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Execution Module until September 2013 Programsekretariatet for Vitus Incuba Science Park Katrinebjerg Bygning II, etage 4, Åbogade 15 8200 Århus N Workshop II August 28 - 29, 2012 A template for the Go-To-Market plan will be forwarded for usage in connection with the expert panel presentation. The idea is that both you and your export adviser will continue to use the template throughout the program as a way of intercepting your thoughts and discussions. Go-To- Market plan Execution
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Input fra
ekspertpanel Go-To-
Market plan
Secondment of
Export Adviser
Fact Finding
Trip
Customer &
Sales Strategy
Execution
Secondment
May 9, 2012
Workshop I
May 10-11, 2012
Fact Finding Trip
Week 22 or 23,
2012
Workshop II
August 28 - 29,
2012
Dialogue with the
Panel of Experts
August 31, 2012
Execution Module
until September
2013
Input from the
Panel of Experts
Programsekretariatet for Vitus
Incuba Science Park Katrinebjerg
Bygning II, etage 4, Åbogade 15
8200 Århus N
www.vitus.um.dk
Tel: 96 11 99 99
Workshop I: The Go-To-Market plan: May 10-11, 2012
The first workshop will take place at:
Teknologisk Institut, Gregersensvej 3, 2630 Taastrup
The workshop begins May 10 at 08.45 am and is expected to end May 11 at 5.00 pm
In this workshop the companies will be working specifically with the Go-To-Market plan. The aim is for the workshop to
provide the participants with concrete tools for developing a Go-To-Market plan and a framework for discussing and
choosing a strategy. During the workshop the company will develop a draft on the following points:
1. Value Proposition
2. Customer Segmentation
3. Customer Relationships
4. Competitors
5. Channel Partners
6. Revenue Streams
7. Market Analysis
8. Market Communication
9. Organizing for Global Expansion
The 9 points will be cornerstones for the companies’ Go-To-Market plan. In the workshop the companies will be
presented to specific tools, which will help sharpen the strategy. Furthermore, there will be sessions about culture
understanding and IPR (Intellectual Property Rights). After the workshop, the companies will have a framework for how to
move forward. The Go-To-Market plan and the plan of action will form the basis for the subsequent process.
Preparation
No specific preparation is needed for the workshop. However, it will be beneficial if you and your export adviser have
made yourselves familiar with the template for the Go-To-Market plan and considered how the 9-points strategy relates to
your case.
Educator
The framework of the workshop is developed in corporation with the Vitus Growth team and Mr. Ted Zoller who is in
charge of the Kauffmann Labs at The American Kaufmann Foundation in USA. In addition, Ted Zoller is working as a
professor at UNC Chapel Hill, USA and has previously been manager of several companies.
A template for the Go-To-Market plan will be forwarded for usage in connection with the expert panel presentation. The
idea is that both you and your export adviser will continue to use the template throughout the program as a way of
intercepting your thoughts and discussions.