Hitachi Infrastructure Opportunity Assessment (iOA) Overview
Opportunity Assessment
description
Transcript of Opportunity Assessment
Opportunity Assessment
– What sort of market are we in?• One sided, two sided
– What is the demand?• Users?• Dollars?
– Does our product/service solve a problem that somebody cares about – enough to change their behaviour and spending?
Competition as an influence
• Pure competition• Oligopoloy• Monopoloy
Nature of Market
How they will react?
What is their product? What are their costs and prices? “What pricing will make them feel
the worst?”
• Map 1: service journey or “day in the life of the customer”
• Map 2: influence ecosystem• Map 3: customer workflow as it impacts the
purchase process
“Service/Product” Journey or “day in the life” of a customer
• “Who Is Your Customer or Customers?”– :idea: Sketch Your Product and the People it “touches”
through it’s usage.
• Often it is difficult to determine who is your customer. The service journey gives you a “top level” insight.
• Link to Mkt R/S course
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5:Service Journey V0.1:
MAP 1: day in the lifeOf the customer
A day in the life of your customer(think user)
• Once you’ve focused in on who your customer really is, can you describe (and sketch) a day in their life? In detail?
• What do they do? How do they do it?• What are their pains?• And potential gains?• What would change if your product/service
was adopted?
Market Adoptio
n
Key Opinion Leaders (KOLs)
Medical Journals
Continuing Medical
Education
Conferences
Breast Cancer Advocacy Groups
American College of
Obstetricians and
Gynecologists (ACOG)
MammOpticsMarketing
MAP 2: INFLUNCE ECOSYSTEMA draft marketing and sales ecosystemAdd their roles and connections
Customer Ecosystem (A start on channels and customer relationships)
• Can you identify the multiple players in the customer decision network?
• Their roles?• And how they inter-connect?• How are you going to get to your customer?• Information• Access• Physical vs. web/mobile• Map the ecosystem for
– Marketing– Sales– Distribution
• Thinking about Get in Get,Keep, Grow
ACOGACS
Doctor specialty
committee
Hospital Administrati
on
Technician
RadiologistMammography
MammOpticsCustomer Workflow
Current market Insurance
Map 3: workflow and customerBehaviour as it impacts buyingdecisions
ACOGACS
Doctor specialty
committee
Hospital Administrati
on
Technician
RadiologistMammography
MammOpticsCustomer Workflow
Current market
But what would happen if we replace mammography?
Insurance
ACOGACS
Doctor specialty
committee
Hospital Administrati
on
Technician
Radiologist
Mammography
MammOpticsCustomer Workflow
Breast Radiologists
Technicians Hospitals
Loss of jobsLoss of jobs Eliminates loss leader
Puts emphasis on biopsies
Insurance
ACOGACS
Doctor specialty
committee
Hospital Administrati
on
Technician
Radiologist
Mammography
MammOpticsCustomer Workflow
InsuranceSame cost as mammography
($140)Reduced number of biopsies
($1000)
ACOG/ACSImproved healthcare(mammography weak
technique)
Insurance
MammOpticsHospital purchasing decision tree
Finding white space:from tech functions to customer benefits
feature feature feature feature
(benefit) (benefit) (benefit) (benefit)
US
Comp 1
Comp 2
Comp 3
Sub 1
Sub 2
Sub 3
etc
Tip 1: include substitutes as well as competitorsTip 2: think about the customer job to be done: pains removed, utility gains madeTips 3: Features are reasons to believe benefit claims
MammOpticsTechnology Comparison
Risk Invasiveness
Resolution
False Pos.
False Neg.
Device Cost
Time Require
d
MammOptics
Mammography High High .6 cm 25% 30% 20-50k 20 min.
MRI Medium Medium .1 cm 70% 5% 1000k 45 min.
Ultra-Sound Very Low Very Low >.6 cm >30% >40% 5-15k 20 min.
Where is the money coming from?Revenue Model Choices
Bits
Physical
Product
Web Physical
Channel
Direct Sales Products Subscription Upsell/Next Sell
Ancillary Sales:• Referral revenue • Affiliate revenue• E-mail list rentals• Back-end offers
Direct Sales Products Service Upsell/Next Sell
Referrals Leasing
Direct Sales Products Subscription Add-on services Upsell/Next Sell
Referrals
How do we price the product?Pricing Model Choices
How do we price the product?
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• Product-based pricing• Competitive pricing• Volume pricing• Value pricing• Portfolio pricing• The “razor/razor blade” model• Subscription• Time/Hourly Billing• Leasing
Pricing Models - Physical
Competitors and impact on demand
Your market penetration ambitions?
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Customer Discovery: Exit Criteria
• What are our customers top problems? – How much will they pay to solve them
• Does our product concept solve them? – Do customers agree? – How much will they pay
• Can we draw a day-in-the-life of a customer – before & after your product
• Can we draw the org chart of users & buyers