Greenhouse Value Proposition3

© Copyright GreenHouse Inc. 2012. All rights reserved.

Who is GreenHouse Inc.?

• GreenHouse is an outsourced Sales & Marketing Services Provider that delivers the additional resources and programs that companies need to compliment their growth strategies and objectives, either directly with customers or through a network of Channel Partners.

• These resources might provide supplementary skills or be part of a more structured campaign designed by applying years of knowledge and experience combined with the best practises for delivering results.


Delivering Results

Programmes

Process

Proposition

People

• Field Sales Resource

• Inside Sales Teams

• Renewals Teams

• Channel Account Management (Internal & External)

• Lead Generation Campaigns

• Channel Development Strategies & Programs

• Competitive Displacement Campaigns

• Online Marketing Campaigns

• Marketing Strategies


Programme Models

• Market

• Data

Campaign

• Value Proposition

• Leads

Opportunities • Field Sales

• Nurture

Closure

• Inside Sales

• Inbound Calls

Customer Service

Demand Generation

•Profile

•Value Proposition

Recruitment

•Field Sales

•Inside CAMs

Enablement •Leads

•Marketing Services

Activation

•Inside CAMs

•Inbound Calls

Management

Channel Development


Process & Methodology

Identify Market

or Partners

Build Value Proposition

Agree

Actions Activity

• Key Markets • Individual

Titles • Personas • Key Partners • Data • Contact

Details

• SPIN • Commercial • Tailored • Joint VP

• How Much Data? • Quality? • Timeframe? • How many

Callers? • How many

A,B,C,D? • Agree KPIs • Process for

Allocation

• Caller • Training • Reporting • Daily Targets • Email alias • Collaterals • Tracking • Nurturing


Proposition Building

• Situation – What is your current situation?

• Problem

– What problems are you facing?

• Implications

– How do those problems impact you and your

business?

• Need-Payoff

– What would you need in a solution to be worth

the investment?

Situation Question

Problem Question

Implication Question

Need-Payoff Question

Customer benefit

Implicit Needs

Explicit Needs


People & Skills

Consultants

Sales,

Marketing

& Channel

Internal Resources

Telemarketing,

Channel Support.

Renewals,

Inbound Calls

External Resources

Field Sales,

Channel Enablers


Customer Driven

By listening and understanding our Customers’ requirements, we take a personal and consultative approach to configuring the best fit solutions to focus on their immediate business needs and their long term success

Greenhouse Value Proposition3

Documents

Transcript of Greenhouse Value Proposition3