Greenhouse Value Proposition3
description
Transcript of Greenhouse Value Proposition3
© Copyright GreenHouse Inc. 2012. All rights reserved.
Who is GreenHouse Inc.?
• GreenHouse is an outsourced Sales & Marketing Services Provider that delivers the additional resources and programs that companies need to compliment their growth strategies and objectives, either directly with customers or through a network of Channel Partners.
• These resources might provide supplementary skills or be part of a more structured campaign designed by applying years of knowledge and experience combined with the best practises for delivering results.
© Copyright GreenHouse Inc. 2012. All rights reserved.
Delivering Results
Programmes
Process
Proposition
People
• Field Sales Resource
• Inside Sales Teams
• Renewals Teams
• Channel Account Management (Internal & External)
• Lead Generation Campaigns
• Channel Development Strategies & Programs
• Competitive Displacement Campaigns
• Online Marketing Campaigns
• Marketing Strategies
© Copyright GreenHouse Inc. 2012. All rights reserved.
Programme Models
• Market
• Data
Campaign
• Value Proposition
• Leads
Opportunities • Field Sales
• Nurture
Closure
• Inside Sales
• Inbound Calls
Customer Service
Demand Generation
•Profile
•Value Proposition
Recruitment
•Field Sales
•Inside CAMs
Enablement •Leads
•Marketing Services
Activation
•Inside CAMs
•Inbound Calls
Management
Channel Development
© Copyright GreenHouse Inc. 2012. All rights reserved.
Process & Methodology
Identify Market
or Partners
Build Value Proposition
Agree
Actions Activity
• Key Markets • Individual
Titles • Personas • Key Partners • Data • Contact
Details
• SPIN • Commercial • Tailored • Joint VP
• How Much Data? • Quality? • Timeframe? • How many
Callers? • How many
A,B,C,D? • Agree KPIs • Process for
Allocation
• Caller • Training • Reporting • Daily Targets • Email alias • Collaterals • Tracking • Nurturing
© Copyright GreenHouse Inc. 2012. All rights reserved.
Proposition Building
• Situation – What is your current situation?
• Problem
– What problems are you facing?
• Implications
– How do those problems impact you and your
business?
• Need-Payoff
– What would you need in a solution to be worth
the investment?
Situation Question
Problem Question
Implication Question
Need-Payoff Question
Customer benefit
Implicit Needs
Explicit Needs
© Copyright GreenHouse Inc. 2012. All rights reserved.
People & Skills
Consultants
Sales,
Marketing
& Channel
Internal Resources
Telemarketing,
Channel Support.
Renewals,
Inbound Calls
External Resources
Field Sales,
Channel Enablers
© Copyright GreenHouse Inc. 2012. All rights reserved.
Customer Driven
By listening and understanding our Customers’ requirements, we take a personal and consultative approach to configuring the best fit solutions to focus on their immediate business needs and their long term success