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Crossing the Chasm,How Do You Do It,The Nine Point Checklist. Inside the Belly of a Whale,Another dimension to the challenge. The Three Horizons,2 Dealing with Darwin 2006 TCG Advisors LLC. April 10 2009,Crossing the Chasm,The Nine Point Checklist. 3 Dealing with Darwin 2006 TCG Advisors LLC,April 10 2009.
The Nine Point Checklist,Building a Chasm Crossing Plan B2B. 1 Target Customer,2 Compelling Reason to Buy,3 Whole Product. 4 Partners Allies,5 Distribution,GO TO MARKET,7 Competition. 8 Positioning FOCUS,9 Next Target Customer,4 Dealing with Darwin 2006 TCG Advisors LLC. April 10 2009,Target Customer,Who Owns the Problem You Are Solving.
Economic Buyers,Financial General Secondary,Executive Manager Sponsor. Systems Process Primary,Owner Owner Sponsor,Technology Lead. Expert End Users,Technical Buyers End Users,5 Dealing with Darwin 2006 TCG Advisors LLC. April 10 2009,Compelling Reason to Buy,What is Driving the Adoption At This Time. Go ahead of the herd for competitive advantage, Go ahead of the herd to fix a broken business process.
Go with the herd to get on the new infrastructure,Go after the herd to get better values. Main Street,6 Dealing with Darwin 2006 TCG Advisors LLC. April 10 2009,Whole Product,Post sales,service Software. Complementary support,Core Complementary,Services Product Products. Peripherals,Integration, The whole product is the minimum set of products and services.
needed to fulfill the target customer s compelling reason to buy. 7 Dealing with Darwin 2006 TCG Advisors LLC,April 10 2009. Partners Allies,Who Helps Complete the Whole Product. Assemble an all star,Early team for a unique project. Us Construct a persistent value,Bowling chain for a niche market. Enable maximum distribution,Us with least possible friction.
Streamline value chains,to preserve margins,Main Street. 8 Dealing with Darwin 2006 TCG Advisors LLC,April 10 2009. Distribution Channels,Evangelists,l um Integrators. Marketing Complexity,Distributors a lu,Hi Service,Web Technicians. Solution Complexity,9 Dealing with Darwin 2006 TCG Advisors LLC.
April 10 2009,What is the Appropriate Strategy,Value based pricing for a bespoke project. Value based pricing for cost and risk avoidance,Competition based pricing vs market leader. Competition based pricing vs low cost commodity supplier. Main Street,10 Dealing with Darwin 2006 TCG Advisors LLC. April 10 2009,Competition Positioning,Solutions Live at the Intersection of Product. Leadership and Customer Intimacy,Old Paradigm New Paradigm.
Technology,Whole Product,Next Generation,Low Product Leadership High. 11 Dealing with Darwin 2006 TCG Advisors LLC,April 10 2009. Next Target Customer,Seg 3 Seg 2 Seg 1,App 1 App 2 App 3. Seg 2 Seg 1,App 1 App 2,Whole Product Word of Mouth. Leverage Leverage,Same application Seg 1 Same segment.
New segments App 1 New applications,Leverage is the key. 12 Dealing with Darwin 2006 TCG Advisors LLC,April 10 2009. The Nine Point Checklist,1 Target Customer,Pragmatists in Pain. 2 Compelling Reason to Buy,3 Whole Product,End to end Solution. 4 Partners Allies,5 Distribution,Value through Focus.
7 Competition,Product Leadership,8 Positioning Customer Intimacy. 9 Next Target Customer,13 Dealing with Darwin 2006 TCG Advisors LLC. April 10 2009,Inside the Belly of a Whale,The Three Horizons. 14 Dealing with Darwin 2006 TCG Advisors LLC,April 10 2009. Managing a Portfolio,tomorrow s,36 to 72 months,Operations.
Horizon 2 Growth,Generate 12 to 36 months Options,results Exploration. opportunities,0 to 12 months,Dealing with Darwin 2006 TCG Advisors. Crossing the Chasm Part 2 How to Actually Do It Geoffrey Moore Managing Director NDIA 2009 Robotics Conference

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