Since sales and marketing is more science than art, our process allows for the implementation of compelling and measurable campaigns to create demand. GrowthPoint works with our clients to create successful campaigns using a powerful and measurable process. The first step of the process is to determine your marketing strategy moving forward.

Key to any decision is clear, concise and actionable information. While decisions around hard segmentation dimensions (e.g. industry, size, region...) are easy to gather from sources such as industry analysts or government sources, there is often a need to gather more strategic information about your market to drive your marketing and sales campaigns.

In a study done by the CMO Council, it was discovered that many executives are not satisfied with how their companies go about the new business generation process.

90% of respondents ranked new customer acquisition as highly important to growth, but 44% said they were less than satisfied with the way their companies generate new business, compared with 20% who are more than satisfied.

CMO Council Survey 2004

We have also found that many businesses do not believe their marketing and sales departments work well to harvest business prospects - a fact that was echoed in a survey conducted by the CMO council. Less than 7% of executives felt their sales and marketing departments effectively work together to develop business prospects.

Based on this, we have found that in working closely with a business, we can help you determine where your biggest opportunities are and develop stellar programs, thus moving forward to success.

For example, we assisted one client in developing and implementing a process to reduce support call follow-up time. With process improvements, customer response times were improved by 800% with a 50% reduction in staff needed to handle the calls. This afforded the business the opportunity to utilize their technicians’ valuable expertise in other areas.

Our clients utilize our skills in pulling actionable data from the marketplace. As we go to the marketplace, we ask:

• Why do prospects buy?
• Which segments buy the same value proposition that you offer?
• What do they think are your strengths and weaknesses?
• What is the prospects view of the competition?
• What is your channel doing for you, and what does it need to do for you to be successful?
• What channels do your prospects buy from, and why?

We gather this information through a variety of tools and processes including:

• Customer Focus Groups
• Tele Surveys
• Win Loss interviews
• Web Based Surveys
• Internal Marketing and Sales Interviews

We also compile baseline information on your current status.

• Market Delivery Cost Modeling
• Customer Value Based Delivery Models
• Competitive Channel Reports
• Competitive Market Reports
• Process Flow Mapping

All decisions need a foundation of solid, actionable data for you to be successful in your marketing and sales efforts. This research gives you the confidence to create powerful marketing programs and to significantly improve your sales and marketing efforts.