Technology Marketing Services
My consulting practice delivers professional services that help technology companies to understand emerging technology trends, develop new markets, accelerate customer acquisition, maximize revenue growth and build value for owners and investors. I start with a comprehensive assessment of the client's go-to-market model, pricing and packaging strategy, product and service portfolio, channel programs, demand generation approach and sales enablement toolset. I then identify the gaps and deliver services that most directly impact the success of the business. I combine three decades of sales, marketing and business-building experience with an ability to analyze data, build consensus and design solutions that deliver results.
Research, Analysis and Planning
Market research
- Analysis of emerging (cloud) technologies & market opportunities
- Analysis of technology partners, key competitors & positioning strategies
- Development of a technology/marketing architecture & its branding potential
- Target market analysis & ideal customer profiling
- Direct & indirect sales channel models (revenue & cost structure)
- Pricing & packaging plans for IT product & service portfolios
- Long-term recurring revenue modeling, cost of acquisition & breakeven analysis
Customer Acquisition Programs
Content development for integrated marketing programs
- Crisp, compelling & differentiated customer value proposition development
- Tangible business benefits & customer proof points (TCO/ROI & operational efficiencies)
- Thought leadership campaigns based on key business & technology trends
- Successful lead generation programs (webinars, email marketing, telemarketing)
- Successful inbound marketing programs (website, social media, referral programs)
Sales Enablement and Channel Development
Direct sales channel enablement
- Hiring, onboarding, compensation & performance management process
- Sales guides, presentations, collateral, proposal generation & closing tools
- Sales productivity analysis (for startup & steady-state revenue production)
- Partner profiles, responsibilities & partner business opportunity
- Partner recruitment materials, qualification process & program definition
- Channel support resources, rules of engagement & revenue sharing models
- Performance goals, quarterly business plans, forecasting & review process
