Embedding marketing and sales management discipline
Background
- First time entrepreneur with Angel funding
- Solution for mobile photographic data capture applicable to many different markets
- Needed to implement process for managing marketing and sales activity following implementation of demand generation plan
Collaboration
- Sales process created around steps needed to buy and adopt the solution in a target organisation
- Pipeline stages defined including objectives and gateways
Result
- CRM implemented as key management and reporting tool
- Regular tactical discussions set up with sales team to review key actions on progressing strategic accounts
- Regular strategic meetings set up to review effectiveness of sales and demand generation activities with objective of optimising go-to-market strategy by refining the sales process
- Read the next case study to find out how an opportunity turned into a 6-figure deal
