Slides presented at Product Camp 2010 in Austin, Texas. The goal of the session was to help business owners and product managers re-examine what they wanted to accomplish and to look at all possibilities. This means reconsidering their needs and wants, preferred customers, and appropriate pricing. Seven steps are recommended to accomplish this and to establish priorities.

1. Total Vision With Jan Triplett, Ph.D. CEO, Business Success Center © 2010

2. Vision Options Total Solution Innovator Value Clone Control Time & Costs Unique Resell

3. Where to Start Explore the Vision Your passion Your potential Focus on the Goal Profitability Sustainability Balanced Transferable (exit strategy)

4. Who Are You?

5. Must Account for the Customer’s 7-Step Purchasing Process Consider what they are doing/buying currently Determine the need to act Set an overall goal Identify inflexible constraints, desirable objectives ; set priorities Evaluate means to get what they want Make a purchase Rejoice or experience remorse

6. Customers you want… a match Visionaries See problem as you do See value of your solution Adventurous Confident in you Trust you Decisive Hassle-free or less hassle

7. Platinum Customer Profile™ Identifies your best customer in terms of: Demographics – facts Psychographics – emotions Behaviors – buying patterns, actions Geographical concerns

8. Price Right Value-Based Vs. Cost-based Know your true total cost Raising your price is OK

9. 7 Steps of Vision Create Platinum & Lead/Concrete Profiles™ Select “Blue Ocean” positioning Review/revise pricing Develop a sales process & train staff;make sure it incorporates customer’spurchasing process Create marketing plan & budget Revise collateral Write strategic plan Ask for help. Call me 933.1983 or email triplett@bscusa.com

10. Here’s to your success! Jan Triplett triplett@bscusa.com Business Success Center Sales & Financial Business Management Services March 27, 2010