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xmlns="http://www.w3.org/2000/svg" width="16" height="16" fill="currentColor" class="bi bi-chevron-right" viewBox="0 0 16 16"> <path fill-rule="evenodd" d="M4.646 1.646a.5.5 0 0 1 .708 0l6 6a.5.5 0 0 1 0 .708l-6 6a.5.5 0 0 1-.708-.708L10.293 8 4.646 2.354a.5.5 0 0 1 0-.708z"/> </svg> </th> </tr></thead> <tbody> <tr> <th scope="row"> Key Questions </th> <td> What are we trying to accomplish? </td> <td> What are the potential markets? </td> <td> Where should we compete and what must we deliver? </td> <td> What go-to-market approach is optimal? </td> <td> What is winning worth? </td> </tr> <tr> <th scope="row">Focus</th> <td> Clarify desired outcome / objectives </td> <td> Identify market attractiveness factors and 'as-is' situation </td> <td> Understanding the opportunity to create deferential advantage </td> <td> Identify and assess market channel options </td> <td> The best channel approach </td> </tr> <tr> <th scope="row"> Inputs / Tasks </th> <td> <ul> <li>Review market data</li> <li>Validate project approach</li> <li>Design & schedule work plan</li> <li>Organize core & steering teams</li> </ul> </td> <td> <ul> <li>Identify, define & map markets</li> <li>Determine buying processes and choice drivers</li> </ul> </td> <td> <ul> <li> Assess addressable markets w/attractiveness criteria</li> <li>Determine company's ability to compete in attractive markets</li> <li>Identify key buying influencers & desired behavioural objectives</li> </ul> </td> <td> <ul> <li>Determine the optimal offering & positioning for target markets</li> <li>Determine ideal channel partner criteria</li> <li>Identify, assess and prioritize potential channel partners by target markets</li> </ul> </td> <td> <ul> <li>Develop recommendation for go-to-market approach</li> <li>Market channel positioning platform tested</li> <li>Organizational alignment assessed</li> </ul> </td> </tr> <tr> <th scope="row">Outcomes</th> <td>Goal alignment / validation</td> <td>Verify the nature of the market 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