Product Strategy Diagnostic

Phase 1: Markets
Score your organization against this statement:
We understand, for each product/solution, the size and growth rate of the addressable market, the % of the market that is penetrated today, our market share and growth rate versus our competitors. In addition, we understand how many segments there are and which segments are growing the fastest.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 2: Accounts
Score your organization against this statement:
For each product, we understand the ideal account profile, how each customer and prospect scores relative to the ideal profile, the potential spend, and market share, inside each account, and each accounts propensity to buy.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 3: Buyers
Score your organization against this statement:
We understand the factors buyers consider before purchasing our product, the reasons they do not buy it, the reasons they do buy it, and the journey they go on when making a purchase decision.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 4: Buyer Behavior
Score your organization against this statement:
For each product/solution we understand the customer problem we are trying to solve, how urgent and pervasive it is, their willingness to pay to solve the problem, the alternatives the customer will consider, and how our product/solution compares, in the customer’s eyes, versus each alternative.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 5: Customer Experience Design
Score your organization against this statement:
We understand the experience the customer has when buying our product, how this experience compares to each competitor, how the customer experience impacts repeat purchase rates and brand loyalty, how to accurately measure the customer experience, and how to identify opportunities to create delightful buying experiences.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 6: Product Road Map
Score your organization against this statement:
We develop and maintain product roadmaps that outline future products and features. This will provide for the needs of our customers well into the future, and contribute to market leading revenue growth.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 7: Product Launch and Messaging
Score your organization against this statement:
Our product messaging tells stories that compel our customers to act by answering the key question, “Why change now?” and to defeat the status quo.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important