Please enable JavaScript.
Coggle requires JavaScript to display documents.
customer list (3. HOW we overcome these difficulties? ((2) Customers List,…
customer list
3. HOW
we overcome these difficulties?
(1) Stakeholders
Potential Customers
(3) Firm List published by some related association
Future Plans
(2) Customers List
Components or Cooperations
Up / Down stream
2. Why
these customers are hard to win?
Customers' difficulties
Learning Cost
How long does
the engineer set up the product
?
How long does the
customer get used to the new product
?
ROI
Do the customer have a
groth motivation
?
Will the investment create
benifit
?
Switching Cost
Cost & Budget
Is the investment affordable to the customers?
Competitive position
European Firms
Siemens
ABB
Japanese Firms
Hitachi
Panasonic
Mitsubishi
Omron
Taiwanese Firms
Advantech
Delta
1. What
is the problem：How to efficiently filter the customer?
Pareto Priciple (80/20 法則)
80% of the profit comes from 20% of the customers.
It often takes 80% of time to develope new customer, but only 20% of these customers will turn into profit.
The Long Tail Theory
4. Targeting
Opportunities
Capital
Type 1
Type 2
Type 3
Earning power
Type 2
Type 3
Type 1
Supply chian
Sales to Europe
Technology Adoption Life Cycle
Main Stream Market