This document discusses developing a GOST (Goals, Objectives, Strategies, Tactics) analysis. The goal is to reach the "Speed of Light." Three objectives are set but not described. Strategies identify target market segments and marketing mix elements. Nine strategies are listed but not described. Tactics provide specifics on implementing strategies, with three tactics listed involving visibility, endorsements, and seminars. Key performance indicators and budgets for tactics are mentioned but not detailed. The document emphasizes setting specific, measurable objectives and determining strategies and tactics to help achieve goals.

1. Developing theGOST Analysis G oals O bjectives S trategies T actics

2. I believe in … Sales … … driven … … marketing.

3. My Goal is to … get more people … … to buy more stuff … … more often … … at higher prices.

4. Developing the GOST Analysis GOAL GOAL  Speed of Light O1 O2 O3 Setting objectives is important. It focuses us on specific aims over a period of time and can motivate us to meet the objectives set. Why only 3? If one of them fails then the other two will help reach your Goal.

6. Measurable

7. Achievable

8. Realistic

10. Measurable

11. Achievable

12. Realistic

14. Positioning in that market segment.

16. Measurable

17. Achievable

18. Realistic

20. Measurable

21. Achievable

22. Realistic

23. Timely1. Be personally visible in China 2. CAD vendor Endorsements 3. Sponsor CAD vendor seminars 1. Ghost write success stories in magazines 2. Pay for external speakers 3. FIM Business Value T1 $ T2 $ T3 $

25. Measurable

26. Achievable

27. Realistic

28. TimelyT1 $ T2 $ T3 $

29. The only measure … of success … … for marketing … … is sales.

30. Thank you Matthew A. Cuerdon Beijing, China matt_cuerdon@hotmail.com +8613511073865