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- Keys to Growing the information and Communications Technology Industry in Costa Rica
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COMPELLING MARKETER SERVICES |
Why do so many technology products fail or experience lackluster performance? It comes down to at least one of three reasons:
· There was no real market opportunity.
· The solution did not adequately address the needs of the market.
· There was no solid market strategy and message.
Lûcrum Marketing’s Compelling Marketer Services focus on the top three areas that have proven essential for product and market success and lead to revenue growth. These three areas include helping your company to:
· Identify a Compelling Market Opportunity
· Deliver a Compelling Solution
· Create a Compelling Market Development Strategy
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Identify a Compelling Market Opportunity
This means that your company is solving a problem big enough that the economic buyer is willing to pay money to solve it and that many buyers want to solve this problem.
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Assess Markets: Research market segments & size, key business drivers & customer pains, competition.
Assess Company/Product: Validate strengths, competencies and competitive advantage.
Make Market Recommendations: Evaluate and prioritize markets, develop business case.
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Deliverables: Market Assessment, Market Recommendation (Business case).
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Deliver a Compelling Solution
It is imperative to deliver a solution in a timely manner that solves your market needs and offers a competitive advantage.
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Uncover Market Needs: Determine market drivers, customer’s strategies & plans, business & buyer pains, user needs.
Create Market-Driven Product Strategy: Analyze, document and prioritize market personas and needs. Deliver product strategy, roadmaps and release plans.
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Deliverables: Product Strategy, Market Requirements Document, Product Roadmap.
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Creating a Compelling Market Development Strategy
Create a message and market development plan that motivates buyers to solve their problem by purchasing your solution.
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Market Plan: Define target market(s), key business drivers & pains, positioning, value proposition, key messages, buyers & influencers.
Channel Development: Define channel strategy & partner criteria. Conduct channel development & enablement
Sales/Partner Enablement: Create sales training kit (market brief, elevator pitch, sales pain sheets, executive level presentation), message driven demo.
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Deliverables: Market Plan, Qualified Channel Partners, Sales Training Kit, Message Driven Demo Plan.
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