Marketing Services Overview
Marketing organizations have evolved from qualitative brand focused groups to digital, metrics-led, revenue generation teams. Marketing leaders are tech-savvy, data-driven enablers who drive top and bottom-line growth. With such objectives, marketing teams require specific skills to manage and scale initiatives. We support each team within a marketing organization with professionals who have the right experiences, technology skills and cultural fit to meet the team’s goals.
Core Areas Include:
- Alliance Partner Marketing
- Analyst Relations
- Channel Marketing
- Community Programs
- Corporate Communications
- Demand Generation
- Digital Marketing
- Event Management
- Executive Briefing Programs
- Installed Base Marketing
- Launch Support
- Products and Solutions Marketing
- Sales Enablement
- Social Media
Alliance Partner Marketing
Alliance Partner Marketing for Enterprise Solutions Company
An Enterprise Solutions OEM partner wanted to increase sales with a technology partner. They could not attain the required level of marketing bandwidth from the partner to implement marketing/sales plans, and they were looking to engage with a consultant to help grow channel revenue.
Stage 4 Solutions brought in an experienced Alliance Marketing professional to work for the client onsite with their technology partner. We evaluated the sales goals, developed and then executed the marketing plan to engage sales and channel partner teams to accelerate sales results. This was a multi-year project assignment.
Analyst Relations Program Management for Fortune 100 Leader
A global provider of Unified Communications solutions had recently launched an enterprise solutions marketing strategy, which included an analyst relations program. They needed an Analyst Relations professional to manage and expand the program.
Stage 4 Solutions brought in an Analyst Relations Manager, who had prior experience working with the target industry analyst firms, to work with the internal team to create a broader analyst relations strategy and then execute it. The goals of the strategy were to leverage analysts across marketing efforts and engage stakeholders across the company with analysts.
Channel Acceleration Plan and Execution for Global Technology Leader
A global high tech solution leader had recently launched a new product and needed to accelerate channel partner engagement to grow sales. They needed to quickly ramp up their partner efforts, as the product category was growing quickly, and they needed to capture market share from competitors.
Stage 4 Solutions brought in a team to create and execute a worldwide channel engagement and success plan. The Stage 4 Solutions team first assessed sales and channel partners’ needs and then, created a marketing plan. Working with worldwide stakeholders across marketing, channel, and sales teams, they gained buy-in and then operationalized the plan.
Community and Advocate Building for Global High Tech Client
An enterprise storage systems, software and services company determined it had a need to build awareness around its new products. To reach this goal, it was determined that an online community should be built to bridge the gap between early adopters and mainstream customers.
Stage 4 Solutions brought in a social media, community marketing and customer advocate program expert to lead the architecture of an advocate community. Our consultant, together with the client’s internal team, analyzed the best channel to identify and engage an online community and advocates. Content was developed to further mobilize the advocates and maintain community engagement.
Website Launch for eDiscovery Start-up
A start-up in the crowded eDiscovery market, needed to launch their first website. The goal was to launch the company, differentiate their solution, and present a strong value proposition to target customers, and they needed consulting services to help them achieve this goal.
The Stage 4 Solutions’ engagement team consisted of a graphic designer and content creator. Together, they learned and analyzed our client’s business and value proposition, and created a compelling website design, and wrote all website content based. The company launched with positive reviews and gained additional funding from investors.
Accelerating MQLs for High Growth Big Data Start-up
A fast-growing start-up needed to quickly bring in a maternity leave backfill. They needed a strong Director of Demand Generation to manage the team and set strategic direction during the leave and during a CMO search period, giving priority to lead generation.
Stage 4 Solutions brought in a seasoned Demand Generation Director who had worked at several B2B start-ups, reporting directly to the CEO. Our team member understood the existing marketing strategy, systems and processes, and then furthered the strategy by employing new techniques. The new CMO was pleased that there was no slow down of MQLs during the maternity leave.
Services Website Strategy for Fortune 500 Software Company
A Fortune 500 software company had defined a new strategy and positioning for its services business unit in light of changing market conditions. In order to support this new direction, the client needed to augment and redesign its website to communicate the new positioning and solutions offered.
Stage 4 Solutions worked with the client’s senior management team to translate the company’s overall strategy to the website goals and structure. Then, we worked with the client’s internal digital team to develop the website’s goals, define the team structure, roles and responsibilities, and program manage the development process and launch.
World Wide Conference Management for Fortune 500 Tech Company
A global high tech company needed to expand its internal user conference management team for the 6 month period leading up to its 2 international user conferences. They needed help to manage executive meetings and the hundreds of speakers across the multi-day events.
Stage 4 Solutions brought in a multi-person team to work with the internal user conference team to augment bandwidth and manage all speaker sourcing and management, including all logistics and hundreds of executive level meetings with customers, prospects and partners, working together with the sales and alliance teams.
Executive Briefing Programs
EBC Program Management for Fortune 200 Company
A Fortune 200 company leveraged its executive briefing center to hold strategic conversations with key customers and prospects. They needed to augment their Executive Briefing Center staff to quickly accommodate an increased demand for customer briefings and work with sales teams.
Stage 4 Solutions’ team of experienced EBC briefing program managers came in during peak periods to proactive plan briefings working with sales team members and company executives. Each executive meeting was custom designed to meet specific customer needs. Additionally, the team managed the customer visits onsite and provided logistics support.
Installed Base Marketing
Installed Base Program Management and Analysis for Storage leader
An enterprise storage solutions company made a strategic decision to focus on underpenetrated installed base customers as a key global growth strategy. This company needed to augment internal teams with customer analysis expertise and program management resources.
Stage 4 Solutions brought in multiple consultants to lead the installed base program team and analyze installed base customer data across sales, support, verticals, market trends and customer specific performance. Stage 4 Solutions ascertained program segments and determined key marketing strategies for each segment, as well as program managing the overall installed base program.
Marketing and Sales Strategy and Tools for Start-up’s Product Launch
A converged infrastructure start-up was embarking on an aggressive product introduction and quickly needed hard-hitting sales and marketing tools to support their launch event, which included all critical customer facing digital and print content.
Stage 4 Solutions worked with the company’s executives to develop a solid introduction strategy, which included marketing requirements. Working with sales, engineering, and marketing teams, we led the development of web content, datasheets, sales training materials and presentations. All marketing materials were delivered on schedule for introduction at a major industry trade show.
Products and Solutions Marketing
Vertical Market Strategy for Security Software Provider
A rapidly growing mobile security software provider determined it needed to expand solution marketing efforts with a focus on key vertical markets. A clear vertical market strategy and marketing plans needed to be defined and constructed to ensure successful expansion.
A senior Stage 4 Solutions strategy and marketing consultant led the client team in the identification and assessment of key verticals and created the vertical-specific marketing plan. Stage 4 Solutions then moved to plan execution with the creation of vertical-specific messaging, marketing deliverables, sales tools and sales training.
Sales Enablement for Global Storage Solutions Provider
A global provider of storage solutions needed an ongoing series of education and training offerings for its sales engineering teams to effectively launch new products and solutions. The company’s in-house marketing teams did not have the bandwidth to create the necessary collateral and sales tools.
Stage 4 Solutions’ storage solutions experts engaged on an as-needed basis to create messaging, datasheets, customer value propositions, solutions briefs, web content, white papers, ROI tools, sales training content and other required documentation to ensure sales was well educated on all new products and solutions and could drive revenue.
Social Media Selling Support for Global Communications Provider
A global communications provider wanted to expand its social media marketing efforts to support joint marketing activities with key strategic partners. Additionally, the company wished to launch a social selling initiative to help sales team members leverage social networks to increase sales opportunities.
Stage 4 Solutions brought in a social media expert to build the strategic partner social media strategy in alignment with the overall marketing strategy. Additionally, our expert built a plan to roll out a social selling solution and trained the sales team on how to leverage the capabilities to grow quota achievement and commissions.