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Go To Market Plan Presentation Template

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ShoreTel Go-To-Market Plan

Transcript: ShoreTel Go-To-Market Plan Key Individuals Business Development Manager Management Someone that drives the product forward Someone within a position of authority Respected by all departments Only individual that can change time / goals Recommend Jared Olsen He will provide updates each week during management meeting This will replace product launch Someone to drive product to partners and customers Establish to 25-50 partners and visit each on site (when possible) Help with Beta Testing and bringing the product GA Face of product at key events Trains team until they are ready and can prove they are ready I recommend Ryan Penman or other ShoreTel BDM. Ryan has proven he knows the product, great work ethic, attention to details and more Currently at 52K. Low for BDM. I recommend Incentive Program - 10k if goals are hit Development Financial Management With Jared overseeing the project he will also be the financial manager to ensure everything is staying on budget. He will provide updates during monthly board meeting. Recommend a team of two individuals to be the key developers. Timely response time during beta testing and first year of GA Help with Certification Testing (if needed) Pull in additional resources as needed. Recommend Derek and Myles Third Party Research Midsize Leader Leader in UCaas ShoreTel Business Case Project Timeline and Cost SWOTT Competitive on Midsize PBX Increased compitition Diversify Portfolio Partners Selling Both Solutions Threats Trends • Competition has been well established within ShoreTel Community • Most opportunities are smaller PBX • Development Resources Available • Customers migrating to mid-size solution • Partners are diversifying by adding ShoreTel to their offering Strengths Solution should be developed using ShoreTel approved API's Following Development Solution Must Be Certified This include future Updates - Including Connect Helps Strengthen Relationship with ShoreTel SE's trust solution Project Timeline Estimated Costs • Similar product and design to IP Office. • Increased growth over the past five years • Easier deployment and programming Opportunities Weaknesses • Diversify portfolio • Break into new partners • New Product Features • Become innovation specialist • New system to Xima Software • No Subject Matter Expert • No key influencers within ShoreTel Competition Bright Metrics - Reporting Telstrate - Advanced Recording Business Plan Keys to Success Establish Relationship with Key influences within ShoreTel Sponsorship as many event as possible Develop using approved API and certify with ShoreTel - On all platforms Determine Leadership and BDM Strategic Marketing Campaigns Marketing - Update with more blocks / Charts Linked In Subscription - Premium Sponsorship of Key Events Local Events with ShoreTel ShoreTel Semi-annual conference Networking Tool Will help find appropriate contacts New Platform, Will be difficult without this Google Adwords Help from Whiteboard DRVoip, Tek-Tips, Spiceworks Promotions first and second year Drive customers to switch Beta Testing 80% of Marketing in North America

Go To Market Plan

Transcript: ACTION Gather informally and formally information with contacts at operators about business model they want pursuit Evaluate and decide internally at Deezer business model and product adaptation from Initial approach Merci Thank you Obrigado Business Adherence ACTION Intense relationship with Operators Negotiation Legal constraints turn-around Is this the correct timing for operators? Who are the deciders? What challenges are they facing? Are their structure ready for moving forward? Do they have budget for promotion and sales? ACTION Intense relationship with Operators Joint-business plan prepared and approved Who are the competitors for this agreement? What are their strengths and weaknesses? What about their relationship with operators? Are they supported by anyone at operators? Who will support Deezer at operators? Go To Market Plan Business Agreement ACTION Market research Map supporters and potential non-supporters Become a trustworthy potential partner to operators Leverage the benefits from Deezer What are the important KPI's for Operators? How Deezer will offer superior KPI's to Operators when compared to competitors? What after-launch assistance can Deezer offer? Are Operators feeling safe to move forward and close the deal? Business Environment to deal closed The road for an agreement between Deezer and Operators What is the formal partnership process? Who else must be involved? What are the price limits to close the deal? What are the legal requirements? Is there harmony between business models from Operators and Deezer? Is Deezer trustworthy for operators? Business Plan Business Terrain ACTION Gather informally and formally information with contacts at Operators about business environment Prepare a plan to act according environment

Go-To-Market Plan

Transcript: 12/10/2018 Go-to Market Plan Need Need Offer Offer Product Product & Benefits 1.2 cm 3 cm Portable Carbon Dioxide Expandable Material Adjustable Convinience Twist & Cool Easy to use & Safe Customizable Available Colors Experience Experience #HaveitCool Marketing Plan Marketing Plan Segmentation & market Segmentation Segmentation Analysis Psycho-graphic Segmentation & Target analysis Personas & Value Proposition Target Personas & Value proposition Market Analysis Market analysis Differentiation Analysis Differentiation Analysis Score from -5 to 5 With 5 means we have advantage against the competitors and -5 means the competitor has advantage against us Channel Distribution Model Channels Partnership Selected partners: Budweiser, Pepsi Why: High Market Share, Seeking Benefits: A culture of cross promotion develops There is a brand awareness among the consumer There will be consumer experience from using the product 2-way: Competitive advantage for brands Partnership Model Soft Drinks market Share Beer market Share Social Facebook and Instagram Why: High mass appeal, Content display Benefits: Showcase our products to the masses. Ads to generate more willingness to buy. To measure our performance using their data. Viral campaigns using hash-tags (i.e. #HaveitCool) Social Media On average the amount of Hs spend per day in Social Media in US Distribution Selected Partners: Target, Amazon, Website Why: Customer Reach, Logistics Benefits: Opportunity for customized user experience Platform for demonstrating innovative products Customer Review Distribution Buying Cycle Buying Cycle Pricing Pricing Psychological pricing ($2.99...) Volume pricing (package of 6, 12 and 18) Bundle pricing (Selling packages with beverage) Evaluation Evaluation Financial Summary Financial Summary Risk Mitigation Risk Mitigation Conclusion Conclusion Team Kool Caps Inc. Santi Research & Development Lorena Aman Market Analyst Engineer & Creative Department Nacho Quality Control Linh Project Manager

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