More than the standard two
dimensions. For example we need
- Size of market by size of business by platform
- Size of market by region by size of business
- Installed base forecasts
- Anticipated upgrade conversion rates and impact
- By industry, region, size of business
- Consistent scenarios across multiple segments.
- Degrees of penetration by market segment
We have to do a lot of work on the data we get today.
- We need consistent definitions and a way to integrate the
data with our other sources.
- Even if the company doesn't exactly know, I want its best
shot, associate probabilities with future scenarios. Show me the
thinking behind them.
Because we want to
- Size a market by segment,
- Identify segment opportunities,
- Know where should we focus our sales efforts.