Product Managing Technology

Capitalise on the next dimension of Information Technology

Jan Wielenga

ProductMarketing

Technology

<div class="sg" id="s26" data-sgid="s26" style="z-index:7;left:631.47px;top:22.32px;width:113.96px;height:19.89px" data-valign="top"> <div id="s26_t" class="sg" style="z-index:2;left:0.00px;top:0.00px;width:113.96px;height:22.29px;"><div><p para="{spbf:0.50}"><span data-textwidth="66.98" class="sg nowrap f1" style="z-index:2;color:#7A941B;font-size:56%; left:8.10px;top:4.61px;">Jan Wielenga</span></p></div></div></div> <div class="sg" id="s28" data-sgid="s28" style="z-index:9;left:625.70px;top:40.54px;width:90.93px;height:2.15px" data-pointer-events="none"> <img class="sg" src="2F674DCA.png" id="s28_i" style="z-index:1;left:0px;top:0px;width:90.93px;height:1.15px" > </div> <div class="sg" id="s21" data-sgid="s21" style="z-index:2;left:0px;top:-0.48px;width:720.48px;height:97.87px"> <img class="sg" src="EA498B1.png" id="s21_i" title="" alt="banner" style="z-index:1;left:0px;top:0px;width:720.48px;height:97.87px" > </div> <div class="sg" id="s20" data-sgid="s20" style="z-index:1;left:625.70px;top:20.63px;width:96.68px;height:68.13px"> <img class="sg" src="D26BBF03.png" id="s20_i" style="z-index:1;left:0px;top:0px;width:96.68px;height:68.13px" > </div> <div class="sg" id="s27" data-sgid="s27" style="z-index:8;left:629.07px;top:39.58px;width:84.22px;height:40.32px" data-valign="top"> <div id="s27_t" class="sg" style="z-index:2;left:0.00px;top:0.00px;width:84.22px;height:42.21px;"><div><p><span data-textwidth="31.45" class="sg nowrap f3" style="z-index:2;color:#3A0672;font-size:50%; left:8.10px;top:4.92px;">Product</span><span data-textwidth="32.89" class="sg nowrap f3" style="z-index:3;color:#3A0672;font-size:50%; left:18.19px;top:15.72px;">Manage</span></p><p><span data-textwidth="46.82" class="sg nowrap f3" style="z-index:4;color:#3A0672;font-size:50%; left:30.67px;top:26.53px;">Technology</span></p></div></div></div> <div class="sg" id="s29" data-sgid="s29" style="z-index:10;left:569.08px;top:518.89px;width:136.98px;height:22.32px" data-valign="top"> <div id="s29_t" class="sg" style="z-index:2;left:0.00px;top:0.00px;width:136.98px;height:25.92px;"><div><p><span data-textwidth="121.96" class="sg nowrap f3" style="z-index:2;font-size:67%; left:8.07px;top:5.34px;">© Jan Wielenga - 2015</span></p></div></div></div> <div class="sg sgTitle" id="s15" data-sgid="Rectangle 2" style="z-index:2;left:26.39px;top:28.77px;width:577.47px;height:44.39px" data-valign="middle" data-pointer-events="none"> <div id="s15_t" class="sg" style="z-index:2;left:-7.93px;top:-2.63px;width:585.40px;height:53.28px;"><div><p para="{spbf:0.55}"><span data-textwidth="535.38" class="sg nowrap f1" style="z-index:2;color:#777777;font-size:139%; left:15.63px;top:10.96px;">Requirements - Sourcing the information…</span></p></div></div></div> <div class="sg" id="s14" data-sgid="Picture 5" style="z-index:1;left:529.49px;top:124.04px;width:187.87px;height:134.82px"> <img class="sg" src="D69F143B.jpg" id="s14_i" title="" alt="Nagra-IV-S-Professional-Tape-Recorder" style="z-index:1;left:0px;top:0px;width:187.87px;height:134.82px" > </div> <div class="sg" id="s16" data-sgid="Rectangle 3" style="z-index:3;left:104.36px;top:133.37px;width:478.15px;height:324.58px" data-valign="top" data-pointer-events="none"> <div id="s16_t" class="sg" style="z-index:2;left:-5.04px;top:-2.85px;width:483.19px;height:327.43px;"><div><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="247.52" class="sg nowrap f1" style="z-index:2;color:#B1049C;font-size:111%; left:12.80px;top:9.06px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:9.61px"> </span>Interview</span><span style="color:#000000;"> customers</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="296.98" class="sg nowrap f1" style="z-index:5;color:#B1049C;font-size:111%; left:12.80px;top:51.08px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:9.61px"> </span>End-customer</span><span style="color:#000000;"> workshops</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="243.68" class="sg nowrap f1" style="z-index:10;color:#B1049C;font-size:111%; left:12.80px;top:93.10px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:9.61px"> </span>Supplier Roadmaps</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="340.91" class="sg nowrap f1" style="z-index:12;color:#B1049C;font-size:111%; left:12.80px;top:135.12px;">•<span style="color:#000000;"><span style="letter-spacing:9.37px"> </span>Seek</span><span class="f4" style="font-weight:bold; color:#620257;"> Industry Pundit</span><span style="color:#000000;"> opinion</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="284.49" class="sg nowrap f1" style="z-index:16;color:#B1049C;font-size:111%; left:12.80px;top:177.14px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:9.61px"> </span>Competitive</span><span style="color:#000000;"> information</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="180.77" class="sg nowrap f1" style="z-index:19;color:#B1049C;font-size:111%; left:12.80px;top:219.15px;">•<span style="color:#000000;"><span style="letter-spacing:9.37px"> </span>Web </span><span class="f4" style="font-weight:bold; color:#620257;">Research</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="318.82" class="sg nowrap f1" style="z-index:22;color:#B1049C;font-size:111%; left:12.80px;top:261.17px;">•<span style="color:#000000;"><span style="letter-spacing:9.37px"> </span>Twitter-sphere and LinkedIn </span></span><span data-textwidth="201.43" class="sg nowrap f4" style="z-index:26;color:#620257;font-weight:bold; font-size:111%; left:39.93px;top:285.18px;">discussion groups</span></p></div></div></div> <div class="sg" id="s17" data-sgid="Picture 6" style="z-index:4;left:543.65px;top:265.81px;width:176.35px;height:129.04px"> <img class="sg" src="54EDC15A.jpg" id="s17_i" style="z-index:1;left:0px;top:0px;width:176.35px;height:129.04px" > </div> <div class="sg" id="s18" data-sgid="Picture 8" style="z-index:5;left:540.76px;top:411.18px;width:179.24px;height:108.67px"> <img class="sg" src="7828AC20.png" id="s18_i" title="" alt="342092-3Sw3SD1426405094" style="z-index:1;left:0px;top:0px;width:179.24px;height:108.67px" > </div> <div class="sg" id="s19" data-sgid="Picture 10" style="z-index:6;left:0px;top:520.56px;width:513.66px;height:19.44px"> <img class="sg" src="14D62381.png" id="s19_i" title="" alt="bottom line thin" style="z-index:1;left:0px;top:0px;width:513.66px;height:19.44px" > </div> <div class="sg sgTitle" id="s34" data-sgid="Rectangle 2" style="z-index:1;left:26.39px;top:28.77px;width:577.47px;height:44.39px" data-valign="middle" data-pointer-events="none"> <div id="s34_t" class="sg" style="z-index:2;left:-7.93px;top:-2.63px;width:585.40px;height:53.28px;"><div><p para="{spbf:0.55}"><span data-textwidth="267.69" class="sg nowrap f1" style="z-index:2;color:#777777;font-size:139%; left:15.63px;top:10.96px;">Addressable Market…</span></p></div></div></div> <div class="sg" id="s36" data-sgid="Picture 5" style="z-index:3;left:540.76px;top:105.08px;width:179.24px;height:100.98px"> <img class="sg" src="F3E48947.jpg" id="s36_i" title="" alt="17mppqpfijoaxjpg" style="z-index:1;left:0px;top:0px;width:179.24px;height:100.98px" > </div> <div class="sg" id="s39" data-sgid="Picture 13" style="z-index:6;left:569.08px;top:201.50px;width:150.66px;height:113.23px"> <img class="sg" src="BE9E6A9F.jpg" id="s39_i" title="" alt="picture-212500" style="z-index:1;left:0px;top:0px;width:150.66px;height:113.23px" > </div> <div class="sg" id="s37" data-sgid="AutoShape 7" style="z-index:4;left:172.01px;top:152.10px;width:375.49px;height:235.34px" data-pointer-events="none"> <div style='width:100%;height:100%;background:rgba(0,0,0,0)'></div></div> <div class="sg" id="s35" data-sgid="Rectangle 3" style="z-index:2;left:59.02px;top:116.34px;width:527.82px;height:374.97px" data-valign="top" data-pointer-events="none"> <div id="s35_t" class="sg" style="z-index:2;left:-3.82px;top:-2.15px;width:531.65px;height:377.12px;"><div><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="367.81" class="sg nowrap f1" style="z-index:2;color:#B1049C;left:11.54px;top:7.86px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:11.05px"> </span>Overall investment</span><span style="color:#000000;"> in technologies </span></span><span data-textwidth="212.95" class="sg nowrap f1" style="z-index:5;left:38.67px;top:29.47px;">major (target) brands…</span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="377.41" class="sg nowrap f1" style="z-index:6;color:#B1049C;left:11.54px;top:67.41px;">•<span style="color:#000000;"><span style="letter-spacing:11.05px"> </span>Work with suppliers and channels and </span></span><span data-textwidth="314.98" class="sg nowrap f4" style="z-index:8;color:#620257;font-weight:bold; left:38.67px;top:89.02px;">share forecasting intelligence<span class="f1" style="font-weight:normal; ">…</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="155.09" class="sg nowrap f1" style="z-index:10;color:#B1049C;left:11.54px;top:126.72px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:11.05px"> </span>Innovations </span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="219.67" class="sg nowrap f1" style="z-index:12;color:#B1049C;left:11.54px;top:164.65px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:11.05px"> </span>New developments</span></span><span data-textwidth="440.79" class="sg nowrap f1" style="z-index:14;left:38.67px;top:186.26px;">Mobile, Phablets, Connected TVs, IoT, Big Data, </span><span data-textwidth="254.72" class="sg nowrap f1" style="z-index:15;left:38.67px;top:207.87px;">SDN, NFV, Thin Clients, etc.</span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="468.88" class="sg nowrap f1" style="z-index:16;color:#B1049C;left:11.54px;top:245.57px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:11.05px"> </span>Competitive information</span><span style="color:#000000;">, try to find out what </span></span><span data-textwidth="143.57" class="sg nowrap f1" style="z-index:19;left:38.67px;top:267.18px;">they are up to…</span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="280.65" class="sg nowrap f1" style="z-index:20;color:#B1049C;left:11.54px;top:305.12px;">•<span style="color:#000000;"><span style="letter-spacing:11.05px"> </span>Tradeshows and congresses</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="390.61" class="sg nowrap f1" style="z-index:22;color:#B1049C;left:11.54px;top:342.81px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:11.05px"> </span>Win-Loss</span><span style="color:#000000;"> Analysis on existing products</span></span></p></div></div></div> <div class="sg" id="s38" data-sgid="Picture 11" style="z-index:5;left:566.20px;top:348.80px;width:153.80px;height:101.97px"> <img class="sg" src="25CBFC46.jpg" id="s38_i" style="z-index:1;left:0px;top:0px;width:153.80px;height:101.97px" > </div> <div class="sg" id="s40" data-sgid="Picture 14" style="z-index:7;left:0px;top:522.74px;width:513.66px;height:19.44px"> <img class="sg" src="DFC38118.png" id="s40_i" title="" alt="bottom line thin" style="z-index:1;left:0px;top:0px;width:513.66px;height:19.44px" > </div> <div class="sg sgTitle" id="s42" data-sgid="Rectangle 2" style="z-index:2;left:26.39px;top:28.77px;width:577.47px;height:44.39px" data-valign="middle" data-pointer-events="none"> <div id="s42_t" class="sg" style="z-index:2;left:-7.93px;top:-2.63px;width:585.40px;height:53.28px;"><div><p para="{spbf:0.55}"><span data-textwidth="478.48" class="sg nowrap f1" style="z-index:2;color:#777777;font-size:139%; left:15.63px;top:10.96px;">Considerations for a Value Proposition</span></p></div></div></div> <div class="sg" id="s43" data-sgid="AutoShape 5" style="z-index:3;left:47.49px;top:139.14px;width:613.01px;height:34.77px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="B591507B.png" id="s43_i" style="z-index:1;left:0px;top:0px;width:613.01px;height:34.77px" > <div id="s43_t" class="sg" style="z-index:2;left:0.00px;top:-0.96px;width:613.01px;height:42.69px;"><div><p para="{al:2}"><span data-textwidth="442.23" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:111%; left:85.75px;top:8.60px;">Why is this product good for the customer ?</span></p></div></div></div> <div class="sg" id="s44" data-sgid="AutoShape 6" style="z-index:4;left:48.46px;top:201.50px;width:612.75px;height:34.80px" data-valign="middle" data-fillcolor="2697513"> <img class="sg" src="9828BBE4.png" id="s44_i" style="z-index:1;left:0px;top:0px;width:612.75px;height:34.80px" > <div id="s44_t" class="sg" style="z-index:2;left:0.00px;top:-0.96px;width:612.75px;height:42.72px;"><div><p para="{al:2}"><span data-textwidth="480.88" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:111%; left:66.30px;top:8.67px;">Lowers total cost of ownership = Opex + Capex</span></p></div></div></div> <div class="sg" id="s45" data-sgid="AutoShape 7" style="z-index:5;left:48.46px;top:258.12px;width:612.75px;height:34.55px" data-valign="middle" data-fillcolor="2697513"> <img class="sg" src="B6AC52AC.png" id="s45_i" style="z-index:1;left:0px;top:0px;width:612.75px;height:34.55px" > <div id="s45_t" class="sg" style="z-index:2;left:0.00px;top:-1.19px;width:612.75px;height:42.95px;"><div><p para="{al:2}"><span data-textwidth="256.89" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:111%; left:178.18px;top:8.71px;">Solves a (costly) problem</span></p></div></div></div> <div class="sg" id="s41" data-sgid="AutoShape 9" style="z-index:1;left:24.72px;top:106.27px;width:668.63px;height:396.55px" data-fillcolor="16777215"> <img class="sg" src="EF0DB6A7.png" id="s41_i" style="z-index:1;left:0px;top:0px;width:668.63px;height:396.55px" > </div> <div class="sg" id="s46" data-sgid="AutoShape 8" style="z-index:6;left:47.49px;top:314.73px;width:613.01px;height:34.80px" data-valign="middle" data-fillcolor="2697513"> <img class="sg" src="E88A09DB.png" id="s46_i" style="z-index:1;left:0px;top:0px;width:613.01px;height:34.80px" > <div id="s46_t" class="sg" style="z-index:2;left:0.00px;top:-0.93px;width:613.01px;height:42.69px;"><div><p para="{al:2}"><span data-textwidth="546.42" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:111%; left:33.66px;top:8.74px;">Soft benefits: Ease of Use, Plug in and forget, Reliable</span></p></div></div></div> <div class="sg" id="s47" data-sgid="AutoShape 10" style="z-index:7;left:47.49px;top:371.37px;width:613.01px;height:34.77px" data-valign="middle" data-fillcolor="2697513"> <img class="sg" src="DC840522.png" id="s47_i" style="z-index:1;left:0px;top:0px;width:613.01px;height:34.77px" > <div id="s47_t" class="sg" style="z-index:2;left:0.00px;top:-0.96px;width:613.01px;height:42.69px;"><div><p para="{al:2}"><span data-textwidth="472.48" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:111%; left:70.63px;top:8.80px;">Make it Relevant; <span style="color:#CC6600;">Avoid the so what?</span> question </span></p></div></div></div> <div class="sg" id="s48" data-sgid="AutoShape 11" style="z-index:8;left:53.27px;top:427.99px;width:612.98px;height:34.77px" data-valign="middle" data-fillcolor="2697513"> <img class="sg" src="9E8379A.png" id="s48_i" style="z-index:1;left:0px;top:0px;width:612.98px;height:34.77px" > <div id="s48_t" class="sg" style="z-index:2;left:0.00px;top:-0.96px;width:612.98px;height:42.69px;"><div><p para="{al:2}"><span data-textwidth="207.43" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:111%; left:203.14px;top:8.84px;">Quantifiable benefits</span></p></div></div></div> <div class="sg" id="s49" data-sgid="Picture 15" style="z-index:9;left:0px;top:522.74px;width:513.66px;height:19.44px"> <img class="sg" src="DFC38118.png" id="s49_i" title="" alt="bottom line thin" style="z-index:1;left:0px;top:0px;width:513.66px;height:19.44px" > </div> <div class="sg sgTitle" id="s51" data-sgid="Rectangle 2" style="z-index:2;left:26.39px;top:28.77px;width:577.47px;height:44.39px" data-valign="middle" data-pointer-events="none"> <div id="s51_t" class="sg" style="z-index:2;left:-5.52px;top:0.00px;width:582.99px;height:46.32px;"><div><p para="{spbf:0.55}"><span data-textwidth="478.96" class="sg nowrap f1" style="z-index:2;color:#777777;font-size:117%; left:13.22px;top:9.97px;">Early Adoption Challenges – Sales Objections</span></p></div></div></div> <div class="sg" id="s55" data-sgid="Object 14" style="z-index:6;left:588.77px;top:99.31px;width:131.23px;height:68.87px"> <img class="sg" src="27A85F8C.png" id="s55_i" style="z-index:1;left:0px;top:0px;width:131.23px;height:68.87px" > </div> <div class="sg" id="s50" data-sgid="Picture 9" style="z-index:1;left:600.26px;top:178.73px;width:119.74px;height:104.83px"> <img class="sg" src="D87E744E.png" id="s50_i" title="" alt="guinea-pig2" style="z-index:1;left:0px;top:0px;width:119.74px;height:104.83px" > </div> <div class="sg" id="s52" data-sgid="Rectangle 3" style="z-index:3;left:98.61px;top:139.14px;width:478.15px;height:324.58px" data-valign="top" data-pointer-events="none"> <div id="s52_t" class="sg" style="z-index:2;left:-3.85px;top:-2.15px;width:482.00px;height:326.73px;"><div><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="446.79" class="sg nowrap f1" style="z-index:2;color:#B1049C;left:11.60px;top:7.87px;">•<span style="color:#000000;"><span style="letter-spacing:11.04px"> </span>We have always done it </span><span style="color:#620257;">the </span><span class="f4" style="font-weight:bold; color:#620257;">old way</span><span style="color:#000000;"> and has </span></span><span data-textwidth="266.49" class="sg nowrap f1" style="z-index:7;left:38.72px;top:31.64px;">served us well, why change? </span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="352.19" class="sg nowrap f1" style="z-index:8;color:#B1049C;left:11.60px;top:71.74px;">•<span style="color:#000000;"><span style="letter-spacing:11.04px"> </span>I don’t want to be the </span><span class="f4" style="font-weight:bold; color:#620257;">guinea pig</span><span style="color:#000000;">…</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="418.21" class="sg nowrap f1" style="z-index:12;color:#B1049C;left:11.60px;top:111.60px;">•<span style="color:#000000;"><span style="letter-spacing:11.04px"> </span>It is too </span><span class="f4" style="font-weight:bold; color:#620257;">complex and time consuming…</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="344.75" class="sg nowrap f1" style="z-index:15;color:#B1049C;left:11.60px;top:151.70px;">•<span style="color:#000000;"><span style="letter-spacing:11.04px"> </span>Upfront costs are </span><span class="f4" style="font-weight:bold; color:#620257;">too expensive</span><span style="color:#000000;">…</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="421.57" class="sg nowrap f1" style="z-index:19;color:#B1049C;left:11.60px;top:191.56px;">•<span style="color:#000000;"><span style="letter-spacing:11.04px"> </span>There is </span><span class="f4" style="font-weight:bold; color:#620257;">no certainty</span><span style="color:#000000;"> that this is the right </span></span><span data-textwidth="85.95" class="sg nowrap f1" style="z-index:23;left:38.72px;top:215.33px;">solution…</span></p></div></div></div> <div class="sg" id="s53" data-sgid="Picture 11" style="z-index:4;left:608.90px;top:280.67px;width:95.49px;height:120.67px"> <img class="sg" src="AAEFD011.png" id="s53_i" title="" alt="drawing_board1" style="z-index:1;left:0px;top:0px;width:95.49px;height:120.67px" > </div> <div class="sg" id="s54" data-sgid="Picture 13" style="z-index:5;left:597.40px;top:415.99px;width:122.60px;height:92.12px"> <img class="sg" src="EA46EE71.png" id="s54_i" title="" alt="wad" style="z-index:1;left:0px;top:0px;width:122.60px;height:92.12px" > </div> <div class="sg" id="s56" data-sgid="Picture 16" style="z-index:7;left:0px;top:522.74px;width:513.66px;height:19.44px"> <img class="sg" src="DFC38118.png" id="s56_i" title="" alt="bottom line thin" style="z-index:1;left:0px;top:0px;width:513.66px;height:19.44px" > </div> <div class="sg sgTitle" id="s62" data-sgid="Rectangle 2" style="z-index:1;left:26.39px;top:28.77px;width:577.47px;height:44.39px" data-valign="middle" data-pointer-events="none"> <div id="s62_t" class="sg" style="z-index:2;left:-7.93px;top:-2.63px;width:585.40px;height:53.28px;"><div><p para="{spbf:0.55}"><span data-textwidth="424.22" class="sg nowrap f1" style="z-index:2;color:#777777;font-size:139%; left:15.63px;top:10.96px;">Overcoming the Barrier to Sales…</span></p></div></div></div> <div class="sg" id="s65" data-sgid="Picture 7" style="z-index:4;left:580.36px;top:105.08px;width:153.80px;height:88.53px"> <img class="sg" src="9C04C0E2.png" id="s65_i" title="" alt="bbc-blogs" style="z-index:1;left:0px;top:0px;width:153.80px;height:88.53px" > </div> <div class="sg" id="s66" data-sgid="Picture 9" style="z-index:5;left:597.40px;top:201.50px;width:122.34px;height:81.57px"> <img class="sg" src="BF4154D.png" id="s66_i" title="" alt="news" style="z-index:1;left:0px;top:0px;width:122.34px;height:81.57px" > </div> <div class="sg" id="s63" data-sgid="Rectangle 3" style="z-index:2;left:103.17px;top:105.08px;width:472.40px;height:329.39px" data-valign="top" data-pointer-events="none"> <div id="s63_t" class="sg" style="z-index:2;left:-2.64px;top:-1.70px;width:475.03px;height:375.45px;"><div><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="449.91" class="sg nowrap f1" style="z-index:2;color:#B1049C;font-size:89%; left:10.39px;top:7.63px;">•<span style="color:#000000;"><span style="letter-spacing:12.73px"> </span>Demand Creation - warm up the market as early as </span></span><span data-textwidth="70.34" class="sg nowrap f1" style="z-index:6;font-size:89%; left:37.52px;top:26.84px;">possible </span></p><p para="{in:2,bl:{ch:8211},spbf:0.75}"><span data-textwidth="59.78" class="sg nowrap f1" style="z-index:7;color:#B1049C;font-size:78%; left:46.40px;top:58.53px;">–<span style="color:#006600;"><span style="letter-spacing:8.89px"> </span>Blogs</span></span></p><p para="{in:2,bl:{ch:8211},spbf:0.75}"><span data-textwidth="337.07" class="sg nowrap f1" style="z-index:9;color:#B1049C;font-size:78%; left:46.40px;top:88.06px;">–<span style="color:#006600;"><span style="letter-spacing:8.89px"> </span>News Releases and Advertorials (Milestones)</span></span></p><p para="{in:2,bl:{ch:8211},spbf:0.75}"><span data-textwidth="82.83" class="sg nowrap f1" style="z-index:11;color:#B1049C;font-size:78%; left:46.40px;top:117.36px;">–<span style="color:#006600;"><span style="letter-spacing:8.89px"> </span>YouTube</span></span></p><p para="{in:2,bl:{ch:8211},spbf:0.75}"><span data-textwidth="115.00" class="sg nowrap f1" style="z-index:13;color:#B1049C;font-size:78%; left:46.40px;top:146.89px;">–<span style="color:#006600;"><span style="letter-spacing:8.89px"> </span>White papers</span></span></p><p para="{in:2,bl:{ch:8211},spbf:0.75}"><span data-textwidth="218.00" class="sg nowrap f1" style="z-index:15;color:#B1049C;font-size:78%; left:46.40px;top:176.18px;">–<span style="color:#006600;"><span style="letter-spacing:8.89px"> </span>Industry and private events</span></span></p><p para="{in:2,bl:{ch:8211},spbf:0.75}"><span data-textwidth="223.76" class="sg nowrap f1" style="z-index:17;color:#B1049C;font-size:78%; left:46.40px;top:205.72px;">–<span style="color:#006600;"><span style="letter-spacing:8.89px"> </span>Workshops, technology days</span></span></p><p para="{in:2,bl:{ch:8211},spbf:0.75}"><span data-textwidth="92.67" class="sg nowrap f1" style="z-index:19;color:#B1049C;font-size:78%; left:46.40px;top:235.01px;">–<span style="color:#006600;"><span style="letter-spacing:8.89px"> </span>Webinars </span></span></p><p para="{in:2,bl:{ch:8211},spbf:0.75}"><span data-textwidth="183.90" class="sg nowrap f1" style="z-index:21;color:#B1049C;font-size:78%; left:46.40px;top:264.54px;">–<span style="color:#006600;"><span style="letter-spacing:8.89px"> </span>Direct and e-Marketing</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="380.29" class="sg nowrap f1" style="z-index:25;color:#B1049C;font-size:89%; left:10.39px;top:295.76px;">•<span style="color:#000000;"><span style="letter-spacing:12.73px"> </span>Discus the ‘challenges’ and “play” on ‘Fear, </span></span><span data-textwidth="240.32" class="sg nowrap f1" style="z-index:27;font-size:89%; left:37.52px;top:314.97px;">Uncertainty and Doubt’ (FUD)</span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="328.67" class="sg nowrap f1" style="z-index:28;color:#B1049C;font-size:89%; left:10.39px;top:348.58px;">•<span style="color:#000000;"><span style="letter-spacing:12.73px"> </span>Vertical marketing and tailored offers</span></span></p></div></div></div> <div class="sg" id="s68" data-sgid="AutoShape 13" style="z-index:7;left:347.40px;top:257.41px;width:24.72px;height:24.70px" data-pointer-events="none"> <div style='width:100%;height:100%;background:rgba(0,0,0,0)'></div></div> <div class="sg" id="s69" data-sgid="AutoShape 15" style="z-index:8;left:347.40px;top:257.41px;width:24.72px;height:24.70px" data-pointer-events="none"> <div style='width:100%;height:100%;background:rgba(0,0,0,0)'></div></div> <div class="sg" id="s67" data-sgid="Picture 11" style="z-index:6;left:586.13px;top:286.44px;width:122.82px;height:61.42px"> <img class="sg" src="AFCEA810.png" id="s67_i" title="" alt="presenting" style="z-index:1;left:0px;top:0px;width:122.82px;height:61.42px" > </div> <div class="sg" id="s70" data-sgid="Picture 16" style="z-index:9;left:591.88px;top:351.46px;width:128.12px;height:85.39px"> <img class="sg" src="4913D6C5.png" id="s70_i" style="z-index:1;left:0px;top:0px;width:128.12px;height:85.39px" > </div> <div class="sg" id="s64" data-sgid="AutoShape 5" style="z-index:3;left:30.70px;top:479.09px;width:612.75px;height:34.77px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="EAEB404C.png" id="s64_i" style="z-index:1;left:0px;top:0px;width:612.75px;height:34.77px" > <div id="s64_t" class="sg" style="z-index:2;left:0.00px;top:-0.97px;width:612.75px;height:42.69px;"><div><p para="{al:2}"><span data-textwidth="541.62" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:111%; left:35.80px;top:8.90px;">Give Sales and Customers a reason to communicate…</span></p></div></div></div> <div class="sg" id="s71" data-sgid="Picture 17" style="z-index:10;left:0px;top:522.74px;width:513.66px;height:19.44px"> <img class="sg" src="DFC38118.png" id="s71_i" title="" alt="bottom line thin" style="z-index:1;left:0px;top:0px;width:513.66px;height:19.44px" > </div> <div class="sg sgTitle" id="s75" data-sgid="Rectangle 2" style="z-index:4;left:26.39px;top:28.77px;width:577.47px;height:44.39px" data-valign="middle" data-pointer-events="none"> <div id="s75_t" class="sg" style="z-index:2;left:-7.93px;top:-2.63px;width:585.40px;height:53.28px;"><div><p para="{spbf:0.55}"><span data-textwidth="424.22" class="sg nowrap f1" style="z-index:2;color:#777777;font-size:139%; left:15.63px;top:10.96px;">Overcoming the Barrier to Sales…</span></p></div></div></div> <div class="sg" id="s74" data-sgid="Picture 6" style="z-index:3;left:523.74px;top:105.08px;width:196.26px;height:116.82px"> <img class="sg" src="12B65EC4.png" id="s74_i" title="" alt="Proof-of-Concept-300x178" style="z-index:1;left:0px;top:0px;width:196.26px;height:116.82px" > </div> <div class="sg" id="s72" data-sgid="Picture 10" style="z-index:1;left:523.74px;top:219.27px;width:187.62px;height:101.94px"> <img class="sg" src="44F1B01D.png" id="s72_i" title="" alt="Testimonials-2" style="z-index:1;left:0px;top:0px;width:187.62px;height:101.94px" > </div> <div class="sg" id="s76" data-sgid="Rectangle 3" style="z-index:5;left:104.36px;top:127.63px;width:483.67px;height:363.45px" data-valign="top" data-pointer-events="none"> <div id="s76_t" class="sg" style="z-index:2;left:-3.83px;top:-2.15px;width:487.50px;height:365.60px;"><div><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="382.69" class="sg nowrap f1" style="z-index:2;color:#B1049C;left:11.59px;top:7.86px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:11.05px"> </span>Proof-of-concept</span><span style="color:#000000;"><span style="letter-spacing:1.44px"> </span>trials with partners </span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="389.40" class="sg nowrap f1" style="z-index:9;color:#B1049C;left:11.59px;top:47.96px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:11.05px"> </span>Endorsements, success stories </span><span style="color:#000000;"> and </span></span><span data-textwidth="124.12" class="sg nowrap f4" style="z-index:12;color:#620257;font-weight:bold; left:38.72px;top:71.73px;">testimonials</span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="410.06" class="sg nowrap f1" style="z-index:13;color:#B1049C;left:11.59px;top:111.58px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:11.05px"> </span>Sandbox </span><span style="color:#000000;">for key target customers (early </span></span><span data-textwidth="87.63" class="sg nowrap f1" style="z-index:16;left:38.72px;top:135.36px;">adopters)</span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="207.66" class="sg nowrap f1" style="z-index:17;color:#B1049C;left:11.59px;top:175.45px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:11.05px"> </span>Development</span><span style="color:#000000;"> Kits </span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="421.82" class="sg nowrap f1" style="z-index:20;color:#B1049C;left:11.59px;top:215.31px;">•<span style="color:#000000;"><span style="letter-spacing:11.05px"> </span>Create </span><span class="f4" style="font-weight:bold; color:#620257;">allegiances</span><span style="color:#000000;"> within the value-chain;</span></span><span data-textwidth="322.43" class="sg nowrap f1" style="z-index:26;left:38.72px;top:239.08px;">Agents, Distributors, Manufacturers</span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="356.76" class="sg nowrap f1" style="z-index:27;color:#B1049C;left:11.59px;top:279.18px;">•<span style="color:#000000;"><span style="letter-spacing:11.05px"> </span>If replacing existing product, slowly </span></span><span data-textwidth="293.62" class="sg nowrap f1" style="z-index:29;left:38.72px;top:304.87px;">increase the price of old product</span></p></div></div></div> <div class="sg" id="s73" data-sgid="Picture 8" style="z-index:2;left:515.33px;top:329.61px;width:207.53px;height:150.18px"> <img class="sg" src="F165DF5D.jpg" id="s73_i" title="" alt="sak_4_6125_tg__s1modif" style="z-index:1;left:0px;top:0px;width:207.53px;height:150.18px" > </div> <div class="sg" id="s77" data-sgid="AutoShape 4" style="z-index:6;left:30.70px;top:479.09px;width:612.75px;height:34.77px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="EAEB404C.png" id="s77_i" style="z-index:1;left:0px;top:0px;width:612.75px;height:34.77px" > <div id="s77_t" class="sg" style="z-index:2;left:0.00px;top:-0.97px;width:612.75px;height:42.69px;"><div><p para="{al:2}"><span data-textwidth="368.04" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:111%; left:122.71px;top:8.90px;">Make it easy and low risk to switch…</span></p></div></div></div> <div class="sg" id="s78" data-sgid="Picture 11" style="z-index:7;left:0px;top:522.74px;width:513.66px;height:19.44px"> <img class="sg" src="DFC38118.png" id="s78_i" title="" alt="bottom line thin" style="z-index:1;left:0px;top:0px;width:513.66px;height:19.44px" > </div> <div class="sg sgTitle" id="s80" data-sgid="Rectangle 2" style="z-index:2;left:26.39px;top:28.77px;width:577.47px;height:44.39px" data-valign="middle" data-pointer-events="none"> <div id="s80_t" class="sg" style="z-index:2;left:-5.52px;top:-11.96px;width:582.99px;height:71.47px;"><div><p para="{spbf:0.55}"><span data-textwidth="508.97" class="sg nowrap f1" style="z-index:2;color:#777777;font-size:117%; left:13.22px;top:8.72px;">Launch Pre-Requisites - On the road to General </span><span data-textwidth="115.24" class="sg nowrap f1" style="z-index:7;color:#777777;font-size:117%; left:13.22px;top:35.13px;">Availability</span></p></div></div></div> <div class="sg" id="s79" data-sgid="Picture 9" style="z-index:1;left:460.87px;top:99.31px;width:259.13px;height:171.54px"> <img class="sg" src="41F8C544.png" id="s79_i" style="z-index:1;left:0px;top:0px;width:259.13px;height:171.54px" > </div> <div class="sg" id="s81" data-sgid="Rectangle 3" style="z-index:3;left:104.36px;top:116.34px;width:505.28px;height:386.26px" data-valign="top" data-pointer-events="none"> <div id="s81_t" class="sg" style="z-index:2;left:-1.45px;top:-2.63px;width:506.72px;height:388.89px;"><div><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="278.73" class="sg nowrap f1" style="z-index:2;color:#B1049C;font-size:78%; left:9.21px;top:6.90px;">•<span style="color:#000000;"><span style="letter-spacing:14.65px"> </span>When is the product </span><span class="f4" style="font-weight:bold; color:#620257;">ready to sell</span><span style="color:#000000;">?</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="301.78" class="sg nowrap f1" style="z-index:6;color:#B1049C;font-size:78%; left:9.21px;top:34.51px;">•<span style="color:#000000;"><span style="letter-spacing:14.65px"> </span>Do we have </span><span class="f4" style="font-weight:bold; color:#620257;">pricing models</span><span style="color:#000000;"> in place ?</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="303.46" class="sg nowrap f1" style="z-index:11;color:#B1049C;font-size:78%; left:9.21px;top:62.37px;">•<span style="color:#000000;"><span style="letter-spacing:14.65px"> </span>Are all </span><span class="f4" style="font-weight:bold; color:#620257;">sales tools/training</span><span style="color:#000000;"> in place ?</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="259.28" class="sg nowrap f1" style="z-index:15;color:#B1049C;font-size:78%; left:9.21px;top:89.98px;">•<span style="color:#000000;"><span style="letter-spacing:14.65px"> </span>Do we have a </span><span class="f4" style="font-weight:bold; color:#620257;">route to market</span><span style="color:#000000;">?</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="404.05" class="sg nowrap f1" style="z-index:19;color:#B1049C;font-size:78%; left:9.21px;top:117.83px;">•<span style="color:#000000;"><span style="letter-spacing:14.65px"> </span>Do we need a </span><span class="f4" style="font-weight:bold; color:#620257;">phased or controlled  introduction</span><span class="f4" style="font-weight:bold; color:#000000;">?</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="478.96" class="sg nowrap f1" style="z-index:23;color:#B1049C;font-size:78%; left:9.21px;top:145.44px;">•<span style="color:#000000;"><span style="letter-spacing:14.65px"> </span>Is </span><span class="f4" style="font-weight:bold; color:#620257;">patent and IP protection</span><span style="color:#000000;"> in place for target territories and </span></span><span data-textwidth="149.57" class="sg nowrap f1" style="z-index:27;font-size:78%; left:36.34px;top:160.57px;">what is the risk if not</span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="328.42" class="sg nowrap f1" style="z-index:28;color:#B1049C;font-size:78%; left:9.21px;top:188.42px;">•<span style="color:#000000;"><span style="letter-spacing:14.65px"> </span>Do we have all </span><span class="f4" style="font-weight:bold; color:#620257;">approvals / compliances</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="488.56" class="sg nowrap f1" style="z-index:31;color:#B1049C;font-size:78%; left:9.21px;top:216.04px;">•<span style="color:#000000;"><span style="letter-spacing:14.65px"> </span>Ensure </span><span class="f4" style="font-weight:bold; color:#620257;">demand</span><span style="color:#000000;"> is aligned with </span><span class="f4" style="font-weight:bold; color:#620257;">volume capability</span><span style="color:#000000;"> – Controlled </span></span><span data-textwidth="124.12" class="sg nowrap f1" style="z-index:38;font-size:78%; left:36.34px;top:231.16px;">introduction first?</span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="452.06" class="sg nowrap f1" style="z-index:39;color:#B1049C;font-size:78%; left:9.21px;top:259.01px;">•<span style="color:#000000;"><span style="letter-spacing:14.65px"> </span>Ensure that the </span><span class="f4" style="font-weight:bold; color:#620257;">price and margins</span><span style="color:#000000;"> are right for the target </span></span><span data-textwidth="54.98" class="sg nowrap f1" style="z-index:43;font-size:78%; left:36.34px;top:274.14px;">market.</span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="470.79" class="sg nowrap f1" style="z-index:44;color:#B1049C;font-size:78%; left:9.21px;top:301.75px;">•<span class="f4" style="font-weight:bold; color:#620257;"><span style="letter-spacing:14.65px"> </span>Marketing Communications Plan and content</span><span style="color:#000000;"> – Mail shot, </span></span><span data-textwidth="153.65" class="sg nowrap f1" style="z-index:48;font-size:78%; left:36.34px;top:316.88px;">Press Release, Events</span></p></div></div></div> <div class="sg" id="s82" data-sgid="AutoShape 4" style="z-index:4;left:30.70px;top:479.09px;width:612.75px;height:34.77px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="EAEB404C.png" id="s82_i" style="z-index:1;left:0px;top:0px;width:612.75px;height:34.77px" > <div id="s82_t" class="sg" style="z-index:2;left:0.00px;top:-0.97px;width:612.75px;height:42.69px;"><div><p para="{al:2}"><span data-textwidth="334.43" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:111%; left:139.52px;top:8.90px;">Plan the Launch, Launch the Plan</span></p></div></div></div> <div class="sg" id="s83" data-sgid="Picture 10" style="z-index:5;left:0px;top:522.74px;width:513.66px;height:19.44px"> <img class="sg" src="DFC38118.png" id="s83_i" title="" alt="bottom line thin" style="z-index:1;left:0px;top:0px;width:513.66px;height:19.44px" > </div> <div class="sg sgTitle" id="s84" data-sgid="Rectangle 2" style="z-index:1;left:26.39px;top:28.77px;width:577.47px;height:44.39px" data-valign="middle" data-pointer-events="none"> <div id="s84_t" class="sg" style="z-index:2;left:-7.93px;top:-2.63px;width:585.40px;height:53.28px;"><div><p para="{spbf:0.55}"><span data-textwidth="210.79" class="sg nowrap f1" style="z-index:2;color:#777777;font-size:139%; left:15.63px;top:10.96px;">Product Lifecycle</span></p></div></div></div> <div class="sg" id="s107" data-sgid="AutoShape 26" style="z-index:24;left:489.68px;top:99.31px;width:91.42px;height:96.93px" data-fillcolor="6423127"> <div id="s107_t" class="sg" style="z-index:2;left:0px;top:0px;width:91.42px;height:96.93px;"><div><p para="{al:2}"><span data-textwidth="56.90" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:94%; left:17.85px;top:8.82px;">Pricing</span><span data-textwidth="69.38" class="sg nowrap f1" style="z-index:3;color:#FFFFFF;font-size:94%; left:11.61px;top:29.23px;">Review?</span></p></div></div><img class="sg" src="DF5A87B8.png" id="s107_i" style="z-index:1;left:0px;top:0px;width:91.42px;height:96.93px" > </div> <div class="sg" id="s104" data-sgid="AutoShape 23" style="z-index:21;left:353.40px;top:99.31px;width:125.48px;height:105.08px" data-fillcolor="6423127"> <div id="s104_t" class="sg" style="z-index:2;left:0px;top:0px;width:125.48px;height:105.08px;"><div><p para="{al:2}"><span data-textwidth="91.71" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:94%; left:17.04px;top:10.02px;">Innovation</span><span data-textwidth="40.81" class="sg nowrap f1" style="z-index:3;color:#FFFFFF;font-size:94%; left:45.61px;top:30.43px;">new </span><span data-textwidth="80.67" class="sg nowrap f1" style="z-index:4;color:#FFFFFF;font-size:94%; left:22.57px;top:50.84px;">product ?</span></p></div></div><img class="sg" src="F867CA3D.png" id="s104_i" style="z-index:1;left:0px;top:0px;width:125.48px;height:105.08px" > </div> <div class="sg" id="s105" data-sgid="AutoShape 24" style="z-index:22;left:546.77px;top:116.34px;width:173.23px;height:96.68px" data-fillcolor="6423127"> <div id="s105_t" class="sg" style="z-index:2;left:0px;top:0px;width:173.23px;height:96.68px;"><div><p para="{al:2}"><span data-textwidth="94.11" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:94%; left:65.19px;top:9.07px;">Retirement</span><span data-textwidth="82.59" class="sg nowrap f1" style="z-index:3;color:#FFFFFF;font-size:94%; left:70.96px;top:29.48px;">Strategy?</span></p></div></div><img class="sg" src="F6E22254.png" id="s105_i" style="z-index:1;left:0px;top:0px;width:173.23px;height:96.68px" > </div> <div class="sg" id="s103" data-sgid="AutoShape 22" style="z-index:20;left:240.41px;top:127.63px;width:119.71px;height:201.76px" data-fillcolor="6423127"> <div id="s103_t" class="sg" style="z-index:2;left:0px;top:0px;width:119.71px;height:201.76px;"><div><p para="{al:2}"><span data-textwidth="37.93" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:94%; left:35.44px;top:9.07px;">Cost</span><span data-textwidth="84.03" class="sg nowrap f1" style="z-index:3;color:#FFFFFF;font-size:94%; left:12.39px;top:29.48px;">Reduction</span></p></div></div><img class="sg" src="45211FA1.png" id="s103_i" style="z-index:1;left:0px;top:0px;width:119.71px;height:201.76px" > </div> <div class="sg" id="s91" data-sgid="Oval 7 (5)" style="z-index:8;left:569.57px;top:197.20px;width:148.28px;height:65.95px" data-pointer-events="none"> <img class="sg" src="B758BCA3.png" id="s91_i" style="z-index:1;left:0px;top:0px;width:148.28px;height:65.95px" > </div> <div class="sg" id="s102" data-sgid="AutoShape 21" style="z-index:19;left:200.56px;top:207.02px;width:108.69px;height:197.46px" data-fillcolor="6423127"> <div id="s102_t" class="sg" style="z-index:2;left:0px;top:0px;width:108.69px;height:197.46px;"><div><p para="{al:2}"><span data-textwidth="76.35" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:94%; left:16.47px;top:9.16px;">Ramp up</span><span data-textwidth="71.54" class="sg nowrap f1" style="z-index:3;color:#FFFFFF;font-size:94%; left:18.87px;top:29.56px;">Demand</span></p></div></div><img class="sg" src="43517F91.png" id="s102_i" style="z-index:1;left:0px;top:0px;width:108.69px;height:197.46px" > </div> <div class="sg" id="s96" data-sgid="TextBox 21" style="z-index:13;left:627.14px;top:232.94px;width:78.45px;height:46.54px" data-valign="top"> <div id="s96_t" class="sg" style="z-index:2;left:-10.08px;top:-1.19px;width:98.38px;height:53.73px;"><div><p para="{al:2}"><span data-textwidth="61.22" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:89%; left:19.15px;top:7.24px;">Product</span><span data-textwidth="78.27" class="sg nowrap f1" style="z-index:3;color:#FFFFFF;font-size:89%; left:10.75px;top:26.44px;">Extension</span></p></div></div></div> <div class="sg" id="s85" data-sgid="Oval 7" style="z-index:2;left:570.53px;top:198.16px;width:148.74px;height:150.63px" data-pointer-events="none"> <img class="sg" src="A797A8D8.png" id="s85_i" style="z-index:1;left:0px;top:0px;width:148.74px;height:150.63px" > </div> <div class="sg" id="s99" data-sgid="TextBox 28" style="z-index:16;left:80.63px;top:264.85px;width:56.61px;height:31.91px" data-rotation = "270" data-valign="top"> <div id="s99_t" class="sg" style="z-index:2;left:-10.57px;top:-2.63px;width:77.96px;height:42.92px;"><div><p para="{al:2}"><span data-textwidth="53.54" class="sg nowrap f1" style="z-index:2;font-size:111%; left:12.53px;top:8.94px;">Sales</span></p></div></div></div> <div class="sg" id="s98" data-sgid="Straight Arrow Connector 23" style="z-index:15;left:119.23px;top:86.35px;width:29.76px;height:382.89px" data-pointer-events="none"> <img class="sg" src="F6659D58.png" id="s98_i" style="z-index:1;left:0px;top:0px;width:29.76px;height:382.89px" > </div> <div class="sg" id="s90" data-sgid="Oval 7 (4)" style="z-index:7;left:133.87px;top:189.51px;width:584.43px;height:277.81px" data-pointer-events="none"> <img class="sg" src="19C875B9.png" id="s90_i" style="z-index:1;left:0px;top:0px;width:584.43px;height:277.81px" > </div> <div class="sg" id="s87" data-sgid="Rectangle 15" style="z-index:4;left:425.62px;top:193.61px;width:146.10px;height:276.59px" data-fillcolor="16760832"> <img class="sg" src="74C2B5C4.png" id="s87_i" style="z-index:1;left:0px;top:0px;width:146.10px;height:276.59px" > </div> <div class="sg" id="s101" data-sgid="AutoShape 20" style="z-index:18;left:132.68px;top:303.47px;width:134.12px;height:160.00px" data-fillcolor="6423127"> <div id="s101_t" class="sg" style="z-index:2;left:0px;top:0px;width:134.12px;height:160.00px;"><div><p para="{al:2}"><span data-textwidth="93.39" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:94%; left:23.61px;top:8.99px;">Controlled </span><span data-textwidth="105.16" class="sg nowrap f1" style="z-index:3;color:#FFFFFF;font-size:94%; left:14.73px;top:29.40px;">Introduction</span></p></div></div><img class="sg" src="A3A75147.png" id="s101_i" style="z-index:1;left:0px;top:0px;width:134.12px;height:160.00px" > </div> <div class="sg" id="s108" data-sgid="AutoShape 27" style="z-index:25;left:450.08px;top:200.54px;width:91.42px;height:166.73px" data-fillcolor="6423127"> <div id="s108_t" class="sg" style="z-index:2;left:0px;top:0px;width:91.42px;height:166.73px;"><div><p para="{al:2}"><span data-textwidth="62.18" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:94%; left:15.20px;top:117.44px;">Decline</span><span data-textwidth="69.86" class="sg nowrap f1" style="z-index:3;color:#FFFFFF;font-size:94%; left:11.35px;top:137.85px;">Analysis</span></p></div></div><img class="sg" src="C0E7ACB1.png" id="s108_i" style="z-index:1;left:0px;top:0px;width:91.42px;height:166.73px" > </div> <div class="sg" id="s88" data-sgid="Oval 7 (2)" style="z-index:5;left:570.53px;top:229.09px;width:146.36px;height:238.48px" data-fillcolor="12582912"> <img class="sg" src="FB7E363.png" id="s88_i" style="z-index:1;left:0px;top:0px;width:146.36px;height:238.48px" > </div> <div class="sg" id="s86" data-sgid="Rectangle 14" style="z-index:3;left:280.22px;top:229.82px;width:146.36px;height:237.75px" data-fillcolor="9621584"> <img class="sg" src="66852052.png" id="s86_i" style="z-index:1;left:0px;top:0px;width:146.36px;height:237.75px" > </div> <div class="sg" id="s100" data-sgid="AutoShape 19" style="z-index:17;left:0px;top:354.34px;width:128.60px;height:111.05px" data-fillcolor="6423127"> <div id="s100_t" class="sg" style="z-index:2;left:0px;top:0px;width:128.60px;height:111.05px;"><div><p para="{al:2}"><span data-textwidth="97.47" class="sg nowrap f1" style="z-index:2;color:#FFFFFF;font-size:94%; left:15.61px;top:9.26px;">Awareness </span><span data-textwidth="72.02" class="sg nowrap f1" style="z-index:3;color:#FFFFFF;font-size:94%; left:25.45px;top:29.67px;">Creation</span></p></div></div><img class="sg" src="751BBA62.png" id="s100_i" style="z-index:1;left:0px;top:0px;width:128.60px;height:111.05px" > </div> <div class="sg" id="s89" data-sgid="Oval 7 (3)" style="z-index:6;left:135.57px;top:404.96px;width:146.10px;height:63.57px" data-pointer-events="none"> <img class="sg" src="1750F3BA.png" id="s89_i" style="z-index:1;left:0px;top:0px;width:146.10px;height:63.57px" > </div> <div class="sg" id="s97" data-sgid="Straight Arrow Connector 22" style="z-index:14;left:-2.15px;top:453.40px;width:736.79px;height:29.76px" data-pointer-events="none"> <img class="sg" src="B8977ED3.png" id="s97_i" style="z-index:1;left:0px;top:0px;width:736.79px;height:29.76px" > </div> <div class="sg" id="s92" data-sgid="TextBox 17" style="z-index:9;left:131.01px;top:473.31px;width:96.43px;height:27.36px" data-valign="top"> <div id="s92_t" class="sg" style="z-index:2;left:-11.30px;top:-1.18px;width:119.00px;height:34.55px;"><div><p para="{al:2}"><span data-textwidth="99.15" class="sg nowrap f1" style="z-index:2;font-size:89%; left:10.17px;top:7.44px;">Introduction</span></p></div></div></div> <div class="sg" id="s94" data-sgid="TextBox 19" style="z-index:11;left:433.29px;top:473.31px;width:72.22px;height:27.36px" data-valign="top"> <div id="s94_t" class="sg" style="z-index:2;left:-7.19px;top:-1.18px;width:86.60px;height:34.55px;"><div><p para="{al:2}"><span data-textwidth="66.50" class="sg nowrap f1" style="z-index:2;font-size:89%; left:10.61px;top:7.44px;">Maturity</span></p></div></div></div> <div class="sg" id="s95" data-sgid="TextBox 20" style="z-index:12;left:582.51px;top:473.31px;width:63.58px;height:27.36px" data-valign="top"> <div id="s95_t" class="sg" style="z-index:2;left:-7.68px;top:-1.18px;width:78.96px;height:34.55px;"><div><p para="{al:2}"><span data-textwidth="58.82" class="sg nowrap f1" style="z-index:2;font-size:89%; left:10.49px;top:7.44px;">Decline</span></p></div></div></div> <div class="sg" id="s93" data-sgid="TextBox 18" style="z-index:10;left:291.49px;top:473.31px;width:65.02px;height:27.36px" data-valign="top"> <div id="s93_t" class="sg" style="z-index:2;left:-6.71px;top:-1.18px;width:78.45px;height:34.55px;"><div><p para="{al:2}"><span data-textwidth="58.82" class="sg nowrap f1" style="z-index:2;font-size:89%; left:10.04px;top:7.44px;">Growth</span></p></div></div></div> <div class="sg" id="s106" data-sgid="Picture 25" style="z-index:23;left:0px;top:522.74px;width:513.66px;height:19.44px"> <img class="sg" src="DFC38118.png" id="s106_i" title="" alt="bottom line thin" style="z-index:1;left:0px;top:0px;width:513.66px;height:19.44px" > </div> <div class="sg sgTitle" id="s110" data-sgid="Rectangle 2" style="z-index:2;left:26.39px;top:28.77px;width:577.47px;height:44.39px" data-valign="middle" data-pointer-events="none"> <div id="s110_t" class="sg" style="z-index:2;left:-7.93px;top:-2.63px;width:585.40px;height:53.28px;"><div><p para="{spbf:0.55}"><span data-textwidth="318.11" class="sg nowrap f1" style="z-index:2;color:#777777;font-size:139%; left:15.63px;top:10.96px;">Lifecycle Continuous loop</span></p></div></div></div> <div class="sg" id="s121" data-sgid="AutoShape 28" style="z-index:13;left:155.96px;top:115.15px;width:47.75px;height:60.21px" data-fillcolor="10066431"> <img class="sg" src="F2FE7EFB.png" id="s121_i" style="z-index:1;left:0px;top:0px;width:47.75px;height:60.21px" > </div> <div class="sg" id="s122" data-sgid="Oval 6" style="z-index:14;left:297.98px;top:101.01px;width:89.72px;height:89.94px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="67AC9A92.png" id="s122_i" style="z-index:1;left:0px;top:0px;width:89.72px;height:89.94px" > <div id="s122_t" class="sg" style="z-index:2;left:0.23px;top:4.07px;width:85.67px;height:85.64px;"><div><p para="{al:2}"><span data-textwidth="49.22" class="sg nowrap f3" style="z-index:2;color:#FFFFFF;font-size:89%; left:18.70px;top:24.94px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Market</span></span><span data-textwidth="38.17" class="sg nowrap f3" style="z-index:3;color:#FFFFFF;font-size:89%; left:23.98px;top:44.14px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Need</span></span></p></div></div></div> <div class="sg" id="s132" data-sgid="Oval 16" style="z-index:24;left:64.29px;top:106.75px;width:89.97px;height:89.97px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="56A16A99.png" id="s132_i" style="z-index:1;left:0px;top:0px;width:89.97px;height:89.97px" > <div id="s132_t" class="sg" style="z-index:2;left:0.25px;top:3.85px;width:85.89px;height:85.87px;"><div><p para="{al:2}"><span data-textwidth="30.49" class="sg nowrap f3" style="z-index:2;color:#FFFFFF;font-size:89%; left:27.65px;top:15.57px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Last</span></span><span data-textwidth="35.77" class="sg nowrap f3" style="z-index:3;color:#FFFFFF;font-size:89%; left:25.01px;top:34.78px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Time</span></span><span data-textwidth="27.85" class="sg nowrap f3" style="z-index:4;color:#FFFFFF;font-size:89%; left:29.09px;top:53.99px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Buy</span></span></p></div></div></div> <div class="sg" id="s133" data-sgid="Oval 17" style="z-index:25;left:200.33px;top:106.75px;width:89.97px;height:89.97px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="DAB60D63.png" id="s133_i" style="z-index:1;left:0px;top:0px;width:89.97px;height:89.97px" > <div id="s133_t" class="sg" style="z-index:2;left:0.23px;top:3.85px;width:85.89px;height:85.87px;"><div><p para="{al:2}"><span data-textwidth="28.57" class="sg nowrap f3" style="z-index:2;color:#FFFFFF;font-size:89%; left:28.96px;top:15.57px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">End</span></span></p><p para="{al:2}"><span data-textwidth="13.44" class="sg nowrap f3" style="z-index:3;color:#FFFFFF;font-size:89%; left:36.64px;top:34.78px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">of</span></span></p><p para="{al:2}"><span data-textwidth="25.93" class="sg nowrap f3" style="z-index:4;color:#FFFFFF;font-size:89%; left:30.40px;top:53.99px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Life</span></span></p></div></div></div> <div class="sg" id="s111" data-sgid="AutoShape 18" style="z-index:3;left:379.80px;top:127.86px;width:49.64px;height:61.17px" data-fillcolor="16750899"> <img class="sg" src="FE03E4F9.png" id="s111_i" style="z-index:1;left:0px;top:0px;width:49.64px;height:61.17px" > </div> <div class="sg" id="s123" data-sgid="Oval 7" style="z-index:15;left:420.35px;top:118.04px;width:89.94px;height:89.94px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="D20353FF.png" id="s123_i" style="z-index:1;left:0px;top:0px;width:89.94px;height:89.94px" > <div id="s123_t" class="sg" style="z-index:2;left:0.23px;top:3.82px;width:85.64px;height:85.90px;"><div><p para="{al:2}"><span data-textwidth="31.21" class="sg nowrap f3" style="z-index:2;color:#FFFFFF;font-size:89%; left:27.65px;top:34.81px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Idea</span></span></p></div></div></div> <div class="sg" id="s124" data-sgid="Oval 8" style="z-index:16;left:557.08px;top:140.59px;width:89.97px;height:90.20px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="54C2C148.png" id="s124_i" style="z-index:1;left:0px;top:0px;width:89.97px;height:90.20px" > <div id="s124_t" class="sg" style="z-index:2;left:-2.64px;top:4.07px;width:93.09px;height:85.64px;"><div><p para="{al:2}"><span data-textwidth="71.54" class="sg nowrap f3" style="z-index:2;color:#FFFFFF;font-size:89%; left:10.71px;top:15.37px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Feasibility</span></span><span data-textwidth="65.54" class="sg nowrap f3" style="z-index:3;color:#FFFFFF;font-size:89%; left:13.83px;top:34.58px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Business</span></span><span data-textwidth="37.45" class="sg nowrap f3" style="z-index:4;color:#FFFFFF;font-size:89%; left:27.75px;top:53.79px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Case</span></span></p></div></div></div> <div class="sg" id="s112" data-sgid="AutoShape 19" style="z-index:4;left:497.10px;top:159.54px;width:54.97px;height:63.32px" data-fillcolor="16750899"> <img class="sg" src="59FE521F.png" id="s112_i" style="z-index:1;left:0px;top:0px;width:54.97px;height:63.32px" > </div> <div class="sg" id="s120" data-sgid="AutoShape 27" style="z-index:12;left:43.41px;top:187.13px;width:61.68px;height:50.62px" data-fillcolor="10066431"> <img class="sg" src="62B32E25.png" id="s120_i" style="z-index:1;left:0px;top:0px;width:61.68px;height:50.62px" > </div> <div class="sg" id="s113" data-sgid="AutoShape 20" style="z-index:5;left:573.87px;top:242.53px;width:55.68px;height:39.84px" data-fillcolor="16750899"> <img class="sg" src="E4BC16B9.png" id="s113_i" style="z-index:1;left:0px;top:0px;width:55.68px;height:39.84px" > </div> <div class="sg" id="s131" data-sgid="Oval 15" style="z-index:23;left:0px;top:231.49px;width:89.97px;height:89.97px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="B87C3B12.png" id="s131_i" style="z-index:1;left:0px;top:0px;width:89.97px;height:89.97px" > <div id="s131_t" class="sg" style="z-index:2;left:0.48px;top:3.85px;width:85.64px;height:85.87px;"><div><p para="{al:2}"><span data-textwidth="37.45" class="sg nowrap f3" style="z-index:2;color:#FFFFFF;font-size:89%; left:24.25px;top:25.05px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Cash</span></span><span data-textwidth="31.93" class="sg nowrap f3" style="z-index:3;color:#FFFFFF;font-size:89%; left:26.89px;top:44.26px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Cow</span></span></p></div></div></div> <div class="sg" id="s109" data-sgid="Object 32" style="z-index:1;left:104.36px;top:207.02px;width:442.89px;height:220.97px"> <img class="sg" src="5DAB51F1.jpg" id="s109_i" style="z-index:1;left:0px;top:0px;width:442.89px;height:220.97px" > </div> <div class="sg" id="s125" data-sgid="Oval 9" style="z-index:17;left:546.77px;top:288.11px;width:89.75px;height:89.72px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="FCA62BDF.png" id="s125_i" style="z-index:1;left:0px;top:0px;width:89.75px;height:89.72px" > <div id="s125_t" class="sg" style="z-index:2;left:0.25px;top:3.85px;width:85.64px;height:85.64px;"><div><p para="{al:2}"><span data-textwidth="59.78" class="sg nowrap f3" style="z-index:2;color:#FFFFFF;font-size:89%; left:13.57px;top:34.70px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Concept</span></span></p></div></div></div> <div class="sg" id="s119" data-sgid="AutoShape 26" style="z-index:11;left:13.20px;top:324.58px;width:53.98px;height:36.95px" data-fillcolor="10066431"> <img class="sg" src="E0121D3E.png" id="s119_i" style="z-index:1;left:0px;top:0px;width:53.98px;height:36.95px" > </div> <div class="sg" id="s114" data-sgid="AutoShape 21" style="z-index:6;left:543.17px;top:373.04px;width:62.39px;height:52.54px" data-fillcolor="26112"> <img class="sg" src="9D9846FC.png" id="s114_i" style="z-index:1;left:0px;top:0px;width:62.39px;height:52.54px" > </div> <div class="sg" id="s130" data-sgid="Oval 14" style="z-index:22;left:0px;top:362.01px;width:89.97px;height:89.72px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="8D8F7B31.png" id="s130_i" style="z-index:1;left:0px;top:0px;width:89.97px;height:89.72px" > <div id="s130_t" class="sg" style="z-index:2;left:-0.71px;top:3.85px;width:94.05px;height:85.64px;"><div><p para="{al:2}"><span data-textwidth="33.13" class="sg nowrap f3" style="z-index:2;color:#FFFFFF;font-size:89%; left:27.60px;top:25.15px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Cost</span></span><span data-textwidth="72.26" class="sg nowrap f3" style="z-index:3;color:#FFFFFF;font-size:89%; left:10.31px;top:44.36px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Reduction</span></span></p></div></div></div> <div class="sg" id="s126" data-sgid="Oval 10" style="z-index:18;left:496.39px;top:412.85px;width:89.97px;height:89.97px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="8FBA1816.png" id="s126_i" style="z-index:1;left:0px;top:0px;width:89.97px;height:89.97px" > <div id="s126_t" class="sg" style="z-index:2;left:0.25px;top:3.85px;width:85.87px;height:85.64px;"><div><p para="{al:2}"><span data-textwidth="58.82" class="sg nowrap f3" style="z-index:2;color:#FFFFFF;font-size:89%; left:14.01px;top:25.22px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Develop</span></span><span data-textwidth="35.77" class="sg nowrap f3" style="z-index:3;color:#FFFFFF;font-size:89%; left:25.29px;top:44.42px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">ment</span></span></p></div></div></div> <div class="sg" id="s118" data-sgid="AutoShape 25" style="z-index:10;left:37.67px;top:429.18px;width:61.91px;height:63.57px" data-fillcolor="10066431"> <img class="sg" src="5141472D.png" id="s118_i" style="z-index:1;left:0px;top:0px;width:61.91px;height:63.57px" > </div> <div class="sg" id="s115" data-sgid="AutoShape 22" style="z-index:7;left:448.90px;top:441.65px;width:42.45px;height:57.32px" data-fillcolor="26112"> <img class="sg" src="F1EE134E.png" id="s115_i" style="z-index:1;left:0px;top:0px;width:42.45px;height:57.32px" > </div> <div class="sg" id="s116" data-sgid="AutoShape 23" style="z-index:8;left:316.44px;top:449.09px;width:36.96px;height:53.73px" data-fillcolor="26112"> <img class="sg" src="268F10D0.png" id="s116_i" style="z-index:1;left:0px;top:0px;width:36.96px;height:53.73px" > </div> <div class="sg" id="s127" data-sgid="Oval 11" style="z-index:19;left:355.55px;top:435.66px;width:89.75px;height:89.97px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="AA1BB5E3.png" id="s127_i" style="z-index:1;left:0px;top:0px;width:89.75px;height:89.97px" > <div id="s127_t" class="sg" style="z-index:2;left:-5.52px;top:3.84px;width:98.61px;height:85.64px;"><div><p para="{al:2}"><span data-textwidth="76.83" class="sg nowrap f3" style="z-index:2;color:#FFFFFF;font-size:89%; left:10.57px;top:34.83px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Production</span></span></p></div></div></div> <div class="sg" id="s128" data-sgid="Oval 12" style="z-index:20;left:225.99px;top:435.66px;width:89.75px;height:89.97px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="BA44A9D2.png" id="s128_i" style="z-index:1;left:0px;top:0px;width:89.75px;height:89.97px" > <div id="s128_t" class="sg" style="z-index:2;left:-3.60px;top:3.84px;width:94.79px;height:85.64px;"><div><p para="{al:2}"><span data-textwidth="72.98" class="sg nowrap f3" style="z-index:2;color:#FFFFFF;font-size:89%; left:10.49px;top:15.62px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Controlled</span></span><span data-textwidth="32.17" class="sg nowrap f3" style="z-index:3;color:#FFFFFF;font-size:89%; left:30.89px;top:34.83px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Intro</span></span><span data-textwidth="51.86" class="sg nowrap f3" style="z-index:4;color:#FFFFFF;font-size:89%; left:21.05px;top:54.04px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">duction</span></span></p></div></div></div> <div class="sg" id="s129" data-sgid="Oval 13" style="z-index:21;left:81.56px;top:441.17px;width:89.75px;height:89.97px" data-valign="middle" data-fillcolor="6423127"> <img class="sg" src="77F0FAC9.png" id="s129_i" style="z-index:1;left:0px;top:0px;width:89.75px;height:89.97px" > <div id="s129_t" class="sg" style="z-index:2;left:-4.79px;top:3.85px;width:97.39px;height:85.87px;"><div><p para="{al:2}"><span data-textwidth="56.90" class="sg nowrap f3" style="z-index:2;color:#FFFFFF;font-size:89%; left:19.74px;top:25.23px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">General</span></span><span data-textwidth="76.11" class="sg nowrap f3" style="z-index:3;color:#FFFFFF;font-size:89%; left:10.14px;top:44.44px;"><span style="text-shadow:1.48px 1.48px 2.10px rgba(0,0,0,1.00)">Availability</span></span></p></div></div></div> <div class="sg" id="s117" data-sgid="AutoShape 24" style="z-index:9;left:166.75px;top:464.91px;width:41.49px;height:56.61px" data-fillcolor="26112"> <img class="sg" src="409AEAC.png" id="s117_i" style="z-index:1;left:0px;top:0px;width:41.49px;height:56.61px" > </div> <div class="sg sgTitle" id="s140" data-sgid="Rectangle 2" style="z-index:2;left:26.39px;top:28.77px;width:577.47px;height:44.39px" data-valign="middle" data-pointer-events="none"> <div id="s140_t" class="sg" style="z-index:2;left:-7.93px;top:-2.63px;width:585.40px;height:53.28px;"><div><p para="{spbf:0.55}"><span data-textwidth="121.72" class="sg nowrap f1" style="z-index:2;color:#777777;font-size:139%; left:15.63px;top:10.96px;">Summary</span></p></div></div></div> <div class="sg" id="s139" data-sgid="Picture 4" style="z-index:1;left:416.02px;top:153.77px;width:303.98px;height:204.64px"> <img class="sg" src="2DAA5BEA.jpg" id="s139_i" style="z-index:1;left:0px;top:0px;width:303.98px;height:204.64px" > </div> <div class="sg" id="s141" data-sgid="Rectangle 3" style="z-index:3;left:104.36px;top:122.11px;width:478.15px;height:386.71px" data-valign="top" data-pointer-events="none"> <div id="s141_t" class="sg" style="z-index:2;left:-3.83px;top:-4.33px;width:481.97px;height:391.04px;"><div><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="381.01" class="sg nowrap f1" style="z-index:2;color:#B1049C;left:11.59px;top:7.87px;">•<span style="color:#000000;"><span style="letter-spacing:11.05px"> </span>Detect and understand the customer’s </span></span><span data-textwidth="217.99" class="sg nowrap f1" style="z-index:4;left:38.48px;top:27.32px;">‘pain points’ (challenge)</span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="324.83" class="sg nowrap f1" style="z-index:5;color:#B1049C;left:11.59px;top:63.10px;">•<span style="color:#000000;"><span style="letter-spacing:11.05px"> </span>Understand the opportunity size </span></span><span data-textwidth="178.38" class="sg nowrap f1" style="z-index:7;left:38.72px;top:82.55px;">and market window</span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="403.82" class="sg nowrap f1" style="z-index:8;color:#B1049C;left:11.59px;top:118.08px;">•<span style="color:#000000;"><span style="letter-spacing:11.05px"> </span>Understand what the market really needs</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="191.58" class="sg nowrap f1" style="z-index:10;color:#B1049C;left:11.59px;top:153.86px;">•<span style="color:#000000;"><span style="letter-spacing:11.05px"> </span>Willingness to pay</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="279.93" class="sg nowrap f1" style="z-index:12;color:#B1049C;left:11.59px;top:189.40px;">•<span style="color:#000000;"><span style="letter-spacing:11.05px"> </span>The competitive playground</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="349.56" class="sg nowrap f1" style="z-index:14;color:#B1049C;left:11.59px;top:225.17px;">•<span style="color:#000000;"><span style="letter-spacing:11.05px"> </span>Create demand as early as possible</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="322.67" class="sg nowrap f1" style="z-index:16;color:#B1049C;left:11.59px;top:260.71px;">•<span style="color:#000000;"><span style="letter-spacing:11.05px"> </span>Make adoption easy and low risk</span></span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="380.53" class="sg nowrap f1" style="z-index:18;color:#B1049C;left:11.59px;top:296.48px;">•<span style="color:#000000;"><span style="letter-spacing:11.05px"> </span>Manage the product progressively and </span></span><span data-textwidth="99.39" class="sg nowrap f1" style="z-index:20;left:38.72px;top:315.93px;">proactively</span></p><p para="{bl:{ch:8226},spbf:0.75}"><span data-textwidth="194.71" class="sg nowrap f1" style="z-index:21;color:#B1049C;left:11.59px;top:351.47px;">•<span style="color:#000000;"><span style="letter-spacing:11.05px"> </span>Always be realistic</span></span></p></div></div></div> <div class="sg" id="s142" data-sgid="Picture 5" style="z-index:4;left:0px;top:522.74px;width:513.66px;height:19.44px"> <img class="sg" src="DFC38118.png" id="s142_i" title="" alt="bottom line thin" style="z-index:1;left:0px;top:0px;width:513.66px;height:19.44px" > </div>