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Executives are in an ongoing struggle to meet
their quarterly objectives. ListenPoint helps achieve their goals by
continuously allowing them to:
- Focus their
organization's limited resources on the issues that will have the
highest impact on the business
- Ensure
everyone in their organization is on the same page as to what
needs to be done
- Have
visibility and get reports on what actions are being taken on the
most critical issues by product, product line, or business unit
during a specific month or quarter
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Product
management is generally in the middle of a "cross-fire" between a
hundred opinions about how to improve their product line's
performance. With ListenPoint, product management and marketing
groups can:
- Understand
and align themselves with the collective view of the field in
terms of what needs to be done for their product(s) and services
to maximize revenue
- Get the data
needed to drive action at headquarters
- Have a
single repository where every piece of data on an issue is stored
and always accessible
- Make sense
out of the "blizzard" with a product line dashboard that provides
a 360-degree view of customer and market priorities
- Easily
investigate and reach consensus on how to resolve an issue in a
few days
- Find
relevant data and conclusions from other product groups, to
prevent re-inventing the wheel
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Sales executives listen to complaints
constantly about how headquarters "isn't listening", "doesn't get
it", and "is wasting resources on the wrong stuff". The bottom line
is that significant revenue is being lost, because there is no way
for headquarters to understand the collective view of the field.
Using MarketShare, a field organization can:
- Ensure
headquarters is "listening", "gets it" and has their resources
focused on the issues that will maximize revenue
- Be
guaranteed that every issue from every region will rapidly get
prioritized and reach the right product group and manager at
headquarters.
- Be informed
with status and action plans that are automatically shared with
the right people in the Field - to "close the loop"
- View overall
issue status for each product to maximize selling efforts
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For a divisional product
research specialist, there are often an overwhelming number of
requests from product groups and also great difficulty in getting
the right data to the right managers and groups once it's been
collected. Meanwhile, sales and customers often complain that they
get asked for their opinion in 50 different ways from 50 different
groups. Using MarketShare, research specialists can:
- Provide a
continuous flow of information to the product groups from the
field on what the most important issues and opportunities are for
their products and services.
- Reduce data
collection costs by an order of magnitude vs. traditional methods
- Increase the
efficiency of interacting with the Field, by deploying a permanent
system that they are familiar with.
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One of the biggest challenges
for cross-functional product teams is how to deliver more value to
customers. This can involve the product, service, training,
documentation, pricing/configuration, fulfillment and many other
areas related to the "whole experience" of buying and using a
product. Typically these team have very limited data about what
field sales and end customers think can improve a product line.
Using MarketShare, cross-functional product teams can:
- Eliminate
the guesswork with clear, prioritized lists of customer and market
needs
- Institute an
ongoing mechanism to be - market and customer-centric
- Be empowered
with all the necessary backup data, which reduces debate, and
streamlines action
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The challenge with functional
marketing teams is to get real data coming back from the field
versus just following up on internal directives. When they do hear
about issues, they're typically about a specific account or product
line…and it can be hard to see the big picture. Using MarketShare,
functional marketing managers can:
- Easily view
all issues and research data that applies to their specific area
of responsibility across all products (like sales tools, or web
site, or pricing). For example, a pricing team could see a ranked
list of pricing issues across all product lines.
- Coordinate
with the product management teams is streamlined since both groups
are seeing the same data and can see all the actions being taken.
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