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THE FINANCIAL GOALS:
_Cost and Expense of the Program
_ Revenue, share, Volume or Profit by quarter and full year
_ Brand impact
_ Skills, channels and resources
THE BUSINESS GOALS:
_ By channel, industry, geography
_ New and Install base
_ Alliances
_ OEM Partners
_ Brand impact for all of the above
_ Agree on timeframes to execute
THE APPROACH TO TAKE:
_ Product and Solution
_ Channel
_ Key messages
_ Timing and approach
SOLUTIONS AND MARKETING STRATEGIES:
THE OPERATING PLAN:
THE PRODUCT CAMPAIGNS AND SOLUTION OFFERINGS:
UNDERSTAND THE COMPETITION:
EXECUTE THE SALES STRATEGY:
TRACK AND MEASURE RESULTS:
_ Program Results against original goals: financial, brand impact
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_ Press and Industry News and Views
_ Skills impact/ requirements (internal, partner and customer)
_ Customer satisfaction levels
_ Product, service, support requirements
_ Improvement plans for all of the above
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