product camp 2014-enhance competitive edge-2014-03-29
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© 2014 Insight Researchers LLC © 2014 Insight Researchers LLC 1
Enhance Your Competitive Edge!
Product Camp March 29, 2014
© 2014 Insight Researchers LLC © 2014 Insight Researchers LLC
Today’s Session Environmental Change is Constant
Real-Life Examples
Helpful Tips & Valuable Sources
Let’s Hear From You
2
© 2014 Insight Researchers LLC 4
New laws? New regulations? Candidates to watch?
Demographics Behaviors Attitudes Beliefs
Tech to lower costs? Tech to replace
offerings? Optimize manufacturing
or supply chain?
Strategies for bad economy? Global markets International developments
Political / Legal / Regulatory
Social / Cultural Trends
Technology Economy / International
Customers
Losing market share? Know desires? Know future needs?
Competitors
New competitors or products?
Recent surprises? Know how you
compare?
Substitutes
Potential entrants? Favored substitutes? New opportunities?
Industry Trends
Best practices? Convergence? New opportunities?
Suppliers
Best prices? Single supplier? Supply chain threats?
The Market Intelligence Environment Market intelligence is the systematic collection, analysis and communication of objective information about the external world to decision-makers.
© 2014 Insight Researchers LLC
Which Markets are Profitable?
Buyers Industry Competitors
Substitutes
Potential Entrants
Suppliers
Political / Legal /
Regulatory
Social / Cultural
Economy & International
Technology
5
Macro Environment Industry Strength of Force
7
10
4 9
6
9
8 5
© 2014 Insight Researchers LLC
Which Trade Show to Attend?
7
Conference / Show Place Date
Com
pany
A
Com
pany
B
Com
pany
C
Com
pany
D
Com
pany
E
Com
pany
F
Com
pany
G
Com
pany
H
Com
pany
I
Com
pany
J
Com
pany
K
Com
pany
L
Com
pany
M
Com
pany
N
Tota
ls
Website Conference A Beijing, China 2012-12 0 Conference B Dallas, TX 2012-12 1 1 1 1 1 5 Conference C Istanbul, Turkey 2012-12 1 1 1 3 Conference D Las Vegas, NV 2012-12 1 1 1 1 1 1 1 1 8 Conference E San Francisco, CA 2012-12 1 1 1 1 1 5 Conference F Washington, DC 2012-12 1 1 Conference G London, England 2012-11 1 1 1 1 1 1 1 1 1 1 10 Conference H Toronto, Canada 2012-11 1 1 Conference I Vienna, Austria 2012-11 1 1 1 3 Conference J Amsterdam, Netherlands 2012-10 1 1 1 3 Conference K Chiba, Japan 2012-10 1 1 Conference L Chicago, IL 2012-10 1 1 1 1 1 1 1 7 Conference M Frankfurt, Germany 2012-10 1 1 1 1 4 Conference N Nashville, TN 2012-10 1 1 1 1 1 1 1 1 8 Conference O New York, NY 2012-10 1 1 1 1 1 1 6 Conference P Washington, DC 2012-10 1 1 1 3 Conference Q Orlando, FL 2012-10 1 1 1 1 4 Conference R San Francisco, CA 2012-10 1 1 Conference S San Jose, CA 2012-10 1 1 Conference T Denver, CO 2012-10 1 1 1 1 1 1 1 1 1 9 Conference U Singapore 2012-10 1 1 1 3
© 2014 Insight Researchers LLC
How Does the Market Find Vendors?
8
8% 14%
27%
25%
26%
18%
17% 5% 2%
17% 22% 18%
25% 17%
14%
8% 14% 21%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
2013 2012 2011
RFP/RFI
Trade Show/ Conference
Sales Rep / Consultant
Peers/Social Networking
Industry Analyst
Internet Search
Already Knew Vendor /Product
© 2014 Insight Researchers LLC
What’s Most Important for Decisions?
9
3.25
4.25
3.5
3.25
3.25
5
5
5
4.75
3.5
4.75
3.5
4.5
2.7
3.7
2.6
3.2
3.3
4.4
3.8
4.5
4.1
3.8
3.8
3.2
4
0 1 2 3 4 5 6
Vendor Company Size
Vendor Financial Stability
Vendor's Brand
Vendor's Customer Base
Vendor Partnerships
Product Features
ROI
Successful Implementation
Ease of Use
Product road map
Price
References (customer / consultant)
Integration w/other HW/SW
(1 = no importance; 5 = key criteria) 2012 2013
© 2014 Insight Researchers LLC
Win & Loss Reasons
10
Price 23%
Relationship w/Competitor
18%
Product Attributes
6%
Technology 24%
Stay w/Incumbent
29%
© 2014 Insight Researchers LLC 12
Open Ears / Open Mind
© 2014 Insight Researchers LLC 13
Employees
© 2014 Insight Researchers LLC 14
Customer Feedback
© 2014 Insight Researchers LLC 15
Google Alerts
© 2014 Insight Researchers LLC © 2014 Insight Researchers LLC
Company Websites
Meta tags (key words) Job openings Management News articles Product information Be wary
16
© 2014 Insight Researchers LLC 17
Securities & Exchange Commission
© 2014 Insight Researchers LLC 18
Track employee movements Job openings Discussion groups Customer wins Watch your own settings for privacy!
© 2014 Insight Researchers LLC 20
Industry & Security Analysts
© 2014 Insight Researchers LLC 21
Trade Shows
© 2014 Insight Researchers LLC
Trade Pubs/Associations 22
© 2014 Insight Researchers LLC 23
For Additional Information
Shelly Azar www.insightresearchers.com
shelly@insightresearchers.com 314-225-7815
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