Services

We have been working with technology organizations, both SaaS enterprise software companies, and professional services firms using SaaS enterprise software for the basis of their offerings for the past 20 years. We have been helping these organizations develop new logo opportunities, the lifeblood of these organizations, as individual contributors supplementing client teams, or outsourcing pipeline building processes, and as fractional leaders as the head of sales, or sales and marketing, or sales, marketing, and business development (channels).

The CEOs and founders of these organizations have hired us to help them achieve revenue growth they can count on. Whether a startup, a new organization/product in an existing company, or a 180-person $300MM business like the one John led at Digital River, we have successfully helped our companies figure out how to win new logo

business to achieve their growth ambitions. Here’s how:

Growth typically isn’t happening if new opportunities can’t be developed at the top of the sales funnel. That’s where we focus first. We work to build up both the volume and the velocity of conversations with highly targeted accounts, and even opportunities in those accounts, and relevant personas at those accounts in a true Account-Based Marketing (ABM) manner. We have been successfully executing ABM strategies for the past 20 years.

In the past few years, for organizations with multiple solutions, ABM has been expanded to be OBM-Opportunity-Based Marketing.

People buy from people they know, like and trust. We work to focus initially on delivering value to the personas our clients wish to connect with before asking for something in return. This tends to be a good beginning to a trusted relationship. 

These personas have typically been Business Unit Heads, Heads of Sales and Marketing, CDOs, CIOs, CISOs, CTOs, CFOs, Heads of App Dev, Heads of DevOps, and Heads of FP&A. I personalize the

communications to these personas at these companies-at scale.

People buy from people they know, like and trust. We work to focus initially on delivering

value to the personas our clients wish to connect with before asking for something in return. This

tends to be a good beginning to a trusted relationship. These personas have typically

been Business Unit Heads, Heads of Sales and Marketing, CDOs, CIOs, CISOs, CTOs, CFOs,

Heads of App Dev, DevOps, DevSecOps, and Heads of FP&A. 

We personalize the

communications to these personas at these organizations - at scale.

> Pulling together a content strategy and repository of created (yours) and

curated (others) content the specific personas want to learn about; what they

want to hear about; what they will value. Make it about them; not about you.

> Facilitate their buying journey and developing content for each stage you want them to navigate from

totally unaware of a problem/opportunity to at least becoming aware of it, then to aware of your solution, to interested and evaluating your solution, to buying it.

> Executing personalized, multi-touch campaigns (roughly 7-10 touches over 4-6

weeks) with that content using the phone, email, video, video email, social

(posts/shares on LinkedIn, for instance) and texts.

> There are important considerations with these touches that make them more

effective. For example, 7-word compelling subject lines, email previews that

motivate the reader to read on, and 90-word contents focused on what’s in it

for the reader. For video; 30-45 seconds, and for phone calls, give them a

reason not to hang up right off the bat, so not important to establish your

credentials right away. More important to give the person reason to listen.

> Touching these 4-10 highly selected personas at each of the targeted

organizations that need to be/could be influential, personalizing the

communication with each – again, at scale.

We help you deploy a technology stack that can help accomplish these processes at all, and the opportunity to do so more efficiently.

6Sense

 https://6sense.com

Outreach

https://www.outreach.io

Hubspot

https://www.hubspot.com

Hinterview

https://hello.hinterview.com/

Orum

https://www.orumhq.com/

We deploy these for your project as a trial so you can see them in action. If you wish to keep them in place, you can just continue their use. If you don't, then the data can be saved and kept secure for your continuing use.