Case Study 1

Who: Medium-size professional services firm

Challenge: After spending 3 years and over $1 million to develop proprietary software, the Company lacked a marketing plan, sales strategy and accompanying business processes to turn its product/service into a profitable new business unit.

Purpose: Introduce, deliver and sell new, highly competitive service to the North American SME market.

Approach: Rainmakers designed and implemented a 6-part comprehensive process that included the following key deliverables:

North American Market Assessment with competitive product/service research and analysis that would properly position the product within its target audience.
Action-based Strategic Marketing Plan, including new Brand Strategy and implementation process.

Competitive Intelligence Review in order to clearly differentiate the benefits of the new product/service in terms of cost and value.
Buyer Behaviour Analysis and Customer Loyalty Audit to identify distinct targeted buyers and stakeholders.

Sales Pilot designed to generate leads and book appointments; included large-scale information seminars to directly “touch” the market, develop early adapters and create momentum.

Operation and process design: Following a 17% response rate from the Sales Pilot, worked with the Company to set up the new business unit, its operations and process design.

Results: Company positioned for growth, with the following in place: 1) Distinct distribution channels and customer/prospect list; 2) Brand Strategy and product identity; 3) Proven sales process and pricing strategy; 4) Functioning new business unit with operations support and defined business processes; 5) New revenue stream.