Sell Side Situation

Inputs

Developer

  • Organization
  • Location
  • Year Founded
  • Employees
  • Sales
  • Markets
  • Customers
  • Prospects

Applications

  • Name
  • Segment
  • Type
  • Platforms
  • Devices
  • Positioning
  • Capabilities
  • User Profiles
  • Pricing

Business

  • Strategy
  • Operating Plan
  • Advantages
  • Weaknesses
  • Competition
  • Partners

What Do Sellers Need to Know?


Objective

Identify what customers "need to know" to adopt and evangelize use of applications.

Step 1 - Who is Customer

Turn historical information about organization into baseline data to measure operations.

Step 2 - What Do They Do

Turn baseline data into activity-based analytics used to measure knowledge worker performance.

Step 3 - What Do They Need

Use insight gained to define requirements, develop strategy, roadmaps and action plans.

Step 4 - Impact Analysis

Deliver application ROI by business region and line of business based on gains / benefits.

Outputs

Knowledge Worker Impact

  • Animation
  • Archive & Metadata
  • Audio, EFX & Music
  • Content & Web Development
  • Database & Middleware
  • Desktop Publishing
  • Digital Photography
  • Digital Video
  • Executive Management
  • General Creative
  • Marcom & Training
  • Multimedia Publishing

Activity Impact

  • Administration
  • Authoring
  • Communications
  • Creative Development
  • File Management
  • Meetings
  • Research & Learning
  • Support & Training

ROI Metrics

  • Adoption Rate
  • Productivity Gains
  • Cost Reductions
  • New Opportunity
  • Value Creation