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Sales & Marketing Support Programmes

Vendors cannot start to create collaborative value propositions before they’ve caught the attention of their prospects. Once they have the attention, they need to coordinate and support all sales activities across all channels.

STL’s Sales & Marketing Support Programmes, working in tandem with our Internal Collaboration and Partner/Supplier Collaboration Programmes, integrate the STL methods and tools. We specialize particularly in building key accounts into long-term sustainable revenue generators:

  • Contact Databases - constantly updated databases of client company contact details and organizational structures. Very simple, but time-consuming, and rarely done well;

  • Convergence Reports - regular white papers that focus directly on the business issues of their customers and position the vendor to a wide audience of decision makers and influencers;

  • Joint Vendor-Customer Websites which market our clients’ assets and value propositions, track solution implementation on an ongoing basis, provide a forum for asynchronous information sharing and link to corporate CRM/SRM systems;

  • Mindshare™ Strategy Workshops that use a proprietary process and collaborative technology to brainstorm issues and create action-oriented solutions;

  • Business Impact Analysis - collaborative analysis with client’s customer that demonstrates the hard benefits of implemented solutions and so supports further sales;

  • Sales presentations that focus on customers’ business issues NOT technology;

  • Business Cases that are jointly developed between our clients and their customers;

  • Contract negotiations between our clients and their partners and customers, particularly for complex managed service and shared risk solutions;

  • Implementation planning - to ensure that value propositions are implemented efficiently and effectively and that all parties (clients, partners, customers) adopt a coordinated approach;

  • Project Management to ensure that value propositions, particularly those that involve multiple parties, are delivered on time and to budget.

Further information

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