The Challenge: Find and Win New Customers
Technology Markets are extremely complex, diverse, and rapidly evolving - straining the bandwidth of sales and marketing
You may be finding customers who are buying but is it scalable?
Sales teams struggle with targeting the right prospects and find it difficult to keep up with use cases, standards, compliance regulations, the features of their own products and those they are competing against.
Similarly, with so many moving parts marketing struggles to understand buyer behaviors, develop relevant and compelling messages and content, to reach the right audience, to generate new business and expand the existing customer base. Creating problems at every stage of the funnel.
The Solution: Identify Your Ideal Customers
Target The Most Profitable Buyers and Scale Your Efforts
Resource Optimized Go-To-Market: We identify the best opportunities and methods to penetrate your markets quickly and cost effectively to land new business and expand your existing base.
You don't have unlimited resources, so success requires creativity, customer focus, and discipline. Although your products or service might fit well with companies of all sizes, address a variety of use cases and offer significant technical advantages, it would not be a wise marketing strategy to pursue all of them.
When you don’t focus, and instead, try to be everything to everyone, you end up making a connection with no one. The ideal customer profile is one that is more likely to be successful with your product, you can acquire and support that customer profitably, there is expansion potential, and they’ll be an advocate for you… That is an Ideal Customer.
An ideal customer profile is a description of the company — not the individual buyer or end user — that’s a perfect fit for your solution. The “customer” for enterprise technology in today’s market is no longer an individual "decision maker," but rather an organization that faces a variety of challenges both internally and externally which vendors need to take into account when considering their go to market strategy. So, while focusing on individual stakeholders in the buying process is critical, you must first identify the types of organizations to target before you map the buyer's journey, develop buyer personas, programs, and content.