eFolder webinar — Killer App Cage Match: Three Partners Share Their File Sync Deployment Secrets
Killer Products Webinar 29 3 10
-
Upload
advanced-marketing-concepts-ltd -
Category
Technology
-
view
1.348 -
download
1
description
Transcript of Killer Products Webinar 29 3 10
Advanced Marketing Concepts Ltd- Hot Rivet Ltd. March 29th 2010
Dominic Rowsell and Mark Gibson www.admarco.net
• Feel free to add comments and questions. • Please use the GotoMeeting Chat to ask
questions.
Participation = Questions & Feedback
Agenda
• Introductions • Buying Cultures • The unifying process • Selling innovation • The Need for Process • The Need to up-level selling skill • The need for Aligned Marketing
3-10 Copyright Advanced Marketing Concepts Ltd. 2009-2009
3
Mark Gibson – AMC Ltd.
3-10 © 2004-2010 Advanced Marketing Concepts Ltd. 4
Dominic Rowsell – Hot Rivet
3-10 Copyright Advanced Marketing Concepts Ltd. 2009-2009
5
Where it all starts
Strategy
Market Segments
Offerings Products, Services
Copyright Hot Rivet 2001 - 2010
Buying Cultures Value Captured.
Change - Futures Value Created.
Risk - Insight
Value Offered. Want - Product
Value Added. Need - Solution
Copyright Hot Rivet 2001 - 2010
A Single Process
Identify Mentor Position Assess Case Transact
Identify:
Individuals and groups think about and plan the future:
• creating growth • avoiding and reducing costs • improving productivity • building competitive advantage
Case:
The fully quantified business and investment case: • checked by the Mentor • financial and business management issues • foundation for an ITT / RFQ • finalised by the Sponsor • budget assigned
Position:
The project is lobbied inside the organisation:
• hierarchy, networks and politics • maximum credibility • align a Sponsor • budget available
Transact:
Risk analysis of delivery / vendor proposals:
• best and finals • contract awards • service delivery
Assess:
The Sponsor will sanction an assessment:
• access to relevant current data • resources / funding • pilot or PoC • quantify good and bad
Mentor:
A Mentor is assigned, the ideas are strategized: • not for public consumption • value and reality check • gather people into the virtual team • identify potential allies and blockers • begin to scope options
Copyright Hot Rivet 2001 - 2010
Value
Captured
Value
Offered
Value
Created
Value
Added
Buying Culture Alignment
I M P A C T
Copyright Hot Rivet 2001 - 2010
Innovation Adoption
Early Majority
Late Majority
Innovators Laggards Early Adopters
Sales Volume
Time Chasm
Innovation
Copyright Hot Rivet 2001 - 2010
Early Engagement
I M P A C T
Copyright Hot Rivet 2001 - 2010
Extraordinary relationship at CxO
level.
Grab attention with insight on risk.
Value Creation Engagement
Identification: • Analysis of targeted segments.
• Trend analysis • Identify value for end-user Customers.
• Offering linkage. • Value chain positioning.
Transact: • Closing risk analysis by team.
• Focus Value, Politics and Competition. • Value Pitches to close.
• Best and finals. • Contracts awarded.
Case: • Assessment data.
• Quantified business and investment case. • Multiple proposal creation.
• Mentor fine tunes. • Presented to Sponsor.
• Sponsor assigns budget. • Case becomes foundation of an RFQ
Assessment: • Sponsor sanctions assessment.
• Funded work. • Access to data.
• Pilot or PoC. • Attach service options. • Financial options input. • Assess good and bad.
Mentor: • Build three propositions.
• Target primary value chain. • AM identify Mentor.
• Primary hi-impact presentation. • Conversation of Possibilities. • Executive engagement plan. • Early Partner engagement.
• AM qualifies opportunity and risk.
Positioning: • Full team engagement • All hierarchical levels
• Manage politics and networks. • Align a Sponsor. • Early feasibility.
• Breadth lobbying. • Budget “available”
• Close to Assessment.
I M P A C T SG2 SG3 SG1 SG4 SG5
Copyright Hot Rivet 2001 - 2010
How Can we Help?
3-10 © 2004-2010 Advanced Marketing Concepts Ltd. 13
Create Clarity in Messaging
Generate Leads - HubSpot
Selling Skills – IMPACT Process
Q & A
3-10 Copyright Advanced Marketing Concepts Ltd. 2009-2009
14
Contact
• www.admarco.net • [email protected] • Skype: rmarkgibson • Twitter rmarkgibson • Tel +447961081082
• www.killer-products.com • Dominic.rowsell@hotriv
et.com • Tel +447803588967
3-10 15 © 2004-2010 Advanced Marketing Concepts Ltd.