Building up and maintaining customer potential in the
IT- and Consulting-Business

Sales Concept – Lead Funnel Optimisation – High Level Lead Generation
Match back of market to Sales Strategy

DATA MARKETING succeeds in acquiring consultation-intensive and integration-oriented IT & Process to customer requirements since 1989. Based on a decision-maker database new customer potential as well as white spots within an existing database are systematically identified. Direct addressing from the executive board down to the operational level with homogeneous or even differentiated portfolios has proven to be the highest investment protection with a very short ROI-cycle.
 
 
The CXO in his central responsibility for profitability and accountability to securitisation is the key contact person. In a distinguished way innovation strategies and economical benefits will be identified and discussed with him via the phone. Entering organisations by a top-down approach unveils customers’ pain points and resulting requirements in the early phase. Consequently the real need will be addressed and appropriate solution and service offers are positioned depending on industry-specific demands.

Scheduled modifications of target customers process environments, business frameworks and corresponding details enable to draw tightly focused conclusions on the impact of coming structures and IT-landscapes.  Upcoming projects will be qualified prior to a RPF, in order to position own resources already during the decision making process. Only a detailed knowledge of the planned priorities and the committees taking the decision provides a targeted classification of the customer.

With systematic elaborated and sophisticated information DATA MARKETING enables sales executives to concentrate on the right customer – which saves valuable time and prevents from waste coverage. Fixed appointments will be arranged and handed over straight to the sales staff.

Potentials with no near-term need will be left preferably in the lead development funnel of DATA MARKETING for follow-up contacts and accompanying high-quality and target group specific campaigns. A coherent USP (Unique Selling Proposition) is needed to create identification and a recallable  added-value conception. In order to achieve this, well dosed targeted marketing tools (i.e. references, case studies, press releases, analyst reports) are a crucial part of the strategy and affect the acquisition process as multipliers and accelerators.

A detailed analysis of success allows an investment evaluation of the potential clientele and gives an up-to-date picture of the company, the market conditions and  relevant competitors. This allows an adjustment of image-, market- and personnel strategies and generates a notable increase of leads by quantity, quality and continuity.

Petra Sutanto
CEO
DATA MARKETING Service GmbH
Europark Fichtenhain A9
D – 47807 Krefeld
Phone: +49 (0) 2151 / 650 59-0
Fax: +49 (0) 2151 / 650 59-99