Build strategic alignment

Make sure that all parts of the organization are pursuing the same marketing goals.

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Approach
Use interviews and surveys to understand Winning Aspirations and Where to Play Choices.

Investment
US$3,000 to $9,000 depending on number of stakeholders.

Prioritize marketing targets

Understand when, how, and for whom you are creating value.

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Approach
Identify emotional and economic value drivers, validate with interviews and surveys. Armed with our proprietary data analytics platform, we are able to identify clusters and patterns to support targeting and prioritization beyond typical firmographic characteristics.

Investment
US$19,000 to $70,000 Investment depends on data sources, who is responsible for collecting data, number of dimensions that need to be considered in segmentation.

Convey value through pricing

Design pricing that conveys value, sharpens your differentiation, is easy to monitor and evolve—pricing that can shape your customer's engagement.

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Approach
Use value metrics to identify potential pricing metrics. The use of different pricing packages, pricing levels, and tiers each plays a role in guiding customer behaviour.

Investment
US$5,000 to $30,000 depending on complexity.

Effectively communicate value

Understand how value and price materializes across the customer journey. Know what messages will resonate over the lifespan of your customer interaction.

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Approach
Use a journey map to visualize your customers experience with you over time. Map critical touchpoints, how value (both emotional and economic) is being shared, which roles are involved.

Investment
US$3,000 to $9,000 depending on number of stakeholders.

Predict risks and results

Understand key scenarios so that you can make better decisions to manage risk by understanding the impact of those decisions.

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Approach
Use Monte Carlo modelling to explore scenarios and choices related to lifetime value, revenue, net operating income. Model risks and predict impact on sales volume, revenue, gross profit and unit economics.

Investment
US$9,000 to $39,000 depending on model complexity.

Effectively transform a business model

Make sure your business model can realize your strategic objectives.

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Approach
Design and implement a Change Management Plan. Capture the key measures that will allow you to monitor whether your transformation is on track. Understand the capabilities, roles, incentives and structures needed for each of your stakeholders to contribute to your strategic goals.

Investment
US$5,000 to $20,000 depending on specific deliverables.

Have sales meet and exceed sales targets

Ensure that your sales engine, the front line to customers, communicates and sells on value, thereby increasing lifetime customer value.

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Approach
Enable sales with confidence to engage, negotiate and close deals. Through training and job-aides, provide sales with the value proposition, differentiated positioning, pricing models, and incentives to differentiate offers.

Investment
US$5,000 to $15,000 plus travel expenses.

Build strategic capabilities in marketing, pricing and innovation domains

Enable a culture of excellence by enabling your team with the right capabilities to better contribute in their role.

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Approach
Webinars, half-day seminars, one-day seminars.

Investment
US$5,000 to $9,000 plus travel expenses.

Approach
Online learning and performance support systems.

Investment
See Capability Development.

Approaches

  1. Webinars, half-day seminars, one-day seminars.

  2. Online learning and performance support systems.

Investment

  1. US$5,000 to $9,000 plus travel expenses.

  2. See Capability Development.

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