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NavisRx Strategic Decision Making


Strategic Decision Making – Target Market – Services – Competition – Pricing – Channels to target market – Go - No Go Decision – Positioning – Planning – Actions


Strategic Decision Making 

Target Market – Agree the top target group for NavisRx Services (based on your experience & track record) • Geography/Territory • Size of target organisation • Sector/Vertical target focus

– What is the population size of this target group? – Who should be the target contact person?


Strategic Decision Making 

Target Market – For your target group • What are their Critical Business Issues (only detail those issues where you can help them)? • What are the business impacts of these services in terms of Profit, People & Process across all parts of the businesses? • What are the most important services from NavisRx that can help your customers deal with these Critical Business Issues?


Strategic Decision Making 

Services – What are the major features of your service? – How do these features help resolve each of these Critical Business Issues?


Strategic Decision Making 

Competition – Who are the top 3 competitors? – How do required services differ by competitor for this target group? • Where are you strong? • And weak?


Strategic Decision Making 

Pricing – What is your existing Services Pricing Model? – For identified competitors how do pricing models compare? – What changes, if any, need to be made for pricing your services for your target group?


Strategic Decision Making 

Channels to target market – How should we market to reach your target group? – Direct – Web – Via resellers

– How should you engage & sell to this target group? – Direct – Web – Through resellers


Strategic Decision Making 

Channels – Direct Vs Indirect – Can we equip ourselves to sell directly to our target group? – What is the person/role specification? – What is the recruitment process?

– Should we have a reseller for our target group? – What would the profile be? – Do we have knowledge of any existing resellers, if so do they match the profile? – What should the search process be?


Strategic Decision Making 

Go - No Go Decision Point – Does your target group present an attractive sector? – If Yes, continue. – If No, project complete.


Strategic Decision Making 

Positioning – How should we describe NavisRx, the company, to your target group? – How should we describe your services to your target group?


Strategic Decision Making 

Planning • Services Plan – Revise services as required. – Agree new services descriptions as needed.

• Pricing Plan – Determine new pricing model.

• People Plan – Agree Role/Person specification – Agree recruitment Process – Determine Recruitment Action Plan


Strategic Decision Making 

Planning • Promotional Plan – Agree Marketing Budget – Determine Marketing Objectives – Identify Proof process • Testimonials & Case Studies • Proof of concept process – Agree Promotion Activity Plan

• Sales Plan – Identify sales process – Identify resources to support process. – Agree Sales Action Plan


Strategic Decision Making 

Actions – Agree Project Plans – Agree project review and management process – Agree project kick off.


Strategic Decision Making Terry Forsey Consulting Buckworth Barn Gretton Northamptonshire NN17 3DF 01536 771440 www.terryforsey.com


NavisRx Strategic Decision Making July 2010