iGIP B2B marketing session
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Transcript of iGIP B2B marketing session
Purpose-Driven Market Segmentation
in iGIP
CLOCLO
BI for GrowthBI for
Growth
Talent Capacity
for Growth
Talent Capacity
for Growth
Market – Product Strategy
Market – Product Strategy
CLSCLS LXPLXP
Current State of iGIP RaisingGrew by 30 TNs Ra in
Q3Grew by 30 TNs Ra in
Q3Growing:Colombia, Romania, Japan, Spain, Tunisia, Hong Kong, Greece
Growing:Colombia, Romania, Japan, Spain, Tunisia, Hong Kong, Greece
Dropping:India, China, The Netherlands, Germany, Brazil, Russia, Chile
Dropping:India, China, The Netherlands, Germany, Brazil, Russia, Chile
CapacityCapacity
Only 13 entities have iGIP as their first focus, only 6 of Tier 1 entities
Only 13 entities have iGIP as their first focus, only 6 of Tier 1 entities
Many entities claim poor sales knowledge and lack of sales culture is main gap in sales intensity
Many entities claim poor sales knowledge and lack of sales culture is main gap in sales intensity
Not enough entities selling iGIP, and not enough people selling iGIP
Not enough entities selling iGIP, and not enough people selling iGIP
Sales people use inefficient methods—time-intensive, high effort
Sales people use inefficient methods—time-intensive, high effort
What is the purpose of the GIP program?
Providing organizations with fresh and unique talent. Therefore, driving the
economy of the county.
iGIP means youth interacting with business and learning
Ep's help our TN taker to emprove their result and be more competitive
Provides the members the experience to get in touch with big companies
I honestly don't know how to answer this question. It offers a cross-cultural
experience with the support that XPP requires, but I really don't know if this is
developing leadership or not.
We partner with young companies that need skilled HR .
training our members to be great sellers, packaging products
We selling marketing subproduct for IT and logistics companies because there we are able to increase GDP the most. Regarding it government collects more taxes which
increases wages in public sector and according laws of economics private sector
wages also increases what creates new work places for students to work.
How does iGIP develop leadership?
We are the youth leadership provider of the world
Really?
Yes! Through us, young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
Wow, sounds amazing. What do these internships look like?
Leadership development is not a
natural by-product of an internship Bridging the talent gap
is not the purpose of the GIP program
Every TN should have a purpose in society, creating better members, better leaders, better experiences, and better partners
Organisational Value
Organisational Value
Market ValueMarket Value Individual ValueIndividual Value
The Story of AIESEC in Spain
Organizational Value:A young person witnesses and contributes to
responsible and entrepreneurial
leadership overcoming the environment
Organizational Value:A young person witnesses and contributes to
responsible and entrepreneurial
leadership overcoming the environment
Market Value:Entrepreneurs can sell
their products in international markets, survive, and support
Spain’s economy
Market Value:Entrepreneurs can sell
their products in international markets, survive, and support
Spain’s economy
Individual Value:A young member learns sales and delivery, and
learns how to contribute to society through market solutions
Individual Value:A young member learns sales and delivery, and
learns how to contribute to society through market solutions
The Story of AIESEC in Russia
Organizational Value:A young person practices their teaching and tries
to influence a whole school to teach
differently
Organizational Value:A young person practices their teaching and tries
to influence a whole school to teach
differently
Market Value:Schools can have better teaching to serve their
students’ needs
Market Value:Schools can have better teaching to serve their
students’ needs
Individual Value:Members learn sales and delivery, and how they
can improve the education system with
market solutions
Individual Value:Members learn sales and delivery, and how they
can improve the education system with
market solutions
Current State of iGIP RaisingGrew by 30 TNs Ra in
Q3Grew by 30 TNs Ra in
Q3Growing:Colombia, Romania, Japan, Spain, Tunisia, Hong Kong, Greece
Growing:Colombia, Romania, Japan, Spain, Tunisia, Hong Kong, Greece
Dropping:India, China, The Netherlands, Germany, Brazil, Russia, Chile
Dropping:India, China, The Netherlands, Germany, Brazil, Russia, Chile
CapacityCapacity
Only 13 entities have iGIP as their first focus, only 6 of Tier 1 entities
Only 13 entities have iGIP as their first focus, only 6 of Tier 1 entities
Many entities claim poor sales knowledge and lack of sales culture is main gap in sales intensity
Many entities claim poor sales knowledge and lack of sales culture is main gap in sales intensity
Not enough entities selling iGIP, and not enough people selling iGIP
Not enough entities selling iGIP, and not enough people selling iGIP
Sales people use inefficient methods—time-intensive, high effort
Sales people use inefficient methods—time-intensive, high effort
Our market-product strategy is not purpose-drivenOur market-product strategy is not purpose-drivenDoesn’t sell as well
Doesn’t sell as well
Doesn’t lead to long-term
partnerships
Doesn’t lead to long-term
partnerships
Doesn’t motivate members
Doesn’t motivate members
How Can We Make a Purpose-Driven Market-Product
Strategy?
• Choose your markets: If you could place 1000 EPs in any companies you wanted in your country, which ones would you choose?
• Identify their need: What talent can solve their problems?
New Purpose-Driven Market Segments
Members selling needed products in relevant markets, where EPs and members learn leadership and contribute to society’s needs. More sales intensity and many more TN raises in
Q1 and Q2
Our sales members need so much training to get a meeting and sell,
let alone match and deliver
Is Purpose-Driven Market Segmentation Enough?
Is Purpose-Driven Market Segmentation Enough?
We reach companies the same way we did in the 1960s, and customers
rarely come to us
BIG AIESEC NEEDS
B2B Marketing Activities
Implementing B2B Marketing
What Are We Doing About It?
Sell moreSell more
Create long-term
partnerships
Create long-term
partnerships
Give our members leadership experience
Give our members leadership experience
More customers
approaching us
More customers
approaching us
Faster raisingFaster raising
Where Will This Lead Us?
Challenges
So What Do You Think?!
What would MCs need to implement purpose-driven market
segmentation in Q1?
What would LCs need to implement purpose-driven market
segmentation in Q1?