Bringing business, value and revenues to customers, partners and companies globally...

Sales Force Management

The success criteria for sales is not to win the initial transaction but rather to earn customer trust and loyalty resulting in repeat orders  that generate sustainable growth enabling the business to scale. This starts with hiring talent with people skills and integrity, and then training for technical knowledge.

• Develop deep relationships with customers through mutual understanding and generating win-win scenarios

• Map out entire sales cycle from lead generation to receipt of order; highlighting key milestones, inside partners, and customer relationship management

• Institute challenging but achievable sales goals and crucial metrics to build accountability

• Establish efficient follow-through in back office sales operations – clean booking checklists, order management tools, product delivery scheduling, pre/post-delivery support  

Technology and Product Management

Transforming an idea into a product requires a regimented approach to ensure fast time to market and conforming to requirements.

• Establish a gated-milestone approach and mentality to product development

• Generate management tools such as market requirement specifications, product structure trees, configuration worksheets, delta-BOM analysis, demo creation process

• Conduct financial modeling and forecasting so products are designed and manufactured to cost

• Develop product roadmap for entire lifecycle

• Become the “glue” between all internal stakeholders – development, marketing, sales, manufacturing, procurement, field service – to align and drive to a common goal

Product and Corporate Marketing

A high performance marketing organization is the company’s window to the customer.  It provides an orchestrated view of a company’s products and services that align across to the customer’s requirements. A well executed marketing program provides a foundation for sales and product success.

• Conduct comprehensive analysis on competitive landscape, direct and indirect competitors

• Define high return opportunities through in-depth market research

• Unify product positioning to generate consistent company branding

• Translate technical complexity into comprehensible customer specific value propositions

•   Identify and pursue strategic partnerships to expand product solutions and markets served

• Develop market communications plan: collaterals, promotions, events, and solid media relations

Global Marketing Strategy

One can travel to nearly any worldwide location within 24 hours – your customers, suppliers and competitors are doing so.  International expansion can grow top and bottom lines; a navigator will help you to do it right.

• Analyze the unique drivers for the local markets including sizing, local stakeholders, competitive landscape, business norms, regulatory framework, and country-specific challenges
• Leverage large, international network of local experts through the entire process
• Establish country-specific market penetration strategies and build team to execute
• Balance the initial need for centralization with the subsequent desire for regional autonomy in growth phases
• Identify and vet local partners, suppliers, customers
• Localize the product positioning while maintaining the corporate branding