SAP SERVICES PARTNER Enters FORTUNE 500 Corporation

Marketable items appeal to C-Suite

With capabilities around a few specialized areas in SAP, this boutique SAP consulting company was successful in acquiring several marquee customers in India. Keen on growing its revenues and profitability by expanding abroad, this SAP SERVICES PARTNER engaged GTM360 to craft a suitable go to market strategy. Aware of the pitfalls of trying to enter crowded new markets with technology-based offerings, we created a few razor-sharp marketable items that packaged the company's capabilities and credentials to resonate with industry hot topics and customer pain areas. We then developed specific marketing collateral around each marketable item. Armed with this material, the company's inside sales team began an email and telephone marketing campaign targeted at existing SAP customers in the UK and Middle East. To its utter surprise, the company got invited by a FORTUNE 500 global corporation to make a presentation of its offerings within one month of launching the campaign. As the company prepares to address this opportunity, its experience demonstrates the power of a marketable item to appeal to C-Suites of global corporations and stoke their interest in learning more about an unknown service provider despite having existing relationships with many Tier-1 incumbent vendors for several years. Details>>> (PDF 200KB)

American Widget Maker Grows Revenues Manifold

Frictionless online solutions convert browsers to buyers

This US job widget maker's website contains HTML code for job widgets which blog owners download and paste on their blog sites. Blog owners earn revenues when job seekers click through the jobs posted on their blogs. While the website was recording a large volume of visitors and downloads, conversion to job hits was poor. We identified poor usability leading to website abandonment at a crucial step in the process to be the root cause of this  issue. By redesigning the process and the associated documentation, we were able to significantly improve conversion of 'browsers to buyers'. Details>>>(PDF 200KB)

Payments Solutions Provider Boosts Sales Pipeline

Marketable offerings give a shot in the arm to inside sales

A new marketable offering oriented around how payment equipment manufacturers could enhance their revenues by going global resonated well with their internal plans to combat declining revenues in their home markets. As a result, the payments solutions provider's inside sales team was able to make rapid progress in generating new leads. Details>>>(PDF 200KB)

ERP Vendor Bolsters Sales Of Internet Suite

360° packaging bolsters adoption

Add-on product packaging helped this Indian ERP vendor establish its Internet-enabled suite of products as second-to-none and thereby bolster adoption. Details>>>(PDF 200KB)

IT Services Company Creates A Business From A Project

360° go to market solutions unlock value from individual projects

Using an array of go to market inputs spanning offering creation out of tacit capabilities, collateral development and campaign execution, we built a new PeopleSoft services business from an isolated  project for this Indian IT services company. Details>>>(PDF 200KB)

IT Services Company Enters A New Account

Usage-based pricing model enhances marketability

Usage-based pricing was the winning differentiator that helped this UK SAP services company break into a leading automobile company despite not being the incumbent vendor. Details>>>(PDF 200KB)

Middle East Hardware Distributor Sees Sharp Upsurge In Sales From Government

Quant model provides the much-needed breakthrough

This top East distributor of leading international brands of servers, desktops and networking products was losing virtually every tender-based deal from the government sector on account of being out priced in relation to its competitors. Decent market share in the equally price-sensitive private sector market ruled out any fundamental issues in competitiveness. The strategy of using a quantitative predictive pricing model paid rich dividend. Details>>>(PDF 200KB)

IT Services Company Cross Sells New Service Into Existing Account

Account strategy helps in cross-selling

Using sophisticated account management strategy, this Indian services company could cross-sell a completely new service offering into an existing account despite having no product partnership or prior implementation experience. Details>>>(PDF 200KB)