Product and Offer Management

 

Our Goals

  • Learn

    • Help to outline the product strategy to address the needs, identify the benefits, define targeted customers and create a GTM strategy

  • Build

    • Identify a range of possible use cases and decide which ones to pursue

    • Identify appropriate vertical segmentations and use cases to align to product roadmap

    • Identify possible M&A targets to buy vs build

  • Execute / Implement

    • Organize series of validation calls to gain feedback on chosen use case

    • Measurable target to track each of the key focus areas relative to product performance:

      • Direct and indirect

      • Segmentation

      • Vertical

  • Track / Adjust

    • Ability to augment based upon industry changes (i.e. M&A, strategic alliances, technological advances)

    • Continued alignment of detailed offering with sales plan and GTM strategy

Our Deliverables

  • Learn

    • Product strategy framework (refer to Guide to Use Selling)

    • Investigate and make recommendations on product and service adjacencies to be considered

    • Understand the common types of challenges and pain points customers face today and how clients solves those problems.

  • Build

    • Collaborate on use case brainstorming (i.e. TAM, buyer persona, and use cases)

    • Evaluate technology, costs and any areas for possible improvement

    • Transformational approach from hardware/software to cloud/SaaS model (if applicable)

  • Execute / Implement

    • Finalize product architecture, roadmap, product scorecard

    • Finalize packaging and pricing, GTM and focus areas

    • Use feedback to fine-tune the message

  • Track / Adjust

    • Ability to augment based upon industry changes (i.e. M&A, strategic alliances, technological advances)

    • Continued alignment of detailed offering with sales plan and GTM strategy

    • Regularly scheduled check-in calls (i.e. bi-monthly, monthly, or quarterly business reviews)