Sales and Marketing Alignment

Client: Cass Telecom

Overview:

A 100 year old corporation had acquired a new telecom expense management (TEM) division but had not yet invested marketing in the new business unit. No one knew they existed so they were left out of RFPs and opportunities they could win. They wanted to create a brand name for the division that would stand out as a top contender in the maturing TEM industry.

Put Cass Telecom on the Map!

Challenges:

• They had a strong solution, but no one knew about it.
• They needed to repair their key analyst relationships
• The remote business unit had no relationship with the corporate marketing team
• They were losing out on the opportunity to participate in RFPs on the street

Solutions:

The telecom business unit hired Oinkodomeo as a remote interim VP of Marketing.  Oinkodomeo put in place, trained, and managed an inside sales team, aligned sales and marketing, generated qualified leads with effective outbound, and created an analyst relations program.

• Marketing operations
• Buyer persona development
• Content marketing strategy
• Analyst Relations
• Case study development
• Industry recognition and awards
• Social selling program
• Inside Sales development
• Sales enablement
• Sales playbook development
• Sales training leveraging Common Sense Selling™

Results:

As the client put it, we put Cass Telecom on the map. We were able to create positive analyst relationships that led to case studies and briefs that generated awareness and interest by key IT and telecom decision makers in large enterprises. Inbound marketing combined with outbound sales led to a inflow of RPF’s and new opportunities in the pipeline. The company saw an increase in revenue from the business unit and confidence in their sales and marketing investment. Cass Telecom is now considered one of the top players in the TEM industry.