尊敬的 微信汇率：1円 ≈ 0.046166 元 支付宝汇率：1円 ≈ 0.046257元 [退出登录]
SlideShare a Scribd company logo

Go-to-Market Strategy - Entrepreneurship 101

•
•
MaRS Discovery District
MaRS Discovery District

This lecture provides practical tips on how to prepare to enter the marketplace with your product. It is relevant for all start-ups that are still in a development phase and contemplating the various pieces that need to be in place for product launch. Case studies are used to emphasize the importance of taking a customer-centred approach to market entry and illustrate the barriers to scaling and selling your product.

BusinessTechnology
1 of 18
Download to read offline
Entrepreneurship 101! Presented by: Jonathan Dogterom – Practice Lead, Cleantech
 
 March 2012!
Explore the key activities in attracting and winning new customers employing a customer orientated perspective. How  will   we  create   value?   How  will   How  will   we  deliver   we  capture   value?   value?   Pg 3
Feed the Sales Pipeline!! ¨  Marketing strategy has defined who the customers are and what they are being offered! ¨  GTM plan defines how the company will win new customers and feed the sales pipeline! –  Including the process to guide customer interactions! –  Process to guide channels and connect with customers! –  Interface between sales, customers and product development! ¨  Plans differ from product to product and industry to industry! ¨  Factors in development of the GTM Plan include:! –  Complexity of the solution! –  Price level! –  Relative disruptiveness! ! Pg 4!
The specifics of the value proposition determine the direction! Relative market size of different segments/applications! ! Colour represents the strength of the $ / Unit! value proposition (green being strongest), when taking into account other factors! Volume and Timeline! Pg 5!
Segmentation! Adaptors differ by economic status, affinity for risk, knowledge and interest ! ! Transition points require different organizational competencies and product characteristics (example: service and support) ! Units! Early Majority! Late Majority! Early ! Crossing the Chasm! Adaptors! Innovators! Laggards! Time! Pg 6!
The customer oriented approach! Post-­‐ Problem   Informa7on   Evaluate   Purchase   Purchase   Recogni7on   Search   Alterna7ves   Decision   Evalua7on   Rela7onship   Proving  your  Company  and  Product   Nego7a7ng   Building,   Solu7on   the  Right   Product  and   Recogni7on   Tech,  Biz,  Partnership   Deal   Service   Improvement,       Pg 7!
Customer is in the Problem Recognition Stage! ¨  Identify your specific audience / champion / coach within the customerʼs organization! ¨  Educate the target audience about the existence of your solution – they already know the problem! ¨  Possible tools to develop include white papers, magazine articles, keynote presentations and a company website! ¨  Need to get channels and partners involved at the beginning! ¨  Review which activities yielded the best results in terms of leads generated and attempt to replicate or scale up similar activities! Pg 8!
Customer is in the Information Search Stage of the Buying Process! ¨  The customer needs both the technical and business information in order to access the relevance and feasibility of your solution! ¨  Understanding the various roles of the stakeholders in the purchasing decision is critical at this stage! ¨  Time to prove your productʼs ability to solve their problem, methods include:! –  Demonstration of the product or a prototype! –  Performance data from other deployments! –  Field Trial! ¨  Manage the risks and expectation! ¨  Ensure your resources are used wisely! Pg 9!
Case Study – Backup Power! •  Field trials to test value proposition assumptions and prove capabilities to the customer – product performance, cost and logistics 10 9 8 Failure Duration [hr] 7 6 5 4 3 2 1 0 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 Pg 10!
Case Study – Backup Power! •  Availability: A > 99.99909% •  Reliability: R = 99.920% per start-stop cycle •  MTBF = 1255 cycles in cycling tests •  MTBF = 562 hours in timed tests
Customer is Evaluating Alternatives! ¨  Often your biggest competition is Do Nothing!! ¨  If the customer is prepared to go forward at this stage you will need to write a proposal to enable the customer to make a formal review! ¨  Know: deadline, scope, who it is going to (type of buyer), how it will be evaluated and who else is bidding! ¨  Include:! –  Context! –  Solution! –  Pricing! –  Sample Contract! –  Supporting Documentation! Pg 12!
¨  Show them you understand their problem! ¨  Materials need to clearly articulate the value you are offering! ¨  References:! –  Analyst briefing—seeking third-party validation for your strengths is key (i.e., appearing in Gartner, IDC or Forrester reports if you are in the IT industry)! –  Testimonials from similar customers! –  Well-documented reference projects which illustrate your strengths (can be displayed on website or even published in industry magazines) ! ¨  White paper done with the customer – shows their thought leadership in the industry! ¨  Partnerships!! Pg 13!
Moment of truth! ¨  People buy from people – cliché, but true – emotion plays a role in purchase decisions! ¨  Negotiation:! –  You should be reasonable in your expectations, as should your customer in their demands! –  Customer believes you can do the job and wants your product, just not at any terms and conditions – example: price! –  There is a give-and-take process in play whereby the seller can ask for an increased level of commitment every time the offer is improved! –  Preparation is the biggest success factor in negotiation. You should have: ! !1) analyzed your own position on all key items (price, quantity, quality, timelines, etc.) to understand what your limits are! !2) analyzed the customerʼs position along the same lines so that you can anticipate their demands and defend your position ! Pg 14!
Sales and marketing feeds into service and product development! ¨  Now you have established trust and a track record! ¨  Word of mouth and repeat buying are two of your best marketing tools! ¨  Use your new understanding of the customer and market – reference site, data and customer feedback! ¨  Exceed expectations and build a strong “say do ratio”! Pg 15!
Sales activities must focus on building a scalable, repeat sales process! ¨  Focus on the customerʼs perspective ! ¨  Involve all of your functional groups ! ¨  Fully understand the customers problem! ¨  Know where your technology is going! ¨  Use data to prove your capabilities! ¨  Differentiate your solution and approach! ¨  Build a strong relationship with an internal champion/coach! Pg 16!
Jonathan J. Dogterom
 
 jdogterom@marsdd.com!
Go-to-Market Strategy - Entrepreneurship 101

Recommended

Developing Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Developing Your Go to Market Strategy - For Startup Founders & EntrepreneursDeveloping Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Developing Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Adam Moalla
 
Go to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGo to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companies
Guillaume Lerouge
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market Framework
Mark Officer
 
Go-to-Market Strategy
Go-to-Market StrategyGo-to-Market Strategy
Go-to-Market Strategy
Jeremy Horn
 
Why Product-Led Growth is the most effective GTM strategy
Why Product-Led Growth is the most effective GTM strategyWhy Product-Led Growth is the most effective GTM strategy
Why Product-Led Growth is the most effective GTM strategy
Mickey Alon
 
Startup go to market strategy
Startup go to market strategyStartup go to market strategy
Startup go to market strategy
Anders Hermansson
 
Go-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement FrameworkGo-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement Framework
Link Cheng
 
Go to Market Strategy
Go to Market StrategyGo to Market Strategy
Go to Market Strategy
Rajiv Netra
 

Recommended

Developing Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Developing Your Go to Market Strategy - For Startup Founders & EntrepreneursDeveloping Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Developing Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Adam Moalla
 
Go to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGo to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companies
Guillaume Lerouge
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market Framework
Mark Officer
 
Go-to-Market Strategy
Go-to-Market StrategyGo-to-Market Strategy
Go-to-Market Strategy
Jeremy Horn
 
Why Product-Led Growth is the most effective GTM strategy
Why Product-Led Growth is the most effective GTM strategyWhy Product-Led Growth is the most effective GTM strategy
Why Product-Led Growth is the most effective GTM strategy
Mickey Alon
 
Startup go to market strategy
Startup go to market strategyStartup go to market strategy
Startup go to market strategy
Anders Hermansson
 
Go-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement FrameworkGo-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement Framework
Link Cheng
 
Go to Market Strategy
Go to Market StrategyGo to Market Strategy
Go to Market Strategy
Rajiv Netra
 
Go To Market Workshop
Go To Market WorkshopGo To Market Workshop
Go To Market Workshop
OM Careers Society
 
Go-to-market Framework
Go-to-market FrameworkGo-to-market Framework
Go-to-market Framework
Demand Metric
 
Go To Market Strategies
Go To Market StrategiesGo To Market Strategies
Go To Market Strategies
Shahab Farjampour
 
Go-to-market strategy for tech startups
Go-to-market strategy for tech startupsGo-to-market strategy for tech startups
Go-to-market strategy for tech startups
Sovita Chander
 
Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent
Digital Ignition
 
The Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market StrategyThe Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market Strategy
Stan Monlux
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market Framework
Demand Metric
 
Go To Market Strategy for Startups
Go To Market Strategy for StartupsGo To Market Strategy for Startups
Go To Market Strategy for Startups
PRT Systems
 
Product Development Playbook
Product Development PlaybookProduct Development Playbook
Product Development Playbook
Demand Metric
 
Go-to-Market Strategy vs Marketing Strategy
Go-to-Market Strategy vs Marketing StrategyGo-to-Market Strategy vs Marketing Strategy
Go-to-Market Strategy vs Marketing Strategy
Armando-Jose Diaz Phd MBM MBA
 
Dealmaker Suite
Dealmaker SuiteDealmaker Suite
Dealmaker Suite
Altify
 
Go-to-Market Best Practices for Startups
Go-to-Market Best Practices for StartupsGo-to-Market Best Practices for Startups
Go-to-Market Best Practices for Startups
a16z
 
Go-to-Market Strategies
Go-to-Market StrategiesGo-to-Market Strategies
Go-to-Market Strategies
Startup Secrets
 
Go to Market 101
Go to Market 101Go to Market 101
Go to Market 101
vinodharith
 
Market Sizing PowerPoint Presentation Slides
Market Sizing PowerPoint Presentation Slides Market Sizing PowerPoint Presentation Slides
Market Sizing PowerPoint Presentation Slides
SlideTeam
 
Go-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark WalkerGo-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark Walker
Sales Impact Academy
 
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
MaRS Discovery District
 
MAIN pitch deck template
MAIN pitch deck templateMAIN pitch deck template
MAIN pitch deck template
Illinois State University
 
Go-to-Market Business Plan Template
Go-to-Market Business Plan TemplateGo-to-Market Business Plan Template
Go-to-Market Business Plan Template
Joseph Schwartz
 
Product Launch Go To Market Strategy PowerPoint Presentation Slides
Product Launch Go To Market Strategy PowerPoint Presentation SlidesProduct Launch Go To Market Strategy PowerPoint Presentation Slides
Product Launch Go To Market Strategy PowerPoint Presentation Slides
SlideTeam
 
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Michael Skok
 
Go to market planning
Go to market planningGo to market planning
Go to market planning
Mike McCormac
 

More Related Content

What's hot

Go To Market Workshop
Go To Market WorkshopGo To Market Workshop
Go To Market Workshop
OM Careers Society
 
Go-to-market Framework
Go-to-market FrameworkGo-to-market Framework
Go-to-market Framework
Demand Metric
 
Go To Market Strategies
Go To Market StrategiesGo To Market Strategies
Go To Market Strategies
Shahab Farjampour
 
Go-to-market strategy for tech startups
Go-to-market strategy for tech startupsGo-to-market strategy for tech startups
Go-to-market strategy for tech startups
Sovita Chander
 
Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent
Digital Ignition
 
The Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market StrategyThe Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market Strategy
Stan Monlux
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market Framework
Demand Metric
 
Go To Market Strategy for Startups
Go To Market Strategy for StartupsGo To Market Strategy for Startups
Go To Market Strategy for Startups
PRT Systems
 
Product Development Playbook
Product Development PlaybookProduct Development Playbook
Product Development Playbook
Demand Metric
 
Go-to-Market Strategy vs Marketing Strategy
Go-to-Market Strategy vs Marketing StrategyGo-to-Market Strategy vs Marketing Strategy
Go-to-Market Strategy vs Marketing Strategy
Armando-Jose Diaz Phd MBM MBA
 
Dealmaker Suite
Dealmaker SuiteDealmaker Suite
Dealmaker Suite
Altify
 
Go-to-Market Best Practices for Startups
Go-to-Market Best Practices for StartupsGo-to-Market Best Practices for Startups
Go-to-Market Best Practices for Startups
a16z
 
Go-to-Market Strategies
Go-to-Market StrategiesGo-to-Market Strategies
Go-to-Market Strategies
Startup Secrets
 
Go to Market 101
Go to Market 101Go to Market 101
Go to Market 101
vinodharith
 
Market Sizing PowerPoint Presentation Slides
Market Sizing PowerPoint Presentation Slides Market Sizing PowerPoint Presentation Slides
Market Sizing PowerPoint Presentation Slides
SlideTeam
 
Go-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark WalkerGo-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark Walker
Sales Impact Academy
 
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
MaRS Discovery District
 
MAIN pitch deck template
MAIN pitch deck templateMAIN pitch deck template
MAIN pitch deck template
Illinois State University
 
Go-to-Market Business Plan Template
Go-to-Market Business Plan TemplateGo-to-Market Business Plan Template
Go-to-Market Business Plan Template
Joseph Schwartz
 
Product Launch Go To Market Strategy PowerPoint Presentation Slides
Product Launch Go To Market Strategy PowerPoint Presentation SlidesProduct Launch Go To Market Strategy PowerPoint Presentation Slides
Product Launch Go To Market Strategy PowerPoint Presentation Slides
SlideTeam
 

What's hot (20)

Go To Market Workshop
Go To Market WorkshopGo To Market Workshop
Go To Market Workshop
 
Go-to-market Framework
Go-to-market FrameworkGo-to-market Framework
Go-to-market Framework
 
Go To Market Strategies
Go To Market StrategiesGo To Market Strategies
Go To Market Strategies
 
Go-to-market strategy for tech startups
Go-to-market strategy for tech startupsGo-to-market strategy for tech startups
Go-to-market strategy for tech startups
 
Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent
 
The Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market StrategyThe Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market Strategy
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market Framework
 
Go To Market Strategy for Startups
Go To Market Strategy for StartupsGo To Market Strategy for Startups
Go To Market Strategy for Startups
 
Product Development Playbook
Product Development PlaybookProduct Development Playbook
Product Development Playbook
 
Go-to-Market Strategy vs Marketing Strategy
Go-to-Market Strategy vs Marketing StrategyGo-to-Market Strategy vs Marketing Strategy
Go-to-Market Strategy vs Marketing Strategy
 
Dealmaker Suite
Dealmaker SuiteDealmaker Suite
Dealmaker Suite
 
Go-to-Market Best Practices for Startups
Go-to-Market Best Practices for StartupsGo-to-Market Best Practices for Startups
Go-to-Market Best Practices for Startups
 
Go-to-Market Strategies
Go-to-Market StrategiesGo-to-Market Strategies
Go-to-Market Strategies
 
Go to Market 101
Go to Market 101Go to Market 101
Go to Market 101
 
Market Sizing PowerPoint Presentation Slides
Market Sizing PowerPoint Presentation Slides Market Sizing PowerPoint Presentation Slides
Market Sizing PowerPoint Presentation Slides
 
Go-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark WalkerGo-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark Walker
 
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
Go-To-Market Strategy - Entrepreneurship 101 (2012/2013)
 
MAIN pitch deck template
MAIN pitch deck templateMAIN pitch deck template
MAIN pitch deck template
 
Go-to-Market Business Plan Template
Go-to-Market Business Plan TemplateGo-to-Market Business Plan Template
Go-to-Market Business Plan Template
 
Product Launch Go To Market Strategy PowerPoint Presentation Slides
Product Launch Go To Market Strategy PowerPoint Presentation SlidesProduct Launch Go To Market Strategy PowerPoint Presentation Slides
Product Launch Go To Market Strategy PowerPoint Presentation Slides
 

Viewers also liked

Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Michael Skok
 
Go to market planning
Go to market planningGo to market planning
Go to market planning
Mike McCormac
 
Startupfest 2012- Random Acts of Marketing are Killing Your Startup
Startupfest 2012- Random Acts of Marketing are Killing Your StartupStartupfest 2012- Random Acts of Marketing are Killing Your Startup
Startupfest 2012- Random Acts of Marketing are Killing Your Startup
Startupfest
 
Sales for Startups: Accelerate Your Success with a Better Go To Market Strategy
Sales for Startups: Accelerate Your Success with a Better Go To Market StrategySales for Startups: Accelerate Your Success with a Better Go To Market Strategy
Sales for Startups: Accelerate Your Success with a Better Go To Market Strategy
Heinz Marketing Inc
 
Maximizing your go to-market strategy - 03052012
Maximizing your go to-market strategy - 03052012Maximizing your go to-market strategy - 03052012
Maximizing your go to-market strategy - 03052012
Stephen Davis
 
Emerging energy generation and storage technology by Ted Sargent
Emerging energy generation and storage technology by Ted SargentEmerging energy generation and storage technology by Ted Sargent
Emerging energy generation and storage technology by Ted Sargent
MaRS Discovery District
 
Partnerships: A necessary evil? - MaRS Best Practices
Partnerships: A necessary evil? - MaRS Best PracticesPartnerships: A necessary evil? - MaRS Best Practices
Partnerships: A necessary evil? - MaRS Best Practices
MaRS Discovery District
 
Smart Social Media for Small Businesses - MaRS Best Practices
Smart Social Media for Small Businesses - MaRS Best PracticesSmart Social Media for Small Businesses - MaRS Best Practices
Smart Social Media for Small Businesses - MaRS Best Practices
MaRS Discovery District
 
Fifth Town Artisan Cheese Co.
Fifth Town Artisan Cheese Co. Fifth Town Artisan Cheese Co.
Fifth Town Artisan Cheese Co.
MaRS Discovery District
 
Geoff Mulgan on Austerity and Innovation - MaRS Global Leadership
Geoff Mulgan on Austerity and Innovation - MaRS Global Leadership Geoff Mulgan on Austerity and Innovation - MaRS Global Leadership
Geoff Mulgan on Austerity and Innovation - MaRS Global Leadership
MaRS Discovery District
 
Getting Bought by Google: Or another technology heavyweight - MaRS Best Pract...
Getting Bought by Google: Or another technology heavyweight - MaRS Best Pract...Getting Bought by Google: Or another technology heavyweight - MaRS Best Pract...
Getting Bought by Google: Or another technology heavyweight - MaRS Best Pract...
MaRS Discovery District
 
Trevor van Mierlo, Evolution Health
Trevor van Mierlo, Evolution HealthTrevor van Mierlo, Evolution Health
Trevor van Mierlo, Evolution Health
MaRS Discovery District
 
Designing the grid of the future by Stefan Kuppers
Designing the grid of the future by Stefan KuppersDesigning the grid of the future by Stefan Kuppers
Designing the grid of the future by Stefan Kuppers
MaRS Discovery District
 
Marketing for Tech Start-Ups – Getting the fundamentals right - Entrepreneurs...
Marketing for Tech Start-Ups – Getting the fundamentals right - Entrepreneurs...Marketing for Tech Start-Ups – Getting the fundamentals right - Entrepreneurs...
Marketing for Tech Start-Ups – Getting the fundamentals right - Entrepreneurs...
MaRS Discovery District
 
Social innovation summit
Social innovation summitSocial innovation summit
Social innovation summit
Association la Chartreuse de Neuville
 
Lived it Lecture with Dorothy Engelman: Entrepreneurship 101
Lived it Lecture with Dorothy Engelman: Entrepreneurship 101Lived it Lecture with Dorothy Engelman: Entrepreneurship 101
Lived it Lecture with Dorothy Engelman: Entrepreneurship 101
MaRS Discovery District
 
Beyond the Solar Module: Optimizing system performance and maximizing returns...
Beyond the Solar Module: Optimizing system performance and maximizing returns...Beyond the Solar Module: Optimizing system performance and maximizing returns...
Beyond the Solar Module: Optimizing system performance and maximizing returns...
MaRS Discovery District
 
Terms of Investments - Entrepreneurship 101
Terms of Investments - Entrepreneurship 101 Terms of Investments - Entrepreneurship 101
Terms of Investments - Entrepreneurship 101
MaRS Discovery District
 
Innovation Information Forum: Federal programs, services and financing for en...
Innovation Information Forum: Federal programs, services and financing for en...Innovation Information Forum: Federal programs, services and financing for en...
Innovation Information Forum: Federal programs, services and financing for en...
MaRS Discovery District
 
Lunch keynote by Minister Duguid
Lunch keynote by Minister DuguidLunch keynote by Minister Duguid
Lunch keynote by Minister Duguid
MaRS Discovery District
 

Viewers also liked (20)

Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
Driving to Market - V2! - How to "Drive" Competitive Advantage in your Go To ...
 
Go to market planning
Go to market planningGo to market planning
Go to market planning
 
Startupfest 2012- Random Acts of Marketing are Killing Your Startup
Startupfest 2012- Random Acts of Marketing are Killing Your StartupStartupfest 2012- Random Acts of Marketing are Killing Your Startup
Startupfest 2012- Random Acts of Marketing are Killing Your Startup
 
Sales for Startups: Accelerate Your Success with a Better Go To Market Strategy
Sales for Startups: Accelerate Your Success with a Better Go To Market StrategySales for Startups: Accelerate Your Success with a Better Go To Market Strategy
Sales for Startups: Accelerate Your Success with a Better Go To Market Strategy
 
Maximizing your go to-market strategy - 03052012
Maximizing your go to-market strategy - 03052012Maximizing your go to-market strategy - 03052012
Maximizing your go to-market strategy - 03052012
 
Emerging energy generation and storage technology by Ted Sargent
Emerging energy generation and storage technology by Ted SargentEmerging energy generation and storage technology by Ted Sargent
Emerging energy generation and storage technology by Ted Sargent
 
Partnerships: A necessary evil? - MaRS Best Practices
Partnerships: A necessary evil? - MaRS Best PracticesPartnerships: A necessary evil? - MaRS Best Practices
Partnerships: A necessary evil? - MaRS Best Practices
 
Smart Social Media for Small Businesses - MaRS Best Practices
Smart Social Media for Small Businesses - MaRS Best PracticesSmart Social Media for Small Businesses - MaRS Best Practices
Smart Social Media for Small Businesses - MaRS Best Practices
 
Fifth Town Artisan Cheese Co.
Fifth Town Artisan Cheese Co. Fifth Town Artisan Cheese Co.
Fifth Town Artisan Cheese Co.
 
Geoff Mulgan on Austerity and Innovation - MaRS Global Leadership
Geoff Mulgan on Austerity and Innovation - MaRS Global Leadership Geoff Mulgan on Austerity and Innovation - MaRS Global Leadership
Geoff Mulgan on Austerity and Innovation - MaRS Global Leadership
 
Getting Bought by Google: Or another technology heavyweight - MaRS Best Pract...
Getting Bought by Google: Or another technology heavyweight - MaRS Best Pract...Getting Bought by Google: Or another technology heavyweight - MaRS Best Pract...
Getting Bought by Google: Or another technology heavyweight - MaRS Best Pract...
 
Trevor van Mierlo, Evolution Health
Trevor van Mierlo, Evolution HealthTrevor van Mierlo, Evolution Health
Trevor van Mierlo, Evolution Health
 
Designing the grid of the future by Stefan Kuppers
Designing the grid of the future by Stefan KuppersDesigning the grid of the future by Stefan Kuppers
Designing the grid of the future by Stefan Kuppers
 
Marketing for Tech Start-Ups – Getting the fundamentals right - Entrepreneurs...
Marketing for Tech Start-Ups – Getting the fundamentals right - Entrepreneurs...Marketing for Tech Start-Ups – Getting the fundamentals right - Entrepreneurs...
Marketing for Tech Start-Ups – Getting the fundamentals right - Entrepreneurs...
 
Social innovation summit
Social innovation summitSocial innovation summit
Social innovation summit
 
Lived it Lecture with Dorothy Engelman: Entrepreneurship 101
Lived it Lecture with Dorothy Engelman: Entrepreneurship 101Lived it Lecture with Dorothy Engelman: Entrepreneurship 101
Lived it Lecture with Dorothy Engelman: Entrepreneurship 101
 
Beyond the Solar Module: Optimizing system performance and maximizing returns...
Beyond the Solar Module: Optimizing system performance and maximizing returns...Beyond the Solar Module: Optimizing system performance and maximizing returns...
Beyond the Solar Module: Optimizing system performance and maximizing returns...
 
Terms of Investments - Entrepreneurship 101
Terms of Investments - Entrepreneurship 101 Terms of Investments - Entrepreneurship 101
Terms of Investments - Entrepreneurship 101
 
Innovation Information Forum: Federal programs, services and financing for en...
Innovation Information Forum: Federal programs, services and financing for en...Innovation Information Forum: Federal programs, services and financing for en...
Innovation Information Forum: Federal programs, services and financing for en...
 
Lunch keynote by Minister Duguid
Lunch keynote by Minister DuguidLunch keynote by Minister Duguid
Lunch keynote by Minister Duguid
 

Similar to Go-to-Market Strategy - Entrepreneurship 101

Go-to-Market Strategy with Jon Dogterom - Entrepreneurship 101
Go-to-Market Strategy with Jon Dogterom - Entrepreneurship 101Go-to-Market Strategy with Jon Dogterom - Entrepreneurship 101
Go-to-Market Strategy with Jon Dogterom - Entrepreneurship 101
MaRS Discovery District
 
Customer Success: The Key To SaaS Company Profitability
Customer Success: The Key To SaaS Company ProfitabilityCustomer Success: The Key To SaaS Company Profitability
Customer Success: The Key To SaaS Company Profitability
OpSource
 
Bob dorf about Customer Development
Bob dorf about Customer DevelopmentBob dorf about Customer Development
Bob dorf about Customer Development
VeeRoute
 
Estratégia
EstratégiaEstratégia
Estratégia
Joaquim Torres
 
Opening Your Innovation Channels for Effective Product Advantage by Jeofrey B...
Opening Your Innovation Channels for Effective Product Advantage by Jeofrey B...Opening Your Innovation Channels for Effective Product Advantage by Jeofrey B...
Opening Your Innovation Channels for Effective Product Advantage by Jeofrey B...
Mack McCoy
 
Tcn fast track nov 2012 pitching the plan
Tcn fast track nov 2012 pitching the planTcn fast track nov 2012 pitching the plan
Tcn fast track nov 2012 pitching the plan
The Capital Network
 
The Paradox Process Introductory Team Workshop
The Paradox Process Introductory Team WorkshopThe Paradox Process Introductory Team Workshop
The Paradox Process Introductory Team Workshop
Practice Paradox
 
Conversations with the Pre-Customer
Conversations with the Pre-CustomerConversations with the Pre-Customer
Conversations with the Pre-Customer
Pete Jakob
 
Balanced Scorecard Presentation For Gemba
Balanced Scorecard Presentation For GembaBalanced Scorecard Presentation For Gemba
Balanced Scorecard Presentation For Gemba
Benjamin Shobert
 
2019 01-design thinking-for architects
2019 01-design thinking-for architects2019 01-design thinking-for architects
2019 01-design thinking-for architects
Abhilash Gopalakrishnan
 
The Customer Experience Advantage by Jeofrey Bean - pcSC Session 31
The Customer Experience Advantage by Jeofrey Bean - pcSC Session 31The Customer Experience Advantage by Jeofrey Bean - pcSC Session 31
The Customer Experience Advantage by Jeofrey Bean - pcSC Session 31
Mack McCoy
 
Product innovation presentation by archit
Product innovation presentation by architProduct innovation presentation by archit
Product innovation presentation by archit
Archit Sharma
 
2015_InnovationDay_Better products through virtual customer validation_Verhae...
2015_InnovationDay_Better products through virtual customer validation_Verhae...2015_InnovationDay_Better products through virtual customer validation_Verhae...
2015_InnovationDay_Better products through virtual customer validation_Verhae...
Michiel Cambron
 
2015 innovation day_better products through virtual customer validation_verha...
2015 innovation day_better products through virtual customer validation_verha...2015 innovation day_better products through virtual customer validation_verha...
2015 innovation day_better products through virtual customer validation_verha...
Verhaert Masters in Innovation
 
Guide to Building a Pitch Deck
Guide to Building a Pitch Deck Guide to Building a Pitch Deck
Guide to Building a Pitch Deck
Regina Bernal
 
Quantifying value: Working Through the Math
Quantifying value: Working Through the Math Quantifying value: Working Through the Math
Quantifying value: Working Through the Math
LeveragePoint Innovations
 
Nurture with Content: Accelerate the Middle of Your Funnel
Nurture with Content: Accelerate the Middle of Your FunnelNurture with Content: Accelerate the Middle of Your Funnel
Nurture with Content: Accelerate the Middle of Your Funnel
Kapost
 
Pitching the plan
Pitching the planPitching the plan
Pitching the plan
The Capital Network
 
Analytics in Action
Analytics in ActionAnalytics in Action
Analytics in Action
ooguzhan
 
Surviving the Recession to Perish in the Recovery
Surviving the Recession to Perish in the RecoverySurviving the Recession to Perish in the Recovery
Surviving the Recession to Perish in the Recovery
LeveragePoint Innovations
 

Similar to Go-to-Market Strategy - Entrepreneurship 101 (20)

Go-to-Market Strategy with Jon Dogterom - Entrepreneurship 101
Go-to-Market Strategy with Jon Dogterom - Entrepreneurship 101Go-to-Market Strategy with Jon Dogterom - Entrepreneurship 101
Go-to-Market Strategy with Jon Dogterom - Entrepreneurship 101
 
Customer Success: The Key To SaaS Company Profitability
Customer Success: The Key To SaaS Company ProfitabilityCustomer Success: The Key To SaaS Company Profitability
Customer Success: The Key To SaaS Company Profitability
 
Bob dorf about Customer Development
Bob dorf about Customer DevelopmentBob dorf about Customer Development
Bob dorf about Customer Development
 
Estratégia
EstratégiaEstratégia
Estratégia
 
Opening Your Innovation Channels for Effective Product Advantage by Jeofrey B...
Opening Your Innovation Channels for Effective Product Advantage by Jeofrey B...Opening Your Innovation Channels for Effective Product Advantage by Jeofrey B...
Opening Your Innovation Channels for Effective Product Advantage by Jeofrey B...
 
Tcn fast track nov 2012 pitching the plan
Tcn fast track nov 2012 pitching the planTcn fast track nov 2012 pitching the plan
Tcn fast track nov 2012 pitching the plan
 
The Paradox Process Introductory Team Workshop
The Paradox Process Introductory Team WorkshopThe Paradox Process Introductory Team Workshop
The Paradox Process Introductory Team Workshop
 
Conversations with the Pre-Customer
Conversations with the Pre-CustomerConversations with the Pre-Customer
Conversations with the Pre-Customer
 
Balanced Scorecard Presentation For Gemba
Balanced Scorecard Presentation For GembaBalanced Scorecard Presentation For Gemba
Balanced Scorecard Presentation For Gemba
 
2019 01-design thinking-for architects
2019 01-design thinking-for architects2019 01-design thinking-for architects
2019 01-design thinking-for architects
 
The Customer Experience Advantage by Jeofrey Bean - pcSC Session 31
The Customer Experience Advantage by Jeofrey Bean - pcSC Session 31The Customer Experience Advantage by Jeofrey Bean - pcSC Session 31
The Customer Experience Advantage by Jeofrey Bean - pcSC Session 31
 
Product innovation presentation by archit
Product innovation presentation by architProduct innovation presentation by archit
Product innovation presentation by archit
 
2015_InnovationDay_Better products through virtual customer validation_Verhae...
2015_InnovationDay_Better products through virtual customer validation_Verhae...2015_InnovationDay_Better products through virtual customer validation_Verhae...
2015_InnovationDay_Better products through virtual customer validation_Verhae...
 
2015 innovation day_better products through virtual customer validation_verha...
2015 innovation day_better products through virtual customer validation_verha...2015 innovation day_better products through virtual customer validation_verha...
2015 innovation day_better products through virtual customer validation_verha...
 
Guide to Building a Pitch Deck
Guide to Building a Pitch Deck Guide to Building a Pitch Deck
Guide to Building a Pitch Deck
 
Quantifying value: Working Through the Math
Quantifying value: Working Through the Math Quantifying value: Working Through the Math
Quantifying value: Working Through the Math
 
Nurture with Content: Accelerate the Middle of Your Funnel
Nurture with Content: Accelerate the Middle of Your FunnelNurture with Content: Accelerate the Middle of Your Funnel
Nurture with Content: Accelerate the Middle of Your Funnel
 
Pitching the plan
Pitching the planPitching the plan
Pitching the plan
 
Analytics in Action
Analytics in ActionAnalytics in Action
Analytics in Action
 
Surviving the Recession to Perish in the Recovery
Surviving the Recession to Perish in the RecoverySurviving the Recession to Perish in the Recovery
Surviving the Recession to Perish in the Recovery
 

More from MaRS Discovery District

Don Tapscott's New Solutions for a Connected Planet - MaRS Global Leadership
Don Tapscott's New Solutions for a Connected Planet - MaRS Global LeadershipDon Tapscott's New Solutions for a Connected Planet - MaRS Global Leadership
Don Tapscott's New Solutions for a Connected Planet - MaRS Global Leadership
MaRS Discovery District
 
Closing Remarks by Tom Rand
Closing Remarks by Tom RandClosing Remarks by Tom Rand
Closing Remarks by Tom Rand
MaRS Discovery District
 
Supporting the commercialization of new energy technology by Kaliyur Sridharan
Supporting the commercialization of new energy technology by Kaliyur SridharanSupporting the commercialization of new energy technology by Kaliyur Sridharan
Supporting the commercialization of new energy technology by Kaliyur Sridharan
MaRS Discovery District
 
Supporting the commercialization of new energy technology by Celine Bak
Supporting the commercialization of new energy technology by Celine BakSupporting the commercialization of new energy technology by Celine Bak
Supporting the commercialization of new energy technology by Celine Bak
MaRS Discovery District
 
Supporting the commercialization of new energy technology by Annette Verschuren
Supporting the commercialization of new energy technology by Annette VerschurenSupporting the commercialization of new energy technology by Annette Verschuren
Supporting the commercialization of new energy technology by Annette Verschuren
MaRS Discovery District
 
Emerging energy generation and storage technology by Ken Nakahara
Emerging energy generation and storage technology by Ken NakaharaEmerging energy generation and storage technology by Ken Nakahara
Emerging energy generation and storage technology by Ken Nakahara
MaRS Discovery District
 
Emerging energy generation and storage technology by Mark Tinkler
Emerging energy generation and storage technology by Mark TinklerEmerging energy generation and storage technology by Mark Tinkler
Emerging energy generation and storage technology by Mark Tinkler
MaRS Discovery District
 
Emerging energy generation and storage technology by John MacRitchie
Emerging energy generation and storage technology by John MacRitchieEmerging energy generation and storage technology by John MacRitchie
Emerging energy generation and storage technology by John MacRitchie
MaRS Discovery District
 
Combining different energy sources and uses by David Teichroeb
Combining different energy sources and uses by David TeichroebCombining different energy sources and uses by David Teichroeb
Combining different energy sources and uses by David Teichroeb
MaRS Discovery District
 
Combining different energy sources and uses by Joe Cargnelli
Combining different energy sources and uses by Joe CargnelliCombining different energy sources and uses by Joe Cargnelli
Combining different energy sources and uses by Joe Cargnelli
MaRS Discovery District
 
Combining different energy sources and uses by Murray McCaig
Combining different energy sources and uses by Murray McCaigCombining different energy sources and uses by Murray McCaig
Combining different energy sources and uses by Murray McCaig
MaRS Discovery District
 
Designing the grid of the future by Ravi Seethapathy
Designing the grid of the future by Ravi SeethapathyDesigning the grid of the future by Ravi Seethapathy
Designing the grid of the future by Ravi Seethapathy
MaRS Discovery District
 
Designing the grid of the future by Darren Finkbeiner
Designing the grid of the future by Darren FinkbeinerDesigning the grid of the future by Darren Finkbeiner
Designing the grid of the future by Darren Finkbeiner
MaRS Discovery District
 
Using the power of data by David Wollman
Using the power of data by David WollmanUsing the power of data by David Wollman
Using the power of data by David Wollman
MaRS Discovery District
 
Introduction by ann cavoukian
Introduction by ann cavoukianIntroduction by ann cavoukian
Introduction by ann cavoukian
MaRS Discovery District
 
Introduction by ann cavoukian
Introduction by ann cavoukianIntroduction by ann cavoukian
Introduction by ann cavoukian
MaRS Discovery District
 
SR&ED: What you need to know about the changing landscape - MaRS Best Practices
SR&ED: What you need to know about the changing landscape - MaRS Best PracticesSR&ED: What you need to know about the changing landscape - MaRS Best Practices
SR&ED: What you need to know about the changing landscape - MaRS Best Practices
MaRS Discovery District
 
Vicki Cammack, Tyze Personal Networks
Vicki Cammack, Tyze Personal NetworksVicki Cammack, Tyze Personal Networks
Vicki Cammack, Tyze Personal Networks
MaRS Discovery District
 
Neil F. Gordon, INTERxVENT
Neil F. Gordon, INTERxVENTNeil F. Gordon, INTERxVENT
Neil F. Gordon, INTERxVENT
MaRS Discovery District
 
Michael Meagher - Cogniciti
Michael Meagher - CognicitiMichael Meagher - Cogniciti
Michael Meagher - Cogniciti
MaRS Discovery District
 

More from MaRS Discovery District (20)

Don Tapscott's New Solutions for a Connected Planet - MaRS Global Leadership
Don Tapscott's New Solutions for a Connected Planet - MaRS Global LeadershipDon Tapscott's New Solutions for a Connected Planet - MaRS Global Leadership
Don Tapscott's New Solutions for a Connected Planet - MaRS Global Leadership
 
Closing Remarks by Tom Rand
Closing Remarks by Tom RandClosing Remarks by Tom Rand
Closing Remarks by Tom Rand
 
Supporting the commercialization of new energy technology by Kaliyur Sridharan
Supporting the commercialization of new energy technology by Kaliyur SridharanSupporting the commercialization of new energy technology by Kaliyur Sridharan
Supporting the commercialization of new energy technology by Kaliyur Sridharan
 
Supporting the commercialization of new energy technology by Celine Bak
Supporting the commercialization of new energy technology by Celine BakSupporting the commercialization of new energy technology by Celine Bak
Supporting the commercialization of new energy technology by Celine Bak
 
Supporting the commercialization of new energy technology by Annette Verschuren
Supporting the commercialization of new energy technology by Annette VerschurenSupporting the commercialization of new energy technology by Annette Verschuren
Supporting the commercialization of new energy technology by Annette Verschuren
 
Emerging energy generation and storage technology by Ken Nakahara
Emerging energy generation and storage technology by Ken NakaharaEmerging energy generation and storage technology by Ken Nakahara
Emerging energy generation and storage technology by Ken Nakahara
 
Emerging energy generation and storage technology by Mark Tinkler
Emerging energy generation and storage technology by Mark TinklerEmerging energy generation and storage technology by Mark Tinkler
Emerging energy generation and storage technology by Mark Tinkler
 
Emerging energy generation and storage technology by John MacRitchie
Emerging energy generation and storage technology by John MacRitchieEmerging energy generation and storage technology by John MacRitchie
Emerging energy generation and storage technology by John MacRitchie
 
Combining different energy sources and uses by David Teichroeb
Combining different energy sources and uses by David TeichroebCombining different energy sources and uses by David Teichroeb
Combining different energy sources and uses by David Teichroeb
 
Combining different energy sources and uses by Joe Cargnelli
Combining different energy sources and uses by Joe CargnelliCombining different energy sources and uses by Joe Cargnelli
Combining different energy sources and uses by Joe Cargnelli
 
Combining different energy sources and uses by Murray McCaig
Combining different energy sources and uses by Murray McCaigCombining different energy sources and uses by Murray McCaig
Combining different energy sources and uses by Murray McCaig
 
Designing the grid of the future by Ravi Seethapathy
Designing the grid of the future by Ravi SeethapathyDesigning the grid of the future by Ravi Seethapathy
Designing the grid of the future by Ravi Seethapathy
 
Designing the grid of the future by Darren Finkbeiner
Designing the grid of the future by Darren FinkbeinerDesigning the grid of the future by Darren Finkbeiner
Designing the grid of the future by Darren Finkbeiner
 
Using the power of data by David Wollman
Using the power of data by David WollmanUsing the power of data by David Wollman
Using the power of data by David Wollman
 
Introduction by ann cavoukian
Introduction by ann cavoukianIntroduction by ann cavoukian
Introduction by ann cavoukian
 
Introduction by ann cavoukian
Introduction by ann cavoukianIntroduction by ann cavoukian
Introduction by ann cavoukian
 
SR&ED: What you need to know about the changing landscape - MaRS Best Practices
SR&ED: What you need to know about the changing landscape - MaRS Best PracticesSR&ED: What you need to know about the changing landscape - MaRS Best Practices
SR&ED: What you need to know about the changing landscape - MaRS Best Practices
 
Vicki Cammack, Tyze Personal Networks
Vicki Cammack, Tyze Personal NetworksVicki Cammack, Tyze Personal Networks
Vicki Cammack, Tyze Personal Networks
 
Neil F. Gordon, INTERxVENT
Neil F. Gordon, INTERxVENTNeil F. Gordon, INTERxVENT
Neil F. Gordon, INTERxVENT
 
Michael Meagher - Cogniciti
Michael Meagher - CognicitiMichael Meagher - Cogniciti
Michael Meagher - Cogniciti
 

Recently uploaded

TriStar Gold Corporate Presentation - June 2024
TriStar Gold Corporate Presentation - June 2024TriStar Gold Corporate Presentation - June 2024
TriStar Gold Corporate Presentation - June 2024
Adnet Communications
 
Kirill Klip GEM Royalty TNR Gold Presentation
Kirill Klip GEM Royalty TNR Gold PresentationKirill Klip GEM Royalty TNR Gold Presentation
Kirill Klip GEM Royalty TNR Gold Presentation
Kirill Klip
 
8328958814KALYAN MATKA | MATKA RESULT | KALYAN MATKA TIPS | SATTA MATKA | MATKA
8328958814KALYAN MATKA | MATKA RESULT | KALYAN MATKA TIPS | SATTA MATKA | MATKA8328958814KALYAN MATKA | MATKA RESULT | KALYAN MATKA TIPS | SATTA MATKA | MATKA
8328958814KALYAN MATKA | MATKA RESULT | KALYAN MATKA TIPS | SATTA MATKA | MATKA
➑➌➋➑➒➎➑➑➊➍
 
➒➌➎➏➑➐➋➑➐➐ Satta Matta Matka Dpboss Matka Guessing Kalyan panel Chart
➒➌➎➏➑➐➋➑➐➐ Satta Matta Matka Dpboss Matka Guessing Kalyan panel Chart➒➌➎➏➑➐➋➑➐➐ Satta Matta Matka Dpboss Matka Guessing Kalyan panel Chart
➒➌➎➏➑➐➋➑➐➐ Satta Matta Matka Dpboss Matka Guessing Kalyan panel Chart
➒➌➎➏➑➐➋➑➐➐Dpboss Matka Guessing Satta Matka Kalyan Chart Indian Matka
 
Truck Loading Conveyor Manufacturers Chennai
Truck Loading Conveyor Manufacturers ChennaiTruck Loading Conveyor Manufacturers Chennai
Truck Loading Conveyor Manufacturers Chennai
ConveyorSystem
 
Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...
Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...
Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...
Holger Mueller
 
5 Whys Analysis Toolkit: Uncovering Root Causes with Precision
5 Whys Analysis Toolkit: Uncovering Root Causes with Precision5 Whys Analysis Toolkit: Uncovering Root Causes with Precision
5 Whys Analysis Toolkit: Uncovering Root Causes with Precision
Operational Excellence Consulting
 
Kanban Coaching Exchange with Dave White - Sample SDR Report
Kanban Coaching Exchange with Dave White - Sample SDR ReportKanban Coaching Exchange with Dave White - Sample SDR Report
Kanban Coaching Exchange with Dave White - Sample SDR Report
Helen Meek
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results
 
➒➌➎➏➑➐➋➑➐➐ Satta Matka Dpboss Matka Guessing Indian Matka
➒➌➎➏➑➐➋➑➐➐ Satta Matka Dpboss Matka Guessing Indian Matka➒➌➎➏➑➐➋➑➐➐ Satta Matka Dpboss Matka Guessing Indian Matka
➒➌➎➏➑➐➋➑➐➐ Satta Matka Dpboss Matka Guessing Indian Matka
➒➌➎➏➑➐➋➑➐➐Dpboss Matka Guessing Satta Matka Kalyan Chart Indian Matka
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
➒➌➎➏➑➐➋➑➐➐Dpboss Matka Guessing Satta Matka Kalyan Chart Indian Matka
 
Adani Group Requests For Additional Land For Its Dharavi Redevelopment Projec...
Adani Group Requests For Additional Land For Its Dharavi Redevelopment Projec...Adani Group Requests For Additional Land For Its Dharavi Redevelopment Projec...
Adani Group Requests For Additional Land For Its Dharavi Redevelopment Projec...
Adani case
 
一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理
一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理
一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理
taqyea
 
一比一原版(毕业证)一桥大学毕业证如何办理
一比一原版(毕业证)一桥大学毕业证如何办理一比一原版(毕业证)一桥大学毕业证如何办理
一比一原版(毕业证)一桥大学毕业证如何办理
taqyea
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results
 
SATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIAN
SATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIANSATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIAN
SATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIAN
❾❸❹❽❺❾❼❾❾⓿Dpboss Satta Matka Guessing Indian kalyan chart result
 
Satta Matka Kalyan Matka Satta Matka Guessing
Satta Matka Kalyan Matka Satta Matka GuessingSatta Matka Kalyan Matka Satta Matka Guessing
Satta Matka Kalyan Matka Satta Matka Guessing
DP Boss Satta Matka Kalyan Matka
 
L'indice de performance des ports à conteneurs de l'année 2023
L'indice de performance des ports à conteneurs de l'année 2023L'indice de performance des ports à conteneurs de l'année 2023
L'indice de performance des ports à conteneurs de l'année 2023
SPATPortToamasina
 
Intelligent Small Boat Security Solution - June 2024
Intelligent Small Boat Security Solution - June 2024Intelligent Small Boat Security Solution - June 2024
Intelligent Small Boat Security Solution - June 2024
Hector Del Castillo, CPM, CPMM
 
Satta matka DP boss matka Kalyan result India matka
Satta matka DP boss matka Kalyan result India matkaSatta matka DP boss matka Kalyan result India matka
Satta matka DP boss matka Kalyan result India matka
➑➌➋➑➒➎➑➑➊➍
 

Recently uploaded (20)

TriStar Gold Corporate Presentation - June 2024
TriStar Gold Corporate Presentation - June 2024TriStar Gold Corporate Presentation - June 2024
TriStar Gold Corporate Presentation - June 2024
 
Kirill Klip GEM Royalty TNR Gold Presentation
Kirill Klip GEM Royalty TNR Gold PresentationKirill Klip GEM Royalty TNR Gold Presentation
Kirill Klip GEM Royalty TNR Gold Presentation
 
8328958814KALYAN MATKA | MATKA RESULT | KALYAN MATKA TIPS | SATTA MATKA | MATKA
8328958814KALYAN MATKA | MATKA RESULT | KALYAN MATKA TIPS | SATTA MATKA | MATKA8328958814KALYAN MATKA | MATKA RESULT | KALYAN MATKA TIPS | SATTA MATKA | MATKA
8328958814KALYAN MATKA | MATKA RESULT | KALYAN MATKA TIPS | SATTA MATKA | MATKA
 
➒➌➎➏➑➐➋➑➐➐ Satta Matta Matka Dpboss Matka Guessing Kalyan panel Chart
➒➌➎➏➑➐➋➑➐➐ Satta Matta Matka Dpboss Matka Guessing Kalyan panel Chart➒➌➎➏➑➐➋➑➐➐ Satta Matta Matka Dpboss Matka Guessing Kalyan panel Chart
➒➌➎➏➑➐➋➑➐➐ Satta Matta Matka Dpboss Matka Guessing Kalyan panel Chart
 
Truck Loading Conveyor Manufacturers Chennai
Truck Loading Conveyor Manufacturers ChennaiTruck Loading Conveyor Manufacturers Chennai
Truck Loading Conveyor Manufacturers Chennai
 
Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...
Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...
Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...
 
5 Whys Analysis Toolkit: Uncovering Root Causes with Precision
5 Whys Analysis Toolkit: Uncovering Root Causes with Precision5 Whys Analysis Toolkit: Uncovering Root Causes with Precision
5 Whys Analysis Toolkit: Uncovering Root Causes with Precision
 
Kanban Coaching Exchange with Dave White - Sample SDR Report
Kanban Coaching Exchange with Dave White - Sample SDR ReportKanban Coaching Exchange with Dave White - Sample SDR Report
Kanban Coaching Exchange with Dave White - Sample SDR Report
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
 
➒➌➎➏➑➐➋➑➐➐ Satta Matka Dpboss Matka Guessing Indian Matka
➒➌➎➏➑➐➋➑➐➐ Satta Matka Dpboss Matka Guessing Indian Matka➒➌➎➏➑➐➋➑➐➐ Satta Matka Dpboss Matka Guessing Indian Matka
➒➌➎➏➑➐➋➑➐➐ Satta Matka Dpboss Matka Guessing Indian Matka
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
 
Adani Group Requests For Additional Land For Its Dharavi Redevelopment Projec...
Adani Group Requests For Additional Land For Its Dharavi Redevelopment Projec...Adani Group Requests For Additional Land For Its Dharavi Redevelopment Projec...
Adani Group Requests For Additional Land For Its Dharavi Redevelopment Projec...
 
一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理
一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理
一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理
 
一比一原版(毕业证)一桥大学毕业证如何办理
一比一原版(毕业证)一桥大学毕业证如何办理一比一原版(毕业证)一桥大学毕业证如何办理
一比一原版(毕业证)一桥大学毕业证如何办理
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
 
SATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIAN
SATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIANSATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIAN
SATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIAN
 
Satta Matka Kalyan Matka Satta Matka Guessing
Satta Matka Kalyan Matka Satta Matka GuessingSatta Matka Kalyan Matka Satta Matka Guessing
Satta Matka Kalyan Matka Satta Matka Guessing
 
L'indice de performance des ports à conteneurs de l'année 2023
L'indice de performance des ports à conteneurs de l'année 2023L'indice de performance des ports à conteneurs de l'année 2023
L'indice de performance des ports à conteneurs de l'année 2023
 
Intelligent Small Boat Security Solution - June 2024
Intelligent Small Boat Security Solution - June 2024Intelligent Small Boat Security Solution - June 2024
Intelligent Small Boat Security Solution - June 2024
 
Satta matka DP boss matka Kalyan result India matka
Satta matka DP boss matka Kalyan result India matkaSatta matka DP boss matka Kalyan result India matka
Satta matka DP boss matka Kalyan result India matka
 

Go-to-Market Strategy - Entrepreneurship 101

  • 1.
  • 2. Entrepreneurship 101! Presented by: Jonathan Dogterom – Practice Lead, Cleantech
 
 March 2012!
  • 3. Explore the key activities in attracting and winning new customers employing a customer orientated perspective. How  will   we  create   value?   How  will   How  will   we  deliver   we  capture   value?   value?   Pg 3
  • 4. Feed the Sales Pipeline!! ¨  Marketing strategy has defined who the customers are and what they are being offered! ¨  GTM plan defines how the company will win new customers and feed the sales pipeline! –  Including the process to guide customer interactions! –  Process to guide channels and connect with customers! –  Interface between sales, customers and product development! ¨  Plans differ from product to product and industry to industry! ¨  Factors in development of the GTM Plan include:! –  Complexity of the solution! –  Price level! –  Relative disruptiveness! ! Pg 4!
  • 5. The specifics of the value proposition determine the direction! Relative market size of different segments/applications! ! Colour represents the strength of the $ / Unit! value proposition (green being strongest), when taking into account other factors! Volume and Timeline! Pg 5!
  • 6. Segmentation! Adaptors differ by economic status, affinity for risk, knowledge and interest ! ! Transition points require different organizational competencies and product characteristics (example: service and support) ! Units! Early Majority! Late Majority! Early ! Crossing the Chasm! Adaptors! Innovators! Laggards! Time! Pg 6!
  • 7. The customer oriented approach! Post-­‐ Problem   Informa7on   Evaluate   Purchase   Purchase   Recogni7on   Search   Alterna7ves   Decision   Evalua7on   Rela7onship   Proving  your  Company  and  Product   Nego7a7ng   Building,   Solu7on   the  Right   Product  and   Recogni7on   Tech,  Biz,  Partnership   Deal   Service   Improvement,       Pg 7!
  • 8. Customer is in the Problem Recognition Stage! ¨  Identify your specific audience / champion / coach within the customerʼs organization! ¨  Educate the target audience about the existence of your solution – they already know the problem! ¨  Possible tools to develop include white papers, magazine articles, keynote presentations and a company website! ¨  Need to get channels and partners involved at the beginning! ¨  Review which activities yielded the best results in terms of leads generated and attempt to replicate or scale up similar activities! Pg 8!
  • 9. Customer is in the Information Search Stage of the Buying Process! ¨  The customer needs both the technical and business information in order to access the relevance and feasibility of your solution! ¨  Understanding the various roles of the stakeholders in the purchasing decision is critical at this stage! ¨  Time to prove your productʼs ability to solve their problem, methods include:! –  Demonstration of the product or a prototype! –  Performance data from other deployments! –  Field Trial! ¨  Manage the risks and expectation! ¨  Ensure your resources are used wisely! Pg 9!
  • 10. Case Study – Backup Power! •  Field trials to test value proposition assumptions and prove capabilities to the customer – product performance, cost and logistics 10 9 8 Failure Duration [hr] 7 6 5 4 3 2 1 0 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 Pg 10!
  • 11. Case Study – Backup Power! •  Availability: A > 99.99909% •  Reliability: R = 99.920% per start-stop cycle •  MTBF = 1255 cycles in cycling tests •  MTBF = 562 hours in timed tests
  • 12. Customer is Evaluating Alternatives! ¨  Often your biggest competition is Do Nothing!! ¨  If the customer is prepared to go forward at this stage you will need to write a proposal to enable the customer to make a formal review! ¨  Know: deadline, scope, who it is going to (type of buyer), how it will be evaluated and who else is bidding! ¨  Include:! –  Context! –  Solution! –  Pricing! –  Sample Contract! –  Supporting Documentation! Pg 12!
  • 13. ¨  Show them you understand their problem! ¨  Materials need to clearly articulate the value you are offering! ¨  References:! –  Analyst briefing—seeking third-party validation for your strengths is key (i.e., appearing in Gartner, IDC or Forrester reports if you are in the IT industry)! –  Testimonials from similar customers! –  Well-documented reference projects which illustrate your strengths (can be displayed on website or even published in industry magazines) ! ¨  White paper done with the customer – shows their thought leadership in the industry! ¨  Partnerships!! Pg 13!
  • 14. Moment of truth! ¨  People buy from people – cliché, but true – emotion plays a role in purchase decisions! ¨  Negotiation:! –  You should be reasonable in your expectations, as should your customer in their demands! –  Customer believes you can do the job and wants your product, just not at any terms and conditions – example: price! –  There is a give-and-take process in play whereby the seller can ask for an increased level of commitment every time the offer is improved! –  Preparation is the biggest success factor in negotiation. You should have: ! !1) analyzed your own position on all key items (price, quantity, quality, timelines, etc.) to understand what your limits are! !2) analyzed the customerʼs position along the same lines so that you can anticipate their demands and defend your position ! Pg 14!
  • 15. Sales and marketing feeds into service and product development! ¨  Now you have established trust and a track record! ¨  Word of mouth and repeat buying are two of your best marketing tools! ¨  Use your new understanding of the customer and market – reference site, data and customer feedback! ¨  Exceed expectations and build a strong “say do ratio”! Pg 15!
  • 16. Sales activities must focus on building a scalable, repeat sales process! ¨  Focus on the customerʼs perspective ! ¨  Involve all of your functional groups ! ¨  Fully understand the customers problem! ¨  Know where your technology is going! ¨  Use data to prove your capabilities! ¨  Differentiate your solution and approach! ¨  Build a strong relationship with an internal champion/coach! Pg 16!
  翻译：