The Marketing Connexion

Contact Trestle Point

Information Technology: Marketing Strategy, Positioning, and Management Support

· Situation
A young company with “break-through” software technology needed to focus and strengthen its marketing effort and selling messages in order to broaden its reach beyond doing work for US government aerospace prime and subcontractors.

· Challenges
Company had no marketing personal or experience, a very limited budget and was entering a market with no one dominant competitor to attack.

· Assistance Provided
Applied the core principles of defining and articulating the undeniable value this company provided to its clients that had previously been “muddied” and lost in excessive technological “jargon.” Having established the underlying value proposition, the engagement expanded to include: renaming the company, developing a comprehensive marketing plan, creating a complete company communications guide, specifying all new sales and marketing collateral, creating new sales presentations, creating and supporting the opportunity management process, and ultimately serving as the interim sales and marketing team.

· Outcome/Client Assessment
Through the strength of the intellectual property of the firm and the focused sales and marketing effort, the company increased its prospect pipeline significantly and attracted the attention of several venture capitalists and merger and acquisition candidates in the course of 5 months.

(Return to Cases)