The document summarizes key points from a presentation on strategies for growth. It discusses:
1. Establishing clear business objectives and making marketing accountable for sales results.
2. Understanding customers by developing buyer personas and message maps to answer why they need the product/service, why now, and why from that company.
3. Implementing real-time lead scoring, routing and nurturing programs.
The presentation emphasizes measuring all marketing initiatives and aligning marketing and sales.
Entrepreneurial Selling is a new sales methodology aimed at helping sales people and entrepreneurs to identify and develop new business opportunities together with their customers. The methodology is based on a 10 year long research program on the future of sales.
Businesses need a new framework to strategically assess how to best grow their business in the new economy. A “roadmap” enables everyone to clearly understand what decisions need to be made, who needs to make them and when.
Studies that have examined consumers response to celebrity endorsements in advertising still suggest that this tool is extremely efficient for influencing, at least one of the 3 levels of their relationship with the brand: Awareness(Mind), Connection (Heart) and Behavior (pocket). The studies are conflicting in what is the impact level and whether if really impacts all the 3 but there seems to be no doubt that there is an influence. As a validation of this belief is that companies are increasing their spending and plan to continue doing it.
But, on the other hand, the cost of using this tool are extremelly high and the risks are undeniable.
Therefore, it becomes crucial that organizations are able to manage their portfolio of sponsorship and to measure if they are being sucessfull or not. In other words, organizations want to make smart decisions and need information to support them on that. This is what the paper “Sports Assets Portfolio Management” i’ve presented intends to address. The following slide will provide na overview of what can be found in that paper.
IDM Bootcamp - Building an integrated (digital) marketing plan: an IDM perspe...theidm_marketing
This document provides an overview of integrated digital marketing and how to plan an effective IDM strategy. It discusses the importance of research tools like Google Keyword Tool, DoubleClick Ad Planner, and Google Insights to understand the market and target audience. It also recommends segmenting customer databases based on recency, frequency and monetary value to focus efforts. Finally, it outlines the SOSTAC planning framework and covers setting objectives using the SMART criteria and choosing key performance indicators to monitor progress.
Summarization of core marketing concepts and the marketing strategy framework. This includes elements that should be applied when devising and developing a marketing strategy for a company.
Digital Marketing Strategy IntroductionSkot Waldron
This presentation gives a high-level intro to how we build marketing strategies. It covers goals, buyer personas, content strategies, analytics, reporting, etc.
The document provides an agenda and overview for a virtual workshop on building marketing capability for the consumer healthcare industry. The workshop covers various topics including setting marketing challenges and objectives, developing insights and strategies, health literacy, execution, and results. Templates and examples are provided for writing a challenge statement, objectives, insights, and evaluating strategies, execution, and results. The goal is to help participants develop strong marketing campaigns that can be entered into an awards program for the consumer healthcare industry.
This document provides definitions and concepts related to marketing. It discusses marketing as a process of engaging customers, building relationships, and creating value. Key aspects of marketing include understanding customers, developing strategies and tactics, and managing the marketing effort. The document also defines consumer, business-to-business, digital, international, and internal marketing. It introduces marketing mix and various marketing approaches like guerrilla marketing. Overall, the document serves to explain marketing concepts, terms, and frameworks.
Entrepreneurial Selling is a new sales methodology aimed at helping sales people and entrepreneurs to identify and develop new business opportunities together with their customers. The methodology is based on a 10 year long research program on the future of sales.
Businesses need a new framework to strategically assess how to best grow their business in the new economy. A “roadmap” enables everyone to clearly understand what decisions need to be made, who needs to make them and when.
Studies that have examined consumers response to celebrity endorsements in advertising still suggest that this tool is extremely efficient for influencing, at least one of the 3 levels of their relationship with the brand: Awareness(Mind), Connection (Heart) and Behavior (pocket). The studies are conflicting in what is the impact level and whether if really impacts all the 3 but there seems to be no doubt that there is an influence. As a validation of this belief is that companies are increasing their spending and plan to continue doing it.
But, on the other hand, the cost of using this tool are extremelly high and the risks are undeniable.
Therefore, it becomes crucial that organizations are able to manage their portfolio of sponsorship and to measure if they are being sucessfull or not. In other words, organizations want to make smart decisions and need information to support them on that. This is what the paper “Sports Assets Portfolio Management” i’ve presented intends to address. The following slide will provide na overview of what can be found in that paper.
IDM Bootcamp - Building an integrated (digital) marketing plan: an IDM perspe...theidm_marketing
This document provides an overview of integrated digital marketing and how to plan an effective IDM strategy. It discusses the importance of research tools like Google Keyword Tool, DoubleClick Ad Planner, and Google Insights to understand the market and target audience. It also recommends segmenting customer databases based on recency, frequency and monetary value to focus efforts. Finally, it outlines the SOSTAC planning framework and covers setting objectives using the SMART criteria and choosing key performance indicators to monitor progress.
Summarization of core marketing concepts and the marketing strategy framework. This includes elements that should be applied when devising and developing a marketing strategy for a company.
Digital Marketing Strategy IntroductionSkot Waldron
This presentation gives a high-level intro to how we build marketing strategies. It covers goals, buyer personas, content strategies, analytics, reporting, etc.
The document provides an agenda and overview for a virtual workshop on building marketing capability for the consumer healthcare industry. The workshop covers various topics including setting marketing challenges and objectives, developing insights and strategies, health literacy, execution, and results. Templates and examples are provided for writing a challenge statement, objectives, insights, and evaluating strategies, execution, and results. The goal is to help participants develop strong marketing campaigns that can be entered into an awards program for the consumer healthcare industry.
This document provides definitions and concepts related to marketing. It discusses marketing as a process of engaging customers, building relationships, and creating value. Key aspects of marketing include understanding customers, developing strategies and tactics, and managing the marketing effort. The document also defines consumer, business-to-business, digital, international, and internal marketing. It introduces marketing mix and various marketing approaches like guerrilla marketing. Overall, the document serves to explain marketing concepts, terms, and frameworks.
The saying is somewhat valid that you only
have “1 shot” at launching a new product but
that would stand the reasoning that 100% of
product launches are successful…and we all
know that’s NOT accurate. In this presentation
I will attempt to provide ways you can
revitalize your brand if indeed…your launch
wasn’t stellar.
Social Products Require Social Marketers.Jon Gatrell
Social Media isn't about just adding another task to the list. To be effective a strategic approach is needed which integrates all of the processes - buying, service and innovation.
This two-day forum provides an opportunity for marketing professionals to learn about new trends and insights in strategic marketing. Over the course of presentations and workshops, attendees will gain practical knowledge on topics such as product innovation strategies, aligning marketing with business strategy, leveraging social media, measuring marketing ROI, and designing strategic marketing plans. The forum is aimed at senior marketing executives and is designed to provide perspectives and best practices for shaping effective marketing strategies.
Structuring for success - Developing a dynamic structure for your marketing t...B2B Marketing
With marketing evolving rapidly in response to adoption of emerging digital communication techniques and changing buyer behaviour, it's imperative that the skill set of the marketing function evolves too, to reflect this and to enable the brand to compete effectively in the digital age.
Furthermore, marketing must be able to concisely communicate and report on the value of what they are delivering for the organisation, to all departments and particularly to the board. Fresh from delivering Deloitte's Olympics sponsorship, brand and marketing director Annabel Pritchard will focus on how to build a marketing function that's fit for purpose and structured around delivering clear and measurable business benefits. This session will cover:
•Structuring the team - ensuring a dynamic mix of specialisms across the marketing function
•Managing and nurturing the marketing team - encouraging learning and skills development
•Raising the profile of marketing - reporting value to the Board and championing the value of marketing across the business.
Selling for entrepreneurs. Why it's important to every startup and the steps to successfully close new business. Content provided by Pamela Peterson, Marketing & Management at University of Nebraska at Omaha.
Drip Marketing: Marketers Guide to Lead NurturingRegalix
Drivers
Longer sales cycle
Only 20% of leads are followed up
Sales typically disqualifies 70% of leads based on lack of budget,timing, etc.
80% of those “bad leads” do go onto buy within 24 months
Need for lead management
Benefits
Lower lead acquisition cost
Increase retention rates
An estimated 70-90% of leads generated by marketing are never followed-up with by sales
Nurture program that sends out series of messages on a timely basis
Initiates conversation with prospects and customers over a period of time
Maps Content to the customer decision making cycle
Scores leads to understand where they are in the decision making cycle
Reclassifies leads based on
engagement
Keeps the leads warm till they're ready to buy!
According to the Direct Marketing Association, a prospect will need to see/hear your message 3 times to recognize you and a minimum of 9 times to make a sale
Outcome
Closes the lead management gap
Improves ROI of marketing spend by ‘plugging the leaks’ in lead management
Keeps your prospects engaged through targeted content decision makingcycle
Improves quality of leads
Take Aways
Increased lead conversion rates
Shorter & effective sales cycle
Better qualified leads
Griffin Farley helps us understand all forms of strategic planning in advertising including Brand Planning, Account Planning, Media Planning, Connections Planning, Transmedia Planning and Propagation Planning. Griffin will also cover the deliverables for each form of planning and creative examples that have leveraged the various processes.
Startupfest 2012- Random Acts of Marketing are Killing Your StartupStartupfest
Marketing is a big term that covers lead generation, media relations, content marketing, social media, messaging, sales support and a huge heap of other things. Most startups have a puny budget and few (if any) dedicated marketing folks to get this stuff done. Yet many manage their marketing efforts more like a random to-do list than an integrated program. In this talk we’ll talk about the common pitfalls of disorganized startup marketing execution and outline a lightweight template for creating a marketing plan that makes that most of your limited marketing resources.
Brand Team 2016 sales/Marketing QuestionsDavid Delong
This document discusses concerns that pharmaceutical company colleagues may have such as hitting budget numbers, delivering sales growth that exceeds category growth, determining if new or existing business is driving current growth, and whether traditional key message delivery strategies are still effective. It suggests that improving the clinical and commercial relevance of sales conversations through a service called DrProfiling.com can help address these issues and improve the impact and performance of sales forces.
An outline for how to approach staring new in a position as a sales manager to establish a strong start and sustaining success leading a sales team. June 2020 update.
The document summarizes updates made to the Pragmatic Marketing Framework. Some key changes include:
1) Market Problems was moved to the cornerstone of the Framework and Market Research was combined with it. Win/Loss Analysis was also added to the Market column.
2) Distribution Strategy was added to the Strategy column to reflect how technology solutions are distributed. Product Portfolio and Product Roadmap were also moved here.
3) The Planning column added an activity called Buying Process to align selling processes with how buyers actually buy.
4) Business Case was renamed to Business Plan to better reflect the planning involved. Product Performance and Operational Metrics were combined into Product Profitability.
5)
Marketing, such a loosely used word in the business world and a treacherous task to undertake as a business owner. Businesses make or break on their strategies and developing a thorough marketing strategy is essential to any businesses success, small or large. So many questions arise when developing a marketing strategy. Where do I spend my money? How do I differentiate myself from my competitors? How much should I spend on online assets? Do I need to hire a marketing director? The questions could go on forever but one must know marketing basics and how to leverage not only a well-defined marketing budget but time, energy, and creativity to stand out of the crowd when trying to communicate with their target audiences.
The 4 P’s of Marketing: Confessions of a Guerrilla Marketer presented by the Innovation Center will address the very fundamentals to building a marketing strategy that encompasses understanding product/service, price, place, and promotion, the four p’s of marketing. The training session will also provide insight on how to become a guerrilla marketer and to stay top-of-mind when consumers are ready to make a purchasing decision. Guerrilla marketing was founded by Jay Conrad Levinson and was developed to help provide a system for businesses that don’t possess large marketing budgets like big brands, McDonald's or Nike, to market themselves in unique methods to earn the attention of their audiences and to increases sales revenue.
View the Upcoming Workshops page to see when and where the workshop will be held next. If you are interested in hosting a 4 P's of Marketing: Confessions of a Guerrilla Marketer workshop session in your community please contact the Innovation Center's Lynn Wilson, 918-343-7622, or by email, lwilson@rsu.edu.
Living In An Agile World: the Role of Product Management When Development Goe...Pragmatic Marketing
No matter how agile Development is, you'll never build a successful product if the work being done isn’t aligned to the company strategy and market needs.
Living in an Agile World discusses how Agile development methods have drawn product managers into deeper tactical, technical activities than ever before. But spending so much time with internal teams means less time spent outside the company in the market.
This document provides an overview of demand generation strategies and tactics. It discusses the importance of understanding customers' motivations and buying behaviors. It also highlights key elements of an effective demand generation program, including behavioral targeting, content marketing, and aligning sales and marketing. The document uses case studies to illustrate how these strategies and tactics can be successfully applied.
how we can implement an integrated marketing strategy to match its portfolio offering to customer needs and trends, and how it can sustain its competitive position within its marketplace and sector.
I will also detail a marketing strategy for an event in North America and discuss how email marketing and branding can be cost-effective to promote this event
Navis has over 12 years of experience in management positions, including strategic planning, project management, and people management. She holds a master's degree in management and is pursuing a doctorate in business administration. Her experience includes developing new brands, visual merchandising, digital marketing, and PR for over 30 brands in skincare, FMCG, and other industries. Recently she helped a multinational company develop a shopping community in Hong Kong projected to generate $100 million annually.
The document discusses new product launches and identifies key factors for success. It finds that most new products fail and launches often fall short of expectations. A study identified several proven methods to improve launch success, including developing products with an "outside-in" approach focused on customer problems rather than interest, ensuring accurate translation of marketing materials for sales teams, and utilizing tools to align marketing and sales. Companies that adopt these customer-centric approaches can achieve significantly higher sales and margins.
Maximize Conversions by Balancing Your Ecommerce & Amazon StrategyTinuiti
As your brand ramps up advertising and sales on Amazon, does your paid search cost increase and conversion rate decrease?
Identify the key insights you can implement in your Amazon strategy to allow you to get more from your AdWords campaign and vice versa.
The document discusses the strategic role of product management. It argues that product management is needed for companies to become truly market-driven by identifying customer problems and communicating these to other departments to build products that people want to buy. It distinguishes product management from marketing, which it defines as understanding customer needs rather than promotional activities. It also differentiates product management from sales by describing how product management ensures the company focuses on solving customer problems rather than just selling existing products.
Master's certificate in sales management day 2 (march 2016)1-degree INC
The document discusses a Master's program in sales management that focuses on turning corporate strategy into effective sales strategy and execution, including avoiding common errors in sales strategy like treating all customers the same and not adjusting sales processes for longer sales cycles. It provides frameworks and examples to help sales leaders implement strategic planning and reviews to drive successful sales outcomes.
1. A bagunça causa cansaço, imobilidade e outros problemas segundo o Feng Shui.
2. São fornecidas sete regras para evitar a bagunça, como jogar fora itens desnecessários e manter organização.
3. Há nove formas de perda de energia pessoal como maus hábitos, pensamentos negativos e afastamento da natureza.
O documento dá conselhos para aproveitar o ano novo de 2011, encorajando as pessoas a enfrentar desafios com cuidado e atenção, fazer novos amigos, curtir a vida e nunca esquecer de amar aqueles próximos a você.
The saying is somewhat valid that you only
have “1 shot” at launching a new product but
that would stand the reasoning that 100% of
product launches are successful…and we all
know that’s NOT accurate. In this presentation
I will attempt to provide ways you can
revitalize your brand if indeed…your launch
wasn’t stellar.
Social Products Require Social Marketers.Jon Gatrell
Social Media isn't about just adding another task to the list. To be effective a strategic approach is needed which integrates all of the processes - buying, service and innovation.
This two-day forum provides an opportunity for marketing professionals to learn about new trends and insights in strategic marketing. Over the course of presentations and workshops, attendees will gain practical knowledge on topics such as product innovation strategies, aligning marketing with business strategy, leveraging social media, measuring marketing ROI, and designing strategic marketing plans. The forum is aimed at senior marketing executives and is designed to provide perspectives and best practices for shaping effective marketing strategies.
Structuring for success - Developing a dynamic structure for your marketing t...B2B Marketing
With marketing evolving rapidly in response to adoption of emerging digital communication techniques and changing buyer behaviour, it's imperative that the skill set of the marketing function evolves too, to reflect this and to enable the brand to compete effectively in the digital age.
Furthermore, marketing must be able to concisely communicate and report on the value of what they are delivering for the organisation, to all departments and particularly to the board. Fresh from delivering Deloitte's Olympics sponsorship, brand and marketing director Annabel Pritchard will focus on how to build a marketing function that's fit for purpose and structured around delivering clear and measurable business benefits. This session will cover:
•Structuring the team - ensuring a dynamic mix of specialisms across the marketing function
•Managing and nurturing the marketing team - encouraging learning and skills development
•Raising the profile of marketing - reporting value to the Board and championing the value of marketing across the business.
Selling for entrepreneurs. Why it's important to every startup and the steps to successfully close new business. Content provided by Pamela Peterson, Marketing & Management at University of Nebraska at Omaha.
Drip Marketing: Marketers Guide to Lead NurturingRegalix
Drivers
Longer sales cycle
Only 20% of leads are followed up
Sales typically disqualifies 70% of leads based on lack of budget,timing, etc.
80% of those “bad leads” do go onto buy within 24 months
Need for lead management
Benefits
Lower lead acquisition cost
Increase retention rates
An estimated 70-90% of leads generated by marketing are never followed-up with by sales
Nurture program that sends out series of messages on a timely basis
Initiates conversation with prospects and customers over a period of time
Maps Content to the customer decision making cycle
Scores leads to understand where they are in the decision making cycle
Reclassifies leads based on
engagement
Keeps the leads warm till they're ready to buy!
According to the Direct Marketing Association, a prospect will need to see/hear your message 3 times to recognize you and a minimum of 9 times to make a sale
Outcome
Closes the lead management gap
Improves ROI of marketing spend by ‘plugging the leaks’ in lead management
Keeps your prospects engaged through targeted content decision makingcycle
Improves quality of leads
Take Aways
Increased lead conversion rates
Shorter & effective sales cycle
Better qualified leads
Griffin Farley helps us understand all forms of strategic planning in advertising including Brand Planning, Account Planning, Media Planning, Connections Planning, Transmedia Planning and Propagation Planning. Griffin will also cover the deliverables for each form of planning and creative examples that have leveraged the various processes.
Startupfest 2012- Random Acts of Marketing are Killing Your StartupStartupfest
Marketing is a big term that covers lead generation, media relations, content marketing, social media, messaging, sales support and a huge heap of other things. Most startups have a puny budget and few (if any) dedicated marketing folks to get this stuff done. Yet many manage their marketing efforts more like a random to-do list than an integrated program. In this talk we’ll talk about the common pitfalls of disorganized startup marketing execution and outline a lightweight template for creating a marketing plan that makes that most of your limited marketing resources.
Brand Team 2016 sales/Marketing QuestionsDavid Delong
This document discusses concerns that pharmaceutical company colleagues may have such as hitting budget numbers, delivering sales growth that exceeds category growth, determining if new or existing business is driving current growth, and whether traditional key message delivery strategies are still effective. It suggests that improving the clinical and commercial relevance of sales conversations through a service called DrProfiling.com can help address these issues and improve the impact and performance of sales forces.
An outline for how to approach staring new in a position as a sales manager to establish a strong start and sustaining success leading a sales team. June 2020 update.
The document summarizes updates made to the Pragmatic Marketing Framework. Some key changes include:
1) Market Problems was moved to the cornerstone of the Framework and Market Research was combined with it. Win/Loss Analysis was also added to the Market column.
2) Distribution Strategy was added to the Strategy column to reflect how technology solutions are distributed. Product Portfolio and Product Roadmap were also moved here.
3) The Planning column added an activity called Buying Process to align selling processes with how buyers actually buy.
4) Business Case was renamed to Business Plan to better reflect the planning involved. Product Performance and Operational Metrics were combined into Product Profitability.
5)
Marketing, such a loosely used word in the business world and a treacherous task to undertake as a business owner. Businesses make or break on their strategies and developing a thorough marketing strategy is essential to any businesses success, small or large. So many questions arise when developing a marketing strategy. Where do I spend my money? How do I differentiate myself from my competitors? How much should I spend on online assets? Do I need to hire a marketing director? The questions could go on forever but one must know marketing basics and how to leverage not only a well-defined marketing budget but time, energy, and creativity to stand out of the crowd when trying to communicate with their target audiences.
The 4 P’s of Marketing: Confessions of a Guerrilla Marketer presented by the Innovation Center will address the very fundamentals to building a marketing strategy that encompasses understanding product/service, price, place, and promotion, the four p’s of marketing. The training session will also provide insight on how to become a guerrilla marketer and to stay top-of-mind when consumers are ready to make a purchasing decision. Guerrilla marketing was founded by Jay Conrad Levinson and was developed to help provide a system for businesses that don’t possess large marketing budgets like big brands, McDonald's or Nike, to market themselves in unique methods to earn the attention of their audiences and to increases sales revenue.
View the Upcoming Workshops page to see when and where the workshop will be held next. If you are interested in hosting a 4 P's of Marketing: Confessions of a Guerrilla Marketer workshop session in your community please contact the Innovation Center's Lynn Wilson, 918-343-7622, or by email, lwilson@rsu.edu.
Living In An Agile World: the Role of Product Management When Development Goe...Pragmatic Marketing
No matter how agile Development is, you'll never build a successful product if the work being done isn’t aligned to the company strategy and market needs.
Living in an Agile World discusses how Agile development methods have drawn product managers into deeper tactical, technical activities than ever before. But spending so much time with internal teams means less time spent outside the company in the market.
This document provides an overview of demand generation strategies and tactics. It discusses the importance of understanding customers' motivations and buying behaviors. It also highlights key elements of an effective demand generation program, including behavioral targeting, content marketing, and aligning sales and marketing. The document uses case studies to illustrate how these strategies and tactics can be successfully applied.
how we can implement an integrated marketing strategy to match its portfolio offering to customer needs and trends, and how it can sustain its competitive position within its marketplace and sector.
I will also detail a marketing strategy for an event in North America and discuss how email marketing and branding can be cost-effective to promote this event
Navis has over 12 years of experience in management positions, including strategic planning, project management, and people management. She holds a master's degree in management and is pursuing a doctorate in business administration. Her experience includes developing new brands, visual merchandising, digital marketing, and PR for over 30 brands in skincare, FMCG, and other industries. Recently she helped a multinational company develop a shopping community in Hong Kong projected to generate $100 million annually.
The document discusses new product launches and identifies key factors for success. It finds that most new products fail and launches often fall short of expectations. A study identified several proven methods to improve launch success, including developing products with an "outside-in" approach focused on customer problems rather than interest, ensuring accurate translation of marketing materials for sales teams, and utilizing tools to align marketing and sales. Companies that adopt these customer-centric approaches can achieve significantly higher sales and margins.
Maximize Conversions by Balancing Your Ecommerce & Amazon StrategyTinuiti
As your brand ramps up advertising and sales on Amazon, does your paid search cost increase and conversion rate decrease?
Identify the key insights you can implement in your Amazon strategy to allow you to get more from your AdWords campaign and vice versa.
The document discusses the strategic role of product management. It argues that product management is needed for companies to become truly market-driven by identifying customer problems and communicating these to other departments to build products that people want to buy. It distinguishes product management from marketing, which it defines as understanding customer needs rather than promotional activities. It also differentiates product management from sales by describing how product management ensures the company focuses on solving customer problems rather than just selling existing products.
Master's certificate in sales management day 2 (march 2016)1-degree INC
The document discusses a Master's program in sales management that focuses on turning corporate strategy into effective sales strategy and execution, including avoiding common errors in sales strategy like treating all customers the same and not adjusting sales processes for longer sales cycles. It provides frameworks and examples to help sales leaders implement strategic planning and reviews to drive successful sales outcomes.
1. A bagunça causa cansaço, imobilidade e outros problemas segundo o Feng Shui.
2. São fornecidas sete regras para evitar a bagunça, como jogar fora itens desnecessários e manter organização.
3. Há nove formas de perda de energia pessoal como maus hábitos, pensamentos negativos e afastamento da natureza.
O documento dá conselhos para aproveitar o ano novo de 2011, encorajando as pessoas a enfrentar desafios com cuidado e atenção, fazer novos amigos, curtir a vida e nunca esquecer de amar aqueles próximos a você.
Este documento presenta el protocolo de la sesión 5 de un momento educativo sobre necesidades educativas especiales, competencias del siglo XXI y pre-postales. El objetivo es conocer las necesidades educativas especiales y las competencias del siglo XXI, además de realizar un análisis personal para identificar fortalezas y debilidades. Los estudiantes se organizan en grupos y crean siluetas personales describiendo sus fortalezas y debilidades, luego debaten en grupo y comparten conclusiones sobre la actividad.
Nokia aims to bring connectivity and new ways of connecting people to everyone through affordable devices and services. They want to enable constant connection, empathy, asynchronous communication and serendipity in relationships. This will allow sharing life experiences independently of time and place through photos, videos and messaging. Nokia's goal is to make emerging technologies that enable deeper relationships accessible to all.
Module 1 introduction and objectives presentationIRC
This document introduces a training module on contextualizing WASH services. The module aims to help participants understand the water cycle and processes that result in water and sanitation services. It will provide an overview of the institutional framework for water resource management and WASH services. Key players and the cost chain will be examined. Sustainability challenges in WASH services will also be discussed, with the overall goal of improving WASH governance. The module is divided into 4 sessions that will cover water processes, roles and responsibilities, costs, and sustainability issues.
This document discusses how to incorporate rich media into wikis using various Web 2.0 tools, including YouTube videos, Flickr photos, Voki avatars, SlideShare presentations, and Google Maps. It emphasizes the importance of using Creative Commons licensed content to avoid copyright issues. Instructions are provided for embedding content from these sources into wikis through copying and pasting embed codes.
Um tuareg chamado Moussa Ag Assarid deu uma entrevista sobre sua vida nômade no deserto do Saara e sua jornada para estudar na universidade na França. Ele descreveu com nostalgia sua infância pastoreando rebanhos e aprendendo habilidades de sobrevivência no deserto, contrastando com a vida agitada na Europa com sua percepção de que as pessoas não valorizam o tempo.
Corries, arêtes, and pyramidal peaks are distinctive landforms resulting from different erosion processes. Corries form in sheltered mountain hollows where snow collects and forms glaciers. Glacial erosion deepens and widens the corries over time. Arêtes are narrow, knife-edge ridges that form between adjacent corries. Pyramidal peaks form when three or more corries erode back into a mountain, leaving behind a horn-shaped peak.
The document contains several pages of activity sheets for children. Each page includes a grid with days of the week and numbers. Some pages instruct children to color, cut, or write in the grids. Other pages provide word puzzles for children to complete like filling in letters or circling words. The activities aim to teach spelling and writing skills.
The document discusses the importance of assessing the viability of a business model before making large investments. It describes the speaker's experience with his previous startup Closely, which was unable to find a viable go-to-market channel despite testing direct sales, agency partners, and large solution providers. The speaker advocates doing a thorough evaluation of the addressable market, competition, and industry structure to understand risks before pursuing investment. The presentation provides tips for optimizing messaging and sales processes through continuous testing and iteration.
growth_vs_scaling_how_to_achieve_it.pptxsarah david
growth and scaling both necessitate long-term thinking, close monitoring, and flexibility. Scaling is the process of improving an organization’s ability to meet rising demand while growth is the process of growing the firm itself. Sustainable growth and long-term success can be achieved when growth methods are combined with scaling endeavours.
growth_vs_scaling_how_to_achieve_it.pdfsarah david
growth and scaling both necessitate long-term thinking, close monitoring, and flexibility. Scaling is the process of improving an organization’s ability to meet rising demand while growth is the process of growing the firm itself. Sustainable growth and long-term success can be achieved when growth methods are combined with scaling endeavours.
The document discusses how technology and online research has changed buyer behavior, with customers now 57% through the purchasing process before contacting a salesperson. This has increased the value of subject matter experts who can provide insights beyond what customers find online. The document recommends that companies train their salespeople to become subject matter experts by understanding customer buying behaviors, industry trends, and how to identify opportunities to add value. It provides examples of how one financial company significantly increased sales by restructuring their sales team and processes to focus on a consultative, subject matter expert approach.
Creating Actionable Product Strategy by Turo Director of ProductProduct School
Main Takeaways:
- Measure what matters – Establishing the right metrics and KPIs early on can provide tremendous clarity. Driving towards the wrong goals can result in team misalignment, at best, and a failed product strategy, at worst.
- Distinguish the highest impact ideas from the good ideas
- Most companies have lots of good ideas. PMs must separate the great from the good, and craft product strategies that yield the highest impact outcomes for their customers and business.
Iterate, based on customer feedback & data – Great product strategies should evolve over time, with the ongoing incorporation of customer feedback, data, and stakeholder input. Strategies developed in a vacuum are unlikely to succeed, as are strategies that fail to evolve with the changing needs of customers.
This document summarizes the services provided by HEED, a company that helps other companies implement science and data into their sales processes. HEED provides strategy and consulting, analytics, digital transformation, and sales training. For strategy, they help clients address sales challenges, restructure processes, and transform their approach. Their analytics services provide insights into sales performance, marketing ROI, and sales forecasting. For digital transformation, they implement CRM systems and sales automation tools. HEED also operates an academy that provides a 6-month sales training curriculum to standardize sales competencies. Case studies provide examples of projects optimizing sales models, building scalable sales organizations, and implementing performance dashboards and forecasting.
Successful Marketing Starts with a StrategyKatie Spence
Once we’ve crafted a strategy for messaging to customers, Spry Ideas puts the nuts-and-bolts tactics in place that assure ROI on content dollars. Quite often we find companies have no clear objectives for their content and no way of measuring the ROI on content or social media spends. They just write more, tweet more, and hope for the best. Our well-executed content marketing strategies have clear goals and measurable returns. We also offer marketing automation solutions to provide enhanced efficiencies and expanded analytics for clients. You should know that your content is reaching buyers and impacting their buying journeys and we can show you how.
This will go into the minute details of growth and scaling, examining its unique features, advantages, and considerations.
Successful start-ups that grow and scale quickly are known as “unicorns” or “billion-dollar companies” .
Successful Marketing Starts With A StrategySpryIdeas
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TeXchange 2011 Recap Strategy for Growth
1.
SUMMARY of Rob’s Remarks:
“Strategy & Growth in 2011.”
December 2, 2010
Bulldog founded as a “demand marketing laboratory” with a belief that marketing initiatives have a
direct mathematical equation with sales.
Companies that use marketing best practices such as real-time lead scoring and lead nurturing
generate 5.2X more results.
Maximize the time your team has to sell thru an effective strategy.
Step #:1 Set Business Objectives for all and make marketing directly accountable for sales
including consequences. If you cannot measure it then don’t do it!
Step #2: Think like your customers. Understand and map (develop Buyer Personas and
Message Maps) that answer: why change, why now , why us?
Orient your company and its culture to answer the following;
Why does the customer need my service/product?
Why does the customer need this product/service from me?
Why does the customer need my product/service now?
Step #3: Do lead routing and nurturing and sales support in real-time. Utilize lead scoring, real-
time routing and nurturing programs.
Q: Where do you start?
A: For CEO’s the place to start is with the business objectives. Make marketing accountable through
salary, bonuses, and consequences, for ineffective performance.
Key Takeaway #1: Every organizations marketing and sales message must answer these three
questions:
1. Why does the customer need this product or service?
2. Why should they buy now?
3. Why buy from me or my company?
Key Takeaway :#2: If you cannot measure it; do not do it!
2. Program Summary Recap for Houston TeXchange Meeting II:
Strategy & Growth in 2011.
The following is a recap of the Houston TeXchange meeting held December 2nd, 2010 presented by the
Houston TeXchange Board of Advisors with guest speaker Rob Solomon, CEO & Founder Bulldog
Solutions presenting “Strategy & Growth in 2011”.
SUMMARY of Rob’s Remarks: Strategy & Growth in 2011.
Bulldog founded as a “demand marketing laboratory” with a belief that marketing
initiatives have a direct mathematical equation with sales.
Companies that use the following marketing best practices generate 5.2X more results.
Have a Strategy, Measure Everything & Use an Integrated Approach:
Creating Buyer Personas and Messages Maps:
3.
“Growth Options & Expansion Strategies”
Houston TeXchange Event Recap Summary for Thursday February 24th, 2011.
Key Takeaway:
Focus on your core business before expanding or acquiring revenues.
Panel Summary Recap Notes:
Lessons Learned from Jack Barry:
a) The major point was "Master your Core Business"; do this or you cannot change or grow and as
we all know, change or die. Grow organically.
b) Get the right people in the right positions in your company – never can be reminder of that enough
times – follow your hiring process and stick to your position profile
c) Make sure that your customers know your playbook
d) Differentiate by focusing on your customer's need and, as this need and ultimate use of your
product may be different than what you imagine, you have to seek that information through careful
customer interview and examination.
e) Think long and but act short: accomplish 5 year plans with 6 month tactics that watch cash and
personnel always changing (differentiating) to meet customer need rather than
holding stubbornly to the wrong model be it product, pricing or people.
f) As yourself: What cannot be duplicated? This is the key to growing.
g) Jack’s 3 Principles:
a. The customer is your greatest asset. Know them better than they know themselves.
b. Strength is integration of all your people, resources, employees, customers, stakeholder’s
suppliers.
c. Stakeholder’s deserve a return.
Lessons Learned from Houston Lane:
Once a business has mastered its core business, it has three options for growth including numerous
acquisition options. Numerous acquisition opportunities can help you branch out into new products,
solutions, customer segments or markets.
Good executives maintain and manage their cores. If you can “take off 2 days” to expand then you
should evaluate your expansion and acquisition opportunities; otherwise focus on your core
business.
Lessons Learned from Bill Leake:
Whether you go Direct or Indirect via channels should be driven by both your customersyou’re your
maturity; but keep in mind that you want to “Exploit market opportunities.”
Only do marketing that is measurable.
New sales rep is going to cost you $250k a year, you can do a lot of effective direct and indirect
marketing for the price of one sales person.
Killer Marketing Tactics: Use Behavioral Targeting to pursue visitors to your website. Index
retargeting as a strategy for visitors to your website is a great tool for marketing. Tools such as
HubSpot and webstats.com to pinpoint whom is visiting your website and how-to follow-up with
them proactively.
Book Recommendation from Bill Leake titled “Selling the Wheel”. http://www.amazon.com/Selling-Wheel-
Choosing-Company-Customers/dp/0684856018/ref=sr_1_1?ie=UTF8&qid=1298903490&sr=8-1
4.
Maximize the time your team has to sell thru an effective strategy.
Step #:1 Set Business Objectives for all and make marketing directly accountable for
sales including consequences. If you cannot measure it then don’t do it!
Step #2: Think like your customers. Understand and map (develop Buyer Personas and
Message Maps) that answer: why change, why now , why us?
Orient your company and its culture to answer the following;
Why does the customer need my service/product?
Why does the customer need this product/service from me?
Why does the customer need my product/service now?
Step #3: Do lead routing and nurturing and sales support in real-time. Utilize lead
scoring, real-time routing and nurturing programs.
Q: Where do you start?
A: For CEO’s the place to start is with the business objectives. Make marketing
accountable through salary, bonuses, and consequences, for ineffective performance.
Table Discussion Takeaways & Key Issues to Consider:
I. We need to do a better job leveraging the tools and data that we have today as well
as add lead routing, analytics, and nurturing of all leads and prospects. It is imperative
to build real-time nurturing connections to sales. Utilize tracking scripts and CTAs
(call-to-actions) to drive tactical results. If you do not know how to effectively do this
get help.
II. Growth requires an executive commitment to alignment marketing and sales, as a
cohesive activity/function. Nothing drives alignment like compensation, role clarity,
accountablilty and consequences.
III. Senior executives have to focus on and understand the customers profile and buying
behavior. Our manta: Be in the mind of the client. Have to change the mindset from
a product centric to a buyer centric approach orientation.
The mission of Houston TeXchange is to provide a relevant resource and knowledge
network to enable executives of technology businesses in the creation of wealth and
shareholder value by building sustainable business models.
5. Q: What Are Your Growth Options?
A: The Three Wedges of Growth.
Double in five years New capabilities,
brands, vendor
relationships,
20%+% geographies
Each wedge
12% ‐ 15% requires
New products, new increased
customers, or both, aptitude
4%
4% ‐ 6% growth through
increased volumes
Same products to same
customers, growth
through price increases
“A&I i a recommended strategy f growth
is d d t t for th
companies that have proven portfolio and
distribution.”
“A&I Excellence” insures budgeted pro forma
forecasts are made into business realizations.”
6. Q: What is Your Growth Strategy?
Should you consider
q
acquisitions?
My organization has No
the first two
“wedges” down
g
1. Get financing squared away Yes
1. Identify the strategic initiatives
with the lowest cost/risk and
2. Come to a natural stopping Yes greatest benefit
place on major projects
place on major projects I can tolerate some
I can tolerate some
3. Put the principles into risk to drive growth 2. Use the “four P’s” to guide
practice implementation
No
1. Use the “four P’s” to drive
continual improvement in the
core
2. Be judicious in how hard you
push the second wedge
7.
Table Discussion Takeaways & Key Issues to Consider:
I. The dramatic change in liquidity is requiring leadership changes and reengineering of
the business process.
II. “Feet on the street” models are not fundable and do not work as well in this economy.
Requires transition to a portfolio driven distribution venue including channel
distribution, partnering and strategic alliances..
III. Constant migration points and transition plateaus exist for companies and leaders and
must be managed effectively.
IV. Executives need to take a BOARD level perspective
Get Outside Perspectives.
“I don’t want to manage and I don’t want to be managed” will result in failure.
View the business as an investor, not from an operators view.
Administration RECAP:
Chairman’s remarks included, introducing Houston TeXchange, mission, values and thanking
the sponsors.
The mission of Houston TeXchange is to provide a relevant resource and knowledge network to
enable executives of technology businesses in the creation of wealth and shareholder value by
building sustainable business models.
Announcement of the upcoming next event:
Thursday, December 2nd at The Briar Club at 6pm: “Strategy & Growth in 2011”
presented by Rob Solomon, CEO of Bulldog Solutions.
Rob will discuss strategy development and implementation best practices including Go-To
Market Venues and Techniques for Revenue Generation. Rob will address the following three
challenges:
1. How GoToMarket today needs to be different versus years past. i.e. what are the
surefire strategies to deploy in 2011 for technology enabled businesses?
2. What are the killer tactics to deploy in 2011?
3. What are the fundamental management skills required for this “New Economy.”
8. Survey Question: What skill areas are executives most uncomfortable?
Success in this “New Economy” will be a result of increased skill and effectiveness of
our Executives. Business Processes must remove people dependency and must
create scalability i order t i
t l bilit in d to increase th probability of success.
the b bilit f
9. Reengineer Your Product Offerings & Go-To-Market
• A “Portfolio” of Products Supporting the Strategy is Required
Required.
– Creates Differentiation in the Market
• Develop Marketing Assets.
– Profile & targeted customers identified
g
– Manage & develop marketing assets
– Brand equities are key
• Develop Processes & Precise Measurements for the “Go -to- Market” Activities.
• Must have a “Portfolio of “Routes to Market.”
– Alternative Distribution
– Channel & Partnering
– Direct Sales
– Other
• Business Models that are dependent on “Feet on the Street” are “Old School.”
– Will Accelerate Failure
– Unaffordable & Institutional Investors will not fund
• Must Develop Recurring Revenues Streams: Contractual Revenues.
– A critical element of the business model requirements for the new economy
How does your company “stack up”? Change is required to survive!
10. Optimize & Align Your Business Processes to This Economy
Focus & Depend More on Processes: Not People
• Process Before People = ↑ Productivity
• Process Over People = ↑ Quality
• Process Over People = ↑ Business Intelligence & Management Science
• Trained & Effective People Over Process = Best of Breed Performance
• Process + People + Technology = Wealth Creation
• Scalability & Operating Leverage will Attract Institutional Capital
Outsource Until Scale is Achieved
• What are you outsourcing? Why? If Not; Why Not?
Implement Cross Functional Measures: What You Can Measure You Can Improve!!
Identify Process Needs and Improvement Areas
Implement New Processes for Scalability
Connect the ‘CSO’ (Chief Strategy Officer) to Operating Management
What business processes are you improving and why?
How will you measure the effectiveness of the new processes ?
processes.?