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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  

Services Process to target UK market

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