Case Studies

Understand
the
Customer
Create
Messaging
and Content
Enable
Sales
Launch
and Generate
Demand
Nurture
Prospects
to Close
Messaging and sales tools based on a persona view of customers
This multi-billion dollar business data supplier had developed a new market segmentation that included not just industry sectors but also buyer types e.g. Managing Director, Financial Director, Director of Operations.
The challenge was to put together the value propositions and messaging for the new segmentation and create the necessary supporting tools for telesales and field sales to roll this out to the market. The timescale was tight.
Solution propositions drive increased market penetration
“This approach enabled us finally to crack the problem of engaging with a huge range of people across the company to develop a consistent and powerful set of messages for hedge funds – and then get real engagement with the sales teams.”
Marketing Programme Manager, Hedge Fund Solutions, Thomson Reuters