One Example High-Tech Product
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1 July 14, 2012
2 One Example High-Tech Agilent 8960 Wireless Communications Test Set The wireless test set with the necessary depth of features in all major 2G,3G and 3.5G technologies. The 8960 is your one-box test family of solutions for wireless device development, manufacturing and repair - today and tomorrow.
3 High-Tech is different than Consumer Business-to-Business More risk in purchases -Higher prices/investments -Purchases impact your ability to meet business goals Buyers demand objective, credible information, e.g. -Reference sites in similar businesses - plans to ensure availability -Growth path to protect investment -Supplier management commitment to make the customer successful
4 Typical Business Unit Structure Business Unit B Gen. Mgr. R&D Mktg. Mfrg g Finance HR
5 Typical Department Mktg.
6 Typical Department Mktg. Champions I.D. Target Mkt/Cust. Value Proposition(s) Pricing Introduction Strategy Forecast Tools -- Web,Video,Print, Apps Prod. Strategy w/r&d
7 Typical Department Mktg. Champions I.D. Target Mkt/Cust. Value Proposition(s) Pricing Introduction Strategy Forecast Tools -- Web,Video,Print, Apps Prod. Strategy w/r&d Enable/Motivate the Daily Tactical New Training Promotions Contract
8 Typical Department Mktg. Champions I.D. Target Mkt/Cust. Value Proposition(s) Pricing Introduction Strategy Forecast Tools -- Web,Video,Print, Apps Prod. Strategy w/r&d Enable/Motivate the Daily Tactical New Training Promotions Contract Strategy for Positive Ownership Experience Documentation Training Spare Parts Provisioning (HW) Failure Rate/Repair Time Tracking
9 Typical Department Mktg. Champions I.D. Target Mkt/Cust. Value Proposition(s) Pricing Introduction Strategy Forecast Tools -- Web,Video,Print, Apps Prod. Strategy w/r&d Enable/Motivate the Daily Tactical New Training Promotions Contract Strategy for Positive Ownership Experience Documentation Training Spare Parts Provisioning (HW) Failure Rate/Repair Time Tracking Advertising Press Social Media Tradeshows BU Structure?
10 Typical Department Mktg. Champions I.D. Target Mkt/Cust. Value Proposition(s) Pricing Introduction Strategy Forecast Tools -- Web,Video,Print, Apps Prod. Strategy w/r&d Enable/Motivate the Daily Tactical New Training Promotions Contract Strategy for Positive Ownership Experience Documentation Training Spare Parts Provisioning (HW) Failure Rate/Repair Time Tracking Advertising Press Social Media Tradeshows BU Structure? Size/Growth of s Mkt Share Competitive Intelligence Customer Satisfaction
11 Typical Qualifications & Career Paths Mktg. Champions Enable/Motivate the Strategy for Positive Ownership Experience Advertising Press Mkt Share Competitive Intelligence BSEE EE/MBA MBA (s/w) PM Mgr/ Mktg Mgr/ Gen Mgr BSEE EE/MBA MBA Mgr/ Mktg Mgr/GM Or BSEE EE/MBA Mgr Or Prod Mktg/ Mktg Mgr/ Gen Mgr BS or BA BSorBA/MBA Mgr/ Corp. BS BS/MBA MR Mgr/ Corp. MR Or Prod Mktg
12 What s Look for in New Hires for 1) Drive and Accomplishments Success Orientation Academic Achievement Personal/Professional Achievement People who get things done 2) Strong communication & interpersonal Skills 3) Ability to work with and lead others --Virtually nothing in is accomplished alone Not specific detailed knowledge. We can teach that fairly quickly to the right person.
13 So Why should I consider a career in? Challenging & exciting work Fast paced, lots of action, time passes fast Work at the interaction of technology with people Exposure to a wide variety of industries, countries, cultures provides an excellent perspective for career growth.
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