Business Development and Marketing Expertise

  • Cost/benefit case studies
  • Value hypothesis, value calculators and value assessment process – including site surveys/questionnaires
  • Competitor analysis and market analysis
  • Analysts and consultant relations – Gartner, Forrester, Aberdeen Group, AMR, Accenture and IBM
  • Product demonstrations and corporate presentation development
  • Focussed territory plans that centre marketing and sales on target accounts
  • Return On Investment propositions – both grow revenue and save money approach
  • CRM programmes using Salesforce, Salelogix, and Act to provide accurate forecasting, pipeline tracking and reporting
  • Participation in major tenders (RFIs and RFPs)
  • Build territory at board level and develop investment case, strategic goals and identify major challenges to define and select plays
  • Acquisitions and development of new business across a number of key markets – including CPG, retail, Hi-Tec, telecoms, mobile, ISPs
  • Advice on strategic, conceptual selling and solution selling – Miller Heiman/TAS to optimise sales teams
  • Endorsements & alliances with academic institutions
  • Tender sites
  • Partner portals
  • Partner Development: sales agents, value added resellers, original equipment manufacturers, technology partners
  • Lead nurturing programs
  • Marketing strategy and planning
  • Market research and analysis
  • Seminars/round tables, conferences, exhibitions and sponsorship
  • Promotional marketing
  • Campaign design – identifying the most successful marketing messages
  • Customer communities – creating active customer communities within the customer base, for example, for joint product development programs
  • Collaborative/partner marketing
  • Agency relationships: mobile, advertising, direct marketing, digital – search engine, email, online advertising, web microsites, podcasts and blogs. Sales promotion agencies, creative/design agencies, market research agencies and telemarketing agencies
  • Marketing Law – including Communications Act. UK and European spam laws. UK Data Protection Law, Distance Selling Regulations, E-Commerce Regulations, Privacy and Electronic Communications Regulations, Committee of Advertising Practise (CAP) code. The Information Commissioner – Privacy and Electronic Communications Regulations (PECR) with regards to the law on direct (email, post, phone, sms) marketing. Advocate of permission based marketing and Chartered Institute of Marketing – Best Practise Guidelines. Direct Marketing Association’s ‘Email Marketing Council Best Practise Guidelines’ – including collecting and managing data
  • Virtual online exhibitions
  • On demand webinars – to drive leads and sales by getting message in front of prospects when they are ready to buy, and to turn prospects into leads: using Microsoft Live Meeting, Cisco Webex, Citrix technologies

LATEST BLOG ENTRIES

  • Lead nurturing IS meaningful communication with qualified prospects

    Firstly, what lead nurturing is NOT, is “following-up” every few months to find out if a prospect is “ready to buy.” Lead nurturing IS meaningful communication with qualified prospects (those that are “a fit” for your solution) but that do not have a clear timeline to buy.

  • C-Level Selling

    Everyone needs more business, and the best way to get more is to network your way through the doors…..

  • Every Economic Downturn Produces Winners!

    For many companies, marketing is one of the first victims of any cutbacks during an economic downturn and yet, paradoxically, it is the major instrument in a recession that can actually be used to gain market share.

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