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Is
IT Software Doomed?
Read about
how whole
product
definitions
have changed
and why IT
software
vendors may
be in
danger. |
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"Great
devices are
invented in
the
lab-oratory.
Great
products are
invented in
the
marketing
department." William Davidow, Intel
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Objective:
Create
whole products that meet the expected outcomes of
your target markets, segments and buyers.
Benefits:
Eliminate competition by eliminating them as viable
alternatives while making your products easy
to buy.
Silicon Strategies Role:
Research and map customer needs, preferences and "expected outcomes" that are currently
unmet in the market to define your whole product.
A whole product creates a compelling
reason to buy. By defining and creating whole products,
you make products easy to buy which
expedites sales and blocks competition.
 Often
there is a large difference between the
product you have and the whole product that fulfills
customer needs. Most companies and new
products err by designing incomplete solutions for the
entire
market, and not whole products for key
market
segments.
Whole product
strategy begins with
defining and prioritizing your market
segments. Once prioritized, deeper research
into the perceived needs, "expected
outcomes" and buyer preferences of that
segment begins. The end goal is to address every
preference, need, question and
concern buyers have.
Gaps between generic products and a
market-satisfying whole product can be
addressed in a number of ways:
- Build: Add required features
to your product
- Buy: Acquire technology to
complete the whole product
- Partner: Augment with other
companies' products and services
- Ignore: Explain why the
customers' concern is not critical
Silicon Strategies Marketing consultants
guide you in defining your whole product.
Our consultants work with your marketing and executive
teams to define and segment the market, then
research the compelling expected outcomes of
the buyers in target segments.
Contact Silicon
Strategies Marketing for a telephone
consultation on defining your whole product. |
