I mentioned in an earlier post that Pixel Labs wanted to begin focusing
on its core strengths and, as such, management is interested in immediately pursuing
opportunities within this space. This week, in a meeting with Edgard Ortiz,
co-founder of Pixel Labs, I asked if the company currently tracks how their
products/solutions impact or change their client’s businesses. This type of
information can be a powerful tool for informing prospective clients about the
capabilities of Pixel products. The company does have this type of information for
some of their products/solutions, however, to date, they have not used this
information in a meaningful way. Over the course of our discussion, I offered
to help review a list of projects completed over the past several years
(especially those that fall within the company’s new strategic focus of the
health and beauty industry) to see which products/solutions have been highly
successful and can be marketed to similar customers within the same industry.
In E&Y lingo (although Pixel
falls into a different business model) we refer to these as High Value
Repeatable Services (HVRS). In an effort to use my time here efficiently, I
offered to develop some marketing collateral information (e.g. case studies)
for the Pixel commercial team. I may be wrong, but I feel like this will help develop
Pixel’s credentials as a credible and capable product development company. Additionally,
this can be used as an educational tool for the sales team on the company’s
capabilities and arm them with real examples of how Pixel products can change
their prospective clients' businesses. I see this all the time at E&Y and it
works! I know for a fact that not all marketing collateral information can guarantee
sales, however, when done right, this material has the ability to get the
attention of the decision makers at prospective client companies. I am of the
camp that believes this information can get you the meeting that gives you the
opportunity to close a sale. Another
item I have recommended is a post-sales process where account managers
follow-up periodically with existing clients/customers to collect information
on how Pixel’s products impact their businesses.
Today I developed the first of three case
studies that Pixel can leverage on future products, services or solutions. I
plan to add two more during my time here. The management team thinks this will
be very helpful. I hope it will :) .-
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