Client Engagements

Outlined here is a thumbnail sampling of some work done for long standing relationships:

– Worldwide Market Intelligence: Worked to develop & implement a strategy that consolidated worldwide data acquisition over several years. Removed data redundancies and drove significant savings on data licenses while improving the quality and trust in external sources. This allowed IBM to achieve a single view of the marketplace to gain the insight needed to make their strategic business decisions with confidence

PC Company – Business Partners: Redesigned the ProPlan Market Development program to include turnkey Demand Generation harnessing direct mail & telemarketing for over 3,000 U.S. Business Partners (BP’s). Improved participation levels and drove consistently higher returns for seminar attendance & leads for new product launches. Customized deliverables to showcase BP’s branding and developed workshop series for BP education

Prentice-Hall Business & Professional Division: Consolidated multi-source compiled list providers to a single source by providing hands-on recommendations for all business books & professional publications that drove improved results. Worked with 3rd party partner to streamline ordering & delivery system that reduced list duplication and maximized postal savings

America Business Solutions: Designed with 3rd party partner TABS initial Visionary SFA program to support their dealer network that included provisioning each system with a starter high potential copier database. Developed the “Stealth Lead Program” to ID ready to buy prospects to create a systematic steady hi-quality lead flow

: led a team that developed a global Sales Reservation System that allowed designated customer relationship managers, underwriters and brokers to select and protect targeted groups of businesses and product lines to focus their new business development efforts. This enterprise-wide database creation consolidated customer records, minimized duplication for on-boarding new customers and eliminated non-productive competitive confrontations between selling channels

• Our principal founder was a key sales rainmaker and contributed marketing leadership in a career that extended over 3 decades
• Responsible for creating innovative new product ideas managed from incubation to emerging new products. This included the development of the go-to-market planning & initial revenue creation for the D&B S&MS business that has generated over $200 million in sustainable new marketing revenue
• New products and services included the development of the D&B Direct Marketing Support Center (DMSC) that implemented for office product companies, IBM and insurance companies their new business acquisition programs to support their dealers, resellers and agents. This tactical resource center created new revenue generating opportunities for D&B that translated into millions of dollars that went beyond just the licensing of business data to include offering consulting and turnkey program management
• Initiated the development of IT/Office Product Demand Estimation model product suite including the creation of the D&B TOPPP Index and the New! Enhanced Office Intensive File (NEOIF)
• Established and managed tactical 3rd party marketing alliances for niche IT data, e-mail marketing offerings, boutique data processing & telemarketing services, with e-marketing and marketing communication firms that contributed millions of dollars in incremental D&B revenue by marrying D&B data with these value-added services
• Identified and negotiated 3rd party data sources to integrate into D&B branded product offerings that continue to contribute to top line sales growth

 

 

Office Products Dealer Programs: Developed the initial value-add lead generation programs for a series of Japanese office product companies that were establishing a direct presence in the U.S. Clients included Minolta, Sony, Sharp, Panasonic and Ricoh to support their developing channel programs with innovative turnkey direct mail & telemarketing co-op programs. Handled all creative, production and implementation including promotion to, order processing and back end analysis