1. Situation Analysis Assess Industry/ Market/Platform Conditions/Changes - Current/Projected - Consolidations/New Partnerships Identify/Confirm Driving Forces and Trends Assess Customer Needs Create Customer Profiles Define Customer Segments & Groups Establish Directional Customers Assess Customer Satisfaction Product/Service Portfolio Operational Performance - Strengths -Weaknesses Assess Mrktg & Sales Effectiveness Market Position - Sales, Market Share & Profitability Mrktg Audit Sales Audit PPH Analysis Assess Competitors - Mrkt Position - Product/Service Portfolio - Strategies - Capabilities - Dimensions on which compete Identify Opportunities/Threats and Needed Capabilities - 4 Quadrant Product/Market Matrix Establish Priorities, Financial/Non-Financial Objectives Create Business, Marketing, Sales Strategy - Strategic, Marketing, Sales plans Establish Market/Customer Segmentation Approach Customer Roadmap Define Product/Service/Technology Roadmap Develop Differentiation and Positioning Strategy Build Desired Product/Service Portfolio - Evaluate Current Offerings - Initiate Required Improvements R&D Efforts, Strategic Partnerships Establish Product/Service Pricing, Promotion, Distribution and Sales Strategy for Target Markets and Customers Implement Sales Strategies to Improve Sales Effectiveness & Profitability - Grow Customer Relationships - Strategic and Team/Strategic Partner Selling, LAMP, CRM, E-Commerce - Move Away from Unprofitable Products/Services, Segments, Customers