marketing your product - a guide for entrepreneurs by pradeep anand
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Pradeep�AnandSeeta�Resourcespa@seeta.com;�www.seeta.com;�+1�281�797�0797
� ViceǦPresident,�Marketing,�Landmark�Graphics�(Halliburton)� North�American�Operations,�Baker�CAC,�Baker�Hughes� Marketing/Business�Development�Manager,�SperryǦSun,�NL�Industries�
� Oil�&�Gas�– Baker�Hughes,�Baroid�Corporation,�Daniel�Industries,�Dresser�Industries,�Dresser�Oil�Tools,�Integrated�Exploration�Systems�(Germany),�Landmark�Graphics,�NL�Industries,�Numar,�OFS�Portal,�Photon,�PGSǦTigress,�Praxis,�Preng�&�Associates,�SperryǦSun,�Object�Reservoir�(US�Venture�Partners),�Volumetrix
� Engineering/Manufacturing—Aggreko,�AirXChangers,�Astralloy,�CompX,�Continental�Carbon,�Excell�Minerals,�Fabsco,�Fort�Lock,�Gundle/SLT�Environmental,�Harsco�Corporation,�Harsco�Industrial,�Harsco�Infrastructure,�Harsco�Metals�&�Minerals,�Harsco�Track�Technologies,�Hendrickson�Trailer,�IKG�Industries,�MultiServ,�National�Cabinet�Lock,�Nutter�Engineering,�OnePoint,�Patent�Construction�Systems,�PattersonǦKelley,�Reed�Minerals,�SGB,�SteelPhalt,�Waterloo�Furniture�Components
� Technology—AMD,�Sun�Microsystems,�Syntel,�NobleTek,�Metasolv,�Avalon�Imaging,�Scicom,�Silicus,�Laversab,�Facet,�ZResearch
� Other�—Fort�Bend�Independent�School�District,�Kanaly�Trust,�American�Sleep
2©�Pradeep�Anand;�pa@seeta.com;�www.seeta.com;�+1�281�265�9301
©�Pradeep�Anand;�pa@seeta.com;�www.seeta.com;�+1�281�265�9301 3
©�Pradeep�Anand;�pa@seeta.com;�www.seeta.com;�+1�281�265�9301 4
CUSTOMER:REVENUE�ADDITIONCOST�REDUCTION
ROC�IMPROVEMENTS
Benefits
Features
Product Services
Deliver�Value�to
Customers
Extract�Value�for�
Stakeholders
Get�and�KeepCustomers
©�Pradeep�Anand;�pa@seeta.com;�www.seeta.com;�+1�281�265�9301 5
Market�Value
P/E�RatioX
Earnings
IncreaseEarnings
Introduce�New�Products
Enter�New�Markets
Increase�Market�Share
Improve�Pricing�Effectiveness
Take�Advantage�of�Market�Activity
IncreaseRevenue
ReduceCost
Need
Intent
Budget
IdealCustomer
High
High
High
6©�Pradeep�Anand;�pa@seeta.com;�www.seeta.com;�+1�281�265�9301
� Types�of�competition� Direct� Indirectƒ Substitutionƒ Adjacencies
� Waste� Suppliers� Customers
� Each�is�an�opportunity7©�Pradeep�Anand;�pa@seeta.com;�www.seeta.com;�+1�281�265�9301
Value
Unique
Trust
You!
Yes
High
High
8©�Pradeep�Anand;�pa@seeta.com;�www.seeta.com;�+1�281�265�9301
� Customers� Pick�first�
customers�who�are�closer�to�death�valley
� Others�don’t�have�reasons�to�change�habits
� Competition� Don’t�wake�up�
800�pound�gorillas�from�their�slumber
Pradeep�Anand;�pa@seeta.com;�www.seeta.com;�+1�281�265�9301 9
Pradeep�Anand;�pa@seeta.com;�www.seeta.com;�+1�281�265�9301 10
PositiveDifferentiation�
Value
ReferenceValue
Our�NegativeDifferentiation
ValueǦ$
Our�Added�Value�to�the�Alternative
+$
Cost�of�Alternatives/Competition
$
Pradeep�Anand;�pa@seeta.com;�www.seeta.com;�+1�281�265�9301 11
Goal�is�to�End��Here
Pradeep�Anand;�pa@seeta.com;�www.seeta.com;�+1�281�265�9301 12
Pradeep�AnandSeeta�Resourcespa@seeta.com;�www.seeta.com;�+1�281�797�0797
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