Introduction to  Hunter Business Group
Hunter’s Core Offerings   <ul><li>B2B sales and marketing: plan, design, and execution </li></ul><ul><li>Improve your cust...
Acting on Voice of Customer (Loyalty) <ul><li>Hunter’s Delivered Results: </li></ul><ul><ul><li>Our loyalty and Voice of C...
Sales Coverage Modeling <ul><li>Hunter’s Delivered Results: </li></ul><ul><ul><li>Our sales coverage models encompass the ...
Building Customer Centers <ul><li>Hunter’s Delivered Results: </li></ul><ul><ul><li>We help our clients build excellence i...
Why is Hunter the right partner to support your objectives? <ul><li>B2B Sales and Marketing Consulting and Operations </li...
Solution Design and Execution <ul><li>We help our clients by: </li></ul><ul><ul><li>Designing, integrating, and implementi...
Competitive Landscape Agencies - Marketing / Advertising Outsourced Call Center Services ----------R & D---------- Large S...
Appendix
Overview of Hunter Credentials <ul><li>A history of passion for relationship-based sales and marketing programs: </li></ul...
Hunter Offering Matrix
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Hunter Business Group Overview

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Hunter Business Group Overview

  1. 1. Introduction to Hunter Business Group
  2. 2. Hunter’s Core Offerings <ul><li>B2B sales and marketing: plan, design, and execution </li></ul><ul><li>Improve your customer-focus and sales and marketing results </li></ul><ul><li>Guiding B2B organizations to better results through process-based solutions </li></ul>Sales Coverage Modeling Building Customer Centers Acting on Voice of Customer
  3. 3. Acting on Voice of Customer (Loyalty) <ul><li>Hunter’s Delivered Results: </li></ul><ul><ul><li>Our loyalty and Voice of Customer models deliver results in three key areas: </li></ul></ul><ul><ul><ul><li>Economic Value : quantification of the economic return of investments in customer loyalty </li></ul></ul></ul><ul><ul><ul><li>Account Level Insight : Customer drivers at the account level (strategically important customers) </li></ul></ul></ul><ul><ul><ul><li>Action-ability : Identification and facilitation of tangible actions based on the Voice of Customer </li></ul></ul></ul><ul><li>Hunter’s Differentiated Approach: </li></ul><ul><ul><li>We provide both a deeper understanding of the customer experience AND the ability to impact that experience – economically rationalized </li></ul></ul><ul><ul><ul><li>We identify a focused set (generally 3-5 drivers) that are able to predict 80% of the reason customers buy! </li></ul></ul></ul><ul><ul><ul><li>Our methodology incorporates decision-maker mapping: ensuring the feedback is both credible and reliable </li></ul></ul></ul><ul><ul><ul><li>Our methodology acknowledges the critical role employees play as the “receptor” of customer feedback – and incorporates employee training and loyalty as an integral component of customer loyalty </li></ul></ul></ul><ul><ul><li>Our promise: To drive an economic impact for our clients, through actionable insights into the customer experience </li></ul></ul>
  4. 4. Sales Coverage Modeling <ul><li>Hunter’s Delivered Results: </li></ul><ul><ul><li>Our sales coverage models encompass the relationship continuum, and deliver results in three key areas: </li></ul></ul><ul><ul><ul><li>Business Development : Building new markets – finding key decision makers; setting appointments; managing the funnel; sales process and channel accountability </li></ul></ul></ul><ul><ul><ul><li>Account Management : Engaging with existing accounts – opportunity management and account penetration </li></ul></ul></ul><ul><ul><ul><li>Defection / Risk Management : Retaining existing customers </li></ul></ul></ul><ul><li>Hunter’s Differentiated Approach: </li></ul><ul><ul><li>Our focus is on integrated selling models, which deliver higher-value relationships with customers at a lower cost-to-serve </li></ul></ul><ul><ul><li>We provide an analytical approach to designing effective, results-oriented sales coverage – grown out of our roots in science and technical disciplines </li></ul></ul><ul><ul><li>Our promise: To leverage face-to-face, phone, mail, and electronic communications into a customer-driven cadence of contact, all of which is rationalized economically </li></ul></ul>
  5. 5. Building Customer Centers <ul><li>Hunter’s Delivered Results: </li></ul><ul><ul><li>We help our clients build excellence into their customer relationships by designing and/or designing and running the customer contact processes </li></ul></ul><ul><ul><li>The centers we design and run encompass the full array of our sales coverage capabilities: </li></ul></ul><ul><ul><ul><li>Business Development (Lead Generation / Opportunity Management) </li></ul></ul></ul><ul><ul><ul><li>Account Management </li></ul></ul></ul><ul><ul><ul><li>Defection / Risk Management (Inside Sales) </li></ul></ul></ul><ul><ul><li>The centers also reflect the best practices for receiving and acting upon VOC, and building customer loyalty through employee loyalty </li></ul></ul><ul><li>Hunter’s Differentiated Approach: </li></ul><ul><ul><li>Our centers do NOT become stand-alone islands of delivery – but are fully integrated to the rest of our customers’ sales and marketing organizations </li></ul></ul><ul><ul><li>In recent years, the most significant advancement in this area has been the ability to operationalize one of these centers for our customers in just 5 days – using a Six Sigma deployment approach </li></ul></ul><ul><ul><li>Our promise: To build seamless integration between inside-representatives and existing field sales organizations </li></ul></ul>
  6. 6. Why is Hunter the right partner to support your objectives? <ul><li>B2B Sales and Marketing Consulting and Operations </li></ul><ul><li>26+ year journey building successful businesses </li></ul><ul><li>Entire history steeped in customer centricity </li></ul><ul><li>Headquartered in Milwaukee, Wisconsin </li></ul><ul><li>Local, Regional, and Global Clients </li></ul>
  7. 7. Solution Design and Execution <ul><li>We help our clients by: </li></ul><ul><ul><li>Designing, integrating, and implementing business-to-business sales and marketing applications, while: </li></ul></ul><ul><ul><li>Simultaneously building internal and external customer loyalty, to: </li></ul></ul><ul><ul><li>Improve sales and marketing productivity, and deliver the greatest value to the customer. </li></ul></ul><ul><li>We engage our clients by: </li></ul><ul><ul><li>Starting with a desired business result, then: </li></ul></ul><ul><ul><li>Collaborating with our clients to diagnose into clear objectives, to: </li></ul></ul><ul><ul><li>Leverage our collective experiences and the capabilities developed through those experiences, while: </li></ul></ul><ul><ul><li>Infusing best practices and proven concepts and tools into the solution design. </li></ul></ul>Capabilities Concepts & Tools Core Offerings Business Results Solution Execution Solution Design
  8. 8. Competitive Landscape Agencies - Marketing / Advertising Outsourced Call Center Services ----------R & D---------- Large Strategy Consultants Large IT consultants, system integrators Performance Requirements to Design to Implement Solution Set Area of Focus Organizational / Functional Area of Focus Product Customer Marketing Sales Logistics Service Corporate & Market Strategy (Conceptual Framing) Operational Strategy (Deployment of Human and Capital Resources) Business process design & outsourcing Enablers / Placement (e.g., ad placement, IT systems) B2B Customer-Facing Improving the Human-to-Human Interactions for Profitable Growth
  9. 9. Appendix
  10. 10. Overview of Hunter Credentials <ul><li>A history of passion for relationship-based sales and marketing programs: </li></ul><ul><ul><li>Over the past 26 years, designed global customer-centric engagement models for MasterCard, 3M, Hewlett Packard and over 200 more. </li></ul></ul><ul><ul><li>A Strategic Account Management Association board member and one of the longest-standing members </li></ul></ul><ul><li>Leveraging functional expertise in the following areas: </li></ul><ul><ul><li>Sales Coverage Modeling, staffed by certified analysts; sales professionals; and certified HR professionals (for position definition, recruiting, hiring, training and development) </li></ul></ul><ul><ul><li>Acting on Voice of Customer, staffed by certified analysts, including voice-of-customer, analytics, and strategic benchmarking </li></ul></ul><ul><ul><li>Building Customer Centers, staffed by qualified professionals, including operational phone-based programs dedicated to relationship-based lead, opportunity, and account management </li></ul></ul><ul><li>Supported by the infrastructure necessary for success: </li></ul><ul><ul><li>Six Sigma black-belts ensure the rigor of measurement and process </li></ul></ul><ul><ul><li>Certified PMI professional program managers, ensure project execution </li></ul></ul>
  11. 11. Hunter Offering Matrix

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