /
Sols.
• 4-5 weeks engagement for developing Solution
Architecture, Technical & Functional Specifications
• Business Proposals Preparation, Expert formulations for
RFPs/RFIs Responses as per your business needs
• Business Development Presentations & Deal Management
as per business requirements
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Our Analyst Credentials- Ex-Our Analyst Credentials- Ex-
IDCs/GartnerIDCs/Gartner
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Sumant Parimal, Consulting Director & Principal Analyst
16. Innogress
Deepak Kumar, Advisor & Sr. Industry Analyst
Domain Experience:
•Markets/Segments: Telecom Services, Cloud Services, IT Services, Unified
Communications, Access Devices, Data Centers, Other IT
•Consulting & Advisory: Cloud Services, Unified Communication, Data
Center and Managed Services,
Project Experience Highlights:
•Consulted third-party data center service providers on their go-to-
market and customer acquisition strategies, using benchmarks
established through market research studies
•Provided advisory for telecom service provider organizations on aspects
ranging from IT transformation to big-data opportunities.
•Advisories to mobile handset players on strategic alignment of the
offerings to meet specific demands of the India market.
•Market entry recommendation development for a telecom company
considering to grow as player in the wider ICT segment
•Growth consulting and continuous advisory service to a networking and
security appliance company
•Continuous advisory and competitive analysis service to various access
device and IT peripheral companies
•Regular research on IT & Telecom industries best practices, performance
standards and services levels available in markets
Specializations: Market research, strategic content and communications,
advisory
Services and solutions: Business advisory, public speaking, sales-
enablement workshops
• Deepak Kumar is a strategic business advisor & market
researcher, columnist and marketing communications specialist
with domain specializations in areas of IT, Telecom and
Corporate Sustainability. As Advisor at Innogress & Founder
Analyst at BusinessandMarket.net, his emphasis areas include
strategic advisory, research whitepapers & case study
development, mkt. analysis, public speaking &sales
enablement.
• He carries around 24 years of experience, of which more than
16 years have been doing research and analyses in the areas of
IT and telecommunications and green technologies, with an
emphasis on horizontal shifts like Cloud, Big Data and Internet
of Things.
• Earlier, he served in capacities of Research Director and
Associate Vice-President of Research at IDC India and headed
the Client Computing, Peripherals, Telecommunications,
Networking and Channel research practices there.
• He writes columns/opinion pieces for well-known publications
and his write-ups have appeared in Economic Times, Business
Standard, Light Reading India and GovernanceNow, among
others. He is also widely quoted in both print and electronic
media and has spoken at numerous industry events including
IDC’s flagship events Directions and Predictions and at Bicci’s
annual events.
• He has driven a range of industry-level studies in areas spanning
Telecommunication, Networking, IT Infrastructure and IT
Services for evolving industry best practices, IT Spends
benchmarking & service management.
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Shalini Verma, Strategy Consultant, Technology & Business
• Shalini brings a wide range of industry experience spanning 17 years in industry
research, consulting, product management & solution selling
• She worked with Clients in US, Australia, Europe, South Africa & APAC countries
Singapore, Malaysia, Korea, Indonesia, Thailand & Taiwan
• She has worked for 9 years in reputed market advisory firms Gartner and IDC
• At Gartner, Shalini was Principal Research Analyst, responsible for providing thought
leadership in consumer technology & market trends and giving actionable advice to
CxOs on Go-To-Market strategies in Cloud, Mobile & Social
• At IDC, Shalini successfully built the Unified Communications and Enterprise Mobility
programs to advice CxOs. She actively engaged with executives through Go--To--
Market consulting services & speaking engagements
• Prior to that, she worked with the telecom operator Reliance Communications in a
product management role. She was responsible for launching and managing a
number of mobile apps. and services
• Shalini has been invited to speak at several industry events. She is widely quoted by
media such as CNBC, BBC, Bloomberg and Channel News Asia
18. Innogress
Sreenivas Annavazzala, Partner & Business - IT Consultant
• Sreenivas brings around 20 years of work experience in areas of Marketing, CRM,
SCM & ERP
• In latest role, he was consultant to AT&T, USA on CRM Consulting Project
• He was CRM Development & Delivery Manager at Serene Corporation
• He was CRM IT Project Manager and Practice Manager at BizTech, USA
• He was CRM Project Manager at The Athene Group
• He holds an MBA (Operations) and Bachelor of Engineering (Industrial)
19. Innogress
ContactsContacts
THANK YOU
Sumant Parimal,
Director of BD & Consulting,
Innogress Professional Services Pvt. Ltd.
Noida, NCR Delhi, India
India Mob.: +91-9873219910
US Mob.: +1-9174037772
UAE Mob.: +971-553699535
E-mail: sumant_parimal@innogress.com
parimalsumant@gmail.com
Web: www.innogress.com
Also: Partner, Stark Consulting Services Inc.
US Office: 24 Straton Ct., Parlin, NJ 08859
Web : www.starkcsi.com
