CUSTOMER INSIGHT 02
Katie Smith
DIRECTOR OF MARKETING
Compared to other marketing providers you have worked with in the past, how is Network Sunday’s methodology different?
I would say that it's a highly personalised demand generation approach, which is very refreshing in this day and age. Many companies focus solely on leads and volume and forget about the quality one-on-one interactions with buyers. The scattergun approach is never good when it comes down to the actual ROI numbers in the end. Network Sunday’s unique approach facilitated by TechPros.io, offers value upfront through thought leadership, with sales and selling a natural byproduct that comes later.
Besides meeting interviewees, what other benefits did you get from the marketing programme?
This programme is helping us access C-level leaders within our target accounts where we didn't have any kind of foot in the door previously, whilst also helping us strengthen relationships with buyers that we were already in conversation with. Many of the interviews and follow on discussions have helped to strengthen opportunities, reestablish or progress sales discussions that have been in the midst for a very long time.
There's a wealth of knowledge here that we've gained from a really interesting and impactful set of people.
In addition, with the way the world is changing, particularly over the last couple of years, it feels like it brought back that one-on-one element to these kinds of conversations that has been lost a little bit over the last couple of years.
Although we're using this as an opportunity to connect with enterprise clients on a one-to-one level and explore commercial opportunities with those where it’s appropriate, we're also creating an asset which will be invaluable to us for other lead generation opportunities. We will be using the eBook to attract other audiences and position the thought leadership for discussion; or we might use that content when we're looking at other things like speeches, events, webinars, etc.
In a way, it started to strengthen the feeling of trust and willingness to interact on a level that isn't just “I need a product, you have a product, let's talk about it.”
How did your salespeople move a conversation with an interviewee from the subject of their interview to challenge that you could assist them with?
It’s about trying to choose a topic that is naturally related to our proposition, and lead it in a way that doesn't feel heavily salesy or forced. One of the things that Network Sunday really helped us to do is formulate what those questions would be and how we can take the interaction with those interviews and then move them towards the fact that we have a solution that might be able to help them with one or two of those aspects that they've raised within their answers. It comes down to how well you plan in advance. The planning and discussion that goes into that, with the account managers and the directors at Network Sunday, can really help to set you up for success.
Gett is a technology platform solely focused on corporate Ground Transportation Management (GTM). Gett’s cloud-based software aggregates existing transportation providers (corporate fleet, ride-hailing, taxi, and limos) into one single platform, helping businesses manage all of their ground transportation spend, saving time and money. They are building the global grid of ground transportation, embracing the entire world, connecting the dots, similar to telephone and internet grids.
