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A Discovery Foundation Growth Essential Program

Presented by Bruce Stuart, Channelcorp

Your growth in 2019 will require improvements and investments in your routes to market strategy. The process of finding and developing routes to market for products, services or technologies is expensive and time consuming. Most emerging and mature tech companies spend more per year on finding, developing and managing routes to market then they spend annually on R&D.

In this workshop part 1 of 2 you will…

In part 1 of this 2-part workshop, you will focus on the answers to the fundamental questions that will define your 2019 routes to market and growth strategy.

You will walk out of the session with the foundations of a powerful plan for 2019 growth, and the logic behind it. Specific questions you will answer include:

  • Is your offering a bought product or sold product?
  • Is the offering going to be sold to a commercial, industrial or consumer market?
  • Is the business model underlying the sale of the offering going to be based on transactions (like buying a car) or recurring revenue (like using CAR2GO).
  • Is the form of the offering going to be tangible product, an intangible service, or a bundle made up of products and services, or a collection of IP and technology?
  • Is it a point product that needs no system or is it a component product that is integrated into a bigger solution.
  • Is it a technology, or a process that causes raw materials to change form?
  • Is it an integrated solution comprised of products, services and technologies to solve a problem or series of problems?
  • Are all the pieces of the solution yours?
  • Do consumers use the offering?
  • If so what segments and sub segments of the consumer market?
  • Is the offering desired by industrial users, if so what industries and what types of organizations in each industry?
  • Do governments consume the offering? If governments consume the offering, are they international, national, state, provincial or civic governments?
  • What departments in the various types of government want the offering?
  • Is the offering used by the military and if so, is security clearance required to sell it and if so, what level do the security clearances need to be?
  • Do the potential customer want to buy the offering directly from the producer?
  • If so, does the customer want to engage in a face-to face transaction or an online transaction?
  • If it is to be an online transaction, is the transaction based on outbound calling, or inbound transaction processing model, or both?
  • If the transaction is to be processed indirectly through a third-party, how many steps or tiers will exist between the producer and the eventual consuming individual or organization?
  • Is the purchase of the offering by the target customer going to be a non-routine new purchase prefaced by extensive research and detailed proposal review?
  • Is the purchase of the offering going to be a straight rebuy, driven by a professional purchasing organization based on price at a specified level of performance, or is the purchase going to be a modified rebuy that allows the producer to deviate from the purchasing specs if a viable “give to get” proposition can be shown.


Bruce R Stuart Founding Partner of Channelcorp will deliver the workshop. Channelcorp Vancouver-based independent advisory firm. It is a leading global cloud and SaaS Route To Market (RTM) channel consultancy and strategy education firm. Channelcorp specializes in consulting with, and educating the management teams of software (cloud and on-premise), hardware and telecommunications firms wishing to change or augment their business models with a shift to a recurring revenue model.   Bruce has delivered consulting and executive education assignments “on the ground” in 25 countries in NA, SA, Europe, Middle east and Asia including Japan and China. He has written 13 books on technology RTM issues and more then 700 articles.

Notable RTM consulting and channel education clients of Bruce and Channelcorp include: Apple, Adobe, Alias/Wavefront, Autodesk, Avaya, Avnet, AT&T, BEA, Comcast, Cisco, Compaq, DEC, Extreme Networks, Fiserv, Glory Global, Hitachi, HP, HPE, IBM, Intel, Informix, Juniper Networks, Kodak, Lucent, Mentor Graphics, Microsoft, McCaw Cellular, NCR, Northern Telecom, Oracle, Plantronics, QMS, Radiant Technologies, SAP, Symantec, Star Micronics, Tektronix, Trimble, Unisys, Verizon, VMware, Wachter Industries, Xerox, Zebra Technologies.

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