tailieunhanh - ASP Configuration Handbook phần 3

Bước tiếp theo là phát triển một sự hiểu biết vững chắc của một tài sản đáng kể, khách hàng hiện tại của bạn. Điều quan trọng là tận dụng mọi lợi thế khi bước vào một phân khúc thị trường mới, và khách hàng hiện tại là một sự khác biệt tuyệt vời khi bước vào phân khúc ASP. | 98 Chapter 2 The Business Case The next step is to develop a solid understanding of another significant asset your existing customers. It is important to leverage every advantage available when entering a new market segment and existing customers are an excellent differentiator when entering the ASP segment. Important information to track on customers includes industries employee count growth revenue revenue growth locations with employee count and expansion plans. As you gain an understanding for the demographics of your user base you will be able to make some assumptions about the potential near-term revenue streams of various categories or applications. As potential categories and applications emerge it is very important to accumulate information on the short- and longterm opportunity for that offering. While it is important to determine quantifiable information such as potential market size it is just as important to qualify the willingness of the market to purchase the offering. The ideal offering will fall at the end of the early adopter phase and the beginning of the early majority growth period. Next it is important to evaluate the opportunity by comparing the cost to bring such a service or services to market with your qualified and quantified projections on the services potential. As you determine the categories for which your company is best suited it is important to begin accumulating information on the various ISVs within that segment. It is important to rank these potential partners on factors such as Market penetration Innovation Financial viability ASP strategy Application capabilities It is also important to find an ISV that shares your vision and is willing to develop a mutually beneficial best partners will share a commitment with your organization and develop a revenue-sharing model. ISPs should leverage their existing brand track record and customer base in ISV negotiations as they are significant differentiators and should .