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MoreMarketing Executives
Optimized processes, integrated sales and marketing best practices, talent management and a variety of technologies all play a key role in the ability to attain higher revenue and margin contributions. One objective that enhances this ability more than any other is developing a corporate culture that intimately understands the measurable economic benefit being provided to your customer and your customers customer. Alchemy Group provides a unique mix of strategic and program level support in providing independent economic benefit analysis for the IT industry.
Alchemy Group can provide you the following benefits:
- Providing independent economic research critical in the product evaluation and selection processes – research that provides unique user insight into the operating scenarios and forensic level economic benefits as defined by the voice of the customer—not the opinion of the analyst.
- Knowledge transfer to employees and customers of the precise economic impact your products and services have created for your customer community and allow your sales professionals to compete on value. The goal is to establish a sustainable competitive advantage by represented economic benefits…not features and functions.
- Providing prospects the quantifiable information they need during the evaluation and selection process in credible financial terms and aligned with business objectives.
- Influence the economic buyers by establishing a product marketing and sales culture that enables subject-matter experts to confirm product or service preference.
- Enable deeper customer relationships after the sale by validating economic benefits delivered to your customers.
Why Does This Matter?
You know better than anyone – never before has it been harder to lead the marketing function. Your role is becoming broader—no longer limited to the four Ps you learned in business school. Your job description now covers the gamut, from strategy to CRM management, from branding to fulfillment, from product marketing to sales support.
Marketing professionals are under increasing pressure to demonstrate value and are consistently being asked to do more with less. In recent surveys conducted by the Alchemy Group, buyers are making fundamental changes that will force many sales and marketing leaders to re-tool their organizations and move away from the intense marketing of product features and functions. It is cause for a migration towards credible financial arguments as an inherent part of the go-to-market planning process. With this trend strongly supported by the buyer community, Alchemy Group anticipates a fundamental transformation of most marketing organizations in the next three years.
To add to this complexity, the supplier community continues to release complex solutions into the marketplace with the inherent expectation that the customer will comprehend the anticipated economic benefit. The ability of your organization to articulate a credible financial argument and equip the sales organization with tools that do the same will inevitably prove valuable in your customer’s evaluation and selection processes.
Educating your marketing and sales teams on the economic benefit of your products and services breeds confidence and will have a direct influence on your economic buyers. Confidence that is critical in representing business benefits in a business acumen.
For more information on our services dedicated to Marketing Executives, please click here or please contact us today at info@alchemygroupinc.com.
