Product Roadblocks to Revenue Growth
Many technology companies fall short of their total product revenue potential because of roadblocks created by their product or the message around their product. Common symptoms of product roadblocks to revenue growth include:
- Deals clear the technical buyer but hit a roadblock at the economic buyer.
- Sales team is pursuing opportunities that require significant new marketing collateral or significant product development efforts.
- Channel partners and VARS aren’t closing deals for your product.
- When asked what your company does, each response varies.
- Development schedules are unpredictable and releases consistently miss targets.
- Product releases are delayed by quality issues, or too many issues are being discovered by customers.
Lûcrum’s Revenue Growth Services
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Identify a Compelling Market Opportunity
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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
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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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Achieve a Compelling Market Development Strategy
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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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