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So how do you plan for
Success?
The Opportunity
The Brand
Achieving GROWTH
Stimulating GROWTH
Accelerating GROWTH
Sustaining GROWTH
So how do you plan for
Success?
The Opportunity
The Brand
Achieving GROWTH
Stimulating GROWTH
Accelerating GROWTH
Sustaining GROWTH
“In marketing I've seen only one strategy that can't miss - and that is to market to your best customers first, your best prospects second and the rest of the world last.” John Romero
“Stories”
The WHY? Define the problem
or need to be addressed
The HOW?
The WHAT? Identify the
differentiated solution that is required
Confirm how value will be delivered
The AS IS (Current status)
The TO BE (Future status)
Potential value
Potential value; how much is available to be unlocked?
not tactical needsnot lists
not requirementsnot productsnot activities
not wordsnot fact after factnot feature based
Strategic valuesThemes
Buyer’s problemSolutionsOutcomes
StoriesCrisp messaging
Thought leadership
“Market the VisionSell the Solution”
“Name the category”
“Thought leadersh
ip”
“Customer stories”
“Clarity of m
essages”
“Unique approach”
“Consistency”
Success is predicated onfinding the smallest market
with highest potential
where you can quickly be “perceived” as the leader
Customers demanding new features
Don’t be distracted
Unqualified prospects
Approaches for partnerships
Meeting requests where
no urgency
1. Understand the problem
2. Confirm the urgency of the need
3. Bring differentiation
4. Establish market leadership
5. Maintain Focus
..in the words of Mario Andretti“If everything seems under control, you’re just not going fast enough”
… and remember
Thank You
Please download the free book hereStartup Ignition
It is also available in iBooks
David Newberry is the founder of Market-In360 and can be contacted at [email protected]