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core GTM segmentation overview (challenges (staggering growth, price…
core GTM segmentation overview
challenges
staggering growth
price pressure
proliferation of decision-takers
running costs
organisational maturity
preditive outlook
objectives
#
customer xp
pain points Montreux insights
market growth
cost reduction
scope
geo
uk / ireland
france
italy
iberia
NBP?
ABGI?
germany
MDT dept
CVG
MITG
leading & to be leveraged
RTG
functions
commercially led
related & impact with CC & SC
align with IHS, VBHC, IT, finance, HR, training
high-level timing
2017 / 2: concept
2018 / 1: solutioning
2018 / 2: activation
segmentation framework
matrix view
behavorial patterns
clinical
strategical
transactional
linked with commercial model
centralized buyers
authorities
gpo's
corporate
strategic customers
VBHC leaders
partner
individual accounts
s
m
l
xl
qualifiers for segmentation / identification
6 selection segmentation criteria based upon data sources
metrics (internal sales data)
avg ASP
vitality index
indicators (mix)
price weight
tracking of clinical outcome data
qualifiers (public data)
university hospital
CHG
8 qualifiers for strategic account id
minimal tressholds
current sales
potential sales
open for partnering
C-level
MSA
COE
MEAT value-based procurement
multi-year, multi-span relation
services / co-creation / sollutioning
roles & responsibilities
approach & planning
deliverables
input - write back functionality
conso db
report & analysis
calculation rules
sales potential
#
roll-up mechanism