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Activate, optimize, and maintain<br />
Launch for scalable sales and delivery of the offering<br />
20<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 />
Go to Market Toolkit may include:<br />
► Executive overview (elevator pitch,<br />
2-page executive summary)<br />
► Sales Deck<br />
► Financial Frameworks<br />
► Enablement Plans<br />
► Marketing Plan<br />
<strong>Development</strong> may include:<br />
► Technology Architecture/Approach<br />
► Process Designs/Activatement<br />
Plans<br />
► Governance/Operations Models<br />
Delivery Tools may include:<br />
► Deliverable Templates<br />
► Runbooks<br />
► Reference/Cost Models<br />
► Use Cases<br />
The process<br />
Key<br />
objectives<br />
Key activities<br />
1. Successfully Activate the <strong>Offering</strong> to the market<br />
2. Evolve the support and delivery model to optimize all EY assets<br />
3. Measure <strong>Offering</strong> performance to know when to invest or retire<br />
1. Establish EY community, networks and regional delivery teams<br />
2. Manage vendor/alliance relationship(s)<br />
3. Deliver and maintain knowledge mgmt. infrastructure across teams<br />
4. Bake offering targets into account plans<br />
5. Drive accuracy of offering/KPI reporting<br />
6. Scale and incorporate new offerings into the EY Performance<br />
Engine:<br />
► Business <strong>Development</strong> – Sales Champions<br />
► BMS – Branding/Marketing/Communications<br />
► Methods – Operational Best Practices, QRM – Quality<br />
7. Work with BD and BMC team to scale the offering through sales<br />
campaign<br />
8. Identify the global team and converge model for sales efforts<br />
9. Create and maintain support plan with GDS and core team<br />
10. Measure and evolve implementation progress<br />
Estimated timing<br />
EY stakeholders<br />
►<br />
►<br />
►<br />
►<br />
►<br />
Continuous<br />
Win Center<br />
Sector/competency/BD SMEs<br />
Quality<br />
GEC Team<br />
Stakeholders matrix (where necessary)<br />
The outputs<br />
Key deliverables<br />
1. KPI Reports<br />
2. <strong>Offering</strong> Updates and Builds<br />
3. Other <strong>Offering</strong>s/Service Line Integration<br />
4. EY Performance Engine Integration<br />
Key gate<br />
4<br />
Evaluation of the sales and<br />
delivery processes and success in<br />
the market<br />
# Key Gates<br />
Page 20<br />
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