Effective and efficient differentiation
Product and service differentiation benefits a company at product or service launch (initial and follow-up), new territory expansion, and acquisition of a new capability. Aligning with your best customers, building efficiently and reaching a scalable model are key objectives.
Effective and efficient differentiation can be achieved by aligning your best customers with your operations through the sales and marketing organization as a single unit.
How do our customers perceive our service?
What about our service needs to change to maximize its value to the customer?
What should we offer as core versus a customized service?
Sales
How does the customer buy services like ours?
How long does the buying process take?
Do we have the proper mix of sales representatives for our stage of maturation?
Marketing
Is our target market turning out as we thought initially?
Are there particular segments of the market that we should target as a priority?
Are we gathering intelligence that allows us to create resonant communications and is our approach measurably successful?
Operations
Is our service sufficiently well aligned with what our best customers tell us they want?
Are we delivering our service according to the industry and regulatory expectations of our target markets?
Can we deliver our service with the capacity and profitability expected by our budgets?