Page 190 - engage workbook

Following our last meeting, I wanted to get together today to explore more ideas around XYZ’s web strategy which you said was a major priority.

I We You SHAPE Surface Hunt Adjust Paint Engage Focus-5 Financial Customers Competitors Market Resources Spicy Questions Timeline Legacy No barriers Stretch Positive / Negative Shock Non-stick CC Note

Before we go into that though, can I just check that this is still your major priority, or do you have other topics you’d rather cover?

My aim is that you walk away from this discussion with new thoughts that you can use to enhance XYZ's web presence.
25-40% revenue via web Potential overall revenue uplift Efficiency and cost savings Satisfy key demand from Raise profile of IT function and

P/N - With your web presence, what are the 3 things you must get right? What things are less important?

E,A - In your mind, what are the key steps towards executing your web strategy? What comes first?
P - With an enhanced web presence, what do you think is achievable in terms of market share?
P,T - Three years from now, how much of XYZ’s revenue do you think will come via the web?
P/N - Where do you think you lead your competitors and where do you think you lag behind?
Value - - - fewer staff - the business - own profile
P,NB - With no restrictions on time or budget - what does XYZ’s web presence look like?
Integrated mobile/web presence Increased market share Leads in new markets accessed Work with partners Transfer knowledge to in-house Fast execution - within 90 days

Future - - - via web presence - - team -

P - For you personally, what does success look like?
Limited web presence -outdated Some resources, but not

Current - website - enough Multiple priorities, - competing

Conversation Planner Opening I We You framing: Middle Possible questions: Possible Value Sheet: Challenge Responding to growth of web- based B2B “shopping” Getting it done Closing Summarize actions/decisions Agree next steps Follow-up Internal communication required? Actions required-who and when Date of next meeting

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