You're about to create your best presentation ever

Go To Market Strategy Presentation Template Partnering

Create your presentation by reusing one of our great community templates.

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: 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

Go To Market Strategy

Transcript: Introduction to the go to market sales strategy GO TO MARKET SALES Plan! Business planning How will we succeed? SUccess Criteria 1 The immediate opportunities that the business will be in position to go after first are online and alternative lending companies, peer2peer lending platforms and telcos located in the UK and Ireland. This approach will help us to capture initial 10 clients, generate revenue, establish trust and move towards onboarding banks as clients in a long run. Executive Summary 2 1. Add 50 qualified prospects (inbound and outbound) in the next 3 months 2. Add 10 signed pilot programs Mission 3 Define the sales territory Identify current partnerships Identify current competitive landscape Define the target group Identify top 50 prospects Define the customers buying criteria Identify key value proposition Define the marketing and sales channels Define how to articulate the value proposition across the marketing and sales channels Define the sales approach and the sales action plan Keys To Success Target Group Who WILL BUY OUR SERVICES? Early Adopters Early Adopters They are activelly searching for competitive edge, have higher tolerance for risk and see the potential of new technologies. Our early adopters: online and alternative lending companies, peer2peer lending platforms & telcos. Where are our accounts clusterred? SALES TERRITORY SUMMARY Sales Territory UK and Ireland are fintech and financial hubs. UK and Ireland account for 2/5ths of all fintech investments in Europe, according to Accenture. Market in Focus Market in Focus Current Partnerships Current Partnerships Social KYC Current Competitive Landscape Current Competitive Landscape Identity Verification Credit Score Veridu Trulio ClearScore EquiFax TransUnion Online and alternative lending companies Peer2peer lending platforms Potential Clients Potential Clients Telcos SALES STRATEGY Sales Strategy Customers Buying Criteria Customers Buying Criteria Fairness Transparency Security Frictionless Cost-cutting Alernative lending companies Key Value Proposition Key Value Proposition Eliminate identity and fraud risk. Traditional forms of identity proof do not meet today's needs. Keep out frauster and accept legitimate customers. More customers, less fraud, higher ROI. Give your customers frictionless experience. Forget about document sharing and filling in long forms. Be global, cover all demographics and people with no credit history or governmentally issued IDs. Cost effective, lower costs than with traditional identity providers, KYC agencies or credit scoring agencies. Peer2peer lending platforms Determine the true value of a loan or portfolio of loans. Gain the needed transparency for the lenders. Telcos Improve your customer’s experience and eliminate the identity and fraud risk and be confident in transacting with your customers. Events and Conferences: In-person events have been rated the most effective B2B tactic for the last six years. Marketing and Sales Channels Marketing and Sales Channels Inbound Marketing: 61% of consumers feel better about a company that deliver custom content and are more likely to buy. Digital Marketing (SEO, SEM, PPC, SM): 87% of customers research online prior buying. Millenials fuel the market among financial management and lending firms. PR: Branding and quality coverage opportunities. Peer Recommendations: Stronger loyalty, customer engagement and word-of-mouth. Email Marketing: Build and mantain email distribution list. Phone calls: Proactive customer service and schedule appointments. Consulting Sales Approach Sales Approach Networking Educational What is our definitive sales action plan? Sales Action Plan Action Plan Action Plan Action Plan

Now you can make any subject more engaging and memorable