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The Gloucestershire IT Business Network DEVELOPING A SUCCESSFUL IT/DIGITAL BUSINESS – Insights, opportunities and obsta

The Gloucestershire IT Business Network DEVELOPING A SUCCESSFUL IT/DIGITAL BUSINESS – Insights, opportunities and obstacles. John Caines. Thursday 5 th July 2012 BPE Solicitors, St James House, Cheltenham GL50 3PR .

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The Gloucestershire IT Business Network DEVELOPING A SUCCESSFUL IT/DIGITAL BUSINESS – Insights, opportunities and obsta

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  1. The Gloucestershire IT Business NetworkDEVELOPING A SUCCESSFUL IT/DIGITAL BUSINESS –Insights, opportunities and obstacles John Caines Thursday 5th July 2012 BPE Solicitors, St James House, Cheltenham GL50 3PR

  2. The second best place to be this evening?Insights, opportunities and obstacles • “Good” because: • Generalities all known (or easy to find) • No universal answers • Clichés that don’t connect and energise • Derive from real world examples?

  3. Broad Avenues to Success

  4. Broad Avenues to Success

  5. Examples of ???? Successes???? = ‘Niche’

  6. YE OLDE Niche Success: Example 1

  7. Example 2

  8. Example 3

  9. Examples 4….

  10. Common Characteristics of Successful Niche Businesses • Highly specialist • Scope for Compelling expertise for KNOWN real world user problem • Often initially a small ‘point’ problem but probably ‘difficult’ to solve: • Always scope for subsequent development • Needed elsewhere; repeatable solution • Accessible Community • Highly sustainable

  11. Route to Niche Success • Pay the rent (somehow) • DISCOVER your problem to solve and customer group • Join the community; attend events and conversations (physical and social media) • LISTEN; understand (top 3 pains?) • Link to your expertise • “If I could solve this problem, would that have value for you…”

  12. Subliminal MessageDid you miss the Gold Prize Opportunity? (Platinum to Vicky Franks)

  13. Developing your Niche Opportunity • First clients are development partners/reference sites • Continue listening; attending • Begin to contribute • Speak; White Papers; Journals; Sponsor, etc, etc • Awareness > Credibility> Authority > Market Leadership • New Buyers can’t ignore you; Existing Customers can’t leave • You just need to maintain your excellence!

  14. Growing your Niche Opportunity • Market leader = 40%, therefore your niche is a £?? Market • (?? = 2.5 x your projected capacity) • DISCUSS! • ‘Bowling alley’ strategy to expand market when needed • Sales qualification outside target market?

  15. Why doesn’t Success happen?Insights, opportunities and obstacles • Your impediments are: • ? • ? • Remove them or change your business and/or it strategy and/or its goals

  16. Removing the Obstacles to Change? • Specialise/Commit/Early Action • Improve YOUR Time Management • Find a way to DO your Priority Change actions first • NXC/Coach/Mentor

  17. What do YOU say about your web site? • The changed nature of Buying and Selling • Lead Nurturing

  18. B2B Buying Route

  19. Old Buying Cycle

  20. New Buying Cycle

  21. Thank you! The Gloucestershire IT Business NetworkDEVELOPING A SUCCESSFUL IT/DIGITAL BUSINESS –Insights, opportunities and obstacles John Caines john.caines@angels4angels.co.uk Tel: 07785 253539

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