Lets say the damage is done and you think your cigars are toast
Key Activities Define business problem research objectives hypotheses Identify target segments: industry, company size, geography Map stakeholders: CXOs, procurement heads, technical buyers Develop TAM / SAM / SOM analysis Prioritize use-cases and map value chains Data Sources Industry reports, whitepapers, investor presentations Government databases and trade associations Company filings, press releases, patent databases Internal CRM and sales intelligence systems Key Outputs Market size estimates - historical and forecast Industry structure mapping - Porter's Five Forces Competitive landscape & market mapping Macro trends - regulatory and economic shifts Three Modes of Inquiry Qualitative In-depth interviews with CXOs, expert interviews with KOLs, focus groups by industry cluster - to understand pain points, buying triggers, and unmet needs
Between 2014 and the summer of 2016, the Canadian government estimates that 2,081 tonnes of tobacco worth some C$530m (300m) was imported illegally, much but not all of it from the US, but all headed for the cigarette manufacturing plants on the First Nations reserves
From the outside, the company has largely appeared to be stuck pushing a boulder uphill
