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CheetahMobile: Go To Market Strategy

Transcript: Where We Are Today: Offering Overview How do we sign more AEOs? Project Management Cheetah Mobile Red Flag: Mobile dedicated account managers Account Management Account Management dev staff that can assist with off platform work Volume Strategic Mobile Accounts Team Sales Growth Is Purely Reactive to Existing Interest Aggregator management / short & long code provisioning Revenue CheetahMobile in North America accounts for 63% of Total Global SMS Volume Sales & Presales Pipeline Mystery Offer Delivered 25%, 30%, or 35% Certification / Compliance Staff Red Flag: Single Use Barcodes for Tracking dev staff that can code APIs for external & internal integration requirements Interactive Experiences Require Development Work & Custom Logic Double Revenue ($3.8M) by Assigning Sales Staff to proactively Farm Existing EMS Clients red flag Mobile is different sell and do we have the resources Technology Device Type Operating System & Handset Capabilities Captured Red Flag: Informing Product Roadmap in CCMP Immediate Need fleshing out the current support model & gaps direct to carrier connections A Combination of Experian & Archer Resources this would allow us to take a proactive approach to the pipeline Volume Mobile Center Of Excellence Industry Tracking CPs & above trained on mobile to a point (TBD) what will the center of excellence yield Revenue Pipeline Training & Knowldege Sharing Center FY14 Mobile Offering Update Mobile Marketing Assoc. Relationship Management Sales resources are currently spent on deals that will not yield the revenue we actually need In Store Redemption at P.O.S. Technology Strategy CheetahMobile: Go To Market Strategy Onboarding & Support Path Definition we are yeilding X revenue with this current support model gaps included image what we could do with these gaps filled Majority of Mobile Team Efforts are Spent Servicing Existing Mobile Accounts required 1-2 mobile dedicated sales people Better define DB builer packages give teams resources needed to sell, close, and implement/onboard, transistion to CR acct manager long term, the mobile center of execellence will support this refreshed model, and ensure we arent rolling out a global strategy based on ineffeicient support model. Time Spent how do we get more AEO's? we need roadmap enhancements and mobile focused staff Sales / Pre-Sales Support Where We Are Today: Support Model Clients Best Practices Cheetah Mobile Team global mobile best practices guidelines 98% Click Through Rate If U.S. is producing 63% of global SMS Volume shouldn't it be prioritized in the CCMP roll out strategy? Immediate support model change: CP's + need to be conversational in mobile or additional outside resources need to brought in Implementation lead support Certification / Compliance Align Resources to Current & Future Mobile Growth Ramp Up Internal Mobile Expertise Align CCMP Capabilities with Industry Requirements for Mobile 3 Core Issues Must Be Addressed Leverage Select Client Services Members (CP's+) to Support Initial Program Management Short Term Goal: Close Existing Pipeline Business ($1.9M) By Allowing our Top Resources to Focus on Sales Short Term Goal:

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

Brittle- Go To Market Strategy

Transcript: Healthy snack option Rs. 30/- These people would always want to try something new. HOW 1. Campaign Duration - 2 Weeks Your friends have managed to transform boring snack options into an interesting one! Check out the Happy and Healthy Gallery, NOW! Facebook - Paid Email Marketing WHO Skeptic towards technology. Not worth on ROI. Target Location - Hyderabad Go To Market Strategy People who are looking out to buy snacks online - 8,480 Rs. 60/- Try out the newest snack choice for yourself and join in on the fun! 1. Website WHO Best Price! Facebook Marketing Email Marketing 1. Foodies in Hyderabad Group Members - 287 3. People who were referred by Pragmatists. WHAT Visionaries Enter the promo code, to avail extra 30% extra discount on the offer price. 3. Foodies In Hyderabad - Reloaded - 27,898 Campaign Duration - 3 Months Healthy and nutritious Google Ad-words Brittle is Primarily for... Organic and Paid Exclusive recipe Add to Cart Push Strategy People who are looking out for snacks online - 25,000 Push Strategy Conservatives “Knock Down” first customer and the rest follow! Get additional 30% Off Snack which you could enjoy at “Every Day Meal”, “Events”, “Evenings”, “Work”, “Vacations”, and more… to know how Search Engine Optimization WHAT Brittle is... Refer 3 friends and "Like" our official page on Facebook in order to win an exclusive Brittle Food hamper! Brand Tone 900 Million Happy Customers 94k Testimonials Avg. Rating - 4.5 / 5 Awarded Best Snack Item in 2015 HOW Facebook - Paid Targeting - Hyderabad Working Professionals in Hyderabad - 6,30,000 WHERE WHERE Target Region - Hyderabad Not just any other snacking option; it is chips you can enjoy, guilt free and healthily. They do not care about the success of the product. Your favorite snack item! Procure the email database of people who have previously purchased snack items in the recent times and send an exclusive email. Skeptics Groups on Facebook - Organic Flat 50% + Hampers Procure the email database of people in Hyderabad and send an exclusive email. Target Region - Hyderabad http://www.indianfoodforever.com/ http://foodviva.com/ http://www.vegrecipesofindia.com/ Pull Strategy E-Commerce Facebook - Paid Thank you audience for making Brittle Snacks a massive HIT! 1. Parents Whose Children are b/w 3 to 18 years - 90,000 Add to Cart Low pricing Innovators 1. Hyderabad Foodies Club - 4,000 Healthy snack WHERE Facebook - Paid Bowling Pin Effect People interested in Kitty Parties - 3,300 1. Friends of people who liked our Facebook Page WHO Groups on Meetup 900 Million Happy Customers and Still Counting...... The healthiest choice in snacking foods Stay into the market till enough customers are on. Rs. 5/- Buy Brittle's Diamond Bites Online as cheap as Rs. 5/- Unique tastes These people are inclined towards strong sense of practicality and are driven by well established references. Early Adopters - Pioneers of New Products Add to Cart Brittle *Serves 5 Members 2. People who are friends of Newlywed, Newly Engaged, Upcoming Birthday and Anniversary within 30 days - 3,20,000 Product Listing Ads Grocery Stores Transform your Snacking Sessions for a Healthy Body and Happy Appetite Enter Promo Code Google Ad-words People who like Fast Food - 2,90,000 Protein and Nutrients Rich Unique Flavours for Each Mood Consult a Chef Recipes for snacks 2. Feature Rich Pull Strategy Late Majority Pragmatists People who are fonf of Food - 25,00,000 HOW These people try to achieve competitive advantage. Unlike Competitors, Brittle is... You would have never experienced such taste before Target Region - Hyderabad Preference - Kids and Youth Target Segment - B2C Highlights * T&C Apply "Your friend liked this product and it's unique taste; and purchased it today. You might want to have a look" Search Engine They would like to understand the benefits of new products. Click Here People who are host parties- 1,000 3. Foodies Hyderabad Group Members - 846 Rs. 10/- Most Compelling Reasons to Buy Brittle is... These people share the concerns with the Pragmatists and wait till the new product is completely standardized. Friends of Friends Special Offer - Promocode | 80% Discount HOW Email Marketing Anyone who loves chips as a snacking option and is also health conscious Laggards Value for Money Buy Brittle Twist Snack Online WHO WHAT Early Majority 2. Hyderabad Foodies - 34,770 Procure the email database of people in Hyderabad, who have children age b/w 5 to 15 and send an exclusive email. 2. Hyderabad Vegetarians Group Members - 131 Existing client base Flat 50% Discount People who prefer Chips as a snack - 15,000 Campaign Duration - 3 Months Techies - Geeks - Nerds - New Product Adapters WHERE Brittle - Snack * T&C Apply Just in Brittle: Unique Flavours 100% Hygienic and Safe Healthy Snack Email Database Brittle Family Snack Pack People interested in snack food - 70,000 2. Age Range b/w 13 to 18 - 7,80,000 Hello Hyderabadis! Ready for a Healthy, Tasty Snack Pack? Email Marketing

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