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Frost & Sullivan's Integrated Marketing Solutions Division delivers end-to-end turnkey solutions, built on the foundation that a strategically planned, focused and integrated program will yield the greatest return. These fully customized and integrated marketing solutions can take the form of nurturing, demand generation and/or pipeline development programs.

In this issue, we provide insights on the key organizational roles in the protection of intellectual property; highlights of the upcoming
Frost & Sullivan executive mindXchange on the innovation in new product development and marketing; Eloqua's chart of the week on the types of advertising messages that resonate most with you; and more.

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Do you have a marketing strategy for each stage of the Customer Buying Cycle?

Strategic Planning: Tactics should be integrated so that they all fit within an overall strategy to attract, engage and convert your audience. If not, you’re just throwing spaghetti up against the wall to see if it sticks.

Awareness: Your prospect has first become aware of your product or of a need that they want to fulfill. Now it’s up to you to provide the solution.

Consideration: Congratulations, your prospect is considering your solution. Now it’s up to you to prove your value and back it up.

Credibility: According to a Demand Gen Report, 77% of B2B buyers said that they didn't talk with a sales rep. until after they performed independent research.

Client Champion: This stage may require competitive tendering, which will end with the contract awarded to the successful solution.

Frost & Sullivan’s Integrated Marketing Solutions Practice offers a unique solution for every stage of the customer buying cycle. Click here to see how we can help or contact IMSPractice@Frost.com.

   
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