Market
Market Problems
Bootcamp A100
- Identify problems in the market. Interviewing customers, recent evaluators and untapped potential customers
- Validate urgent problems to show their pervasiveness in the market
- Talking to the market, gathering data, detailed independent analysis
- Inquisitive and strategic approach toward uncovering persona market problems
- Facilitating productive interviews, focus groups and meetings
- Creating Presentations
- Primary research
- Analytical thinking
- Data synthesis
Win/Loss Analysis
Bootcamp A200
- Understanding patterns tied to why evaluators did or did not buy a product
- Uncover what steps they took in the buying process
- Talking to the market, gathering data and doing detailed independent analysis
- Objective (not involved in sales effort)
- Gaining the trust of sales to evaluate the process, not the salespeople
- Strategic thinking
Distinctive Competencies
Bootcamp A300
- Identify, articulate and leverage the organization’s unique abilities to deliver value to the market
- Defining how products are built, delivered, sold and supported
- Taking a broader view of how the organization delivers value
Competitive Landscape
Bootcamp A400
- Identify competitive and alternative offerings
- Assessing the frame of reference when choosing the comparison universe (i.e., knowing what
kind of problem you’re really solving and what kind of product you’re really offering) - Assess competitive strengths and weaknesses
- Developing a strategy for winning against the competition
- Talking to the market, data and detailed independent analysis
- Strategic thinking
Asset Assessment
Bootcamp A500
- Identify competitive and alternative offerings
- Assessing the frame of reference when choosing the comparison universe (i.e., knowing what
kind of problem you’re really solving and what kind of product you’re really offering) - Assess competitive strengths and weaknesses
- Developing a strategy for winning against the competition
- Talking to the market, data and detailed independent analysis
- Strategic thinking
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