|
Readiness Phase
The purpose of the Readiness Phase is to prepare the organization to sell, deliver and support the product. Within the Readiness Phase there are four Steps: the Product Readiness Step, the Marketing Readiness Step, the Sales Readiness Step and the Channel Readiness Step.
Product Readiness Step
Product Complete
|
Ensure completion of the product for delivery to a customer |
|
|
Product Packaging
|
Complete the physical packaging of the product to include artwork, licensing, feature levels and in-the-box materials |
|
|
Support Training
|
Train customer support staff on the product and how to help customers diagnose common problems |
|
|
Delivery Training
|
Complete the materials and methods that may be needed for the installation and implementation of the product |
|
|
Pricing
|
Finalize pricing for the product |
Marketing Readiness Step
Marketing Collateral
|
Complete the marketing materials (brochures, data sheets, etc.) for the product |
|
|
Advertising
|
Schedule advertising and develop ad concepts |
|
|
Events and Trade Shows
|
Schedule trade shows and other events in support of the launch |
|
|
Web Site
|
Develop web site content, forms and other elements to support the launch |
|
|
Metrics Capture
|
Implement the tools and procedures needed to measure launch effectiveness |
|
|
Sales Readiness Step
Sales Tools
|
Develop sales tools to support the sales process |
|
|
Compensation Plan
|
Define the sales compensation plan that will provide incentive to the sales team to sell the product being launched |
|
|
Incentive Programs
|
Define the sales incentive programs for the product launch |
|
|
Ordering Procedures
|
Define the procedures required to order the product following a sale and to allow returns if applicable |
|
|
Sales Training
|
Train the sales team on the capabilities of the product, target markets, ordering procedures, compensation and incentives |
Channel Readiness Step
Sales Tools
|
Develop sales tools specific to channel partners |
|
|
Pricing
|
Define the pricing for channel partners |
|
|
Incentive Programs
|
Define the incentive programs for channel partners to support the launch |
|
|
Ordering Procedures
|
Define the ordering procedures for channel partner sales including returns |
|
|
Channel Training
|
Conduct product, support and sales training for channel partners |
|
