A few days ago, we went to visit an old customer. We always wanted to open up new markets. We had a lot of confusion in product planning and market promotion and implementation, so we specifically asked him for advice.
He has more than ten years of experience in the field we want to do. We chatted on and off in informal occasions for about an hour, and country email list he got some inspiration. In addition, his original style of developing new markets can be summed up in five points.
There is a standard product as a stepping stone;
Supported by industry experts;
Identify the pain points of an industry for deep cultivation;
Have an implementation team that can fight tough battles;
Can catch a local snake.
1. Be a standard product as a stepping stone
This is the lowest threshold. Of course, it is possible that there is not even a decent standard at the beginning, and there may only be a product solution that is close to the point. The one that can get it may be a PPT that has just been saved.
Don't worry, with a plan, it is considered a door. At this time, as long as the market relationship is strong enough, some projects with low requirements will not be under pressure on the schedule. Most likely, it is just to meet the assessment. After entering, you will be able to pass such projects. Delivery of the first bid.
With the standard product 1.0, the next step is to carry out a two-pronged approach, further packaging solutions, and at the same time do competitive product analysis to supplement the capabilities of the standard product, so that market promotion and product promotion are both correct.
In addition to the usual idea of imitating competing products, you can also dig a 3-5-year product manager from a friend business, who can quickly supplement the capabilities of these general-purpose products. According to the competition photos, plus the blessing of some small projects, the standard product 2.0 is formed.
This is a real stepping stone, and we can start to advance some difficult big projects.
2. Find industry experts for support
In order to do larger projects and serve larger and larger customers, it is difficult to gain the trust of these large customers with only one standard product and some experience in small projects. Industry experts are required. Industry experts have two main roles:
The first is to package the solution on the basis of the existing product capabilities, and refine some theories or models to make the product solution look taller and more professional.
These extracted things may not actually be implemented in the product, but may be just a concept. Through the transmission of this concept, the trust of users can be better obtained. Industry experts can play the role of pre-sales in the early stage of the project, and cooperate with the sales to complete the early program support.
In addition, industry experts can also be used as an important input for product planning. Through their accumulated experience in the industry and judgment of industry trends, they will regularly output business plans. The content of these plans can be provided to the product owner for reference, and further explore the potential Competitive product capabilities.