Trend Intelligence
The IT & telecoms industries are fast moving environments.
Constant innovation means these industries do not stand still,
and few people are able to predict what happens next. It’s
all about opinions and perceptions.
The very nature of our work means we are closer to the action
than anyone else. Our consultants exchange opinions with trendsetters
and market leaders every day. And with over ten years of doing
this, we can put things into perspective, making our opinions
more considered and informed than most.
Below is a snapshot of a recent intelligence based project
Trend has delivered for a major international technology player.
If you'd like to understand more about a particularly topic
or would like to discuss specific intelligence requirements
of your business, then please email
us.
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Account Based Marketing Strategies
Many of our technology customers are implementing account based marketing strategies to broaden and strengthen relationships with customers and increase the awareness and demand for services and solutions.
Recognising that many large Enterprise accounts spend significant amounts of money on IT and Telecommunications products and services, they literally are “markets-of-one” and so more sophisticated communications strategies need to be implemented in order to build mind share among senior Executives.
We believe however that a lot more account segmentation work needs to be carried out to identify those accounts that have a large size of wallet and a greater propensity to spend as there is significant business opportunity inside a large number of Enterprise accounts that sales teams are not exploiting.
As part of the drive to grow share of wallet, many of our technology customers are now realising they need a lot more intelligence on these Enterprise organisations in order to implement more effective account based marketing campaigns and better support the account teams in developing their account plans and sales pipeline.
We support these strategies by providing the in-depth knowledge and account insights that assist:
- Sales people who are struggling or do not have the time to engage or build new relationships with key people in particular large Enterprise accounts
- Marketing teams deliver differentiated value propositions and communications to relevant executives in nominated accounts
Our follow up facilitation workshops with relevant marketing and sales teams will provide the account intelligence that plugs those information gaps which enables better informed decision making on account entry strategies.
If you are looking to capture a greater share of wallet inside your existing Enterprise customers and prospective customers, you need to give us a call.
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