American Geospatial Solutions Provider Bolsters Outreach

SAP MAILING LIST slashes time to launch marketing campaigns

Headquartered in Pennsylvania, USA, this IT solutions provider offers geospatial solutions to automotive, chemical, industrial machinery and utility industries located in the East Coast and Midwest regions. With the goal of increasing its outreach in its target market, the company planned to carry out an outbound marketing campaign and was in the market to buy a mailing list of SAP users in the target verticals and geographies. Its sales and marketing leaders immediately found our SAP MAILING LIST appealing - not only does it provide basic telephone and email contact details but our list also includes enriched info such as street address, city, state, zip code and SAP industry vertical. Rightly recognizing that it would take several months' efforts to compile a similar list internally, the company chose to buy our readymade list and managed to slash the time required to launch its outbound marketing campaign.  TOP

Mobile Field Service Application Provider Eyes Larger Ticket Sizes

Repositioning takes value proposition to next level

This leading CRM services provider was very successful in cross-selling a mobile field service automation application to a number of marquee customers for whom it had implemented enterprise CRM solutions. At the same time, the company's top management suspected that it was selling the application at a price that didn't do adequate justice to the tremedous value it delivered to its customers' field service operations. To redress this situation, GTM360 stepped in and created a Marketable Item that exposed the application's true value proposition in the context of the exorbitant license fees involved in extending core CRM solutions to an enterprise's field service operations. We also emphasized other strengths of the software such as its availability in both onpremise and cloud versions and its ability to function even without network signal. The company is now confident of winning deals with larger ticket sizes for the repositioned product and intends to launch an aggressive go to market campaign to grow its pipeline after completing a port to Android.  TOP

IT Services Company Enters New Geographies

Marketable items boost C-Suite appeal

GTM360 identified application frameworks and domain expertise as key strengths in this IT Services Company. After creating a set of Marketable Items around distance learning and franchisee-based field service automation, we developed email flyers, telescript, microsites, social media updates, online ads and other types of marketing collateral. By executing traditional outbound marketing campaigns via email marketing and telecalling and modern inbound marketing campaigns using social media and online advertising, we helped this company to expand into new geographies. TOP

SaaS Vendor Expands Into New Industries

Marketable items widen market appeal

With the combination of state-of-the-art technology and solid domain expertise in the IT industry that had the most natural business case for its SaaS-based learning content management system, this vendor was able to acquire many marquee customers in this vertical within the first few years of its inception. However, to take the company's revenues and market presence to the next level, the company's executives recognized the need to expand into other industries. The company also found that while its monthly subscription model spurred quicker signups by prospects, it wasn't able to guarantee steady revenues from customers who didn't find a compelling reason to renew subscriptions at the end of the month. To help the vendor overcomes its challenges and accomplish its go to market goals, we first packaged the strengths and differentiators of its software to resonate strongly with hot topics and pain areas in three more industry verticals. We then formulated a set of easily implementable measures that could boost usage of the system by existing customers. The vendor is now in a position to launch marketing campaigns targeted at these new industries while being assured of raking in steady revenues from its existing customer base. TOP

Idea Management Product Company Bolsters Pipeline

End-to-end go to market solutions enhance outreach

We identified many strengths in this idea management software and created two Marketable Items that packaged these differentiators in such a way that they resonated with hot topics and pain areas faced by high-tech product companies and multilocation enterprises around generation, evaluation and implementation of ideas around new product features, cost reduction, revenue enhancement, and so on. We then developed email flyers, telescript, microsites, social media updates, online ads and other types of marketing collateral. By executing traditional outbound marketing campaigns via email marketing and telecalling and modern inbound marketing campaigns using social media and online advertising, we multiplied the company's outreach and are now well on the way to bolster its sales pipeline. TOP

American SAP Staffing Company Accelerates Revenues

SAP MAILING LIST slashes time to launch marketing campaigns

To generate leads and expand its market, this US-based SAP staffing solutions provider decided to launch an outbound marketing campaign targeted at SAP customers in the USA. The company could certainly have used its inhouse resources to compile a target mailing list of SAP users. However, its marketers astutely recognized that, in the absence of a single source of information about SAP installed base, it would take them several months before developing a list that was big enough to sustain a meaningful campaign. By buying our readymade SAP MAILING LIST product, the company was able to launch its campaign immediately and accelerate its time to revenues. TOP

Grad School Students Create Award Winning Mobile LBS Application

Premium features separate the men from the boys

LBTR is a mobile LBS app that went live on the Android Market recently (with an iPhone version coming soon). Our product management services transformed what was a normal graduate school project into an award-winning product that made the grade as a business solution. LBTR permits smartphone users to specify tasks and link them to physical locations on Google Maps. By using GPS, LBTR automatically senses users' current location and reminds them of pending tasks that are to be performed at that location. The premium version of LBTR allows advertising networks to serve location-specific ads to consumers and enterprises to assign tasks for completion by their employees while they're at a particular location. Features contributed by GTM360 to LBTR include list of location-dependent everyday tasks, ways to select tasks on a map in a highly frictionless manner, template for task reminders, and many others leading to the overall enhancement of LBTR's UX. We literally separated these men from the millions of graduate school boys and girls by helping them to win the first prize in two categories at a national symposium and publish their app on the Android Market. TOP

Online Green Grocer Startup Converts More Browsers To Buyers

EMAIL360 helps in starting the conversation

Sabjiwaala.com is a recently launched startup that is disrupting the vegetable and fruit market by providing the convenience of online ordering and home delivery and the assurance of quality backed by a moneyback guarantee. The sheer novelty of the company attracted huge traffic to its website soon after its launch. However, since online shopping is a new concept in green grocery, very few visitors placed orders on their first visit. It was therefore imperative for the company to reach out to its website visitors and communicate its unique value proposition to them on an ongoing basis before expecting them to become buyers. This meant that the company needed the contact information of its website visitors. While it was easy for the company to put up contact forms on the website to collect any amount of such data, it had to contend with the natural reluctance of most visitors to fill out lengthy forms when they were "just looking around". GTM360 assured Sabjiwaala.com that their challenge was universal: Research has shown that by trying to collect too much information too soon, most B2C and B2B websites drive away a majority of visitors in what is estimated to be over 60% abandonment rates. We then suggested Sabjiwaala.com to try out our EMAIL360 widget. Once the company appreciated that EMAIL360 could deliver a far better UX compared to the existing forms on its website, it implemented our suggestion immediately. Within days of publishing EMAIL360, Sabjiwaala.com started seeing a sharp uplift in leads collected from its website without any additional SEO / SEM efforts or costs. The company is now well placed to embark upon the journey of converting these leads to deals via special offers and timely response to visitor inquiries. TOP

Mauritius SAP Services Partner Enters French Speaking Europe

Custom-compiled SAP MAILING LIST exposes the full market

Located in the Republic of Mauritius on the Indian Ocean, this state-owned SAP Services Partner has dominant market share among public and private sector enterprises in Africa. To take its revenues and profitability to the next level, the company decided to enter certain Western markets. Since the company has its roots in a French-speaking bilingual nation, it naturally viewed France as the low hanging fruit for its expansion. When its top management invited GTM360 to provide guidance for their market entry into France, we opened their eyes to the buoyant market for SAP services in Belgium, Denmark, Switzerland and other French-speaking nations outside France. We then shared our experience about the pitfalls of trying to enter new markets with messaging created solely around implementation, support, upgrade and other SAP technology service offerings. During a subsequent workshop, we helped the company's marketing organization to identify its internal strengths and differentiators and map them against industry hot topics and business pain areas in the target markets. We finally custom compiled and supplied a target mailing list of SAP customers to be used by the company's inside sales organization for launching marketing campaigns targeted at France and other French-speaking nations in Europe. TOP

High Tech Solutions Provider Generates 3X More Leads From Its Website

EMAIL360 transforms website into a lead generation engine

Like everyone, this high-tech solutions provider had included a lead form and contact us page on its website. Over a period of six months, the website converted 0.18% of visitors to leads. This barely touched the bottom end of industry standard of 0.2 to 0.3% as reported by leading analysts. Besides, since the existing lead capture methods attracted an overwhelming amount of spam, quality of leads was somewhat suspect. Seeking to boost both the quantity and quality of its leads, the company decided to implement EMAIL360 on its website. EMAIL360's 1-click action eliminated spam while avoiding confusing CAPTCHA codes. The guaranteed response time displayed prominently on its button encouraged visitors to reach out to the company with the assurance of getting a quick revert. By asking visitors only for their name and email, and letting them submit this information in a smooth and frictionless step that avoided page transition, EMAIL360 made it easy for prospects and customers to contact the company from anywhere on its website. Over the next six months, EMAIL360 worked wonders for the company's business development efforts by delivering 21 leads, which is 3X more than that received from the website's existing methods. Coming from 1,486 visitors, this lead volume translated to a conversion rate of 1.4% (21/1486*100%), which trounced industry standards by several times. Since leads delivered by EMAIL360 contain insights into the visitor's area of interest, the company is now able to route them easily to the most appropriate salesperson, which accelerates the conversion of leads to deals in the next phase of the sales cycle. What's more, thanks to EMAIL360, the company is no longer bothered by spam. TOP

Mobile Application Provider Boosts Conversion Of Leads To Deals

Packaging hidden features propels product into a different orbit

This provider of a mobile phone based secondary sales application was facing the dual challenges of heavy development efforts and high presales costs on the one hand and low yields and stunted revenue growth on the other. The company had positioned this product as an automated solution for replacing inefficient paper- and Excel-based based systems typically found in most FMCG and CPG companies. Prospective buyers understood the basic concept of the product well. But they were doubtful if the heavy investment involved in its purchase, implementation and deployment would be justifiable when all it seemed to do was replace their existing systems that had stood the test of time even if they were decidedly 'low tech'. As a result, while the novelty of the technology pulled in prospects requesting for demos and proofs of concepts, the absence of a clear value proposition reined them back from signing on the dotted line. It was at this stage that we were called in to work out a new go to market strategy for this application. During our deep dive sessions, we spotted a hidden product feature that had the potential to seamlessly expose new store openings to frontline sales staff virtually in realtime. In parallel, our market studies revealed that many FMCG and CPG companies were threatened with a loss of market share owing to delays caused by their paper-based reporting systems in identifying and servicing new stores. We then packaged the key strength of the product as an alleviation of the major pain area of the target market. The resulting marketable item gave a brand new and compelling value proposition to the product and helped propel it into a different orbit of shorter sales cycles and larger ticket sizes. TOP

American Add-on Solutions Provider Accelerates Time To Revenues

Launch campaigns faster with SAP MAILING LIST

This US Midwestern company develops and markets a software solution that works as an add-on to SAP. To expand their market, the company wished to launch an outbound marketing campaign to generate leads from SAP customers located in the Midwest region of the United States. Although the company had the choice of using their inhouse resources to compile contacts of SAP users, their marketers realized very quickly that there was no single source of information about SAP installed base, so it would take them several months before they could develop a big enough target mailing list with which to launch the campaign. With a view to shortening their time to revenues, the company chose to buy our SAP MAILING LIST product so that they could launch their campaign immediately. TOP

SAP SERVICES PARTNER Enters FORTUNE 500 Corporation

Marketable items generate appeal for C-Suites

With capabilities around a few specialized areas in SAP, this boutique SAP consulting company was successful in acquiring several marquee customers in India. Keen on growing its revenues and profitability by expanding abroad, this SAP SERVICES PARTNER engaged GTM360 to craft a suitable go to market strategy. Aware of the pitfalls of trying to enter crowded new markets with technology-based offerings, we created a few razor-sharp marketable items that packaged the company's capabilities and credentials to resonate with industry hot topics and customer pain areas. We then developed specific marketing collateral around each marketable item. Armed with this material, the company's inside sales team began an email and telephone marketing campaign targeted at existing SAP customers in the UK and Middle East. To its utter surprise, the company got invited by a FORTUNE 500 global corporation to make a presentation of its offerings within one month of launching the campaign. As the company prepares to address this opportunity, its experience demonstrates the power of a marketable item to appeal to C-Suites of global corporations and stoke their interest in learning more about an unknown service provider despite having existing relationships with other Tier-1 incumbent vendors for several years. TOP

American Widget Maker Grows Revenues Manifold

Frictionless online solutions convert more browsers to buyers

This US job widget maker's website contains HTML code for job widgets which blog owners download and paste on their blog sites. Blog owners earn revenues when job seekers click through the jobs posted on their blogs. While the website was recording a large volume of visitors and downloads, conversion to job hits was poor. We identified poor usability leading to website abandonment at a crucial step in the process to be the root cause of this  issue. By redesigning the process and the associated documentation, we were able to significantly improve conversion of 'browsers to buyers'. Details (PDF 200KB)>>> TOP

Payments Solutions Provider Boosts Sales Pipeline

Marketable offerings give a shot in the arm to inside sales

A new marketable offering oriented around how payment equipment manufacturers could enhance their revenues by going global resonated well with their internal plans to combat declining revenues in their home markets. As a result, the payments solutions provider's inside sales team was able to make rapid progress in generating new leads. Details (PDF 200KB)>>> TOP

ERP Vendor Bolsters Sales Of Internet Suite

360° packaging bolsters product appeal

Add-on product packaging helped this Indian ERP vendor establish its Internet-enabled suite of products as second-to-none and thereby bolster adoption. Details (PDF 200KB)>>> TOP

IT Services Company Creates A Business From A Project

360° go to market solutions unlock value from individual projects

Using an array of go to market inputs spanning offering creation out of tacit capabilities, collateral development and campaign execution, we built a new PeopleSoft services business from an isolated  project for this Indian IT services company. Details (PDF 200KB)>>> TOP

SAP Services Startup Enters Into Competition Account

Usage-based pricing model dislodges incumbent vendors

Usage-based pricing was the winning differentiator that helped this UK SAP services company break into a leading automobile company despite not being the incumbent vendor. Details (PDF 200KB)>>>  TOP

Middle East Hardware Distributor Sees Sharp Upsurge In Sales From Government

Quant model provides the much-needed breakthrough

This top East distributor of leading international brands of servers, desktops and networking products was losing virtually every tender-based deal from the government sector on account of being out priced in relation to its competitors. Decent market share in the equally price-sensitive private sector market ruled out any fundamental issues in competitiveness. The strategy of using a quantitative predictive pricing model paid rich dividend. Details (PDF 200KB)>>> TOP

IT Services Company Cross Sells New Service Into Existing Account

Account strategy helps in cross-selling

Using sophisticated account management strategy, this Indian services company could cross-sell a completely new service offering into an existing account despite having no product partnership or prior implementation experience. Details (PDF 200KB)>>> TOP