We map our services to the Revenue Acceleration Map...

1. Strategy & Revenue Alignment Services: Develop your Operating and Revenue Plan
2. Market Definition and Validation Services: Identify Target Audience and Messaging
3. Lead Generation Services: Create Market Qualified Leads
4. Lead Management Services: Create Qualified Sales Opportunities
5. Sales Enablement Services: Build and Scale Your Sales and Partner Capacity

Strategy& Revenue Alignment Services

Business Model Analysis & Optimization
Our work together starts with a top-down view of your business strategy, business model and revenue goals.  From this holistic view we work with you to prioritize the investment and levers for revenue growth and acceleration. We provide you with the recommendations that you can only receive from experienced operating executives. 

Revenue Reverse Engineering & Financial Modeling
Just as a company engineers their next release or product with a rigorous methodology, we apply a funnel math process to help you engineer your revenue results. We start with your revenue plan and “reverse engineer” the program and activities that will yield the required results. You achieve visibility into your revenue and sales production several quarters ahead of recognition.  We build the end-to-end financial model for you.

 

Market Definition Services

Market Surveys
The objective of the market survey is to deeply understand your target audience through a rigorous survey process.  You also have an opportunity to test all of your business assumptions including the key pains that you address, the decision drivers, your value propositions, the buying process, pricing, functionality, how best to engage so that you are viewed as a strategic instead of tactical solution provider and key decision or validation influencers.

Market Sizing
The market sizing study helps you determine your potential revenue opportunity. We examine factors like target audience segmentation, current and projected spend, and ingredients for market dominance.

Competitive Analysis
Our competitive analysis study will help you understand and anticipate the opportunities and risks with your go-to-market strategy relative to competitors or competitive substitutes. During this study we will also review the market penetration of competitors across segmentation and size.  Finally, we will perform a SWOT analysis between your company/solutions and your key competitors.

Core Messaging Development and Delivery – Workshop
We work with you to construct a “core-messaging document” that clearly defines the pain points and value propositions for your key stakeholders or persona. This integrated set of messages to your target audience will create awareness, convey value, educate or substantiate your credibility.

During this workshop we also work with you to create the elevated conversation – how you help your target audience achieve success in their field – above and inclusive of your products and services.

Target Audience List Revalidation
Most companies have a large database of contacts that are outdated, inaccurate or “tired”. 20% of your contact database changes every year given personal changes, responsibilities or reorganizations. We revalidate your entire database and ensure that all of the contact information is current for your target audience.  We also offer an annual maintenance contract to keep your contact database current.

Target Audience List Building
The goal is to reach 100% of your target audience. Once we completely understand the stakeholders, segmentation of companies and key attributes, we can build out the entire database for your target audience. Imagine reaching every potential buyer with each email campaign, webinar or call to action.

Target Audience Prequalification Analysis
Once you determine all of the attributes or criteria that identify your target audience or ideal customer, we perform the prequalification analysis and research.  If you sell e-commerce solutions you need website visitor volume statistics or research how a transaction is sold. If you provide a security solution you need to know what competitive solutions are in place today and when is the renewal date.

 

Lead Generation Services

Create and Maintain Your Self-Service Website - Workshop
We help you drive significant traffic and market qualified leads to your website. When your visitor arrives at your website what action or result do you desire with this engagement? During our self-service website design and delivery workshop we create the blueprint and architecture for you to map your website to the buying process of your target audience. We begin with business problem recognition followed by your value propositions and end with a call to action or transaction.  Your website becomes a powerful source for education, low-cost self services sales and helps you significantly reduce your sales process.

Marketing Mix and Projections Plan
Once we have completed our financial modeling work with you we can calculate how many market qualified leads you require every period – week, month or quarter. We will calculate and construct a marketing mix program weighted by cost per lead, conversion rate, and efficiency to reach your target audience. This plan is your roadmap for building your program execution engine.

Program Execution Engine: Email Campaigns
We build and deliver an email campaign library and weekly “flight schedule” to help create awareness, educate, and communicate value and credibility messages to your target audience. Well crafted email campaigns with provocative subject lines and rigorous AB testing is a cost effective method to reach your target audience consistently. We also offer our clients the ability to outsource all of the daily management and operations of these email campaigns.

Program Execution Engine: Search Engine Marketing
For your SEM or Pay Per Click (PPC) program we assign a dedicated account manager who will create your “click to sale” program based on your targeted cost per lead and ROI goals. We follow these leads through to sales and modify our bidding and landing page strategy for maximum effectiveness.

Program Execution Engine: Search Engine Optimization
With SEO, our foremost metric is rankings increases for your key phrases. Our dedicated account manager will help you increase rankings for your key phrases that will lead to an increase in relevant traffic to your website. We provide daily website traffic analytics and insight into the correlation between rankings and user visits to help optimize every campaign.

Program Execution Engine: Social Media Programs
By creating high value ongoing conversations with your target audience we deliver an effective array of social media programs to drive traffic to your website and deliver an active referral program for your company.  We leverage all of the relevant social networks, blogs, wikis, and other collaborative media to reach your target audience and support your marketing and sales efforts.

Program Executive Engine: Advertising
We create effective ads and multimedia video that can awareness coupled with “calls to action” so that you can track the payback for this online and offline placement. Industry or vertical publications are a cost effective way to reach your segment audience.

Program Execution: Event Management and Recruitment
As part of your mix of marketing programs we can help you plan and execute your event strategy including virtual events like webinars, podcasts, or web conferences to physical events like industry shows or user conferences. We have a dedicated call center team that can help you recruit and register your target audience for these events and qualify them after the event for future action or sales.

Program Execution: Pay Per Lead Programs
There is no substitute for sales qualified leads and we have a team of experienced business development representatives (BDRs) and lead qualifiers who can execute outbound calling campaigns. We succeed here where others fail because we train our team as you would a new sales hire and provide them with an integrated set of demand generation programs so that they can act on “warm” and relevant leads.

Lead Management Services

Conduct Lead Scoring Workshop with Sales and Marketing
During this workshop we bring together the sales and marketing team to create a Universal Lead Definition (ULD) so that everyone in the company agrees on the definition of a sales qualified lead. We also create a lead scoring and weighting program so that all leads can we measure against the profile match, typical lead qualifiers like budget, pain and timeline, implicit lead qualifiers like websites visits and requests and company-specific lead qualifiers.  Through this process we eliminate the typical chasm between marketing and sales.

Select, Implement, Manage and Operate a Marketing Automation (MA) System
We would with our clients to evaluate and select the appropriate marketing automation system to holistically manage the demand generation programs and lead nurturing process. We create and implement lead nurturing maps that include automation, offers or “calls to action” and lead qualification resources.  We also offer our clients the ability to outsource all of the daily management and operations of this marketing automation system.

Lead Qualification or Outsourced BDR Teams
We have a team of experienced business development representatives (BDRs) who can help qualify and nurture all of the market qualified leads generated through the mix of marketing programs and turn them into qualified sales leads that are now sales ready.  This lead qualification capacity can compliment and extend existing BDR teams or provide a valuable function to bridge the marketing and sales functions.

Provide 24x7 Sales Hotline Support
Our 24x7 Call Center can provide you with responsive and cost effective sales phone, chat and email support.  Often companies do not have the staffing and expertise to support after business hours inquiries or provide international coverage.

 

Sales Enablement Services

Conduct Sales Readiness Workshop
During this Workshop we work with the Chief Executives and Sales Management team to map the accomplishment stages of the Sales funnel from Sales Opportunity to Closed Opportunity. We validate what activities need to take place during each stage to support the validated buying process and current sales process.  Once we understand all of the selling activities that need to occur by sales channel – self-service, inside sales or channel sales we create a map of all of the prioritized sales tools that are required. Finally, we model the sales contribution by direct and indirect channels to achieve the optimal mix between revenue and cost.

Build the Sales Tool Library
First we take an inventory of all of the sales tools required to help you complete your integrated buying/selling process. Second, we create one place for all of these tools categorized by stages in the sales funnel such as a wiki or sales intranet site. Our content management team will help create all of the necessary sales tools – such as scripts, presentations, white papers, brochures, etc – and deliver them on a prioritized roadmap. This “one stop” sales tool library provides a mechanism to get new sales resources and channel partners productive quickly.

Conduct Sales Distribution Workshop
Once the direct sales process is optimized, we conduct this workshop to help identify all potential’
“sell with” and “sell through” partnerships so that your company can leverage your sales efforts. We
create a Partnership Map and rank every potential partnership so that you spend your limited time
to cultivate and establish the most important partnerships. We apply a SWOT analysis approach
to evaluate every sales distribution channel for you.

Implement and/or Operate CRM Applications
We offer a team who can help you implement your CRM solution and also provide an operational team that can help manage and update your CRM application on a daily basis. Finally, our team can help ensure that you have the right process and data integration with a Marketing Automation (MA) system so that sales qualified leads become sales qualified opportunities.