SlideShare a Scribd company logo

Discover Your Market and Go-To-Market Strategy

•Download as PPT, PDF•
•
vinodharith
vinodharith

This is a presentation on go-to-market fundamentals that I did for Nasscom member companies in India.

Business
1 of 50
You have a product? Great! Where’s the market? Vinod Harith Founder and Director CMO Axis Marketing Outsourcing www.cmoaxis.com
Introductions ,[object Object],[object Object],[object Object],[object Object],[object Object]
What is go-to-market? ,[object Object],[object Object],[object Object]
What we will cover ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What we will NOT cover
What really is a market? ,[object Object]
Market research? Remember, next time you have a gut feel, it could just be your ulcer!
What will MR do? ,[object Object],[object Object],[object Object]
Essentials of market research ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
You always don’t need an MR agency ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Fundamental concepts: Segmentation-Targeting-Positioning ,[object Object],[object Object],[object Object],[object Object],[object Object]
Definition ,[object Object],[object Object]
Segmenting Business Markets ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Segmenting International Markets ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Requirements for Effective Segmentation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sample Segmentation Niche Buyer Lifestyle Buyer Value buyer Segment Endeavor, Pajero Innova Scorpio, Safari SUVs, MUVs BMW, Benz, Toyota Verna, Esteem Sedans Getz Santro, Alto Small Cars
Target Marketing ,[object Object],[object Object]
Target Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Target Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Company Company Company
Choosing a Target Marketing Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Positioning ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Differentiators
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Competitive Advantage
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Value Proposition
Choosing the channel ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales vs Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The SIVA Framework
The existing space, occupied by firms is called the red ocean – because the competition makes it “bloody” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Blue Ocean Strategy
Core and Extended Product ,[object Object],[object Object],Core product: MP3 Player Extended product: Lifestyle product, style icon, in-with-the-times
Working the ecosystem ,[object Object],[object Object],Advocates Alliance Marketing, Awards and Rankings, Industry associations Social Channels Advisory Boards, Customer council and forums, Employee branding, Blogs, Facebook Marketing Channels Demand generation, industry events Promotions, Brand programs Direct marketing Thought Leadership White papers, Points of view, Speaking opps, research, academic partnerships Expert Channels Financial and industry Analysts, Media & Deal advisors
Sample Ecosystem - Helpdesk IDC Yankee Ovum Forrester Gartner Silicon techtarget Forrester HDI Annual conference TechTarget ITIM blog EMA Gartner symposium CIO Gartner Datamonitor PacRim Services and support professionals association Network world It Toolbox Butler Group Frost and sullivan customer contact HDI, Americas and Europe Computer world Techrepublic AMR Research IT EXPO ITIM Association Informationweek Datamation Aberdeen Group ITIM conference           Forums/ Associations Media/ Journalists Blogs Analysts Target Events
Sample Themes - Helpdesk ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Why thought leadership? ,[object Object]
Why thought leadership? ,[object Object],[object Object]
Why thought leadership? ,[object Object]
Why thought leadership? ,[object Object]
What thought leadership marketing delivers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Thought Leadership Ecosystem ,[object Object],[object Object],[object Object],Thought Leadership Creation Build in-depth research and compelling content around the identified topics Thought Leadership Partnerships Identify the right fit partners for joint research and papers with academia and partners Thought Leadership Dissemination Distribution of papers, PPTs, webinars and podcasts though paid and unpaid channels Thought Leadership Repurposing Convert the content into webinars, Podcasts, speaking opps, etc Niche Identification and Positioning Identify the unique space you should occupy in the Thought Leadership space
When Should You Start Marketing? Pre-launch PR, test marketing Launch, building partnerships/ channels, free trials, offers New features, product upgrades/ versions, brand and awareness building (events, tradeshows), co-marketing Customer loyalty, referral marketing, PR, communities/ user groups, initiate corporate branding Move from product to company branding, price wars, mover customers to new product lines
[object Object],[object Object],[object Object],[object Object],[object Object],Jack Trout and Al Ries’ ‘Immutable Laws’
[object Object],[object Object],[object Object],[object Object],[object Object],Jack Trout and Al Ries’ ‘Immutable Laws’
[object Object],[object Object],[object Object],[object Object],Jack Trout and Al Ries’ ‘Immutable Laws’
[object Object],[object Object],[object Object],[object Object],[object Object],Jack Trout and Al Ries’ ‘Immutable Laws’
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Zero-cost Tools
[object Object],[object Object],[object Object],[object Object],Go-to-Market is still evolving
[object Object],[object Object],Go-to-Market is still evolving
Ideal Go-to-Market Framework
Go-to-market checklist ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Case study
[email_address] http://cmoaxis.blogspot.com Thank You

Recommended

Go to market planning
Go to market planningGo to market planning
Go to market planningMike McCormac
 
Product Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleProduct Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleParesh Baghel
 
Go To Market Strategy for Startups
Go To Market Strategy for StartupsGo To Market Strategy for Startups
Go To Market Strategy for StartupsPRT Systems
 
Go-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement FrameworkGo-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement FrameworkLink Cheng
 
Go to-market Templates
Go to-market TemplatesGo to-market Templates
Go to-market TemplatesRahul Behal
 
The Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market StrategyThe Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market StrategyStan Monlux
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market FrameworkDemand Metric
 
Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent Digital Ignition
 

Recommended

Go to market planning
Go to market planningGo to market planning
Go to market planningMike McCormac
 
Product Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleProduct Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleParesh Baghel
 
Go To Market Strategy for Startups
Go To Market Strategy for StartupsGo To Market Strategy for Startups
Go To Market Strategy for StartupsPRT Systems
 
Go-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement FrameworkGo-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement FrameworkLink Cheng
 
Go to-market Templates
Go to-market TemplatesGo to-market Templates
Go to-market TemplatesRahul Behal
 
The Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market StrategyThe Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market StrategyStan Monlux
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market FrameworkDemand Metric
 
Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent Digital Ignition
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market FrameworkMark Officer
 
Go-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark WalkerGo-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark WalkerSales Impact Academy
 
Go-to-market Framework
Go-to-market FrameworkGo-to-market Framework
Go-to-market FrameworkDemand Metric
 
Go to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGo to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGuillaume Lerouge
 
Go to market strategy Autofit Pvt. Ltd. - kapil rawal
Go to market strategy Autofit Pvt. Ltd. - kapil rawalGo to market strategy Autofit Pvt. Ltd. - kapil rawal
Go to market strategy Autofit Pvt. Ltd. - kapil rawalAryanGupta191
 
Go to Market Strategy Template
Go to Market Strategy TemplateGo to Market Strategy Template
Go to Market Strategy TemplateSoren Kaplan
 
Go-To Market Plan
Go-To Market PlanGo-To Market Plan
Go-To Market PlanDennis Antolin
 
Go To Market Strategies
Go To Market StrategiesGo To Market Strategies
Go To Market StrategiesShahab Farjampour
 
Go-to-Market Strategy
Go-to-Market StrategyGo-to-Market Strategy
Go-to-Market StrategyJeremy Horn
 
Go to market strategy
Go to market strategy Go to market strategy
Go to market strategy Infocrest
 
Modern Go-To-Market Framework
Modern Go-To-Market FrameworkModern Go-To-Market Framework
Modern Go-To-Market FrameworkJesse Hopps
 
Go To Market Workshop
Go To Market WorkshopGo To Market Workshop
Go To Market WorkshopOM Careers Society
 
Disruptive Go To Market Strategies (GTM)
Disruptive Go To Market Strategies (GTM)Disruptive Go To Market Strategies (GTM)
Disruptive Go To Market Strategies (GTM)Sunder Madakshira
 
Go-To-Market Strategy – Five Steps
Go-To-Market Strategy – Five StepsGo-To-Market Strategy – Five Steps
Go-To-Market Strategy – Five StepsMBA & Company
 
Go to market success strategies
Go to market success strategiesGo to market success strategies
Go to market success strategiesRobert Jasper
 
IBM Go to Market Strategy
IBM Go to Market StrategyIBM Go to Market Strategy
IBM Go to Market StrategyNeil Alcantara
 
Sales Enablement Plan Playbook
Sales Enablement Plan PlaybookSales Enablement Plan Playbook
Sales Enablement Plan PlaybookDemand Metric
 
Go-to-Market Template
Go-to-Market Template Go-to-Market Template
Go-to-Market Template Blue Leopard LLC
 
Go-to-market strategy for tech startups
Go-to-market strategy for tech startupsGo-to-market strategy for tech startups
Go-to-market strategy for tech startupsSovita Chander
 
Go-to-Market Strategy vs Marketing Strategy
Go-to-Market Strategy vs Marketing StrategyGo-to-Market Strategy vs Marketing Strategy
Go-to-Market Strategy vs Marketing StrategyArmando-Jose Diaz Phd MBM MBA
 
Go to Market Strategy
Go to Market StrategyGo to Market Strategy
Go to Market StrategyRajiv Netra
 
Go-to-Market Best Practices for Startups
Go-to-Market Best Practices for StartupsGo-to-Market Best Practices for Startups
Go-to-Market Best Practices for Startupsa16z
 

More Related Content

What's hot

Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market FrameworkMark Officer
 
Go-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark WalkerGo-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark WalkerSales Impact Academy
 
Go-to-market Framework
Go-to-market FrameworkGo-to-market Framework
Go-to-market FrameworkDemand Metric
 
Go to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGo to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGuillaume Lerouge
 
Go to market strategy Autofit Pvt. Ltd. - kapil rawal
Go to market strategy Autofit Pvt. Ltd. - kapil rawalGo to market strategy Autofit Pvt. Ltd. - kapil rawal
Go to market strategy Autofit Pvt. Ltd. - kapil rawalAryanGupta191
 
Go to Market Strategy Template
Go to Market Strategy TemplateGo to Market Strategy Template
Go to Market Strategy TemplateSoren Kaplan
 
Go-to-Market Strategy
Go-to-Market StrategyGo-to-Market Strategy
Go-to-Market StrategyJeremy Horn
 
Go to market strategy
Go to market strategy Go to market strategy
Go to market strategy Infocrest
 
Modern Go-To-Market Framework
Modern Go-To-Market FrameworkModern Go-To-Market Framework
Modern Go-To-Market FrameworkJesse Hopps
 
Disruptive Go To Market Strategies (GTM)
Disruptive Go To Market Strategies (GTM)Disruptive Go To Market Strategies (GTM)
Disruptive Go To Market Strategies (GTM)Sunder Madakshira
 
Go-To-Market Strategy – Five Steps
Go-To-Market Strategy – Five StepsGo-To-Market Strategy – Five Steps
Go-To-Market Strategy – Five StepsMBA & Company
 
Go to market success strategies
Go to market success strategiesGo to market success strategies
Go to market success strategiesRobert Jasper
 
IBM Go to Market Strategy
IBM Go to Market StrategyIBM Go to Market Strategy
IBM Go to Market StrategyNeil Alcantara
 
Sales Enablement Plan Playbook
Sales Enablement Plan PlaybookSales Enablement Plan Playbook
Sales Enablement Plan PlaybookDemand Metric
 
Go-to-market strategy for tech startups
Go-to-market strategy for tech startupsGo-to-market strategy for tech startups
Go-to-market strategy for tech startupsSovita Chander
 

What's hot (20)

Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market Framework
 
Go-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark WalkerGo-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark Walker
 
Go-to-market Framework
Go-to-market FrameworkGo-to-market Framework
Go-to-market Framework
 
Go to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGo to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companies
 
Go to market strategy Autofit Pvt. Ltd. - kapil rawal
Go to market strategy Autofit Pvt. Ltd. - kapil rawalGo to market strategy Autofit Pvt. Ltd. - kapil rawal
Go to market strategy Autofit Pvt. Ltd. - kapil rawal
 
Go to Market Strategy Template
Go to Market Strategy TemplateGo to Market Strategy Template
Go to Market Strategy Template
 
Go-To Market Plan
Go-To Market PlanGo-To Market Plan
Go-To Market Plan
 
Go To Market Strategies
Go To Market StrategiesGo To Market Strategies
Go To Market Strategies
 
Go-to-Market Strategy
Go-to-Market StrategyGo-to-Market Strategy
Go-to-Market Strategy
 
Go to market strategy
Go to market strategy Go to market strategy
Go to market strategy
 
Modern Go-To-Market Framework
Modern Go-To-Market FrameworkModern Go-To-Market Framework
Modern Go-To-Market Framework
 
Go To Market Workshop
Go To Market WorkshopGo To Market Workshop
Go To Market Workshop
 
Disruptive Go To Market Strategies (GTM)
Disruptive Go To Market Strategies (GTM)Disruptive Go To Market Strategies (GTM)
Disruptive Go To Market Strategies (GTM)
 
Go-To-Market Strategy – Five Steps
Go-To-Market Strategy – Five StepsGo-To-Market Strategy – Five Steps
Go-To-Market Strategy – Five Steps
 
Go to market success strategies
Go to market success strategiesGo to market success strategies
Go to market success strategies
 
IBM Go to Market Strategy
IBM Go to Market StrategyIBM Go to Market Strategy
IBM Go to Market Strategy
 
Sales Enablement Plan Playbook
Sales Enablement Plan PlaybookSales Enablement Plan Playbook
Sales Enablement Plan Playbook
 
Go-to-Market Template
Go-to-Market Template Go-to-Market Template
Go-to-Market Template
 
Go-to-market strategy for tech startups
Go-to-market strategy for tech startupsGo-to-market strategy for tech startups
Go-to-market strategy for tech startups
 
Go-to-Market Strategy vs Marketing Strategy
Go-to-Market Strategy vs Marketing StrategyGo-to-Market Strategy vs Marketing Strategy
Go-to-Market Strategy vs Marketing Strategy
 

Viewers also liked

Go to Market Strategy
Go to Market StrategyGo to Market Strategy
Go to Market StrategyRajiv Netra
 
Go-to-Market Best Practices for Startups
Go-to-Market Best Practices for StartupsGo-to-Market Best Practices for Startups
Go-to-Market Best Practices for Startupsa16z
 
Top Trends in Beauty Care: The Transition from Professional to In-Home Use
Top Trends in Beauty Care: The Transition from Professional to In-Home UseTop Trends in Beauty Care: The Transition from Professional to In-Home Use
Top Trends in Beauty Care: The Transition from Professional to In-Home UseSignals Analytics
 
Us20030017878 curvic coupling patent - sandeep muju
Us20030017878 curvic coupling patent - sandeep mujuUs20030017878 curvic coupling patent - sandeep muju
Us20030017878 curvic coupling patent - sandeep mujuSandeep (Sandy) Muju
 
Ac 9 academic research - san jose state university _ scorecard _ institution...
Ac 9 academic research - san jose state university _ scorecard _ institution...Ac 9 academic research - san jose state university _ scorecard _ institution...
Ac 9 academic research - san jose state university _ scorecard _ institution...Sandeep (Sandy) Muju
 
Virgin Mobile India Strategy
Virgin Mobile India StrategyVirgin Mobile India Strategy
Virgin Mobile India StrategyQasim Zaidi
 
Decision Tree Analysis
Decision Tree AnalysisDecision Tree Analysis
Decision Tree AnalysisAnand Arora
 
Decision tree lecture 3
Decision tree lecture 3Decision tree lecture 3
Decision tree lecture 3Laila Fatehy
 
Go-to-Market Strategy - Entrepreneurship 101 (2013/2014)
Go-to-Market Strategy - Entrepreneurship 101 (2013/2014)Go-to-Market Strategy - Entrepreneurship 101 (2013/2014)
Go-to-Market Strategy - Entrepreneurship 101 (2013/2014)MaRS Discovery District
 
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)MaRS Discovery District
 
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Michael Skok
 
David Skok's, SMASH Summit NYC
David Skok's, SMASH Summit NYCDavid Skok's, SMASH Summit NYC
David Skok's, SMASH Summit NYC500 Startups
 
How (and When) to Hire a Great VP of Customer Success Management CSM
How (and When) to Hire a Great VP of Customer Success Management CSMHow (and When) to Hire a Great VP of Customer Success Management CSM
How (and When) to Hire a Great VP of Customer Success Management CSMGainsight
 
Tom Tunguz Talk at Wharton San Francisco
Tom Tunguz Talk at Wharton San FranciscoTom Tunguz Talk at Wharton San Francisco
Tom Tunguz Talk at Wharton San FranciscoTomasz Tunguz
 
How to Hire a Great VP Sales '14: From NY Enterprise Tech Meet-up
How to Hire a Great VP Sales '14: From NY Enterprise Tech Meet-upHow to Hire a Great VP Sales '14: From NY Enterprise Tech Meet-up
How to Hire a Great VP Sales '14: From NY Enterprise Tech Meet-upstormventures
 

Viewers also liked (20)

Go to Market Strategy
Go to Market StrategyGo to Market Strategy
Go to Market Strategy
 
Go-to-Market Best Practices for Startups
Go-to-Market Best Practices for StartupsGo-to-Market Best Practices for Startups
Go-to-Market Best Practices for Startups
 
Top Trends in Beauty Care: The Transition from Professional to In-Home Use
Top Trends in Beauty Care: The Transition from Professional to In-Home UseTop Trends in Beauty Care: The Transition from Professional to In-Home Use
Top Trends in Beauty Care: The Transition from Professional to In-Home Use
 
Portfolio management sample
Portfolio management samplePortfolio management sample
Portfolio management sample
 
Us20030017878 curvic coupling patent - sandeep muju
Us20030017878 curvic coupling patent - sandeep mujuUs20030017878 curvic coupling patent - sandeep muju
Us20030017878 curvic coupling patent - sandeep muju
 
Ac 9 academic research - san jose state university _ scorecard _ institution...
Ac 9 academic research - san jose state university _ scorecard _ institution...Ac 9 academic research - san jose state university _ scorecard _ institution...
Ac 9 academic research - san jose state university _ scorecard _ institution...
 
Virgin Mobile India Strategy
Virgin Mobile India StrategyVirgin Mobile India Strategy
Virgin Mobile India Strategy
 
Decision Tree Analysis
Decision Tree AnalysisDecision Tree Analysis
Decision Tree Analysis
 
Decision tree lecture 3
Decision tree lecture 3Decision tree lecture 3
Decision tree lecture 3
 
Go-to-Market Strategy - Entrepreneurship 101 (2013/2014)
Go-to-Market Strategy - Entrepreneurship 101 (2013/2014)Go-to-Market Strategy - Entrepreneurship 101 (2013/2014)
Go-to-Market Strategy - Entrepreneurship 101 (2013/2014)
 
Decision tree
Decision treeDecision tree
Decision tree
 
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
 
B2B Digital Sales - Sell the buyer’s way
B2B Digital Sales - Sell the buyer’s wayB2B Digital Sales - Sell the buyer’s way
B2B Digital Sales - Sell the buyer’s way
 
Qualitative data analysis
Qualitative data analysisQualitative data analysis
Qualitative data analysis
 
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
 
David Skok's, SMASH Summit NYC
David Skok's, SMASH Summit NYCDavid Skok's, SMASH Summit NYC
David Skok's, SMASH Summit NYC
 
How (and When) to Hire a Great VP of Customer Success Management CSM
How (and When) to Hire a Great VP of Customer Success Management CSMHow (and When) to Hire a Great VP of Customer Success Management CSM
How (and When) to Hire a Great VP of Customer Success Management CSM
 
What is Pipeline Marketing
What is Pipeline Marketing What is Pipeline Marketing
What is Pipeline Marketing
 
Tom Tunguz Talk at Wharton San Francisco
Tom Tunguz Talk at Wharton San FranciscoTom Tunguz Talk at Wharton San Francisco
Tom Tunguz Talk at Wharton San Francisco
 
How to Hire a Great VP Sales '14: From NY Enterprise Tech Meet-up
How to Hire a Great VP Sales '14: From NY Enterprise Tech Meet-upHow to Hire a Great VP Sales '14: From NY Enterprise Tech Meet-up
How to Hire a Great VP Sales '14: From NY Enterprise Tech Meet-up
 

Similar to Discover Your Market and Go-To-Market Strategy

Marketing Outsourcing a Unique Concept
Marketing Outsourcing a Unique Concept Marketing Outsourcing a Unique Concept
Marketing Outsourcing a Unique Concept Sorav Jain
 
Go to Market 101.ppt
Go to Market 101.pptGo to Market 101.ppt
Go to Market 101.pptArief Asmara
 
Designing a Marketing Plan for Small Businesses
Designing a Marketing Plan for Small Businesses Designing a Marketing Plan for Small Businesses
Designing a Marketing Plan for Small Businesses Asian Women In Business
 
Marketing mix and sale promotion
Marketing mix and sale promotionMarketing mix and sale promotion
Marketing mix and sale promotionBehshad mehrabi
 
Marketing Plan Strategic Development
Marketing Plan Strategic DevelopmentMarketing Plan Strategic Development
Marketing Plan Strategic DevelopmentFred Burkhardt
 
Business Plan 101
Business Plan 101Business Plan 101
Business Plan 101Don Gooding
 
3. Attracting Customers To Your Site - Marketing and Social Networks
3. Attracting Customers To Your Site - Marketing and Social Networks3. Attracting Customers To Your Site - Marketing and Social Networks
3. Attracting Customers To Your Site - Marketing and Social Networksmdda
 
Marketing Bootcamp
Marketing BootcampMarketing Bootcamp
Marketing BootcampThom. Poole
 
marketing management
marketing managementmarketing management
marketing managementsandeep1arian
 
Customer Segmentation
Customer SegmentationCustomer Segmentation
Customer SegmentationCarlos Soares
 
Marketing Strategies That Enable Sales Force Success
Marketing Strategies That Enable Sales Force SuccessMarketing Strategies That Enable Sales Force Success
Marketing Strategies That Enable Sales Force SuccessISA Marketing & Sales Summit
 
Cenco marketing the future of marketing_ mohan
Cenco marketing the future of marketing_ mohanCenco marketing the future of marketing_ mohan
Cenco marketing the future of marketing_ mohanluis rebolledo
 
Marketing And Social Media - Central South Manchester Nov. 09
Marketing And Social Media - Central South Manchester Nov. 09Marketing And Social Media - Central South Manchester Nov. 09
Marketing And Social Media - Central South Manchester Nov. 09JohnKeys
 
Attracting Customers To Your Site - Marketing and Social Networks - South Man...
Attracting Customers To Your Site - Marketing and Social Networks - South Man...Attracting Customers To Your Site - Marketing and Social Networks - South Man...
Attracting Customers To Your Site - Marketing and Social Networks - South Man...JohnKeys
 
Turning Good Ideas into Great Products
Turning Good Ideas into Great ProductsTurning Good Ideas into Great Products
Turning Good Ideas into Great ProductsChristina Wodtke
 

Similar to Discover Your Market and Go-To-Market Strategy (20)

Marketing Outsourcing a Unique Concept
Marketing Outsourcing a Unique Concept Marketing Outsourcing a Unique Concept
Marketing Outsourcing a Unique Concept
 
Go to Market 101.ppt
Go to Market 101.pptGo to Market 101.ppt
Go to Market 101.ppt
 
Designing a Marketing Plan for Small Businesses
Designing a Marketing Plan for Small Businesses Designing a Marketing Plan for Small Businesses
Designing a Marketing Plan for Small Businesses
 
Marketing mix and sale promotion
Marketing mix and sale promotionMarketing mix and sale promotion
Marketing mix and sale promotion
 
all about marketing
all about marketingall about marketing
all about marketing
 
Marketing Plan Strategic Development
Marketing Plan Strategic DevelopmentMarketing Plan Strategic Development
Marketing Plan Strategic Development
 
Business Plan 101
Business Plan 101Business Plan 101
Business Plan 101
 
01 marketing concepts
01 marketing concepts01 marketing concepts
01 marketing concepts
 
01 marketing concepts
01 marketing concepts01 marketing concepts
01 marketing concepts
 
3. Attracting Customers To Your Site - Marketing and Social Networks
3. Attracting Customers To Your Site - Marketing and Social Networks3. Attracting Customers To Your Site - Marketing and Social Networks
3. Attracting Customers To Your Site - Marketing and Social Networks
 
Marketing Bootcamp
Marketing BootcampMarketing Bootcamp
Marketing Bootcamp
 
marketing management
marketing managementmarketing management
marketing management
 
Customer Segmentation
Customer SegmentationCustomer Segmentation
Customer Segmentation
 
Marketing Management
Marketing ManagementMarketing Management
Marketing Management
 
Marketing Strategies That Enable Sales Force Success
Marketing Strategies That Enable Sales Force SuccessMarketing Strategies That Enable Sales Force Success
Marketing Strategies That Enable Sales Force Success
 
Cenco marketing the future of marketing_ mohan
Cenco marketing the future of marketing_ mohanCenco marketing the future of marketing_ mohan
Cenco marketing the future of marketing_ mohan
 
Marketing And Social Media - Central South Manchester Nov. 09
Marketing And Social Media - Central South Manchester Nov. 09Marketing And Social Media - Central South Manchester Nov. 09
Marketing And Social Media - Central South Manchester Nov. 09
 
Attracting Customers To Your Site - Marketing and Social Networks - South Man...
Attracting Customers To Your Site - Marketing and Social Networks - South Man...Attracting Customers To Your Site - Marketing and Social Networks - South Man...
Attracting Customers To Your Site - Marketing and Social Networks - South Man...
 
Turning Good Ideas into Great Products
Turning Good Ideas into Great ProductsTurning Good Ideas into Great Products
Turning Good Ideas into Great Products
 
Market plan
Market planMarket plan
Market plan
 

Recently uploaded

Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfDr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfAdmir Softic
 
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...lizamodels9
 
RSA Conference Exhibitor List 2024 - Exhibitors Data
RSA Conference Exhibitor List 2024 - Exhibitors DataRSA Conference Exhibitor List 2024 - Exhibitors Data
RSA Conference Exhibitor List 2024 - Exhibitors DataExhibitors Data
 
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...amitlee9823
 
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesMysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesDipal Arora
 
The Coffee Bean & Tea Leaf(CBTL), Business strategy case study
The Coffee Bean & Tea Leaf(CBTL), Business strategy case studyThe Coffee Bean & Tea Leaf(CBTL), Business strategy case study
The Coffee Bean & Tea Leaf(CBTL), Business strategy case studyEthan lee
 
Call Girls in Gomti Nagar - 7388211116 - With room Service
Call Girls in Gomti Nagar - 7388211116 - With room ServiceCall Girls in Gomti Nagar - 7388211116 - With room Service
Call Girls in Gomti Nagar - 7388211116 - With room Servicediscovermytutordmt
 
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...rajveerescorts2022
 
Monthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptxMonthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptxAndy Lambert
 
Regression analysis: Simple Linear Regression Multiple Linear Regression
Regression analysis: Simple Linear Regression Multiple Linear RegressionRegression analysis: Simple Linear Regression Multiple Linear Regression
Regression analysis: Simple Linear Regression Multiple Linear RegressionRavindra Nath Shukla
 
Grateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdfGrateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdfPaul Menig
 
It will be International Nurses' Day on 12 May
It will be International Nurses' Day on 12 MayIt will be International Nurses' Day on 12 May
It will be International Nurses' Day on 12 MayNZSG
 
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdfRenandantas16
 
Yaroslav Rozhankivskyy: Три складові і три передумови максимальної продуктивн...
Yaroslav Rozhankivskyy: Три складові і три передумови максимальної продуктивн...Yaroslav Rozhankivskyy: Три складові і три передумови максимальної продуктивн...
Yaroslav Rozhankivskyy: Три складові і три передумови максимальної продуктивн...Lviv Startup Club
 
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...Aggregage
 
Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...
Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...
Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...lizamodels9
 
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service BangaloreCall Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangaloreamitlee9823
 
HONOR Veterans Event Keynote by Michael Hawkins
HONOR Veterans Event Keynote by Michael HawkinsHONOR Veterans Event Keynote by Michael Hawkins
HONOR Veterans Event Keynote by Michael HawkinsMichael W. Hawkins
 

Recently uploaded (20)

Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfDr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
 
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
 
RSA Conference Exhibitor List 2024 - Exhibitors Data
RSA Conference Exhibitor List 2024 - Exhibitors DataRSA Conference Exhibitor List 2024 - Exhibitors Data
RSA Conference Exhibitor List 2024 - Exhibitors Data
 
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
 
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesMysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
 
The Coffee Bean & Tea Leaf(CBTL), Business strategy case study
The Coffee Bean & Tea Leaf(CBTL), Business strategy case studyThe Coffee Bean & Tea Leaf(CBTL), Business strategy case study
The Coffee Bean & Tea Leaf(CBTL), Business strategy case study
 
Call Girls in Gomti Nagar - 7388211116 - With room Service
Call Girls in Gomti Nagar - 7388211116 - With room ServiceCall Girls in Gomti Nagar - 7388211116 - With room Service
Call Girls in Gomti Nagar - 7388211116 - With room Service
 
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
 
Monthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptxMonthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptx
 
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabiunwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
 
Regression analysis: Simple Linear Regression Multiple Linear Regression
Regression analysis: Simple Linear Regression Multiple Linear RegressionRegression analysis: Simple Linear Regression Multiple Linear Regression
Regression analysis: Simple Linear Regression Multiple Linear Regression
 
Grateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdfGrateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdf
 
It will be International Nurses' Day on 12 May
It will be International Nurses' Day on 12 MayIt will be International Nurses' Day on 12 May
It will be International Nurses' Day on 12 May
 
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
 
Yaroslav Rozhankivskyy: Три складові і три передумови максимальної продуктивн...
Yaroslav Rozhankivskyy: Три складові і три передумови максимальної продуктивн...Yaroslav Rozhankivskyy: Три складові і три передумови максимальної продуктивн...
Yaroslav Rozhankivskyy: Три складові і три передумови максимальної продуктивн...
 
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
 
Forklift Operations: Safety through Cartoons
Forklift Operations: Safety through CartoonsForklift Operations: Safety through Cartoons
Forklift Operations: Safety through Cartoons
 
Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...
Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...
Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...
 
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service BangaloreCall Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
 
HONOR Veterans Event Keynote by Michael Hawkins
HONOR Veterans Event Keynote by Michael HawkinsHONOR Veterans Event Keynote by Michael Hawkins
HONOR Veterans Event Keynote by Michael Hawkins
 

Discover Your Market and Go-To-Market Strategy

  • 1. You have a product? Great! Where’s the market? Vinod Harith Founder and Director CMO Axis Marketing Outsourcing www.cmoaxis.com
  • 2.
  • 3.
  • 4.
  • 5. What we will NOT cover
  • 6.
  • 7. Market research? Remember, next time you have a gut feel, it could just be your ulcer!
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16. Sample Segmentation Niche Buyer Lifestyle Buyer Value buyer Segment Endeavor, Pajero Innova Scorpio, Safari SUVs, MUVs BMW, Benz, Toyota Verna, Esteem Sedans Getz Santro, Alto Small Cars
  • 17.
  • 18.
  • 19.
  • 20.
  • 21.
  • 22.
  • 23.
  • 24.
  • 25.
  • 26.
  • 27.
  • 28.
  • 29.
  • 30.
  • 31. Sample Ecosystem - Helpdesk IDC Yankee Ovum Forrester Gartner Silicon techtarget Forrester HDI Annual conference TechTarget ITIM blog EMA Gartner symposium CIO Gartner Datamonitor PacRim Services and support professionals association Network world It Toolbox Butler Group Frost and sullivan customer contact HDI, Americas and Europe Computer world Techrepublic AMR Research IT EXPO ITIM Association Informationweek Datamation Aberdeen Group ITIM conference           Forums/ Associations Media/ Journalists Blogs Analysts Target Events
  • 32.
  • 33.
  • 34.
  • 35.
  • 36.
  • 37.
  • 38.
  • 39. When Should You Start Marketing? Pre-launch PR, test marketing Launch, building partnerships/ channels, free trials, offers New features, product upgrades/ versions, brand and awareness building (events, tradeshows), co-marketing Customer loyalty, referral marketing, PR, communities/ user groups, initiate corporate branding Move from product to company branding, price wars, mover customers to new product lines
  • 40.
  • 41.
  • 42.
  • 43.
  • 44.
  • 45.
  • 46.
  • 48.
  • 49.