How to Launch an Opinion Leader Solution
pg.4
By Sudhakar Raman
The primary categories of opinion leader and domino launch strategy deliverables that we tracked were:
Opinion Leader/Domino Launch Strategy Deliverables
- Field Applications training
- Internal Applications training
- Field Service training
- Documentation
- Pricing, configuration & delivery
- Beta site evaluation criteria
- Beta site evaluation logistics
- Service & support
- Returns & spares logistics
- Sales training
- Product introduction and marcom plan
- Product obsolescence plan
We worked closely with the opinion leader to define success metrics, which helped us understand value of the product through rigorous analysis of data. An agreement was put in place that the teacher customer would purchase additional equipment following achievement of the metrics. This agreement was a key motivator for the cross-functional team at the Company.
