In the Understand phase, the focus is on gaining the understanding about your company, solutions, customer base, current value proposition, etc. It is also within this phase that we begin to understand the perceptions of your solutions inside AND outside of your building walls:

✓ Clearly understand your solutions, current target markets, perceived value proposition, sales, and go-to-market strategies.

✓ Work with you to identify, contact, and collaborate with a select few of your key current customers. We build and provide all of the necessary communications including call our call scripts when contacting the current customers. As our customer, you see everything we are going to be saying and asking your customers ahead of time….

✓ Using our proven R.E.C.I.T.E process, we interview and collaborate with the agreed upon customers.

✓ Provide all call reports from the interviews, along with any key understandings and findings that will be used in the subsequent phases.

✓ A defined action on how we will execute upon the following phases of the engagement.

In the Identify phase it is all about getting really clear on a number of key aspects about your business, and solutions. The following are some of the activities conducted during this step:

✓ Clearly identify the true users, buyers, and decision makers for your solution within the right target market.

✓ Research and identify the key issues that your target customers are facing. Craft messaging around where your solution may potentially fit in order to satisfy these needs.

✓ Identify potential adopters, key influencers, and industry experts for your solution. We help you to build the value proposition required to motivate them to meet and share their information with you.

✓ Identify potential sales channels, reseller partners, and competitors.

✓ Craft a plan including scripts, strategies, and tactics on how to contact your target clients.

In this phase we make contact with the agreed upon people within your target market. The goal of the initial contact is to set the stage and gain commitment for a more in-depth meeting and/or discussion. The following is a very high level outline of what we accomplish in this step:

✓ Implement a program to make contact with the target users, and buyers of your solution. Our minimum goals is to set 10 meetings with potential qualified clients of your solution.

✓ Set the appropriate expectations with the clients as to the information to be gathered, timelines, and next steps.

✓ Gain commitment to meet with us (you are always welcome to attend any or all of the client meetings) and to share with us their experiences, needs, requirements, and buying processes.

✓ Set the stage for them to provide you with their perception of your solution, similar solutions, and what you may do in order to gain a competitive advantage, and quick sales traction for your product or service.

In the Collaborate phase we:

✓ In cooperation with you, prepare for the client meetings including building the proper questioning to uncover the clients key business, technical, and functional requirements. This includes gathering information on how to uncover what is truly important to them, how it is measured, and where your solution will have the greatest impact.

✓ Provide the process to dig deeper so that we may understand the clients perception of your company, your processes and your product or services.

✓ Utilize our R.E.C.I.T.E. process to help guide the flow of the questioning while in front of the client. This ensures that we put the clients at ease, are able to gather the most valuable information, and are making the best use of the time together.

✓ Gain a commitment for next steps from the client. This commitment could be simply to have an “open door” with the client to interact with them again when appropriate, or can be to take action on a specific initiative. This commitment is decided upon beforehand, and is tied to the goals that we have agreed upon as part of the engagement.

✓ Build a solid rapport with your current and potential clients which often leads to new or add-on business.

The Integrate phase consists of us:

✓ Working with you to take the information gathered from your client interactions and building it into the various departments of your company. Ex. Development, Sales, Marketing, Support, Professional Services, etc.

✓ Assisting you in taking the information gathered and refining your key messaging (marketing, value proposition, ROI, etc.). This will be vital for the success of your sales and marketing teams to address the needs of your target market as a whole.

✓ Providing you the tools and processes necessary to keep your new client relationships warm and moving forward.

✓ Providing you with the necessary plans and strategies for the appropriate ongoing customer touch points such as Customer Advisory Boards, Research Panels, etc.

The Generate phase typically consists of us:

✓ Working with you to review the information gathered and identify any new or additional revenue streams that may be possible for your product and/or service.

✓ Build a plan and set of recommendations on how you may be able to put in place referral programs and processes in order to utilize your customer relationships to help generate more qualified leads and sales opportunities.

✓ Based upon the information gathered from clients, put in place a strategy and plan on how to generate interest for you solution within new markets and geographies.

✓ Strategies and specific action steps that can be taken to generate new sales channels and potential partnerships.

In this phase we help you to expand your business:

✓ Working with you to use real customer data and typical usage of your solution to identify and put in place strategies to create a full “customer experience” for your solution.

✓ Identify, and generate opportunities and potential customers for your solution within new niche markets and/or geographies.

✓ Assist you to expand your business within new geographies by helping you to recruit, hire, and ramp-up new sales offices.

✓ Provide outsourced sales and business development resources through our sister company; Sales Squared in order to help you expand your business quickly and efficiently