Merchants with known contact _ Profiling
Capitalizing on our team's effort in listing companies and contacts
All targets must be processed by the Strategic & Tactical guides of this Framework for focus and efficiency
"Form follows function" - Louis Sullivan
"Form follows function—that has been misunderstood. Form and function should be one, joined in a spiritual union."
—Frank Lloyd Wright
. Architecting the SALE
"This means that the purpose of a building or construction of ANY type should be the starting point for its design.
Wright extended the teachings of his mentor by changing the phrase to “form and function are one.”
ONVO will craft a FORM AND FUNCTION approach to its' USP's: Identify "X - Y - Z" pains and define solutions.
The first two Spaces are penetrated initially by Low Hanging Fruit Merchants with 'one degree of separation'
The Sales & Commercial teams must revisit with the rigor of this framework the first ONE BIG + TWO MID + FOUR SMALL combinations on both pf these spaces: ALWAYS making certain the [CSP] suffices for the adequate servicing of the selected merchants.
FORM FOLLOWS FUNCTION _
The construction of the USP MUST answer HOW ONVO resolves "X" - "Y" - "Z" (three is the chosen number of possible pain point solutions in order to avoid "missing out" or "missing the target" due to: Mis-read, Merchant already considered solution, Merchant already implementing solution, Merchant disregarding magnitude of pain/problem.
In order to resolve X - Y - Z, ONVO must have a clear USP of HOW we will alleviate the pain (GAIN CREATORS) - ideally ONE GAIN CREATOR or SOLUTION Value Driver for each identified pain point.
This is a mandatory part of the CONSTRUCT and must form part of the GTM Commercial Approach Readiness of every Strategic pitch (USP).
SELECTING THE PRE-SCREENED TARGET MERCHANTS WITH THE LEAST AMOUNT OF INITIAL ADOPTION FRICTION _
The Sheet Document embedded in this page is a live document that the team has worked on and has access.
ACTION ITEM: Prioritize with the exposed criteria and submit to Management for green light of USP and SMART COST.
GTM Phase 1 tactical workflow summary
Step 1: Screen & select target and categorize
Step 2: Run through our Bin Decision Matrix
Step 3: Run the Merchant Analysis vs [CSP]
.png)
Step 4: Prepare bullet proof USP
> REVERT TO GTM OUTLINE BOARD
Empathetic scoping definitely a must. We are the newcomers, and they have to feel we CARE.
%20(1920%20%C3%97%201480%20px).png)
DISPOSITION EVERYTHING IN THE CRM - ALWAYS. ALWAYS.
Let's go.
“We exist because it matters.”
