Johannesburg, 12 Sep 2016
Psybergate is a South African software development and consulting company focused on serving private and public sector institutions to enable them to meet their strategic goals. Formed in 1999, Psybergate has grown and expanded its service offering to include software solutions implementation, skill development and resource augmentation.
GrowthWorx was contracted by Psybergate to plan, align and drive its new venture into a packaged application. GrowthWorx built business-to-business (B2B) marketing and sales plans (which it calls a Revenue Growth Alignment Plan) and the associated marketing and sales tactics.
GrowthWorx facilitated a planning programme for Psybergate to specifically address the most common marketing and sales management issues in business today, and deliver a highly actionable Revenue Growth Alignment Plan (Rev GAP) to execute their strategy.
GrowthWorx:
Agreed and documented Psybergate's "go to market" objectives - what do you want to achieve?
* Understand what you offering.
* How do you develop the "one sentence sound bite"?
* How do you describe your:
* Unique sales proposition/unique selling points (USP)
* Value proposition of your product and your company
Make Psybergate's strategy buyer-centric - how will the company achieve it?
* To whom do you sell? (who is the "buyer" - company)
* To whom do you sell? (Who is the "title" - designation/employee)
* Against whom do you sell?
* Competitors and how to determine the competitive advantages of your product and company
Translate strategy to action using the Buyer's Journey
Demonstrate how to build a model of your future sales funnel
* Understand the Revenue Pipeline Processes (sales funnel)
* Determine the progressions a customer must make on the journey from prospect to buyer - "the buyer's journey"
* Determine how many buyers need to make these progressions for you to reach your revenue goals - calculations
Discuss the maturity of the target markets (buyers) - technology adoption life cycle
Explain how to measure the results - how well are we doing?
Evaluate impacting areas (tactics)
* Identify marketing tactics to achieve progressions at that rate by aligning marketing and sales business processes to include/improve:
* Communication to unidentified prospects
* Prospecting for new clients
* Nurturing existing clients
Measure what's actually going on
GrowthWorx has operated in professional services (consulting, development), distributor / reseller / ISV / VAR type sales channels in the healthcare, telecommunications, financial services and media sector.
Many businesses lack a clear plan for growth. Marketing and sales teams struggle with plans that are not sufficiently actionable, not aligned to the strategy, not followed, or simply non-existent. GrowthWorx aligns your marketing and sales around a single plan, which is clear and highly actionable, so the confusion that arises from separate marketing plans and sales plans is eliminated. GrowthWorx is currently doing these types of interventions across numerous clients, assisting with increasing revenue.
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