Go to market strategy

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Developing an innovative go-to-market strategy

An Innovation Catalyst™ Seminar
Prepared and Presented by
Marcus Tarrant Managing Director Mission HQ Pty. Ltd. ATF the Innovate Trust

Innovation Catalyst™ Seminar

Seminar Agenda
Agenda Item
Introduction Where Does the Go-To-Market Process fit?

Time
10 mins 10 mins

A framework to assist in selecting the ideal go-to marketstrategy Facilitated discussion/Questions Conclusion

40 mins 20 Mins 5 Mins

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Innovation Catalyst™ Seminar

Quote

There are three kinds of companies, those that make new things happen, those that watch new things happen, and those that wonder what happened

Anonymous

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Innovation Catalyst™Seminar

About Mission HQ Pty. Ltd.

Some recent past clients of Mission HQ and the team:

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Innovation Catalyst™ Seminar

Why does a Go-To-Market Strategy Matter?

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Innovation Catalyst™ Seminar

The future of your organisation depends on it
• Reduce time to market • Reduce costassociated with failed go-to-market attempts • Reduce reputation risk • Reduce risk of product success • Increase ability to adapt quickly • Ensure regulatory compliance • Enhance customer experience • Manage innovation adoption issues

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Innovation Catalyst™ Seminar

But why today more than ever?
Channels to market more complex than ever Access tochannels more competitive than ever Path to market is now not always clear Business demand for quick results means choosing the wrong path to market can mean premature death of a great product or service • More regulation and compliance • Many channels to market for innovative products have the potential to cause channel conflict with existing products. • • • •

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Innovation Catalyst™ Seminar

So What is a Go-To-Market Strategy?

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Innovation Catalyst™ Seminar

So what is a Go-To-Market Strategy?

New Thing

Customers

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Innovation Catalyst™ Seminar

What’s so hard about that?

Joint Ventures

CollaboratorsDistributors

New Thing

Channel Partners

Technology Partners

Product Partners

Customers

Mobile

Website

Affiliates

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© Mission HQ Pty. Ltd. All Rights Reserved

Innovation Catalyst™ Seminar

how do we get from here...

Joint Ventures

Collaborators

Distributors

New Thing

Channel Partners

Technology Partners

Product Partners

Customers

MobileWebsite

Affiliates

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© Mission HQ Pty. Ltd. All Rights Reserved

Innovation Catalyst™ Seminar

To here...

New Thing

Channel Partners

Technology Partners

Customers

Website

Affiliates

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Innovation Catalyst™ Seminar

Without this

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Innovation Catalyst™ Seminar Or this,...

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Innovation Catalyst™ Seminar

we need a map...

WHAT to sell Go-ToMarket Strategy HOW to sell WHO to sell to
Innovation Catalyst™ Seminar

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some context...
Develop Vision and Strategy
Define business concept and long term vision Develop business strategy Develop long termvision

Operational Processes

Develop & Manage Products & Services Market & Sell Products & Services Deliver products & services Manage Customer Service
Develop & Manage Human Capital Manage Information Tech.

Manage product and service portfolio

Develop products and services

Understand markets & customers

Go To Market Strategy

Develop sales strategy

Develop & manage...
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