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Developing New Opportunities for Technology Companies

This paper outlines essential strategies for technology companies to enhance their marketing and sales effectiveness. It addresses common challenges such as optimizing resources, identifying best opportunities, and penetrating new markets. Key topics include understanding customer selection criteria, the importance of a differentiated value proposition, and effective communication methods tailored to target audiences. By evaluating existing practices and focusing on ideal customer segments, technology firms can increase their chances of success in competitive landscapes.

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Developing New Opportunities for Technology Companies

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  1. Developing New Opportunities for Technology Companies John Savage 4sight Business Development 14th June 2004

  2. What we do Help our technology clients to make the best marketing choices

  3. Who we work with

  4. What are their issues How can I ensure that my marketing and sales resources are being employed effectively? How can I improve my chances of winning? Where should we focus our efforts? All our business is with one big customer Where are our best chances of success? Where are the best opportunities for mybusiness? How do we get into new markets?

  5. You Have to Go Where The Money is!

  6. Developing New Opportunities for Technology Companies • Where do you start • What are your options • How customers chose a supplier • Your proposition • Getting the message across

  7. Where do you start? • Look at where you are today • What has worked? • What has failed? • Why do customers buy from you? • What needs do you address?

  8. Where can you take the business? • What kind of customers do you want to have? • What does an ideal customer look like?

  9. Balancing Segments with customers that match your ideal Segments where you can be an attractive supplier

  10. How do customers chose?

  11. Choosing a Supplier • Industry Experience • Price • Financial Security • Personalities • References • Product/Service Fit • Quality • Technology

  12. Standing out from the crowd! • On the things that matter!

  13. Your Proposition • Based upon your business and technological capabilities • Mapped against the needs of customers in chosen markets • Clearly differentiated from the competition Why should a customer chose you?

  14. Getting the message across • Who to? • What language do they speak? • What is the message? • Choosing the right medium • Effectiveness • Costs

  15. Marketing Communications Events Telemarketing PR Brochures Website Direct Mail Exhibitions Seminars Entertaining

  16. Summary • Select segments with the kind of customers that you want • Understand the needs of customers in the segment • Understand how customers chose between suppliers

  17. Summary • Make your proposition stand out from the crowd – for the right reasons • Make sure that your message is relevant to the customer and in the right language • Chose the communication methods that work for your market

  18. Thank You John Savage Tel:01384 444899 Mob:07957 635365 Email:john.savage@4sightltd.co.uk Web:www.4sightltd.co.uk

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