Many Companies have Product Strategies
& Plans that are:
q
Ad hoc
q
Unknown to
the Sales Force and hence to Customers
q
Or Both.
To develop a consistent set of valid plans that
can be easily communicated to the sales force and customers can
q
Increase your Sales Effectiveness
q
Increase Sales.
What do we to
assist this?
We provide a standard Planning Template to Product Managers +
assistace to complete where needed.
Then facilitate Plan Presentation Meetings to share
and communicate these Plans.
Typical Planning Processes appear on the right;
however these are normally customized before use.
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Typical Planning Template
The contents of a typical Planning Templates are:
Strategic Planning (2+ years)
0. Executve Summary
1. Product Business Unit (PBU) Description
2. Mission Statement
3. Key Long Range $ Goals for the PBU
3a. Overall Market Positioning Sought (eg: Dominant etc)
3b.Revenue Goal for current Year, next Year etc.
3c. Profit Goal for current Year, next Year etc
4a. Key Products Services and Solutions offered
4b. Existing Service or Product Development Plan
5a. Overview of Overall Market Opportunity
5b. Market Segments Served or to be Targeted
5c. Value Propositions for Market Segments Served or to be Targeted
5d. Channels to reach selected Market Segments
6. Overview of Competition & Your Differentiation
7. Key Trends
7a. Forecast and Industry or other Business Changes in your Key
Markets Segments that will/could affect your offering and its
value to Customers
7b. For each of these, will there be a Positive or Negative Impact
on the Value of your Offerings
8. Overview of Strategy to attain your Mission and Long Range
Goals
8a. Stepping Stone Objectives to reach Long Range Goals
Tactical Planning (1 Year Only)
PX2 This Year's Main Sales $ Goal(s)
PX3 Control Goals or Limits
PX4 Key Performance Indicators (KPIs)
PX5 Stepping Stone Objectives (1 Year Only)
PX6. Key Assumptions +"If not" Consequences
PX7a. SWOT Analysis
PX7b. Detailed Segment Opportunity Assessment
PX8. Business Last Year, This Year, & What I can Count On,
and Deltas to make main Goal(s)
PX9a. What are your Personal Strengths & Weaknesses
PX9b. Rate your People + Personnel Strength Rating
PX9c. Rate your Channel Partners + Partner Strength Rating
PX10. What other Tools, Support, Resources needed?
PX11. What are your main Strategies and Tactics to:
PX11a. Annual Funnel & KEY Activity Plan
PX11b. Quarterly Funnel & KEY Activity Plan
PX12. Compensation Plans needed to support the above.
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