transforming guadalajara tech companies for global export success
DESCRIPTION
Since May, 2014, Tom Evans of The Lûcrum Group has been working with this select group in a program organized by CANIETI-Guadalajara with financial support from ProMéxico to assist them in creating a Globally Competitive Export Business Plan and a World Class Business Presentation. The first interational event for these companies is the WCIT 2014 Exhibition. During this presentation, we’ll discuss the structure of the program, the benefits for the participating companies and how you can offer this program to companies in your country or community that are looking to enhance their global competitiveness. In addition to the presentation by Tom Evans, several of the participating companies will provide testimonials about their participation and the significant improvements they have made throughout the program in their Export Strategy and the presentation of their Value Proposition.TRANSCRIPT
Transforming Guadalajara Tech Companies for Global Export Success
Presented by:
Tom Evans
The Lûcrum Group
Oct 1, 2014
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Presentation Agenda
• Export Challenges for ICT Companies
• Project Overview
• Results & Testimonials
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Export Challenges for ICT Companies
• Too broad of offering
– “We can do anything”
• Compete principally on lower price
• Solution not developed with global markets in mind
• Marketing is about features, technology & company and not about Value
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Program Objectives
Prepare Mexico ICT companies to Achieve ExportBusiness:
• Present globally competitive products andservices;
• Perform world class marketing and businessdevelopment;
• Conduct professional business discussions andnegotiations;
• Close business deals with organizations fromaround the world
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Key Goals of Program
• Define core competencies & strengths of company
• Identify ideal customer/project profile
• Define a clear and differentiated Value Proposition
• Define criteria for ideal distribution partner
• Key Deliverables– Business Export Plan
– Presentation of Offering
– 2-Page Marketing Sheet10/20/2014 Copyright 2014 - The Lûcrum Group, Inc. 5
Program Plan
1. Global Market Readiness Assessment
2. Training Workshop (12 hours)
3. Coaching & Mentoring
4. Creating Global Marketing Materials
5. Dress Rehearsal
6. First Event – WCIT 2014
7. Post Congress Coaching
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Workshop
• Creating a Compelling and Globally Competitive Product and Go-to-Market Strategy
• How to:– Complete an in-depth Market Analysis
– Define competitive & differentiated offering
– Creating a value-oriented message
– Develop competitive Export Strategy
– Effectively working with partners
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Coaching & Mentoring
• May to Sept 2014
• Guide & coach through the steps (Market Analysis, Export Strategy, WCIT 2014 Prep)
• Regular group meetings
• 10 Hours of individualized research and consultation
• Marketing Materials review
• Dress Rehearsal of an event
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Results
• Companies have transformed the way they speak about their offers– Clear target markets
– Well-defined & differentiated Value Proposition
– Marketing is about Value
– Clear definition of business partners
• ProMexico supportive of future programs
• Testimonials– Martha Contreras – Axai
– David Alfaro - masFusion
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Questions
Muchas Gracias!
Tom Evans
The Lûcrum Group
+1.512.961.5267
Skype: tevanstx
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