An overview of a comprehensive approach to developing a smooth, reliable revenue engine - comprised of an impactful marketing engine in the front, and a sales pipeline in the back end.
3. YOUR AUDIENCE
MARKETING – getting
your message to your
audience. That‟s it!
$$$
SALES – Squeezing
dollars out of that
interaction.
YOUR MESSAGE
4.
5. “REVENUE+” PLAN
› Develop a detailed, reliable revenue plan
based on best practices
› Drive stakeholder buy-in
› Define resource
allocation, timelines, success metrics
› Develop an execution blueprint
6. AUDIENCE DEFINITION
› KYC – Know Your Customer
› TAP – Target Account Plan
› Audience segmentation and tracking
“breadcrumbs” from TAP
› TAC – Target Account Contacts
7. HIGH-RELEVANCY
CONTENT
› Content that speaks to each customer‟s
precise need / pain
› Replace generic message with audience-
specific message
› Message must speak to business
need, business value proposition and
ROI
8. DIGITAL
COMMUNICATION
› Full-suite approach to digital marketing
› Full-cycle program
design, development, implementation, fol
low-through, and reporting
› Primary measure of success is response-
rates
9. HUMAN-TO-HUMAN
CONTACT
› TeleServices for personal outreach
› Program respondent follow-through
› Data and List Improvement
› Marketing surveys
› Event recruitment
› Promotions and offers
10. SALES QUALIFICATION
› Full BANT qualification prior to hand-off
as Qualified Sales Opportunities
› Highly experienced and seasoned
enterprise sales executives
› Rapid escalation of forecastable sales
revenue
11. THE REVENUE ENGINE „BACKBONE‟
› Develop a sales and marketing process unique to your
business
› Develop critical metrics for the revenue engine
› Optimization via detailed and accurate analytics
› Maximize your investments in your CRM / Marketing
Automation systems
12. CONTENT DEVELOPMENT &
DISTRIBUTION
Content audit, strategy and development
program that enables
› High-impact, highly-relevant messages
› Efficient and effective content
distribution mechanisms
13. LOCATIONS
NORTHBOUND
In business since 1996
480 employees, all in the
United States
AWARDS ABOUT US
Best Places to work in
the Bay Area - 2009
Best Overall Company o
the Year –
2008, 2009, 2011