| Industry: | Consulting Technology
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| Client: | The technology division of a leading international consulting firm sought the proper approach to launching a new software-based decision support tool targeting companies between $500 million and $1 billion. This software was built on the methodology of a successful practice.
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| Challenge: | The client needed: - Competitive analysis and recommendation on pricing
- Value proposition development
- Short and long-term marketing strategy and implementation
- Conversations
- Revenue
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| Intervention: | Wellesley Hills Group engaged a detailed analysis of the competitive environment and prospect reactions to various positioning. They delivered specific recommendations to improve upon the impact of the value proposition in a cold call environment and implemented a phone-based lead generation program to support overall marketing strategy. Specifically, Wellesley Hills Group: - Created the client:
- Value proposition and messaging
- Lead generation process and tactics
- Initial new business development meeting process and discussion topics
- Target List
- Built a sales and marketing tracking system
- Implemented a lead nurturing system to follow up on established contacts from cold calling
- Developed the architecture of sales software used during the lead generation process
- Trained and coached firm leaders on business development
- Implemented Services in DemandSM Lead Generation plan
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| Results: | Implementation of recommendations and Services in DemandSM resulted in: - 15 new conversations
- 6 follow up conversations
- 1 proposal (still in negotiations) for $500,000 plus
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