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Go To Market Strategy

Transcript: Action Items Follow-Up Schedule Implement the 30-60-90 day plan while prioritizing outreach efforts towards targeted industries. Ensure lead sourcing employs tested tactics, and regularly review personal KPIs to measure progress and adjust strategies as needed. Establish a follow-up routine, with initial outreach completed within the first month. Maintain regular communication over the following weeks, ensuring all discussions are recorded for ongoing strategy refinement and relationship building. Performance Monitoring Criteria Key Takeaways Achieving $500,000 in new revenue hinges on strategically targeting promising industries and effectively sourcing leads. A focused approach to a chosen company demonstrates opportunity for growth within the Nintex platform, aligning with corporate growth objectives. Monitor key performance indicators, including conversion rates from initial outreach to signed contracts. Track the ratio of qualified leads generated and analyze customer feedback to continually improve the sales approach and adapt to market needs. Summary and Next Steps This section consolidates the insights gathered from the Go To Market strategy, emphasizing the critical elements for achieving sales success and outlining actionable steps for future engagement. Value Proposition Closing Remarks Call to Action End with a professional closing that reinforces willingness to assist and build a connection. For example: "Looking forward to the possibility of working together to enhance your efficiencies. Best regards, [Your Name]." Highlight the unique benefits of the Nintex platform for the target company, emphasizing efficiency and cost reduction: "Nintex automates workflows, enabling companies to save time and reduce operational costs by up to 30%, a crucial factor in today's competitive landscape." Encourage a response with a clear call to action, such as scheduling a brief call to discuss their specific needs: "Can we schedule a 15-minute call next week to explore how Nintex can streamline your operations?" Introductory Paragraph Begin with a personalized greeting followed by a line that connects with the recipient's industry challenges, e.g., "I noticed your company is focusing on streamlining operations, and I believe Nintex can provide valuable support in this endeavor." Outreach Email Draft An effective outreach email is crucial for engaging decision-makers and paving the way for a successful sales conversation. Crafting a compelling message can significantly increase response rates and create new opportunities in targeted accounts. Subject Line Craft a direct and engaging subject line that captures attention, such as "Unlock Transformational Efficiency with Nintex Solutions". A well-structured subject line sets the tone for the message and encourages the recipient to open the email. Anticipated Objection 1 Anticipated Objection 2 Anticipated Objection 3 Clients may question the return on investment (ROI) from implementing Nintex solutions. They want clear evidence of value addition, productivity improvements, and overall benefits compared to their existing processes. Budget constraints often hinder decisions on new solutions. Prospective clients may feel the Nintex platform's costs exceed their current financial capabilities, leading to hesitation in committing to an annual subscription. Potential customers may express skepticism about the integration of the Nintex platform with their current systems. Concerns regarding compatibility and transition hurdles can create resistance to moving forward with a decision. Overcoming Objection Strategies Addressing budget concerns involves illustrating the long-term savings and efficiency gains realized through Nintex. Presenting clear case studies demonstrating measurable ROI can alleviate skepticism and reinforce the platform's value. Handling Objections Identifying Decision Maker Initial Outreach Strategy Overcoming objections is essential to advancing sales conversations and securing commitment. Understanding common objections enables proactive response strategies that can effectively address client concerns and reinforce the value of the offered solutions. The initial outreach should consist of personalized emails followed by phone calls. Focus on addressing the company’s pain points and presenting Nintex solutions that enhance their operational efficiency to pique interest. The decision maker typically holds a senior position such as a VP or Director within functions like operations or IT. Research platforms like LinkedIn can provide insights into company structure and aid in identifying the right person to contact for initiating dialogue. Decision Maker Engagement Goals for Initial Phone Call Engaging with the decision maker is crucial for successfully introducing the Nintex platform. A targeted approach ensures the right people are reached, maximizing the chances of acquiring new business and expanding existing accounts. The primary objectives of the

Go to Market Strategy

Transcript: Analyzing the Competition Value Proposition Unique Selling Points Conducting competitive analysis helps in understanding market position and identifying gaps within the industry. It involves evaluating competitors’ strengths, weaknesses, pricing strategies, and customer feedback to develop a strategic advantage. Product Features Effective value propositions clearly articulate how a product meets customer needs, differentiating it from competitors. This section delves into the essential components that define a compelling value proposition. Unique Selling Points (USPs) are critical differentiators that set a product apart. For instance, offering superior durability or exclusive technology can capture market attention and build customer loyalty. Key product features must align with customer expectations and market needs. For example, a smartphone’s camera quality and battery life are central features that significantly influence purchase decisions. Keeping Up with Trends Benefits to Customers Identifying Your Audience Brand Messaging The benefits of a product should resonate with the target audience’s values and solve their pain points. Understanding how a product enhances convenience, safety, or productivity is key to articulating its value. Consistent and clear brand messaging reinforces a company’s value proposition. Effective messaging creates emotional connections and can increase recognition and trust with consumers, contributing to brand loyalty. Market trends keep businesses informed about shifts in consumer behavior and industry innovations. Regularly monitoring trends helps businesses adapt their strategies to meet evolving consumer demands and stay competitive. Target audience identification involves analyzing demographics, psychographics, and behavioral traits to define ideal customer profiles. Knowing who your customers are allows for tailored marketing strategies that resonate with their specific needs and preferences. Assessing Strengths and Weaknesses SWOT analysis identifies strengths, weaknesses, opportunities, and threats, providing a comprehensive view of a business's position. This framework aids in strategic planning to leverage strengths and mitigate threats in the marketplace. Market Positioning Understanding Customer Needs Market positioning defines how a product is perceived relative to competitors. Effective positioning involves emphasizing core values that align with the desires of the target demographic, creating a clear brand identity. Understanding the Market Landscape Customer needs and behavior assessment utilize surveys, interviews, and analytics to gather insights on preferences. Recognizing these needs enables businesses to develop products and services that align with customer expectations, driving satisfaction and loyalty. Market research serves as the foundation for a successful go-to-market strategy, offering insights into target audiences, competitors, and industry trends. This section delves into critical components of market research that guide strategic decision-making. Direct Sales Partnerships and Collaborations Direct sales involve selling products directly to consumers, bypassing middlemen. This channel can leverage personalized sales tactics and foster direct customer relationships, allowing for greater feedback and tailored marketing approaches based on consumer preferences. Strategic partnerships can amplify marketing efforts by leveraging each other's strengths. Collaborations with influencers or other brands create synergy, allowing for shared audiences and enhanced credibility, ultimately leading to increased customer acquisition. Traditional Advertising Social Media Strategies Traditional advertising includes tactics like print ads, radio spots, and TV commercials, which remain effective for certain demographics. It provides broader reach, especially among audiences less engaged online, establishing brand credibility across established media. Utilizing platforms like Facebook, Instagram, and LinkedIn, businesses can cultivate engagement through authentic interaction and targeted ads. Social media strategies can elevate brand awareness and customer loyalty, contributing significantly to an effective marketing plan. Marketing Channels Digital Marketing Effective marketing channels are crucial for reaching target audiences and delivering value propositions. A strategic mix of digital and traditional approaches, coupled with strong partnerships, ensures a comprehensive market presence. Digital marketing encompasses online strategies like SEO, email campaigns, and PPC advertising that target consumers where they spend a majority of their time—online. It allows for precise audience targeting and measurable outcomes, driving higher engagement rates and conversions. Go to Market Strategy Timeline and Milestones Define major phases of the project with clear deadlines. Incorporating milestones helps monitor progress and allows timely adjustments to the strategy to

Go-TO-Market Strategy

Transcript: BUY manufacturing trade: candle manufacturing boat manufacturing Article in local business magazin letter of intent New Customer Acquisition Find an Initiator by direct sales Wholesale trade: tire trading Mission to Market CONSIDERATION Why: Economic buyers INTEREST Campaign Map Where: small- and mid-sized business Competitive Replacement Emphasises the combination of moduls and additional services from one source AWARENESS Costs an Revenue Defenition: wants to start an online-store very soon goods for a freight forwarding agency in need of a storage Cross-sell go to existing transport customers Target Customers Who: desicion maker for strategic bias

Go-To-Market Strategy

Transcript: A discourse by - Shashank Watane VP, Head-Global Business, ACG Engineering Go To Market Strategy GTM TALES A call to startups Conclusion & QA Select your nitch and get through customer insights Look inwards & study outwards to build a winning value proposition Keep articulating, communicating, refining your GTM Strategy Keep it simple, feasible, executable but effective Keep absolute focus on your customer and keep insighting as you grow or diversify Avoid losses of efforts, time, capital & resources doing everything for everyone (especially in early stage) POC may not be perfect but vital for effective GTM & de-risking BUild strong advocacy by building communities PHarma GTM tales REDiTUX Accessibility to bottom of pyramid Ignorance to awareness Patient support assist Redutux HAMSYL Focus on 'nitch' Access through influencers Fast track approval Hamsyl Glivek international patient assistance program (GIPAP) Glivec (GIPAP) Long term strategy Mining customer data Customer aquisition and retention Nutrizoe Nitch - Lactating moms; convenience POC & Influencer access Community - Loyalty Diversifying into adjacencies - WOmen's nutrition Nutrizoe Vantage nutrition Backward integration (Leveraging synergies) - Nutra expertise, dosage, machine, processing, packaging Innovative dosage form - Bioavailability Consumer convenience Vantage PHarmalama pharmalama Convenience to Polypharmacy, yelderly patients Convenient packaging and dosage details (day wise sachet) Go to market strategy Go–To–Market Strategy– Elements, Steps & formation GO TO MARKET STRATEGY - SIMPLIFIED GTM Formation Strategy Strategy – Meaning & Myths Myths Strategy is complex deck of ppt slides Strategy emerges from execution plan Strategy is for the top management by the top management Strategy comes from action plan Strategy comes from action plan Elements of a good strategy Well articulated, precise, clear and concise - Easy to communicate Must percolate down to the last level Should flow through every stage of value chain Defines the brand Drives stake holders to delivery brand promise to end customer / society Scalable & sustainable Clear execution plan with risk mitigation SO WHat Should IT bE Like? Value Value - Proposition Value Chain 'That one thing for which businesses exists' Value Proposition VALUE PROPOSITION Bridges the need gap Differentiates w.r.t. competition Scalable Solution to pain / need / want (Stated / Latent) Sustainable Prospect / client / consumer is ready to pay Elements of value chain & Value Stream Value Chain Analysis -Map the movement of material & information from concept to delivery and analyse the value creation against cost Value stream -Map the movement of material & information from concept to delivery and to identify where there are opportunities to create value exceeding the cost Value Chain Pharma Value Chain pharma value chain R&D Production Inbound Logistics Outbound Logistics Sales & Marketing Services Final Product Formulation Sales & Marketing Whole Sale & Distribution Product Devpt Biological Target Identification Bio Target Validation Bio Target Screening & Optimization Patent Filing Formal Documentation & Review Primary Documentation & Initial Review Submission for approval Phase IV Preclinical Trials Clinical Trials Cell Culture -Purification- Formulation-Dosage form production Hospital Stockist Packaging - Storage- Forwarding Wholeseller Pharmacy/Retailer Doctor Patient

Go To Market Strategy

Transcript: Building blocks of KAVRIN Go To Market Strategy Measuring and quantifying your Innovation Capability Real Time Response Intuitive Analytics Data Driven analysis Customized Dashboard Descriptive-Predictive ans Prescriptive Analytics Interactive Visualization Benchmarking Ad-hoc Reporting ERP Compatibility What we sell: What have we covered: Comprehensive Solutions with Assured Value Value Proposition Delivering business innovation that is customer focused by combining our multi-disciplinary expertise. Adding our KAVRIN twist What we offer: Strategy Structure Culture People Resources Results

Go To Market Strategy

Transcript: Cow Dung Poultry litter Agricultural residue - Rice straw, Banana stem, Maize stalks Sugar Mill, Press mud , Distilleries spent wash, Sago plant effluent Municipal solid waste, slaughter house waste, Vegetable market waste, Kitchen waste Silage from agricultural crops as napier grass, sugar beet, Sugar cane, maize Biogas is produced by anaerobic digestion of organic matter Contains 55-60 % Methane and 35-40% CO2 Its a fuel gas with a calorific value of approx. 22000 KJ/Kg Its generation leads to handling wastes in the best possible manner It provides Bio-manure/ organic fertilizer Prevents women and children from smoke induced diseases Source :E&Y 2012 Biogas In India Market Scenario Total biomass potential in India is estimated to be around 70GW. Go-to-Market CER - Carbon Emission Reductions Go To Market Strategy RE Country attractiveness Indices: India jointly ranks 2nd along with U.S as far as biomass attractiveness is concerned Product Offerings - 1) CSTR Waste streams for High Solid Content Target Customers - Agro-Industries, WWT, MSW 2) MUASB - Liquid wastes Liquid effluent in ETPS,WWT, Agro industries 3) KVIC Cow Manure + Water Village & Household level 4) CO2 Water Scrubber Upgradation Plants Brownfield projects to inject to gas grid & Vehicles 5) Village level Piped Gas KVIC+GPRS- to pipe biogas to households and make biofertilizer cheaply available 6) Retail Packaged Biogas System Individual rural household level Households and small institutions i.e Restaurants & Hotels 2) BOOT/ BOT: Expected Margins - 50% Payback period - 3-4 years Predominantly for large scale projects. Investment company doesnt take the market or the economic risks. Only guarantees to operate for a specific period for certain level of efficacy. Scattered Market No established national level player Market needs offering from end to end solution lack of experienced and skilled workforce. Active intervention by government is a must Different approach is needed for small, medium & large scale biogas plants Streamlining SCM Renewable Energy Attractiveness Cattle dung alone can generate ~ 4.9 x 107 Cu.M (~ 5000MW) of biogas from 980 tonnes dung produced annually in India Only 5% of the potential has been exploited and that too in a decentralized and unorganized manner Potential in MW Distilleries - 503 Sugar - 363 Starch - 129 Slaughterhouse - 94 Milk Processing - 69 Poultry - 64 Paper and Pulp - 58 Presented By Akash Tripathi GLIM, Gurgaon PGPME 14-16 (P141001) 1) EPC: Customer seeks techno-commercial details and wants best technology with value proposition Customer pays in advance for the Engg& Design and then in multiple phases untill completion. 5-10% Payment is held to check the performance after project completion/ 6months to 1 year. Expected Margin - 35-45% Takes 3-9 months to complete 1-3 months of payment cycle. Bio-CNG is eligible for CDM and gets CERs for reducing carbon emissions The baseline emissions are same as that of gasoline or LPG considered to calcuate the CER CER calculations differs based on the utility of the Bio-CNG The CER serves as a revenue stream for the BioCNG project and enhances profitability substantially. Substrates for Biogas India as an aggressive bio-economy is in talks with the US dept of Energy on creating the road map for Biomass in india similar to that employed by china Business Models Biogas-A need?? Potential - ??

GO-To-Market Strategy

Transcript: GO-To-Market Strategy Lean Go To market Maximize the value you provide to your customers while minimizing waste in your organization Growth Hacking Process of rapid experimentation across marketing channels and product development to identify the most effective, efficient ways to grow a business. Network Effect Network effect is the effect that one user of a good or service has on the value of that product to other people A traditional marketer has a very broad focus, and while their skill set is extremely valuable, it is not as necessary early in a startups life. In the first phase of a startup you don’t need someone to “build and manage a marketing team” or “manage outside vendors” or even “establish a strategic marketing plan to achieve corporate objectives” or many of the other things that marketers are tasked with doing. Early in a startup you need one thing. Growth. - Redefining Product: Minimum viable product - Redefining Distribution: Most bang for least buck Examples: AirBnB, Ship Your Enemies Glitter, PokeMon Go This is where you identify the primary channels that you’ll use—both to sell your products and to educate and support your customers—along with the resources, training, and incentives that will drive channel performance. In complex channel organizations, products and offers may differ from one channel to the next, playing on the unique advantages of specific channels, such as direct sales teams or online portals. Thank You! Positioning SMB Automation of the sales process Provision of needs Large Companies Need for a Sales Team Creating relationship Strong vertical sales and support for ecosystem Marketing strategy is usually focused on who to sell to and what to sell. The boundaries of marketing strategy run across functional lines inside an organization but marketing primarily interacts with two other functions in a company. First, marketing interacts with development via product marketing to convey market requirements and to provide content for communications and sales tools for selling. Marketing also interacts with sales to build pipeline and assist in closing opportunity more quickly. Go-to-Market Strategy is focused on how the organization will put offerings into the market to reach market penetration, revenue and profitability expectations. This charter is a super set of marketing strategy as it impacts all functions within an organization with the goal of preparing the entire company for market success. Another key point to stress is that G0-to-Market Strategy is not an event, i.e., a product launch. GTM strategy is focused on the entire product life cycle—from concept to grave. Why the approach works Customer path way Tech Channels of communication Breadth of the channel Advanced data analytics The go-to marketing arsenal Niche research for value Global and emerging markets Speed of change What you see on Runway is in Stores Flow of idea Lean Go to Market These requirements, which may be affected by decisions made in the previous sections of the plan, may include branding your customer-facing portals, and integrating sales and provisioning systems with third-party resources you’ve employed. Parallels can help you identify the technical requirements needed to launch your products. Growth Hacking Technical Requirements Customer Experience/Customer Journey Product Strategy Marketing Strategy/Value Proposition Come up with a Go to Market strategy for 1 of the following and assess the chances of success: - Tesla in Pakistan - Yelp in Pakistan - Autonomous Car in Pakistan This area summarizes the activities you’ll use to drive awareness and generate leads, both in your identified markets and within your existing customer base. In large organizations, the marketing strategy may also include activities for generating internal awareness. Marketing Strategy vs Go to Marketing Strategy Critical Mass - Supply Side and demand Side Localized strategy for geo-location and legal environment Execution speed and low touch transaction Solve a compelling business problem in a differentiated manner that demands a premium Determine the size of the market opportunity Decide upon the beach head target for initial market penetration strategy Identify the decision makers, approvers, recommenders, influencers and snipers Understand the business issues for decision makers and develop a unique selling proposition that resonates Establish a differentiated position from substitutes and alternatives Prepare a product roadmap and complete product life cycle plan Document the distribution strategy and corresponding sales process Create an integrated demand generation plan to create qualified opportunities Develop a comprehensive and methodical demand management plan to follow-up on qualified opportunities Prepare an implementation plan to ensure the offering is set-up to perform properly Train the support organization to handle implementation and end-user inquiries It is important to measure success. This step

Go-To-Market Strategy

Transcript: Agriculture Health Arts Housing Business & Commerce Humanities Community Development Information & Statistics Consumer Protection Law, Justice, & Legal Services Disaster Prevention & Relief Natural Resources Education Regional Development Science & Technology Employment, Labor, & Training Social Services & Income Security Transportation Energy Food & Nutrition Environmental Quality How Will We Reach Our Target Market? Strategic Consulting Logistics Planning & Strategizing Acquisition Prepared Models Acquisition & Financial Management Acquisition Management Grants Management Budget Formulation Financial Compliance Program Management Support Information Management Enterprise Architecture Information Assurance & Cybersecurity Surveys Organizational & Human Capital Solutions Strategy Human Capital and Talent Management WE HAVE NO CHANCE OF ENTERING INTO THIS SPACE EXPECTING THE BUSINESS TO FIND US Generally, all state granting programs fall into the same categories as those of the federal government Approach to sell will also be similar Relationship Building Financial Management Services Program Support Program Management Technical Support Fully Outsourced Help Desk Phone Support Online Support Categorical Grants (90% of federal aid grants) Project Grants Formula Grants Block Grants Earmark Grants Over 900 grant programs exist at the federal level Grants offered by 26 grant-making agencies All programs fall into one of 21 categories Channel Strategy Point of Attack on the Beachhead Soup to Nuts Solution for Government Grant-making Strategic Consulting Class-leading Cloud-based Technology Full Service Managed Solutions How Will We Promote the Product? Go-To-Market Strategy: {g} grants for The Government Sector What Are We Selling? Full Service Managed Solutions Phone calls Emails Webinars Attend & Present at Conferences Identify and Engage Influencers Elected officials Rights advocates Interest donors Apply for Certified Small Business certification Federal procurement process directs purchases to be set aside for small business Participate in Requests for Information Create the opportunity so that the RFP will be structured for a GDG win To establish a strong foothold in the government sector, growth will require significant networking. State Grants Federal Grants Elimination of duplicative grant systems and projects Increased efficiency through standardization and streamlining of agency processes Minimization of manual / paper-based processes Improved ability to monitor grant activities to minimize fraud, waste and abuse Centralized reporting capabilities to support agency monitoring and federal, state, & local oversight needs Increased transparency throughout the grant process Engaging portals for applicants that provides ease in completion of applications Identify categories and states where GDG has made land Use contacts to advocate on our behalf Have them identify other potential prospects dfdf FONTS Who Are We Selling To? Federal Grant Categories Direct Personal Selling Not as simple as calling the customer Contact at agency Contact at procurement Outside influencers with special interests Class-leading Cloud-based Technology {g} grants for the Government Sector Features 100% cloud-based solution Engaging portals for applicants Intuitive workflows Robust Reporting Multi-lingual formats and support Mobile enabled Benefits of GDG Technology

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