Strategic & Operational
Commercialising Innovation and Technology requires fast iterations between the strategic level and the operational level. To maintain coherence and speed we work with an integrated approach. This allows us to ensure concept and action are coordinated to make the sale! Strategy, Marketing and Organisation ensure there is a direction. Selling, Motivating and Managing ensure we make steps in that direction.
Organisational Services
- Tools and workshops to think outside of the box
- Transformation of field data into useable information for strategy elaboration
- Business model proposals and testing ;
- Value proposal architecture ;
- Commercialisation process engineering ;
- Interaction between sales and marketing
- Interaction between sales and product development
- Do you need a product manager, a product director
- Managing your sales people
- CRM, product management software, communication tools
- Dynamic segmentation to identify most accessible market
- Strategic positionning to leverage sales fast
- Market and opportunity studies
- Prospective brainstorming to draw your roadmap
- Market intelligence to make the right decisions
Operational Services
- Prepare and practise the sales pitch
- Joint sales meetings to analyse and improve practises
- Deploy negotiation tools to obtain engagement
- Practise closing the sale
- Debriefing what happened during the sales meeting
- Regular meetings to review activity and action plan
- Define objectives and keep a tab on progress
- Brainstorm on new angles to approach customers
- Motivate and keep spirits and energy high
- Prepare negotiation strategies, track bottom lines
- Have an understanding of where you are and how long before break even
- A clear picture of when you need to hire, communicate and raise money
- Understand what posture you need to put forward : listen or sell, explore or exploit, steps or vision
- Determine whether you are in the architecture, acceptance or acceleration phase
- Manage your ressources accordingly, whether it be money or time
- Testing your idea – « I like your idea » is not enough. We want them to buy it! That’s the real test. classic, or clean. Sets the design of the shortcode.
- Together on the field – We will go out on the field with you to meet the customer and make the sale!
- Straight Talk – We are with you to make it work, not to be nice. We’ll challenge you to meet the customers’ needs, not yours!
- Market Potential, Market Speed – Where are we going, how long will it take to break even, what is the size of my market, what margins can I expect? Those are the questions we’ll help you answer!
- Our Expertise – Knowing what can be sold and what can’t. An innovation always forgets it’s young.
- Persuasion – If it’s really innovative, you’re going to have to shove it down their throats!
- Engagement – We make sure the market commit. We want proof the market is interested. We want them to engage!
- Innovation – Invention + Commercialisation = Innovation. The equation is simple. You invent, we commercialise for you and with you!
Coherence
To sell effectively you need coherence. You need coherence between sales, marketing, strategy, organisation and every other part of your venture. As we are dealing with the complexity of innovation and technology, an integrated approach is all the more important. Concept and practice are intertwined, they can not be separated into boxes. Silos are inefficient in environments that are dynamic and full of uncertainty. By the time you get out of one silo to work on the other, your market is gone, or your cash. If you have to go see many specialists to address marketing, sales, organisation and strategy you will lose in coherence, efficiency and impact. Many consultants determine strategy to fit their expertise. That’s putting the cart before the ox. At Cirrus IM our primary focus is success, not selling bricks that don’t fit with one another. Together we determine the best approach to sell your innovation or technology; only then do we integrate the necessary skills. Either we have them internally, either we’ve already identified them externally. This is why at Cirrus IM we provide a comprehensive approach to make sure all the necessary competencies are in line to pull maximum value out of your project.