Objective:
Create
products that meets the expected outcomes of
your target markets and segments.
Benefits:
Eliminate competition by eliminating viable
alternatives.
Silicon Strategies Role: Research and
mapping of customer needs and "expected outcomes" that are currently
unmet in the market.
Your whole product creates a compelling
reason to buy. By creating a whole product,
you make the product easy to buy which
expedites sales.
 Often
there is a large difference between the
product you have (called the generic
product) and the whole product that fulfills
customer needs. Most companies err in
designing incomplete solutions for the
entire
market, and not whole products for key
market
segments.
Defining a "whole product" begins with
defining and prioritizing the market
segments. Once prioritized, deeper research
into the perceived needs, "expected
outcomes" and buyer preferences of that
segment begins. The end goals of these
processes are to address every question and
concern buyers have.
Gaps between your generic product 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 will conduct
exercises for defining your whole product.
We 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 your whole product
definition. |
