Intellegentia is a B2B marketing agency with considerable direct experience of Sales and Marketing within IT and Technology sector.
We've been sales people for IBM, PeopleSoft (now Oracle), Foresight, i2, Baan, and Marcam (now Infor).
We’ve created successful marketing campaigns and account based sales strategies for technology companies including Activant, Inform, Capita, Cegid, Xsol, Bottomline, Dell-Wyse, Xtaq, Mindleaders, Enable and others.
Projects have included Product Launch, Lead Generation, Demand Generation, Sales Pipeline growth, Channel Marketing, B2B Sales Strategies, B2B Marketing Strategies, B2B Content Marketing and HubSpot implementation for both sales and marketing.
Whether you need a marketing campaign to launch a new product or service, a core B2B marketing communications plan, or advice on closing new business, we have the experience and the tools to help.
Our aims? To help you increase your sales pipeline, improve sales conversions and grow your customer base.
We have closed one deal worth in excess of 750,000 Euros and our pipeline includes other, more significant opportunities initiated with Intellegentia.
Nigel Cox - Channel Management Partners
Generally complex and lengthy in nature, both marketing campaigns and sales processes should be designed to meet the needs of multiple stakeholders and influencers who are involved in IT buying decisions.
Key stakeholders in your target accounts don’t live in a bubble – they have access to a massive amount of information about potential solutions, your company and your competitors. In today's buyer world, the marketing team is hugely important to achieving success in strategic accounts. Some of our observations:
For IT services companies, the challenge very often is differentiation in a crowded market. Most companies tend to offer several service streams and focus on high levels of customer service to retain customers over long periods of time, together with referrals to boost growth.
Some observations from us:
Software as a Service
For Software as a Service (SaaS) companies, the challenge is not so much about the volume of opportunities, more a question of how quickly organisations can engage & convert customers in a cost effective manner.
Successful SaaS companies use a blend of inbound marketing, influencer marketing, and developer/user communities to extend their functionality and reach.
Customer acquisition cost (COCA), is a key challenge for SaaS companies, unlike traditional ERP sales, the numbers don't add up if you are using sales representatives to do most of the work. The aim of Inbound marketing should be to drive leads to sales at a point where they are well qualified. Successful Inbound Marketing therefore helps companies drive down the cost per lead and increase lead conversion rates.
Sales teams within SaaS companies are under pressure to qualify hard, apportioning their time wisely to get the biggest reward. Good sales and marketing alignment with tight processes for lead nurturing and recycling are key here.
A further challenge for SaaS companies is to increase Customer Lifetime Value (LTV) and drive profit. Marketing can help with this through communications plans that help minimise churn and up-sell other products and services.
Marketing automation with buyer-centric content plans are critical to driving the volume of low-cost sales that are needed in this sector.
Channel partners typically face the combined challenge of maintaining growth in their business and meeting exacting targets from technology vendors, against a backdrop of tightening budgets and increased competition.
At Intellegentia we understand what it is like to be at the sales “coal face”, we understand the complexities of the IT buying process, and know how to sell and market technology solutions.
We can help you with:
Our skills range from the nitty gritty of designing emails, websites and social media campaigns, to full on demand generation strategy and planning – including content planning & creation, lead scoring, event marketing and others.