BigFoot Services for a B2B buyers market

We deliver Customer & Partner Led Marketing insights and tools• Deliverables tuned to customers and partners

business

• Talk in customers language(s)

• Ensure an efficient use of everyone's resources

• Activity based on needs, reality and aspirations

BigFoot for direct and in-direct sales

Know your buyers Specific customer intelligence Navigating complex accounts Why choose you? Partner Enablement

Know your buyers

We put things into context with company and people based Personas• Who the buyers are

• What they are trying to accomplish

• What goals drive their behaviour

• How they think

• How and where they buy

• Why and when they make buying decisions

• Company goals, challenges and opportunities

• The company’s customer value chain

Specific Customer Intelligence

We do the research and ask the questions you can’t or don’t• Individuals’ perception of your organisation and solutions

• View of alternatives and competitors

• Peoples challenges, KPI’s and targets

• Identify unknown links in the decision chain

• Key IT Support Partners / Outsource relationships

• Purchasing process

• Business landscape, department and company strategies

• People, Politics, Regulation, Governance, Compliance

Navigating Complex Accounts

We do the leg-work. Our approach is sensitive, methodical and time conscious

BigFoot work with you to build a snapshot of:• Existing projects• Identify and map touch points• Your KPI’s and targets associated with the account• SWOT analysis of the account health

Why choose you?

We help you find your WOW,generically and to key accounts To Customers, To PartnersEqually important in complex or commoditized sales

• Pinpoint your differentiation value to the customer / partner level of differentiation

• Be able to confidently discuss alternatives and competitors

• Have responses for any weakness Build propositions that resonate

Implementation is everything.Our on-demand partner marketing extends your team.

We focus on delivering you programmatic activity, and partners a personal and valuable experience.• Develop solution orientated content tuned to

partner customers needs• Create conversation tools relevant to partners

business offerings• Integrate partners value messages• Build value equations

• What’s in it for me, and me, and me?• Work with partners on developing customer pull

Partner Sales & Marketing Enablement

Tools to Win

Materials and campaigns that are valued by customers and partners :

• Buyer (company and people) personas• Customer and partner led propositions• Personalised / Specific customer and partner:

• Information bibles, presentations, brochures, events etc

• Trackable, interactive, spontaneous micro-sites

• Selling / buying aides• Sales enablement tools

The BigFoot Difference

Proven, successful IT sales professionals

Focus on customer experience not products

Joined-up sales & marketing

Know what partners and vendors care most about

Creative thinking for revenue generation

Peer to Peer approach