Market insights, strategic account plan, MQA & opportunities to Feed your enterprise & channel sales teams

1. IMPROVE YOUR
RETURN ON MARKETING INVESTMENT (ROMI) DRIVE HIGHER CONVERSION RATES,
LARGER AVERAGE DEAL SIZES,
& SHORTER SALES CYCLES
SIMPLIFY YOUR
COMPLEX B2B SALES CYCLE
CMO / demand generation / field sales marketing
Enhance your marketing initiatives (brand
awareness, canvassing and nurturing) by sizing,
identifying and ranking 100% of your addressable
market and high-value accounts;
Identify cross-sell and new business opportunities
by building of the most promising sales strategic
account plan targets;
Cleanse and enrich your CRM with key information
on your optimal sales targets (market insights, key
decision makers contact details …)
 Market insights and data services
Owner / C-level / sales and marketing teams
Owner / C-level / sales and marketing teams
Scale your business with predictable and recurring
high-quality leads (MQA), leading to
opportunities (SQL) in more than 50% of cases;
Fully evangelize your market by engaging with all
your Key Decision Makers (KDMs = team buyers,
power users & internal influencers), to improve
your brand awareness, secure your business on a
short- and long-term perspectives. and do not
miss an RFI/RFP
 Lead generation 2.0 services
Provide actionable insight that drives
business performance by: helping to design
your Ideal Customer Profile (ICP) and monitor
the related a data-driven insights, mapping out
segments within target markets and unders-
tanding the pattern in each segment to build
truly unbeatable campaigns, improving sales &
marketing alignment in order to be more effi-
cient in your business activities.
 Upcoming VideoLeadTM
and Marke+TM
LARGE /
STRATEGIC
ENTERPRISE
MIDSIZE
SMALL AND NON-NAMED
ACCOUNT BASED marketing,
ENTERPRISE/B2B COMPLEX sales
BROAD-REACHING approach
The business-to-business (B2B) sales cycle is often lengthy and complex and since the rise of a global IT market, customers are among the most valuable
and fiercely contested capital of any tech company. Their value is measured by how profitable and stable their relationships with tech companies are in
the face of increasing worldwide competition and decreasing time-to-market. In such contest, the key success factor is new business development! So
now you must engage with your customers and create impact by providing a meaningful change in their business (or business processes) that
significantly improves their business performance.
Data enrichment & generation
Strategic account plan
Market insights
Account based selling
Broad-reaching approach
Predictive business
decision tool
Lead capture tool
ACCOUNT TYPE
•Long sales cycle with several KDMs
(C-level, Head of Business lines …)
•Large deal sizes
•Defined targets (named, territory,
industry, segment)
ACCOUNT BASED MARKETING
BROAD-REACHING APPROACH
Bringing together account planning, market
intelligence and custom data (KDMs’ contact
details), we provide our clients a detailed mapping
of their most promising accounts with all
subsidiaries and business units fitting their Ideal
Customer Profile, shareholding structures, business
activities, relevant industry insights, customer
landscape or revenue snapshot.
This approach allows swift and thoughtful decision
making, aligning their teams and channel partners
to address each account with the right
product(s)/service(s), provide actionable insight
that drives business performance, identify up-sell
and cross-sell opportunities while building
credibility and increasing brand awareness.
MARKET INSIGHTS & DATA LEAD GENERATION 2.0
We are a one stop shop international boutique leveraging the science of revenue to optimize our client’s complex sales processes.
We define success as achieving exceptional results that have a lasting impact on businesses, communities and individuals
worldwide. This principle has remained the cornerstone of our ethos since 2009 – and it continues to underpin everything we do.
(Available in 2017)
•Smaller deal sizes
•Local & regional targets
•Small deal sizes
•A lot of targets with only
few Key Decision Makers
? BUT WHO AND WHERE ARE THOSE CUSTOMERS?
And how to engage with all key decision-makers
taking part in such decision process
either in Europe, US, Asia or Latin America?
Too often, a lack of knowledge about customer's pains and buying centers is a significant blind spot for tech vendors. That’s why S2M’s data-driven
insights services, predictive analytic tools and B2B lead generation aim at helping you reaching out to targets, educating them on your
product/service, gauging their interest and, hopefully, converting them into new paying customers.
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Position: CRM
Manager
KDM
Right target = to canvass
Product 1
Product 3
Product 2
KDM to generate
40/101
18/28 5/11 8/12
6/282/911/13
PRIO 3
PRIO 2
PRIO 1
OTHERS
PRIO 3PRIO 2
P
P?
P Existing partner
Client
P? Partner needed
Competing solution
94%
50% 99%62% 100%
Relationships
Revenue
Customer Success
60%
40%
50%
KDM Prio 2
Status: To identify
To canvass
P?
P
P?
P
<< >>
CEO
CRO
Financial
Services
industries
MDF or
Co-op’ PARTNERS
CMO
Head of
Sales
CTO
CFO
Telecommunications
Utilities
KDM list
1 Week FREE Trial
25 KDM generated*
25 KDM enriched*
3 Months Trial
Evangelize +100 companies
Generate 18 MQA / 9 SQL*
*Minimum 2 KDM/account
*Average values observed since 2009 with more than 150 clients
DISCOVER OUR LEAD GENERATION 2.0 SERVICE
For the cost of one small round table we would be happy to
perform a 3 months probation period. Based on our
experience and past results, we are able to generate 1 to 2 new
Qualified Meetings (MQA) every week, meaning that ~18
appointments (MQA) with prospects and ~ 9 opportunities
(SQL) will be entering your pipeline after a 3 month period.
+
THE SOLUTIONS
THE APPROACHES
THE PILOT PROJECT
THE COMPANY
Market insights, strategic account plans, MQA and opportunities to
Feed your enterprise & channel sales teams
www.s2m-group.com
•Create a single view of each
target account
•Map all targets within each
account
•Exploit up-sell and cross-sell
opportunities
•Identify all KDM within each
target prospect
•Engage with personalized
value propositions
Broad-reaching approach, based on Lead
Generation 2.0, goes far beyond tele- or
email marketing. When well executed, it is
capable of delivering predictable and
recurring results.
In practice, we are able to leverage your
Ideal Customer Profile to identify 100% of
your target market, engage and qualify
prospects who are the more likely to
purchase to feed the sales pipeline with
highly qualified leads, on a weekly basis,
leading to opportunities with a minimum
hit rate of 50%.
•Target and qualify prospect who are most
likely to purchase
•Identify 100% of your target market
•Increase your visibility, experiment with
new messaging techniques and gather a
great deal of data, value propositions and
KDMs
•Secure your business on short and
long-term perspectives
Channel sales
MARKET INSIGHTS & DATA
Whether you want to develop an Account Based or a Broad Reaching approach, we can support your internal sales & marketing
teams and/or your channel partners (MDF or co-op) with data, services and software Tools.
DIRECT SALES
CHANNEL SALES
LEAD GENERATION 2.0
Made with  in Barcelona, Spain © S2M-group 2017
DISCOVER OUR DATA SERVICES
We have built a team of database analyst experts in data
collection and data analysis as well as developed our own
sales intelligent tool in order to provide the most accurate
and personalized lead data available on the market (lists of
targets, contact details of Key Decision Makers and account
mapping of your prospects). The data is updated and can be
directly fed into your CRM.
Unlike telemarketing companies focusing on generating MQL (related to an individual person), we focus on generating MQA
(Marketing Qualified Account) for accounts (or at least buying centers) ready to go to sales
PRIO 1
The noise behind data-driven lead generation, enterprise sales, account based marketing (ABM) or even channel sales has been deafening at times, but the buzz has
been building for good reason: when used correctly, those tactics can shorten the buying cycle, increase lead-to-opportunity conversion rates, decrease Customer
Acquisition Cost (CAC), and reduce churn.
Again, the list goes on.
A well-run data-driven outbound marketing strategy can have a positive impact on most marketing and sales Key Performance Indicators (KPI).
THE CHALLENGE
The double background and a
metrics-driven approach of our internal
sales army (with more than 20 native
languages) allows us to:
Forecast the number of leads (MQA)
and opportunities (SQL) we can generate
every month
Scale your business by focusing on
your most complicated/untapped markets
or reinforcing your existing BDR team.
Our data-driven methodology is designed for B2B
complex sales which allow us to:
Support any direct or channel sales initiatives with
either a Broad-Reaching and/or Account Based
strategies,
Canvass large and mid-size companies at a global
or local level
Focus on new business development (medium
and big tickets)
Manage long sales cycle involving several KDMs
(C-level, Head of Business Lines).
Our In-house predictive business
decision tool provides actionable
insight that drives business
performance by designing your Ideal
Customer Profile (ICP) and
monitoring the related data-driven
insights.
>
Marke+
Visualize. Make business.
Strategic ACCOUNT PLAN
and MARKET INSIGHTS
LIST of targets and related
KDM CONTACT DETAILS
KDM CONTACT DETAILS
Product /
Service
Target list
1. Product-Market Fit >> Ideal Customer Profile
2. Ideal Customer Profile >>