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