Growth Initiatives LLCRevenue-Generating Solutions
Marty Gilbert
1 www.growthinit.com • 847.732.7400 • [email protected]
Who is Growth Initiatives?
• We analyze, prioritize, plan and execute programs that drive incremental revenue for B2B clients
• Portfolio of four solutions:1. Target marketing & lead generation2. New product, service & market launches3. Channel partner identification & development4. International expansion
• Large and small company leadership background• Strong sales, marketing and general management background
2 www.growthinit.com • 847.732.7400 • [email protected]
1. Facts About Lead Generation
• 88% of business are using email marketing for lead generation today.• US workers spend 28% of their day in their email inbox.• Email campaign volumes rose 20% in 2012.• Email brings in $40 for every $1 spent on it (Direct Marketing Assoc)
– SEO = $22; Internet display ads = $19; Social Networks = $13; Dir Mail = $10• Some email advantages vs alternatives.
– Less expensive: no postage cost, no printing cost, minimizes call centers– It’s viral: easily shared at no additional cost– Faster to market– Creates “inspirational” sales– Feeds the sales funnel– Drives web traffic– Easy to measure its effectiveness
3 www.growthinit.com • 847.732.7400 • [email protected]
Lead GenerationThe Growth Initiatives Solution
• Vertical market exploration• Customer needs analysis• Value proposition & website
messaging• Database development
(industry, title, company size)• Direct marketing campaign
strategy and development • Campaign analytics and leads• Sales lead follow-up process
4 www.growthinit.com • 847.732.7400 • [email protected]
2. New Product Launch Facts• 40% and 90% of all new products have failed over the past 25
years…• … despite that fact, 70% of executives today have cited
product innovation as one of the top three drivers for business growth (Frost & Sullivan).
• 75% of "unique benefits" touted by firms are not perceived as having enough impact to create a product preference.
• “If we build it, they will buy it” assumptions kill most new product introductions.
• Market assessments, customer pain points, value proposition and product positioning are keys to new product success.
5 www.growthinit.com • 847.732.7400 • [email protected]
6 www.growthinit.com • 847.732.7400 • [email protected]
• A process that increases chances for success• Process is adaptable to products or services• Aligns customer needs with product value• Interactive business model with variable assumptions• Can be utilized for entry into new vertical mkts with existing products
New Product & Service LaunchesThe Growth Initiatives Solution
3. Channel Partner Facts• In 2012, 43% of IT firms received 50-75% of their revenue
from channel partners (COMPTIA).• Over 50% of all high-tech sales are sold through a distributor,
VAR or dealer (Maritz Motivation Solutions).• Keys to selecting the right channel partner
• Channel partners are driven by revenue upside vs time commitment
- Vertical market focus - Technical expertise- Business model - Track record for growth- Financial stability - Level of contacts- Who else do they sell for? - Margins partners make – yours vs others
7 www.growthinit.com • 847.732.7400 • [email protected]
• Vertical market penetration through partner selection• Increasing your value proposition to gain greater partner mindshare• Channel partner management strategies, sales tools and incentives • Channel partner and direct sales team integration
8 www.growthinit.com • 847.732.7400 • [email protected]
Our channel partner efforts include any and all of the following activities:
Channel Partner DevelopmentThe Growth Initiatives Solution
4. International Market Expansion Facts• Only 1% of US’ 30M companies export to customers overseas
where 95% of the world’s population lives. • More than 70% of the world’s purchasing power is outside the
US.• US economic growth is projected to be 2-3% in 2013 while
Asia Pacific’s forecast is 8%.• 40% of the S&P 500’s profits come from overseas markets.• US exports likely to double from 2012 to 2015 (Obama study).
– Increasing disposable income in emerging markets– Rising labor rates in foreign markets
9 www.growthinit.com • 847.732.7400 • [email protected]
• Market size/segmentation estimates and entry strategies• Risk-reward assessments• Local partner selection: distributors, VARs, dealers, agents• Sales and marketing plans for overseas revenue growth
10 www.growthinit.com • 847.732.7400 • [email protected]
International Market ExpansionThe Growth Initiatives Solution
Industry Expertise
11 www.growthinit.com • 847.732.7400 • [email protected]
Our experience spans a breadth of industries and products.
Target Marketing SamplesRevenue-Generating Solutions
12 www.growthinit.com • 847.732.7400 • [email protected]
www.growthinit.com • 847.732.7400 • [email protected]
www.growthinit.com • 847.732.7400 • [email protected]
www.growthinit.com • 847.732.7400 • [email protected]
Contact Us
Marty GilbertGrowth Initiatives LLC
847.732.7400www.growthinit.com
16 www.growthinit.com • 847.732.7400 • [email protected]
We can help you win the race to revenue growth!