This overview presentation of GTM360 Marketing Solutions includes a 4-step methodology for business development and links for marketing collateral templates.

1. GTM360 PRESENTATION
GTM360 OVERVIEW
Making it marketable
www.gtm360.com

2. GTM360 Mission
We offer all-round
go-to-market OFFERING
solutions to 1
enable high-tech 2 CONTENT
companies derive
incremental value 4
from their existing SALES SUPPORT
3
ideas, products CAMPAIGN
and capabilities.
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3. GTM360 Value Proposition
Maximum value. Delivered.
SOFTWARE SOFTWARE SERVICES
 Enhanced
COMPANIES COMPANIES
Differentiate your Create a business from marketability
products and services a project  New revenue
models
WEB-BASED MULTINATIONAL  Wider markets
COMPANIES CORPORATIONS
Get more bang for your Grow revenues from
 Larger ticket
marketing buck emerging markets sizes
 Higher billing
SOFTWARE PRODUCT rates
STARTUPS
COMPANIES
Have an idea and want  Quicker sales
360° packaging for rapid
to commercialize it? cycles
payback
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4. GTM360 Solutions
Idea to Product / Capability
R&D / ENGG. / M&A /
Product / Capability to Lead Lead to Deal Order to Cash
IMPLEMENTATION /
PRACTICE BUSINESS DEVELOPMENT SALES / PRESALES DELIVERY
Sales
Offering Content Campaign
Support
Marketable Marketing Demos /
Leads
Items Collateral Orders
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5. About Marketable Items
• Marketable Items address business pain areas
and exploit industry hot topics
• Marketable items can be go to market themes
in the case of products or marketable offerings
in the case of services
• Go to market themes highlight a carefully
selected subset of a product‟s features
• Marketable offerings are different from
application development, maintenance,
upgrade, support and other conventional
technology service lines
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6. Why Marketable Items?
• Vendors need to reach out into
the target market and Per US FORTUNE Global 2000 corporation
generate leads # of C-Level Executives (CLEs) = 5 (CEO, CFO,
COO,CIO, President)
• Lead generation happens at # of near-CLEs = 7 (SVP Sales, SVP Marketing,
SVP HR, Divisional President, etc.)
the “top of the funnel” when Total # of Top Management Executives in the USA
= 2000 x (5 + 7) = 24,000.
prospective customers in the # of B2B Sales Representatives in the USA = 10
target market barely know the Million (Source: 2001 US Census Bureau Survey).
Therefore, # of B2B Sales Representatives per Top
vendor but may have long- Management Executive in the USA = 10M / 24000
= 416.
standing relationships with
competitors
• At this stage, product features
There are over 400 sales
!
and technology service lines representatives trying to meet a
are not enough to get through typical top management
to prospects in a crowded executive.
target market
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7. Why Marketable Items …
• To make headway at the top
of the funnel, a vendor must
articulate how its products and
services add business value to
companies in the target
market
• Enter Marketable Items
Creating Marketable Items
• Buzzwords (Web 2.0, overdraft protection, per second billing, SOA)
• High ROI scenarios (Reseller enablement for LMS)
• Regulatory compliance (SOX, FSA-SCV, CARD Act, SEPA, PCI-DSS)
• „Sunset‟ of competitor product (ACI Base24)
• Hidden features and tacit capabilities (Web/Customer)
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8. GTM360 Methodology
Offering Content Campaign Sales Support
Discover internal strengths Prepare new marketing Carry out soft-launch to Market intelligence
Identify differentiators collateral internal and reseller staff
Account strategy
Scan industry hot topics Design canned demos Design outbound and
inbound marketing Scripted demos
Package strengths and Prepare specs for PoCs
differentiators campaigns Proposal
Compare web presence
Create go to market Source / prepare target
Prepare keyword set, Cross-selling
themes / marketable mailing list
offerings landing pages and
Conduct campaign Contract review
microsites
Provide specs for superior Generate / receive leads
features and frictionless Qualify leads
online interactions Handover qualified leads to
Presales / Sales
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9. GTM360 Guiding Principle
We talk, and we also listen
We talk to … We also listen to … So that we can …
Share our experience Learn about your Endeavor to develop
on what works and company's specific and deliver a tailor-
what doesn't problems and made go to market
Provide visibility into strategies to deal strategy that works
best and next with them for your company
practices Avoid canned
Alert you to un- approaches and “one-
articulated problems size fits all” strategies
and pain-points
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10. GTM360 Engagement Showcase
Title Description
This US job widget provider's website contains HTML code which
American Widget Maker Grows Revenues blog owners download and paste anywhere on their sites. Blog
Manifold owners earn revenues when employers find people through the
job widget on blog owners’ blogs. While the website was
Frictionless online interactions lead to manifold recording a large volume of visitors and downloads, there were
very few hits for jobs. By improving usability and redesigning the
revenue growth
trial documentation, we were able to increase the number of job
hits massively and bring about revenue growth for our customer.
Packaging helped this Indian ERP vendor boost adoption of a
ERP Vendor Boosts Adoption Of Internet-enabled suite of Internet-enabled ERP products and devise a roadmap for
Version addition of Internet enabled functionality in future.
360° packaging results in increased adoption
Using an array of go to market inputs spanning offering
IT Services Company Creates A Business From A discovery, collateral and campaigning, we built a PeopleSoft
Project services business from an isolated project for this Indian IT
services company.
360° go to market solutions unlock value from
individual projects
This Middle East distributor of leading international brands of
Middle East Hardware Distributor Sees Sharp
servers, desktops and networking products was losing virtually
Upsurge In Sales From Government every tender-based deal from the government on account of
Quant models can be used to win deals being outpriced in relation to its competition. Decent market
share in the equally price-sensitive private sector market ruled
out any fundamental issues in competitiveness. The strategy of
using a future pricing model paid rich dividends.
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11. Business Case for Go To Market
Offering + Content Campaign Sales Support
INR 10-14 LACS / INR 60 LACS / USD INR 2 LACS / USD
USD 20-28K per 120K per Sales 4K per Month + 10%
Marketable Item Pipeline of INR 20 Order Value
crores / USD 4M :OR:
:OR: Commission per order
Fee per lead
2-3 months Ongoing Ongoing
! GTM has excellent ROI since it delivers incremental value.
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12. Why GTM360?
• Unique blend of high-tech IP Frameworks
industry expertise across
hardware, networking,
software and services
• Strong track record in
marketing and business
development at medium and
large high-tech companies
• Global orientation Next Generation Practices
• Unswerving commitment to
quality
• Offshore cost-effectiveness
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13. Making it marketable
www.gtm360.com
email info@gtm360.com or visit www.gtm360.com for
Thank You! 1.GTM360 MARKETING COLLATERAL LIBRARY
2.GTM360 CASE STUDIES
GTM360