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| B2B marketing and selling organizations must adapt to, then capitalize on: |
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• Changes in the way buyers buy
• The full implications of the Internet
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• A new role for content
• New marketing and selling models |
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For Marketing: |
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Lead generation with automated lead management
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Content marketing
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Sales enablement |
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For Sales: |
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• Sales (2.0) technologies and information sources
• Customer engagement tools
• More sophisticated, customer relevant conversations |
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Customer Communication Program |
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| In our view, communication is a key driver of all marketing and selling functions. Communication involves using the right: |
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• Message
• Content |
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• Delivery methods
• Listening and feedback process |
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| Avitage iNgage is an marketing and sales enablement program -- services for content creation, executing marketing operations, sales enablement and customer engagement support. |
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| Our unique content publishing process goes beyond traditional "point productions" to create content assets: |
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• To address buyer questions at each stage of the buying process
• For multiple purposes, stakeholder roles, industry and competitive options
• For multiple delivery methods -- especially video
• That is highly modular so it is easily updated, re-used and maintained for a longer life |
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| The results of this program and process are: |
Operational: |
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Marketing: |
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Optimized operation output, with a higher return on content
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Relevant buyer content, that is available the instant it is needed
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Better selling content, that helps convert prospects to customers |
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Faster buyer engagement, retained interest, customer education
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Higher outcomes from all marketing programs |
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Sales: |
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| Business: |
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Sales ready leads
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A more efficient and optimized sales team
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Relevant, value creating and differentiated customer conversations |
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Revenue growth as a result of higher win rates, shorter cycles and higher margins
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Game changing competitive advantages |
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