Situation
A global ISV start-up offering Software as a Service solutions for business collaboration and requiring fast growth to build a presence in the UK. They had no marketing resource in the UK and were looking for a strategic partner with whom to build a collaborative marketing partnership.
Solution
We established a strategic relationship whereby we operated as an extension of the company, delivering the marketing function for them in the UK. The engagement started with a combined Business and Marketing planning workshop which enabled them to define their business vision, strategies and objectives, develop a marketing strategy and build an action plan to implement their strategies. We defined the target market and built sector specific value propositions to present a highly flexible and complex solution in a clear and compelling way that resonated with its target audience. Using proven techniques, combining emailing, telemarketing and a comprehensive events programme, we tested the propositions and started to build a pipeline of prospects.
Results
A marketing strategy aligned to the sales objective; a cleaned customer database, fully integrated into their global CRM system; a tested value proposition; an ongoing demand generation programme and a managed pipeline of developing prospects; an events programme of online meetings and webinars. Of the planning workshop, a senior director said ‘Thank you so much for your efforts yesterday. It was a long but very informative and fruitful day. We all enjoyed it and got a lot of value from the session.”
