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RFID asset tracking go-to-market analysis


PLAN YOUR STRATEGY

Sales and Service Strategy

The following section reviews the desired approach for sales and service for an RFID asset tracking solution. Evaluate exactly where the opportunity for your team lies.

For each element rank:

  1. We would be starting from scratch.
  2. We know a little about this.
  3. We have a good understanding of this.
  4. This matches a core competency.
  5. Perfect fit!
Selling RFID tags, printer-encoders, software and/or consumables _______ (1 through 5)
Have an identified RFID team leader to “own” the process _______ (1 through 5)
Performing installations and implementations _______ (1 through 5)
Being a knowledge provider to RFID end-consumers _______ (1 through 5)
At least one sales champion to carry RFID banner _______ (1 through 5)

What markets do we serve, or look to expand to, as the primary prospects for RFID asset tracking solutions?
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What current relationships are there underway with capable RFID business partners?
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What focused recruitment effort should be undertaken to find the right RFID business partners? To locate available “off the shelf” solutions?
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What special programs are available from current suppliers that can help in this area?
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What training, sales and marketing tools are needed and available to open our first RFID asset tracking accounts?
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List at least 20 clients and/or prospects to research and approach first with these products?
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With thanks to The JS Group for Go-To-Market ideas and help.

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