Difference between revisions of "Distribution & Pricing hypothesis"
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(Replaced content with "Distribution & Pricing hypothesis Category:mbi") Tag: Replaced |
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| − | + | =Goal= | |
| + | Develop a distribution channel strategy (how the product will get to the customer) & pricing model | ||
| + | =Checklist= | ||
| + | * How will your users initially buy from you? | ||
| + | ** From a salesman directly from the company? | ||
| + | ** From a representative or distributor? | ||
| + | ** Through a partner? | ||
| + | ** In a retail store? Mail order? On the web? | ||
| + | ** Pick a distribution channel | ||
| + | * Draw the distribution channel diagram | ||
| + | ** How much will the channel cost (direct expenses or channel discounts)? | ||
| + | ** Are there any indirect sales channel cost (presales support, channel promotional dollars)? | ||
| + | ** What else is need for customers to use/buy the product? How do they acquire those pieces? | ||
| + | ** What is the net revenue after channel costs? | ||
| + | * If there are products somewhat liek ours... | ||
| + | ** How much do customers spend for them? | ||
| + | ** How much do they pay to do the same thing today? | ||
| + | * What is the economic basis for your pricing? | ||
| + | ** Comparable products that already exist? | ||
| + | ** The sum of the piece parts required to assemble the equivalent functionality? | ||
| + | ** A return on investment analysis of saved time, money & expense (in a [[New market|New market]]) | ||
| + | ** Do you want to exchange the existing rules of pricing? Offer new pricing models? | ||
| + | * How many copies / number of products can you sell at once? | ||
| + | ** Per household or company? | ||
| + | ** If the product was free, how many per household or per company? | ||
| + | * How many can you sell? | ||
| + | ** If you charge \$1,-? | ||
| + | ** If you charge \$1 milion? | ||
| + | ** What is the price at which half of the customers say 'yes'? | ||
| + | * If users had your product: | ||
| + | ** How much would they pay? | ||
| + | ** Pick a preliminairy price | ||
| + | ** Pick units for the first 2 years | ||
| + | * Would it be easier to sell your product if it were | ||
| + | ** Sold in modules that individually cost less? | ||
| + | ** Configured as a complete solution? | ||
| + | ** Sold with other products? | ||
| + | |||
| + | =Exit deliverables= | ||
| + | * Tentative [[Pricing strategy|Pricing strategy]] | ||
| + | * Tentative [[Distribution channel model|Distribution channel model]] | ||
| + | * Tentative [[Deman creation activitities|Deman creation activitities]] | ||
| + | |||
| + | Part of: [[Customer Development Checklist|Customer Development Checklist]] - [[Customer Discovery|Customer Discovery]] | ||
| + | Part of book: [[The Four Steps to the Epiphany|The Four Steps to the Epiphany]] | ||
| + | See also: [[Distribution channels|Distribution channels]] | ||
[[Category:mbi]] | [[Category:mbi]] | ||
Latest revision as of 19:55, 27 August 2020
Goal
Develop a distribution channel strategy (how the product will get to the customer) & pricing model
Checklist
- How will your users initially buy from you?
- From a salesman directly from the company?
- From a representative or distributor?
- Through a partner?
- In a retail store? Mail order? On the web?
- Pick a distribution channel
- Draw the distribution channel diagram
- How much will the channel cost (direct expenses or channel discounts)?
- Are there any indirect sales channel cost (presales support, channel promotional dollars)?
- What else is need for customers to use/buy the product? How do they acquire those pieces?
- What is the net revenue after channel costs?
- If there are products somewhat liek ours...
- How much do customers spend for them?
- How much do they pay to do the same thing today?
- What is the economic basis for your pricing?
- Comparable products that already exist?
- The sum of the piece parts required to assemble the equivalent functionality?
- A return on investment analysis of saved time, money & expense (in a New market)
- Do you want to exchange the existing rules of pricing? Offer new pricing models?
- How many copies / number of products can you sell at once?
- Per household or company?
- If the product was free, how many per household or per company?
- How many can you sell?
- If you charge \$1,-?
- If you charge \$1 milion?
- What is the price at which half of the customers say 'yes'?
- If users had your product:
- How much would they pay?
- Pick a preliminairy price
- Pick units for the first 2 years
- Would it be easier to sell your product if it were
- Sold in modules that individually cost less?
- Configured as a complete solution?
- Sold with other products?
Exit deliverables
- Tentative Pricing strategy
- Tentative Distribution channel model
- Tentative Deman creation activitities
Part of: Customer Development Checklist - Customer Discovery Part of book: The Four Steps to the Epiphany See also: Distribution channels
