Week 5 Uf 5163

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  • Week 5 Uf 5163

    1. 2. WEEK 5 <ul><li>Assingment # 3 : Go To Market. </li></ul><ul><li>Due in …. </li></ul><ul><li>Format </li></ul><ul><li>Pages 6-8 </li></ul>
    2. 3. Technology Description <ul><li>Focus on your core technology </li></ul><ul><li>What makes your product or services work. </li></ul><ul><li>Discuss </li></ul><ul><li>Elaborate </li></ul><ul><li>Write </li></ul><ul><li>Research, research, research </li></ul>
    3. 4. Go-To-Market <ul><li>This section should describe how the sales projections you are making in your financials will be attained in terms of positioning, marketing activities and promotional campaigns </li></ul><ul><li>This section is actually a representation of the overall content of your more detailed company Marketing plan, only in a much more condensed fashion. </li></ul><ul><li>Your Go-To-Market Strategy </li></ul>
    4. 5. Share your experience! On selling… <ul><li>Rejected then look for another customer </li></ul><ul><li>Customers are always busy </li></ul>
    5. 6. Marketing Fundamentals Sales Marketing <ul><li>Prospecting </li></ul><ul><li>Sales calls </li></ul><ul><li>Follow-up </li></ul><ul><li>Quotation </li></ul><ul><li>Proposals </li></ul><ul><li>Tactical </li></ul><ul><li>Revenue Generation </li></ul><ul><li>Research </li></ul><ul><li>Forecasting </li></ul><ul><li>Competitive analysis </li></ul><ul><li>Cost and Profit Analysis </li></ul><ul><li>Strategic Planning </li></ul><ul><li>Advertising & Promotion </li></ul><ul><li>Produce excellent collaterals </li></ul><ul><li>Order processing </li></ul><ul><li>Distribution </li></ul><ul><li>Technical & Services </li></ul>
    6. 7. What to do? <ul><li>Show that you have a clear cut strategy in place. </li></ul><ul><li>Show how to position your product to go to market and why customers will prefer you over the competition. </li></ul>
    7. 8. STEP # 1: PRIMARY MARKET RESEARCH <ul><li>Collect the information your self </li></ul><ul><ul><li>Talk to suppliers </li></ul></ul><ul><ul><li>Talk to dealers </li></ul></ul><ul><ul><li>Talk to competitors </li></ul></ul><ul><ul><li>Talk to potential customers </li></ul></ul><ul><ul><li>Talk to complimentary services/products </li></ul></ul><ul><ul><ul><li>Use questionnaires and surveys </li></ul></ul></ul><ul><ul><li>Talk to bankers, lawyers and accountants </li></ul></ul><ul><ul><li>Use the Internet </li></ul></ul>
    8. 9. STEP # 2 <ul><li>Based on your market research undertaken, and the strategies developed: </li></ul><ul><li>Identify primary market </li></ul><ul><li>Who are your primary customers </li></ul><ul><li>Integrate Channel Partners </li></ul><ul><li>Strategize with channel and customers </li></ul><ul><li>Estimate initial sales achievable </li></ul><ul><li>Work out longer term variables and success factors </li></ul><ul><li>Identify critical success factors </li></ul>
    9. 10. FORMAT (9-10 PAGES) <ul><li>Target customer </li></ul><ul><li>Compelling reason to buy </li></ul><ul><li>Whole product </li></ul><ul><li>Partners and allies </li></ul><ul><li>Distribution </li></ul><ul><li>Pricing </li></ul><ul><li>Competition </li></ul><ul><li>Positioning </li></ul><ul><li>Next Target customer </li></ul>
    10. 11. DUE in 2 weeks <ul><li>18 th March 2009 by 5pm </li></ul>

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