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Value Proposition of the Marketplace

Value Proposition of the Marketplace. Making Sense of Sensors Network for the Smart City & Climate Change. Our Focus & Value Proposition - Equal importance to building the fact foundation, marketing planning and implementation. Product Lifecycle & New Product Launch scope. Sales. Value.

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Value Proposition of the Marketplace

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  1. Value Proposition of the Marketplace Making Sense of Sensors Network for the Smart City & Climate Change

  2. Our Focus & Value Proposition - Equal importance to building the fact foundation, marketing planning and implementation Product Lifecycle & New Product Launch scope Sales Value 0 Profit/ loss Profit/ loss New Product Development New Product Launch Product Management Capability Assessment Marketing Strategy Plan Marketing Operations Plan Launch Monitoring & Adjustments Market Assessment

  3. Our Focus & Value Proposition- fact-based and actionable Capability Assessment Market Assessment • Working value proposition summary • Resource analysis • HR • Production Assets • Sourcing & Suppliers • Logistics • Sales & Marketing Network • Budget analysis • Customers: • Needs/ unmet needs • Price points, elasticity • External factors (regulation, etc.) • Competition • Pricing, Positioning • Distribution • Differentiation strategies • Adjustment by country/ region Marketing Strategy Marketing Operations Plan Launch Monitoring & Adjustments • Value proposition confirmation • Distribution strategies • Draft critical pathway for launch • Sales and margins forecasts, KPI's • Impact of new product upon existing product portfolio • Product & packaging adjustments • Price levels • Customer value • Promotion plan • Support tools to effective launch (sales, logistics, provisioning, crm, management) • Performance dashboards • Operation monitoring • Product performance tracking • Post launch product fine-tuning (bugs, customisation, targeting…) • Marketing plan adjustments

  4. 3. Our ApproachThe New Product Launch best practice programme is organised in 3 complementary and successive steps Step 1: Create a strong fact foundation Step 2: Confirm new product launch strategy Step 3: Implement the strategy Capability Assessment . Output: Opportunity validation Conclusions & Recommendations Marketing Strategy Marketing Operations . Market Assessment Output: Value proposition + business case Output: Marketing (launch) plan Base case scenario GO/NO GO decision Implementation plan . Output: Opportunity validation Launch Monitoring & Adjustments . Output: Implementation roll out & impact measurement Using the components of this framework, careful diagnosis of client challenges and opportunities allows a tailor-made approach to be recommended

  5. Approach for the Capability Assessment Capability Assessment Key drivers Key questions • What expectations are common to key stakeholders? • What are key challenges and opportunities? • Who is on steering committee? • Cross-functional stakeholder buy-in • Priorities for validation and planning • Assign Launch team • Working version of value proposition • Manufacturing needed • Partner network, suppliers & platform needed • Organisation structure & RACI • Investment needed (human capital, financial, technologies, assets) • Promotion resources required • What are our capability & expertise gaps to target these product and customer segments? • What are the required changes? • What are the key success factors? • Capability gap analysis: • Production, Sourcing & Suppliers • Sales & Marketing, other HR • What are ROI scenarios? • How do we manage the risks? • What are the key milestones? • What are the critical success factors? • Key financials: • Revenue streams • CAPEX, OPEX, margins • Budget Analysis

  6. Our Approach to Market Strategy Key issues and questions Key drivers Market Assessment • Segments: • Rank target markets & segments • Addressable market • Segmentation • Size & growth; forecast • Market penetration • Product switch • How is the market segmented? • What are the opportunities? • Which ones should be captured? • What share can be reached? • Regulatory & certifications • Characteristics (intrinsic environment) • Features/ technologies required • Existing technologies & limits • Decision making • Usage trends; sensitivity • Customers: • Needs/ unmet needs • Price points, elasticity • External factors (regulation, etc.) • What are the trends/ behaviours/ expectations? Interests in new approach? • What are the opportunities? • What are the key success factors? • Key players, offering • Distinctive advantages, barriers • Best practices • Economics • Go-to market routes • Key competitors SWOT • Most likely scenarios for supply/demand balance, implications • Transferable best practices? • Competition • Pricing, Positioning • Distribution • Differentiation strategies • Features • Segments • Distribution • Does the product need to be adjusted to local specificities? • What’s the impact? • Adjustment by country/ region

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