PHASE 2: MONITORING AND COLLECTION Process to collect, categorize, and store insights from the market. Insights must be collected from the right places to be relevant. With the right methodology and data management plan, insights can be tracked and prioritized. This provides a baseline set of facts to enable management to make the right decisions for the future.   RAPID DIAGNOSTIC 1. You have a defined insights collection methodology. 2.… Read More »PHASE 2: MONITORING AND COLLECTION

PHASE 1: NEEDS DEFINITION Outline the goals and objectives of the Market & Competitive Intelligence program. Running an effective Market and Competitive Intelligence program requires alignment with your company’s strategic direction. This directs the organization to focus its efforts and resources on analysis that matters. Understanding the right competitors, users, and markets will lead to better solutions.   RAPID DIAGNOSTIC 1. You have a documented Market and/or Competitive Intelligence strategy. 2.… Read More »PHASE 1: NEEDS DEFINITION

The 3-Step Customer Experience  Strategy STEP 1: Customer Experience PLANNING Develop a deep understanding of your customers, their expectations, and how they interact with your company today. Knowing what is critical to their experience, their pain points, satisfiers, and delighters will help you launch your Customer Experience transformation. Phase 1: Customer Experience Vision & Strategy Client Experience (Customer Experience) Design must always begin with a clear vision that is linked… Read More »Step Customer Experience Strategy

The 3-Step Marketing Strategy STEP 1: MARKETING PLANNING In the marketing planning step, your company will develop brand, campaign, budget and data plans that will allow you to make your numbers and reach your goal. You’ll know what budget is needed to set you up for success and how your products and solutions will solve customer problems. You’ll determine which campaigns to run, the content needed to attract buyers and… Read More »Step Marketing Strategy

The 3-Step Go-To-Market Strategy STEP 1: MARKET & COMPETITIVE INTELLIGENCE Phase 1: Needs Definition Outline the goals and objectives of the Market & Competitive Intelligence program. Phase 2: Monitoring and Collection Process to collect, categorize, and store insights from the market. Phase 3: Analysis and Reporting Process to analyze the insights collected from the market. Phase 4: Distribution and Utilization Distribution and communication of insights throughout the organization so they… Read More »Step Go-To-Market Strategy

The 4-Step Customer Success (CS) Strategy STEP 1: CUSTOMER SUCCESS PLANNING   Whether you are standing up a Customer Success team or leading an existing one, a well-crafted plan will increase your organization’s chances of making your number. For this emerging function, it will help you secure what you need from your peers across the enterprise. Phase 1: Customer Segmentation Properly align your Customer Success resources to your highest value… Read More »Step Customer Success (CS) Strategy

The 5-Step Pricing Strategy STEP 1: SEGMENTATION When you plan your pricing strategy, you accomplish three objectives. First, you focus on markets where you can develop and exercise pricing power. Second, you prioritize accounts that appreciate your value proposition and that are willing to pay for it. And third, you understand how pricing impacts how your buyers make purchase decisions.   Phase 1: Markets Focus on the markets where you can… Read More »Step Pricing Strategy

The Segmentation Strategy SEGMENTATION Segmentation provides a deep understanding of the market, accounts, and buyers. It helps differentiate your strategy from your competition, prioritize your accounts, and align your strategy with buyer needs. As a result, you can bring your strategy into alignment with the external market. As long as you are also aligned with the internal strategies from Corporate, Product, Pricing Marketing, Sales, and Customer Success, you can define… Read More »The Segmentation Strategy

The 3-Step Product Strategy   STEP 1: PRODUCT PLANNING Focus is where you define the market segments that are most attractive to pursue. With the help of market research, the market problems of these segments can be identified and scored. Your product portfolio inventories your products and shows coverage across problems you have addressed today. The ones that aren’t addressed or are just emerging are incorporated into the road map… Read More »Step Product Strategy

The 3-Step Sales Strategy STEP 1: SALES PLANNING The planning step helps you develop sales and data plans that will allow the organization to make the number. You will know what data you need along the way to help you make decisions. With the right plans in place, you improve your chances of success. Phase 1: Revenue Plan Define the plan for how you are going to achieve your revenue… Read More »The 3-Step Sales Strategy