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Transforming Guadalajara Tech Companies for Global Export Success
Presented by:
Tom Evans
The Lûcrum Group
Oct 1, 2014
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Presentation Agenda
• Export Challenges for ICT Companies
• Project Overview
• Results & Testimonials
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Export Challenges for ICT Companies
• Too broad of offering
– “We can do anything”
• Compete principally on lower price
• Solution not developed with global markets in mind
• Marketing is about features, technology & company and not about Value
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Program Objectives
Prepare Mexico ICT companies to Achieve ExportBusiness:
• Present globally competitive products andservices;
• Perform world class marketing and businessdevelopment;
• Conduct professional business discussions andnegotiations;
• Close business deals with organizations fromaround the world
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Key Goals of Program
• Define core competencies & strengths of company
• Identify ideal customer/project profile
• Define a clear and differentiated Value Proposition
• Define criteria for ideal distribution partner
• Key Deliverables– Business Export Plan
– Presentation of Offering
– 2-Page Marketing Sheet10/20/2014 Copyright 2014 - The Lûcrum Group, Inc. 5
Program Plan
1. Global Market Readiness Assessment
2. Training Workshop (12 hours)
3. Coaching & Mentoring
4. Creating Global Marketing Materials
5. Dress Rehearsal
6. First Event – WCIT 2014
7. Post Congress Coaching
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Workshop
• Creating a Compelling and Globally Competitive Product and Go-to-Market Strategy
• How to:– Complete an in-depth Market Analysis
– Define competitive & differentiated offering
– Creating a value-oriented message
– Develop competitive Export Strategy
– Effectively working with partners
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Coaching & Mentoring
• May to Sept 2014
• Guide & coach through the steps (Market Analysis, Export Strategy, WCIT 2014 Prep)
• Regular group meetings
• 10 Hours of individualized research and consultation
• Marketing Materials review
• Dress Rehearsal of an event
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Results
• Companies have transformed the way they speak about their offers– Clear target markets
– Well-defined & differentiated Value Proposition
– Marketing is about Value
– Clear definition of business partners
• ProMexico supportive of future programs
• Testimonials– Martha Contreras – Axai
– David Alfaro - masFusion
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Questions
Muchas Gracias!
Tom Evans
The Lûcrum Group
+1.512.961.5267
Skype: tevanstx
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