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Design and build<br />
Developing the product, GTM strategy, and sales toolkit<br />
19<br />
Discover<br />
Ideate<br />
Incubate<br />
Design/Build<br />
Activate<br />
Crystalize and<br />
Develop the product<br />
Scan Focus 0 Generate ideas 1 2 3<br />
Activate, optimize, and<br />
4<br />
refine ideas<br />
Create GTM plan/collateral maintain offerings<br />
Critical inputs<br />
<strong>Offering</strong> <strong>Offering</strong> Presentation<br />
► <strong>Offering</strong> Strategy<br />
► Refined Value Proposition<br />
► Delivery Approach/Components<br />
Documented Takeaways and<br />
Feedback from SME and Client<br />
Conversations<br />
Resource Plans to:<br />
► Build (Core, GDS, Alliances)<br />
► Deliver (Core, GDS, Alliances)<br />
► Maintain (Core, GDS, Alliances)<br />
Learnings from 2-3 Pilots/Prototype<br />
Refined Business Case<br />
The process<br />
Key<br />
objectives<br />
Key activities – Go to market<br />
1. Creation of a clear GTM strategy with initial candidates clearly defined<br />
2. <strong>Development</strong> of offering GTM collateral, tools, and technology prototypes<br />
1. Create the GTM Strategy including client target list<br />
2. Define and initiate partnerships and alliances<br />
3. Build initial GTM sales materials including internal sales<br />
enablement collateral<br />
4. Identify core sales team to initially take offerings to client<br />
5. Initiate sales process with BD teams<br />
6. Develop strong sales pipeline to enable Activate/industrialization<br />
Key activities – Product development<br />
1. Architect the offerings’ resourcing, delivery, and technology<br />
models/approaches<br />
2. Develop key delivery methodologies, templates, and tools to<br />
accelerate project success<br />
3. Develop technical prototypes and tools<br />
4. Build required process designs and Activatement plans<br />
5. Define <strong>Offering</strong> governance and operation models<br />
6. Finalize commercial model<br />
Estimated timing<br />
EY stakeholders<br />
►<br />
►<br />
►<br />
►<br />
►<br />
►<br />
►<br />
►<br />
Days ~60–120<br />
Win Center<br />
Independence<br />
General Counsel Office<br />
Marketing and Communication<br />
Quality<br />
Global Methods Program<br />
GDS – part of delivery team<br />
Stakeholders matrix (where necessary)<br />
The outputs<br />
Key deliverables<br />
1. Sales Toolkit may include:<br />
► Executive overview (elevator pitch, 2-<br />
page executive summary)<br />
► Sales Deck<br />
► Financial Frameworks<br />
► Enablement Plans<br />
► Marketing Plan<br />
2. <strong>Development</strong> may include:<br />
► Technology Architecture/Approach<br />
► Process Designs/Activatement Plans<br />
► Governance/Operations Models<br />
3. Delivery Tools may include:<br />
► Deliverable Templates<br />
► Runbooks<br />
► Reference/Cost Models<br />
► Use Cases<br />
4. Capability build plan:<br />
1. Recruitment<br />
2. L&D<br />
Key gate<br />
3<br />
<strong>Offering</strong> development, on-going<br />
review and initiative management<br />
(GO/NO-GO Funding Tranche 2)<br />
# Key Gates<br />
Page 19<br />
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