Development of a priotization logic for the market entry with innovative products and services: Results

  • Project goal is the development of a market entry prioritization logic for innovative products and services to ensure the purposeful utilization of available sales forces
  • We assessed the target markets along the lines of market attractiveness (size, profitability, growth potential) and ability to win (relations, access, ability to serve well)
  • Together with the client we developed a recommendation which regions and which customer groups are to be targeted in what order and with which products and services
  • Further more we assessed thoroughly the complex structures of the multiple deciders in the key markets and their purchasing criteria
  • Based on that a proposal for the organization of the sales ressources – both own and partner ressources – has been developed, as well as a concept how to steer the partner ressources most effectively