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Case Study - B2B Marketing Above the Standard Procurement Group, Inc.®, www.ATSPG.com

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Case Study - B2B MarketingNovember 12, 2014

2www.ATSPG.com

How we delivered 10X sales using strategic networking and b2b partner-ships...

Case Application

This is an amalgamated business case, applied with great efficiency and with maxi-mum success ratio.

On more than one occasion we found ourselves facing the following constraints owing to our client’s structure, location and growth methodologies before ap-proaching us:

� Lack of experience in terms of years, functions and/or focus on specific mar-kets and domains

� Lack of finance to spend of new market launches � Lack of resources to deliver 100% focus on new markets � Lack of services, product definition that would attract potential buyers and � Longer sales gestations

Solution ApproachThe methods and solutions bought about by our consultants aimed at overcoming these constraints by way of discovering the right partnerships and delivering on speedy business growth.

Our expertise is in converting existing customers to partners and there by engag-ing, developing more business volumes, followed by focusing on perceived market competitors and converting them in to business alliances.

The value proposition delivery and the insight in practices, limitations, ability to find a discovery of skills to overcome what was originally lacking delivered every time B2B network was adopted.

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Case Study - B2B MarketingNovember 12, 2014

3www.ATSPG.com

Some of the Best Results

Case by Case basis ResultsCase 1: b2b Network Partner for Government and Enterprise Projects

� After nearly a year of zero business growth, Go Global experts realigned the business segment to include a peripheral service segment, focus on network enabled qualifications for participation on Government projects.

o The result was, we got three successful tender participation through really smart play of partner competencies, market differences in cost of operations and reducing cost of competition, delivery to our advantage

o With success of the first few projects, the b2b partner felt encouraged enough to undertake more serious business avenues resulting is over $10Mn+ is sales booking through larger, long term contracts in SE Asia markets

Case 2: b2b Network Partner for Improved Market Presence, Localized Engage-ment

� A startup needing presence and marketing on North American markets, with ability to generate leads, but with strong localization and presence in Canadian markets, the value of sales and quality of projects was very different

o Before starting and aligning a b2b partner in Canada, the client had a average sales under $1000, was able to acquire up to 10 customers every month, however the margins were small

o Through the partner, the value of projects also increased and with in the first 3 months of partnership formulation, the number of projects went from 10 every month to just 1-3, but with the average sales value increasing to US $5000+

o Within 1 year, the partner delivered extremely well in sales strategy adoptions (as recommended by Above the Standard Global Business Growth experts) and started engaging on projects worth US$100,000+;

o Currently the company deals on projects with a starting value of US $20,000+

o This was done in year 2008-10

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Case Study - B2B MarketingNovember 12, 2014

4www.ATSPG.com

Case 3: 100% partner-based sales

(To understand case 3 in detail, please read our work publishing ‘3-pronged growth strategy’)

� Client has an excellence product, is highly reputed technocrat, had already hired marketing agencies to do the branding and promotional works. Sales was at best described as moderate when we were approach to deliver strategy for growth

o We revamped and redefined the marketing pitch, product applications and services definition

o We studied the demography, geography for applying proper marketing and growth, recommended basic and definite changes to both market-ing and sales approach

o Client has a small team, the founders themselves engaged in all the sales exercise, this was refocused to implement partner engagement and partnering development, management activities

o Partnership qualification criteria’s and business development focus became a mainstream activity

o Franchise signups, channel enablement’s, b2b partners of enterprise markets each having their own sales value and product versions, cost alignment were made available

o This ensured that the business could address a wide spectrum of target demography and cover more geographies at same time

o The smaller valued product lines moved at a nominal sales velocity, however the enterprise adoption found faster recognition and growth, resulting in $3Mn+ sales registering within the first year.