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Improved sales using Integrated Market Development Approach

Customer Background

  • New York based hi-tech service provider

  • Customer has operations across six countries
     

Requirement

  • Increase the number of quality leads across target geographies
     

KVP Objective

  • Support our customer in building new prospect funnel to fuel their ambitious growth plans

  • To define a customized Integrated Market Development model to suite the customer’s short and long term goals
     

Approach

  • Strategic planning

  • Understand customer’s new business development vision

  • Define support requirement – partner with customer on addressing the vision (particularly new customer identification process)

  • Define an integrated market development model based on the plan

  • Geography/ Industry research

 

  • Customized research to identify target

  • Target set-up by fact-based research keeping in mind, customer service proposition, prospect potential, competition strength in the target market, ease of addressing market etc

  

  • Marketing tool for providing necessary awareness and air cover

 

  • PR plan in the target geography keeping target audience in mind

  • Identify analysts, trade forums, industry portals etc. and build contact plan

  • Database based mass marketing approach 

 

  • Building specific database of prospects and customized propositions

  • Mass mailer campaign development and follow-up 

  • Lead generation 

 

  • Methodical focused approach of building contacts

  • Lead generation through focused research and systematic qualification process