Building Routes to Customers

Building Routes to Customers

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Building Routes to Customers explains the powerful a€œRoutes-to-Marketa€ approach for driving profitable growth. World-class organizations including IBM, Microsoft, HP, Cisco, Hitachi, Adobe and Plantronics, and hundreds of smaller companies, have adopted RTM to develop and execute highly successful go-to-market strategies and tactics. With a step-by-step approach and dozens of examples, the authors show how you can use RTM to: (1) Determine the optimal level of spending for each function in marketing, sales and customer service, for each market segment, product and service. (2) Optimize your marketing mix and sales and distribution channels to maximize revenue and profitability throughout the product life cycle. (3) Get everyone in product management, marketing, sales, customer service, and your distribution partners aligned and working together to maximize results. (4) Get the right products and services to the right customers at the right time. (5) Retain existing customers and create profitable new ones.By evolving its route for selling Bluetooth headsets, Plantronics catapulted into the top echelon of the mobile headset ... changed its Bluetooth headset route three times Generate Demand Qualify Prospects Close the Sale Deliver aamp; Install.

Title:Building Routes to Customers
Author:Peter Raulerson, Jean-Claude Malraison, Antoine Leboyer
Publisher:Springer Science & Business Media - 2009-04-05


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