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International Marketing & Business Development IMG_0796.IMG_0796.jpg by Gustavo Tissera

Milano, 16 Sept 2016


Visioning

International Marketing & Business Development

5 Essential Elements that Lead to Success


International Marketing & Business Development

Visioning

Ideas


International Marketing & Business Development

Visioning

Team


International Marketing & Business Development

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Business Model


International Marketing & Business Development

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Funding


International Marketing & Business Development

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Timing


International Marketing & Business Development

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How would we ranking them?


Visioning

International Marketing & Business Development


Visioning

International Marketing & Business Development


Visioning

International Marketing & Business Development

Source ! https://www.ted.com/talks/bill_gross_the_single_biggest_reason_why_startups_succeed


International Marketing & Business Development

Key Learning Experiences to Growth


Introduction

International Marketing & Business Development

Over years putting ideas into action


Introduction

International Marketing & Business Development

Always trying to add comercial value to the brands


International Marketing & Business Development

Introduction

With the main focus on execution!


Key Learning Experiences

International Marketing & Business Development

All these years, I’ve found some “common” issues on the mostly companies I’ve worked for


International Marketing & Business Development

Key Learning Experiences

Value Proposition The Team / Execution Excellence Service Reachable Goals. KPI’s Understanding your market Partnering Criteria B2B or B2C Lifestyle through the Brand


International Marketing & Business Development

Key Learning Experiences

Value Proposition


The Business Model Canvas

Key Learning Experiences

Designed for:

Designed by:

International Marketing & Business Development Date: Version:

Key Partners

Key Activities

Value Propositions

Customer Relationships

Customer Segments

Who are our Key Partners? Who are our key suppliers? Which Key Resources are we acquiring from partners? Which Key Activities do partners perform?

What Key Activities do our Value Propositions require? Our Distribution Channels? Customer Relationships? Revenue streams?

What type of relationship does each of our Customer Segments expect us to establish and maintain with them? Which ones have we established? How are they integrated with the rest of our business model? How costly are they?

For whom are we creating value? Who are our most important customers?

motivations for partnerships Optimization and economy Reduction of risk and uncertainty Acquisition of particular resources and activities

categories Production Problem Solving Platform/Network

What value do we deliver to the customer? Which one of our customer’s problems are we helping to solve? What bundles of products and services are we offering to each Customer Segment? Which customer needs are we satisfying? characteristics Newness Performance Customization “Getting the Job Done” Design Brand/Status Price Cost Reduction Risk Reduction Accessibility Convenience/Usability

examples Personal assistance Dedicated Personal Assistance Self-Service Automated Services Communities Co-creation

Key Resources

Channels

What Key Resources do our Value Propositions require? Our Distribution Channels? Customer Relationships? Revenue Streams?

Through which Channels do our Customer Segments want to be reached? How are we reaching them now? How are our Channels integrated? Which ones work best? Which ones are most cost-efficient? How are we integrating them with customer routines?

types of resources Physical Intellectual (brand patents, copyrights, data) Human Financial

Mass Market Niche Market Segmented Diversified Multi-sided Platform

channel phases 1. Awareness How do we raise awareness about our company’s products and services? 2. Evaluation How do we help customers evaluate our organization’s Value Proposition? 3. Purchase How do we allow customers to purchase specific products and services? 4. Delivery How do we deliver a Value Proposition to customers? 5. After sales How do we provide post-purchase customer support?

Cost Structure

Revenue Streams

What are the most important costs inherent in our business model? Which Key Resources are most expensive? Which Key Activities are most expensive?

For what value are our customers really willing to pay? For what do they currently pay? How are they currently paying? How would they prefer to pay? How much does each Revenue Stream contribute to overall revenues?

is your business more Cost Driven (leanest cost structure, low price value proposition, maximum automation, extensive outsourcing) Value Driven (focused on value creation, premium value proposition)

types Asset sale Usage fee Subscription Fees Lending/Renting/Leasing Licensing Brokerage fees Advertising

sample characteristics Fixed Costs (salaries, rents, utilities) Variable costs Economies of scale Economies of scope

fixed pricing List Price Product feature dependent Customer segment dependent Volume dependent

dynamic pricing Negotiation (bargaining) Yield Management Real-time-Market

This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit: http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.

designed by: Strategyzer AG

The makers of Business Model Generation and Strategyzer

By Alexander Osterwalder - 2008

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Key Learning Experiences

International Marketing & Business Development

The Team / Execution


International Marketing & Business Development

Key Learning Experiences

The Sales Force. That’s worthy!


International Marketing & Business Development

Key Learning Experiences

Our contribution to a worldwide brand


Key Learning Experiences

International Marketing & Business Development

But importantly, what really matters..



Key Learning Experiences

International Marketing & Business Development

Creating and leading a Multidisciplinary Great Team!


Key Learning Experiences

International Marketing & Business Development


International Marketing & Business Development

Key Learning Experiences

Giving excellence in Services


International Marketing & Business Development

Key Learning Experiences

Customer Service Customer satisfaction Customer Relation


International Marketing & Business Development

Key Learning Experiences

Exciting and challenging learning That’s our Case story with The IESE Business School

http://www.iese.edu/en/index.html


International Marketing & Business Development

Key Learning Experiences

Realistic Goals


International Marketing & Business Development

Key Learning Experiences

KPI means Measurable


International Marketing & Business Development

Key Learning Experiences

What Criteria?


International Marketing & Business Development

Key Learning Experiences

Partnering really matters


International Marketing & Business Development

Key Learning Experiences

The 80/20 ratio again Criteria..!


Key Learning Experiences

International Marketing & Business Development

Dealing through Europe .. by Opening new Markets and Joining new clients


International Marketing & Business Development

Key Learning Experiences

So much to learn from Partners and Distributors!


Key Learning Experiences

International Marketing & Business Development

What works on one market, might not on another


International Marketing & Business Development

Key Learning Experiences

Grand’Italia Range Starlux-Star Alimentare The Case Story


Key Learning Experiences

International Marketing & Business Development

For many years, Grand’Italia has been the quality Italian brand. The range includes a wide diversity of pastas, pasta sauces, risotto, antipasti and soups, made in Italy…



Key Learning Experiences

International Marketing & Business Development

Understanding your Market


Key Learning Experiences

International Marketing & Business Development

What makes always that things to happen is..


Key Learning Experiences

International Marketing & Business Development


Key Learning Experiences

International Marketing & Business Development

Right! go to the market, to walking much, staying long ..


Key Learning Experiences

International Marketing & Business Development

by talking, meeting, knowing ..


Key Learning Experiences

International Marketing & Business Development


International Marketing & Business Development

Key Learning Experiences

AtĂşn Calvo in Italy Case Story


International Marketing & Business Development

Key Learning Experiences

From the Product to the Lifestyle !


International Marketing & Business Development

Key Learning Experiences

To summarize, having talked on ideas, and experiences ..


International Marketing & Business Development

Key Learning Experiences

Value Proposition Team / Execution Excellence Service Reachable Goals. KPI’s Understanding your market Partnering Criteria B2B or B2C Lifestyle through the Brand


Leaning from mistakes

International Marketing & Business Development

Learning from mistakes


International Marketing & Business Development

Leaning from mistakes

Success


International Marketing & Business Development

Leaning from mistakes

Success

Failure


International Marketing & Business Development

Leaning from mistakes

Sometimes you win. Sometimes you loose.

Learn


International Marketing & Business Development

Leaning from mistakes

Right .. Learning from Mistakes ..


Leaning from mistakes

International Marketing & Business Development

The most common mistakes to avoid


Leaning from mistakes

International Marketing & Business Development

Not being used to Not knowing the market Different cultures Wrongly Management Services level Timing


Leaning from mistakes

International Marketing & Business Development

Might be more than one reason..


Leaning from mistakes

International Marketing & Business Development

What it is important, to keep learning and adjusting into the right direction


Leaning from mistakes

International Marketing & Business Development

Those own failures Case story


Leaning from mistakes

International Marketing & Business Development

E foodmanager, AG E-commerce platform on the earliest 2000


Leaning from mistakes

International Marketing & Business Development

How would I manage this e-commerce today?


Leaning from mistakes

International Marketing & Business Development

The scenario to date


Leaning from mistakes

International Marketing & Business Development

Ok let me go back to 15 years from now ..


Leaning from mistakes

International Marketing & Business Development

E foodmanager, AG Timing Those personal & Team failures Case story


Leaning from mistakes

International Marketing & Business Development

Nice if I had known this at that early stages..


International Marketing & Business Development

Ending and Thanking

Milano, 16 Sep 2016

“ Thank You �


Ending and Thanking

International Marketing & Business Development

Gustavo Tissera, combines a degree in senior management from IESE Business School, with extensive international experience, as a Senior Manager, Mentor & Executive Consultant in the fields of: International Marketing, Sales Management & Communication, Business & Market Development, Coaching commercial skills to Executives, Managers and Sales Teams. Most relevant areas of expertise have been for projects in the Beauty Sector, Fast Moving Consumer Goods, Educational/ Business School, Industrial Distribution,Technology and E-business B2B & B2C models. International markets with most recent focus have been in Spain, Italy, South Europe and Latin America.  


Milano. Mentoring on Growth - Sept 2016  

Some key Learnings to Growth From own experiences earned over years, helping companies grow. Illustrated with case stories and own vision an...

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