Go To Market Strategy: Advanced Techniques and Tools for by Lawrence M. Friedman PDF

By Lawrence M. Friedman

ISBN-10: 0750674601

ISBN-13: 9780750674607

During this path-breaking new e-book, best-selling writer and best go-to-market strategist Larry Friedman presents a pragmatic and battle-tested method for taking items, prone, divisions, or maybe a whole corporation to market!

Drawing on dozens of examples and best-practices throughout quite a few industries, 'Go To industry Strategy' lays out a transparent and actionable blueprint for construction a successful go-to-market plan - one who will show you how to do extra enterprise, with extra buyers, extra frequently, and extra profitably.

In this ebook you'll locate all the strategies and instruments you must solution today's an important go-to-market questions:

· Which markets provide the easiest possibilities for ecocnomic growth?

· What do my objective buyers desire? How am i able to do much more company with them?

· What mixture of channels and companions can help me achieve and promote to the main clients on the lowest attainable expense?

· Do i've got the best product or answer? How am i able to create broader buyer curiosity in my offerings?

· Do i've got a profitable worth proposition? What could make the 'message' extra compelling - and force extra paying for activity?

'Go To industry Strategy' isn't really approximately incremental swap. As Friedman issues out, it truly is for executives looking not anything under double-digit profit development and the slashing of no less than 10-15 percentage of marketing expenses - totally sensible effects that go-to-market innovators have continuously accomplished. This ebook lays out the entire concepts utilized by the world's best go-to-market leaders, so that you can also in attaining these varieties of effects, and achieve a true go-to-market aggressive virtue on your markets.

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Extra info for Go To Market Strategy: Advanced Techniques and Tools for Selling More Products to More Customers More Profitably

Example text

None of these questions had been answered conclusively. I think you know what’s coming. By April of 1999, just six months after the launch, Iridium had burned through nearly a billion dollars and was almost out of cash. Only ten thousand of the fifty-two thousand anticipated subscribers had signed up. Its largest intended distributor, Sprint, had still not started offering Iridium voice service. Four months later, unable to keep its head above water and drowning in debt, Iridium landed in bankruptcy court.

By the end of the chapter, you will know exactly what you have to do to choose channels and assign them to opportunities in order to drive top- and bottom-line performance. The product and the value proposition Some products aren’t very good. Remember edible deodorant, garlic cake, and aerosol toothpaste? Back in the 1960s, there was the $7,000 Honeywell kitchen computer with a built-in cutting board, followed in the early 1970s by the $800 HP calculator wristwatch requiring that you carry around a separate stylus.

Assumptions don’t work, and neither does the occasional anecdotal information collected from a handful of customers. You must conduct detailed, thorough, and rich investigation into what makes your target customers tick. This is the core foundation of every successful go-to-market strategy. Over the past fifteen years, we have witnessed a cornucopia of new management theories, legitimate ‘best practices’, and some questionable fads too, all of which have basically had the same goal: finding the Holy Grail of Higher Profits.

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Go To Market Strategy: Advanced Techniques and Tools for Selling More Products to More Customers More Profitably by Lawrence M. Friedman


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