Go To Market Definitions

Go To Market Definitions align our understanding of the framework, which we will use to go-to-market in the new region (- like Germany) or vertical market (- like connected services)

What is a Value?
The formal expression of the value of a product/service is Value = Benefits – Cost associated with acquiring, migrating to, and rolling out the product/service. The value must be tangible and measurable. If this is not the case, you must go back to the lab and rework the entire approach.

/ The Software Challenge:

  • Software is invisible.
  • Software has no value per se (the value is derived from using the software).
  • The value of the software will often depend on how well you deliver the services required to apply the software to current or new business practices.
  • The customerโ€™s implementation, training and adoption levels of the software has a major impact on the value derived from the product.
  • The scrap value of obsolete software is nil

What is a Value Proposition?
The Customer Value Proposition is the framework used to shape our compelling communication with the market, the basis for calling potential clients and asking for an appointment, and the reason why clients eventually sign on the dotted line. Your customer value proposition is your starting point in the current international process. How do you ensure that you get your fair share of attention and profitable business? How do you ensure that your products and services are part of the solution that will help your customer and not part of the problem they are trying to solve?

For software products you need to operate with at least two layers of Customer Value Propositions:

  1. One, which is generic to the vertical markets, we target.
  2. One, which is specific to the individual sales situation.

What is a Distribution Strategy?
The Distribution Strategy defines the sales and marketing channels and processes for your type of product or solution and provides a foundation for making implementable and practical decisions concerning distribution in the short-term as well as long-term.

What is a Technology Assessment?
The Technology Assessment is an analysis of the technological foundation, policies, and procedures to manage product development, release plans, roadmaps, and support.

What is an Organization Assessment?
The Organization Assessment is an analysis of your organizational resources and structures about to your globalization ambition

What is a Distribution Framework?
The Distribution Framework includes all programs and the legal agreements required to enable the internal organization to successfully implement the distribution strategy.

What are the Go-To-Market Tools & Deliverables?
Companies usually use a broad range of tools for internal collaboration, market communication, pre- and post-sales support, and performance analysis.

What is a Market Outlook & Forecast?
The Market Outlook gives you the answers to your most fundamental questions concerning market development in your business arena.

What is a Target Market Analysis?

  • The Market Analysis Demand Side gives you the information insight into what your potential customers are currently using? When are they planning to change?
  • The Market Analysis Supply-Side gives you information such as main competitors, their approaches, market size, dominating technologies, and price structures.