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Value Selling in Practice for IT Companies

S2M-group is your global partner for new business generation & account-based sales acceleration.

Drive new business development by testing 100% of your target market

Increase Share of Wallet and strengthen relationships within key accounts

80% of your revenue comes from 20% of your customers.
Our goal is to identify and qualify the 20% of prospects that will represent 80% of your pipeline tomorrow.

Market Data & Insights

TARGET MARKET ANALYTICS

Transform Data into Insights

Both your market and your product/service offer are changing, which affects your Ideal Customer Profile (ICP), action plans, Go-to-Market programs and objectives. To stay on top of your target market, identify trends and patterns in your segments and accounts.We fuel our methodology with the most vibrant proofs of Product/Market Fit and Value Proposition evaluation on your market: case studies and dynamic reviews of your current sales pipeline. Once the relevant firmographics and buying signals have been isolated and scored, we are able to update your Total Addressable Market (TAM) and Go-to-Market Strategy to improve your targeting effectiveness, predictive capabilities and return on marketing investment through better planning and resources allocation.

Benefits

Identify 100% of your target market (TAM) & measure your current marketshare
• Focus on all the right targets and engage the best stakeholders with relevant Value Propositions
• Enhance your predictive capabilities in go-to-market planning and execution
• Increase return on marketing investment by focusing solely on potential buyers

 

CASE STUDY – A leading Asian vendor uncovered their full market potential by identifying 100% of their Target Market and drove sustainable improvement in marketing campaigns.

Read case study
Free Data Trial

 

SMART ACCOUNT PLAN – ABM

Bring Intelligence to your Accounts Data

By bringing together account planning, market intelligence and custom data, we provide detailed mapping of your most promising prospective or existing accounts. It includes all buying centres fitting your Ideal Customer Profile, pin-pointed key decision makers with their associated Value Propositions to communicate but also the shareholding structures, business activities, relevant industry insights, customer & competitor landscape as well as a results snapshot to track your goals advancement. This approach allows calculated decision-making while aligning your teams and channel partners to address each account with the right solution. It also provides actionable insight that drives business performance by identifying up-sell and cross-sell opportunities while building credibility and increasing brand awareness.

Benefits

Identify 100% of your target market (TAM) & measure your current marketshare
• Focus on all the right targets and engage the best stakeholders with relevant Value Propositions
• Enhance your predictive capabilities in go-to-market planning and execution
• Increase return on marketing investment by focusing solely on potential buyers

 

CASE STUDY – A Fortune 500 top technology company deep-dived into key accounts, unlocking actionable insights and up-sell / cross-sell capabilities to expand Wallet Share by $ 20 Million.

Read case study
Smart account plan

 

Lead Generation

LEAD GENERATION / SEGMENT MARKETING

Generate New Opportunities with your Ideal Customers

Lead Generation, based on Segment Marketing, 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, engaging with and qualifying prospects more likely to purchase. The goal is to feed the sales pipeline with weekly qualified meetings (MQL/MQA) leading to opportunities (SQL) with an average lead to opportunity conversion rate (SAL) over 50%. Our global team of industry specialists and IT focused native-speakers consultants is on the front for our customers across 5 time zones and 3 continents.

Benefits

• Target and qualify prospects who are most likely to purchase within strategic or prospective segments & industries
• Increase your pipeline volume and velocity by loading new qualified accounts (MQA)
• Increase your visibility & fine-tune your messaging
• Secure your business on short and long-term perspectives by not missing any RFI/RFP

CASE STUDY – A Gartner Magic Quadrant niche player generated € 26 Million by acquiring new customers in highly competitive markets.

Read case study
3 months pilot

LEAD GENERATION / ACCOUNT BASED SALES DEVELOPMENT, RETENTION & GROWTH

Increase Share of Wallet and Account Team Efficiency

Create targeted Pipelining on your prospective or existing accounts by identifying up-sell and cross-sell opportunities for each buying center. Reach out to the key decision makers with customised Value Propositions that align your solutions with their strategic goals and business challenges. We are able to support your account team (AE, KAM, Specialists, Partners, etc,) to help meet their objectives, drive larger deals, improve Share of Wallet, shorten sale cycles and improve customer satisfaction/ lifetime value, while strenghtening your position as a trusted advisor.

Benefits

• Address each account with the right solution(s) at the right time
• Gain decisive insights to prioritise your commercial actions
• Align all stakeholders with your targeted account’s business issue and opportunities
• Focus on relevant Value Propositions
• Build credibility, relationships and increase your brand awareness

CASE STUDY – A Deloitte Fast 500 award winner, doubled annual domestic market revenue and pioneered in emerging market expansion by signing a deal with a Top 10 Ukrainian investment Bank and founding a strategic channel partner

Read case study
3 month pilot

 

 

Software

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