Economic
Identify the top ECONOMIC drivers, market forces, changes, and trends that are affecting your target vertical industry. Identify the corresponding impact of these factors on your customers' business. Sample external economic factors could include : currency fluctuations, low cost of oil , labour shortages, increasing interest rates, economic slumps leading to less disposable income etc.
The measurable BUSINESS IMPACTS of each of these factors could then be: lower top line revenue, shrinking margins, increasing labour costs, etc. After listing each of these forces give this category a "rating". How disruptive is this factor to your customers' business? The higher the disruption in your vertical industry the more pain and the higher the motivation to search out a solution.
Impact Rating is labelled as follows:
10 - Extremely disruptive and prospects will take immediate action.
5 - Low disruption, not emotionally compelling.
0 - some disruption, not enough to trigger action.
Regulatory
Identify the top REGULATORY / GOVERNMENT drivers, market forces, changes, and trends that are affecting your target vertical industry. Identify the corresponding impact of these factors on your customers' business. Sample external regulatory factors could include: FDA approval requirements, health and safety standards, GAAP accounting, supplier compliance, diversity reporting, traceability, etc.
The measurable BUSINESS IMPACTS of each of these factors could include: inability to produce the required data or tracking information, loss of customers or suppliers, need for new systems, requirement to implement new business processes, improved tracking and reporting needed, etc. After listing each of these forces, give this category a "rating". How disruptive is this factor to your customers' business?
Impact Rating is labelled as follows:
10 - Extremely disruptive and prospects will take immediate action.
5 - Low disruption, not emotionally compelling.
0 - some disruption, not enough to trigger action.
Suppliers
Identify the top SUPPLIERS' drivers, market forces, changes and trends that are affecting your target vertical industry. Identify the corresponding impact of these factors on your customers' business.
Sample supply chain factors could include: market consolidation, technology changes, new entrants, etc. The measurable BUSINESS IMPACTS of each of these factor could include: loss of control, increase in costs, etc. How disruptive is this factor to your customers' business?
After listing each of these forces, give this category a "rating". How disruptive is this factor to your customers' business?
Impact Rating is labelled as follows:
10 - Extremely disruptive and prospects will take immediate action.
5 - Low disruption, not emotionally compelling.
0 - some disruption, not enough to trigger action.
Competitors
Identify the top COMPETITIVE drivers, market forces, changes, and trends that are affecting your target vertical industry. Identify the corresponding impact of these factors on your customers' business. Sample external competitive factors could include: market consolidation, decreasing barriers to entry, acceleration of global competition, increased price competition, entrance of online retailers, etc.
The measurable business impacts of each of these factors could include: loss of market share, dropping prices, shrinking margins, need to grow recurring revenue, need to leverage technology to differentiate, need for ecommerce capability, investment in product development / diversity, need for geographic expansion, need for increased reporting and costs tracking, etc.
After listing each of these forces, give this category a "rating". How disruptive is this factor to your customers' business?
Impact Rating is labelled as follows:
10 - Extremely disruptive and prospects will take immediate action.
5 - Low disruption, not emotionally compelling.
0 - some disruption, not enough to trigger action.
Customers
Identify the top CUSTOMER drivers, market forces, changes, and trends that are affecting your target vertical industry. Identify the corresponding impact of these factors on your customers' business. Sample customer drivers could include: increase in buyer power, expectations of ecommerce, desire for more control during the buying process, demands for improved service, demand for higher quality, more value, etc.
The measurable BUSINESS IMPACTS of each of these factors could include: higher costs of selling, higher costs of delivery, higher service costs, changes in product offerings, changes in service offerings, need for new ecommerce functionality, loss of valuable customers, eroding margins, etc.
After listing each of these forces, give this category a "rating". How disruptive is this factor to your customers' business?
Impact Rating is labelled as follows:
10 - Extremely disruptive and prospects will take immediate action.
5 - Low disruption, not emotionally compelling.
0 - some disruption, not enough to trigger action.