What go to market strategy would you suggest in order to bring in new business opportunity for my company(heurion - offshore software Development Company)?
Heurion www.heurion.com, is an offshore software development company based out in Bangalore, India. We are one of the oldest Ruby on Rails development company in India. We have built 75+ web application on ruby on Rails itself and 20+ mobile application.
Till last year most of the new business we were getting through reference and Request quote. In order to grow and Build brand in market we have decide you go into market and look for business opportunity and more and more projects.
To start with we have starting using E-lance, odesk and serval other bidding platform to get project which is not working that well. we also doing e-mail marketing and cold calling to connect with people across the world.
I would like to know from all of you what all go to market strategy would you suggest me to implement in order get some leads.
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Feb 2, 2014
I believe that one of the best strategies is to have collaborative relationships of depth - you know one another well and have ways to assist in the growth of the other's work.
This can be singular - one on one, or it can be a small group which has shared guidelines of ways to share resources and refer to one another.
Feb 1, 2014
Dear Diwakar Joni,
It is certain that different companies, brands can have a few means of bringing a product or service about. I would suggest that the best one which may be impossible for some markets remains to know someone on the specific market to further evaluate and research the possibilities and thereafter to promote your product or service in the best way possible. If this strategy is impossible, another alternative would be to be in contact with the people who are your biggest competitors on that specific market and approach them with a plan and the qualities of your product or service to work on a mutual basis. Introduce your product or service and clearly demonstrate to them the reasons the two of you should consider working together based on the greater advantages of your product or service. If you prefer to go into a market independently and on a different angle from your competitors, you should study closely the market in question and be in direct contact with the associated prospects who are within your field of interest. Most importantly, always believe in your product or service, recognize and promote the values of why it is a better product or service than any other on the market. Originality will always attract a prospect.
Best Regards,
Ms. Dale M. LeBlanc
Feb 1, 2014
Hi Diwakar,
Let me ask you since everyone is providing their advice but I don't see anyone asking you:
1) Do you have a detailed business plan?
2) Have you created a marketing plan?
3) Sounds like you have tried different lead generation strategies, what are you challenges with them? Is it pricing, are you having a problem closing the deal with clients? Is there objections you need to overcome in your sales process or your business process?
Here is my 2 cents...
There are standard business practices that I hope you of followed. Create a business and marketing plan that outlines your business, as well the direction you are taking the business.
Your marketing plan, yes needs you to do market research, find out who your potential client is, what are their pain points that you can speak to that will attract them to contact you. Then you take your product/service to market by doing a soft launch use different forms of media, be it print, cold calling, social media...etc. Test this to measurable results and see what needs to be modified and what is working. Once you find what is working stick with it.
That is a little bit of advice.
Now I am going to be honest with you. First it sounds like there is a problem with your sales if you are bidding on these jobs sites like e-lance and odesk for example. Which you are not finding it is working you know it's your sales.
1) Is your price to high?
2) Are you not relating to your potential customer?
3) Are you talking at them vs listening to them and answering their questions?
4) Are you finding out their pain points and providing them a solution with your product/service?
Start there and clean up your sales process. The reason why I say this is the worse thing you can do in my opinion in business is have something that isn't working. If you start going on the social sites and this is an issue, it will become a massive issue because people on social sites will review your product, your business practices and they will not hold back.
That is why when I consult with companies I make sure we access all their business practices before they go to the masses.
I know you asked for a marketing strategy but from the sounds of it you might need to go through your business strategy first and let that define your marketing strategy as your business grows.
Best of luck in your business.
Jan 31, 2014
Hi Diwakar, first of all identify your target customers. Then understand their business and ask yourself why they engage your services. Bear in mind the culture in Asia for example is unlike the culture in other continents. They need to be educated in terms of business approach and financially such as what benefits in terms of savings after implementing your products. Perhaps you could target media and marketing advertising firms. I think this is a great prospect in order to help them market and advertise their products thru appa to replenish marketing via magazines and newspapers.
Jan 31, 2014
I see everyone running from this Question . ;D . Cold Calling , Emails , and Bidding is all played out . The world is only paying attention to Entertainment . So what i mean is Online Campaign Internet Advertising. I looked at your Website and it's nice but very basic . We have so much technology now that we can run our own commercials in seconds through YouTube and get paid while promoting whatever you want to sell . I think a site that has a very strong marketing strategy is Oranum.com . I have watch this site grow from nothing to being overflowing with traffic. Every website I go onto now I see their links all over the Web on every type of page you can think of . Offer a Web Master Program on your site and watch it grow from people that just want to make some money . Hope this help and makes sense . A nice creative video for your website homepage would be a great improvement .Help them help you , you build it and they will come . This site below has some interesting information .
http://www.iacaward.org/iac/winners_detail.asp?yr=all&award_level=best&medium=Online%20Campaign
Jan 31, 2014
This whole world is an market and we all are marketing something or the other, either it could be products, ideas etc.. though most of us feel we may not be into the marketing field yet we trade our talent which is in a way indirect marketing itself, so defining your strengths and targeting prospective clients is the strategy. well instead of asking for strategy may be asking references and leads here would have been more ideal for you
As for suggestions most of my friends here have already commented leaving no scope for me to say something different...
Jan 31, 2014
I would suggest refining your value proposition. Unless you can distinguish your delivery capability, you are just competing on price and, as you have seen on o-desk, there are a lot of people who will offer to perform a service at below cost.
I don't believe traditional mass marketing is going to work for you. If I need someone to code an app for me and I cannot find anyone local to do it, I am not handing my precious baby (my business idea) to someone I do not know. You'll probably need to expand by building on the referrals thing. I would think you could generate enough referrals from 75-100 satisfied customers to keep your team busy.
Feb 1, 2014
Building referrals, that's what we are doing presently but I hope you understand we cannot just depend always our customer to help us get more customer. So one day or another we have to go out and look for customer instead waiting for them to reach us. In order to that we are trying our best and hopefully will be having our center in the country where we believe we have the opportunity to get new customer.....
Jan 31, 2014
Diwakar,
There are many options worth considering, and I would be happy to chat with you regarding options for a go-to-market strategy.
One option is to consider a content marketing strategy. First, analyze your customer’s behavior patterns. Who are they? Where do they spend time? What do they care about? For example, are your customers seeking to find talented Ruby developers? Are they reviewing free local resources or using their network to find talent? Are they trying to decide between Ruby or another framework for their next project? Where are they searching to make this decision?
Then while focusing on (1) the issues your prospects care most about and (2) the areas where your company has a deep expertise, create content that will address their problem objectively (without selling your service)!
Once you know what content to develop, you’ll be able to choose from a wide variety of content marketing platforms that can reach your target audience. Let the content drive them to your site to learn more about your services.
Feb 1, 2014
Hi Mr. Michael, Thank you for your advice and I would certainly like to have content marketing option in placed to gain more traffic on our website...I see from you profile you are a product specialist i would request you have a look at our Product TestimonialsFor www.testifor.com and give your valuable feedback...also i request you add me on Skype so that we can have a quick chat over it..my skype name is: diwakarjoni or drop me an e-mail diwakarjoni@heurion.com
Jan 31, 2014
Great answers on here for you to follow through on. I wouldn't do cold calling or email marketing as a strategy. It gives the feel of spamming and scamming which is not going to help you in any way.
As mentioned, you need to work out a marketing strategy in which you define your end user, what problems your product solves and how it will help the target audience you wish to market it to. Once you have these, then you can move to the next phase in which you find the channels to get the word out.
Your website offers 3 products but the last one, ablitiz.com is defunct. Not sure if the server is down but that does not look good as I, coming in as a prospective buyer, cannot see anymore than beyond the small description, what this does and how it will help me. That is going to hurt your credibility with potential clients greatly.
Do some research on voids in the various industries and work to market/develop a software for that. Honestly, I would highly recommend something in government which has changing needs and would greatly benefit from a flexible system that can grow and incorporate elements that allow a diverse, but centrally strong system.
Feb 1, 2014
Christopher, Thanks for you advice. Sorry due to some serve issue ablitiz.com is done but it will be up very soon. I will have your recommendation in mind regarding building a software in government field,
Jan 31, 2014
It sounds to me that you have marketing mix developing issue. Here is why I'm saying this; a marketing mix is the set of controllable variables that must be managed to satisfy the target market and achieve your organizational objectives. These controllable variables are usually classified according to the 4Ps (product, price, promotion, and place (channel of distribution). In other words, you must create or get someone to develop one for you because the marketing mix is the core of the business marketing management process to succeed in this business environment.
Dr. Gerald
Thank you so much for you advice Sloane....I agree with you that our website is basic but currently we are revamping our website and having a video on home is an nice Idea, would love to have a video created which tells about us and how we help business to grow...thanks again for your advice