Go To Market

1. Product stabilization - major architectural and technology upgrade
1. Enhanced UI - for increased ease of use
2. New functionality - Business Intelligence
3. Evolvement to include software of distinction --- OE, Solution Selling, PRM, Front-to-Back Office, Project Office

2. Continued customer acquisitions of A level target market prospects - staying in our sweet spot of 100+ user deals.
3. Vertical market penetration - Govt (ISO, NIST, CMMi, Six Sigma), pro serv
4. (Selective) Geographical market expansion. - Intl partner channel.
   Phase I - English speaking.
   Phase II to include first foreign language set.

• Execution:
• Tenacity. The IT industry is littered with potential great ideas because the sponsors of those concepts reached the proverbial fork in the road and chose the path of least resistance. Instead of working through the issues and discovering alternatives, the secumbed to the comfort of inertia.
• Right people on the bus?
• Meeting performance metrics?
• Marketing
• Sales
• TBD
• Company pulse checks: (reinforce the brand, message, UVP)
• Satisfied customers: Why did you buy our product?
• Note: Satisfied customers are unlikely to push us to stay ahead of our competition.
• Dissatisfied customers: If we don't listen to unhappy customers, somebody else will. (Look at Yahoo which ignored the customers who found the home page cluttered and confusing. Then Google came out - simple, clear and easy to understand.)
• Lost prospects: Why did you not buy our product?
• Note: Don't get too hung up on lost prospects (don't try to convert atheists).
• Mid-course corrections:
• TBD

• End results = 1) EBITDA

Formation for group consideration:

• Scope
• Ideology
• Plausibility
• Theories
• Pilot
• Uncontrollable and environmental factors
• Hypothesis
• Success benchmarks
• Continuous process improvement
• Variables and factors
• References, resources and tools