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Case Study - Marketing Outsourcing Above the Standard Procurement Group, Inc.®, www.ATSPG.com

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Case Study - Marketing OutsourcingNovember 12, 2014

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100% Marketing Process Outsourcing

Ways in which Above the Standard handles complete marketing and lead genera-tion...

Generic approach to marketing and business development is to decorate the deck with enough presentation and sales ‘talk’ worthy materials and going after a per-ceived market.

Of course some of the companies do it really well, whilst many just lurk in the dark, with nothing more than a few sales hits and a lot of wondering about why it did not help them reach beyond.

Some business owner’s even resort to the self-blame games, with sentences like:

� I am not good at sales, I am more of a technology person

� The other way around ‘I am a sales guy, do not understand technology much…’

� We are a small team

� We do not have enough skilled resources with us to market

� Our sales guys are no good, they could not understand much

� We are struggling to build a sales team

� We are a technical team and do not have sufficient marketing experience

� Etc.

When they become our clients, we see simply things as they are. As almost all of the reasons listed above would be true and they would in essence be facing a situ-ation similar to looking at huge wall and no rope or ladder to climb.

� We become the ladder or a helping hand in that sense.

� Our advisory starts with the study of the demography and the applicability of the current selling methods to suit the sales win at target demography.

� The psychographic study is important, but is basically a second stage towards what we do.

Owing to the lack of skills in technical spectrum, delivery spectrum and some-

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Case Study - Marketing OutsourcingNovember 12, 2014

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times in leads generation or the marketing copy & collateral development, we end up supplementing all of these design, development & operational elements by, either on a Time and Material basis, if not when the scaling demands a certain degree of expertise; infusing which could drastically change the scale in favor of the customer.

In many cases we have had to revamp their existing websites to support better on-line conversion ratios, develop distinct campaign pages and come up with content development, engagement plans that would ensure that the customer engage-ment curve goes from:

� Unknown to

� Aware to

� Interested to

� Lead

The exercises are further automated by use of different marketing and sales man-agement tools.

� The work of automation is achieved by a combination of tools or with just about only one, but top of the spectrum tool available in the market.

� The automation process can be achieved with in the first few days of start of work, but is left for budget to decide, as these tools could cost several hun-dreds of dollars, that could otherwise fuel marketing efforts.

Marketing is combined activity of multiple skills.

These include:

� Designers

� Content/Copy writers

� Sales professionals

� Market surveyors

� Callers/Telemarketers

� email campaign (tool, still counted as a resource for operational purposes)

� Digital/Print Media Experts

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Case Study - Marketing OutsourcingNovember 12, 2014

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The spectrum of these skills applies to almost all sorts of marketing techniques ever invented in the world.

The best marketing agencies sometimes know how to book, how to order, how to get you placed at the right spot, regardless if you engage them for real world advertisements or for virtual i.e. Search Engine, Social Media etc.

Above the Standard, only goes about defining, refining, and implementing plans to suit the cases as needed.

� It is interesting case study for us to know that some smaller organizations tend to stop marketing owing to surplus order booking, in fact, they can afford not to market for continued periods of over 6 months to a year.

� Growth driven organizations have to consistently keep up the engagement.

� Customers who have a size of over 600 people and having nearly 450 people sales also exist.

� They need 3,000 leads per month just to keep their sales operations running.

� Naturally, only the strategic arm of the marketing and growth operations remains with Above the Standard, as complete outsourcing is unhealthy and least efficient.

Above the Standard believes in being at the forefront of the knowledge required to conduct meaningful marketing and deliver growth.

This means, we will rather produce success by using the customer resources than having to use our own.

Feed a man a fish, you feed him once, teach him to fish, you team him for a life-time.