Methodology

From our very first introduction, you'll begin to experience the Launch International difference. We listen. We ask intelligent questions based on our knowledge of your market space. We offer ideas. We share best practices. And, we work hard to demonstrate to you that we're qualified to be part of your marketing team.

But for marketers in today's world, being smart only gets you halfway. Producing results is what counts. That's why our methodology is so appropriate, so unique and so on-target. Every engagement has two key elements: a consensus of strategy, and an execution plan based on sales value.

Here's how it works:
An initial consultation provides the forum for sharing strategy and defining your expected results. We're not just good listeners; we can be active participants in helping you decide the most appropriate way to solve the marketing challenge at hand. That's because we've learned from years of experience that the deliverable you need isn't always the one you're thinking about. In fact, we often hold this session before we're even engaged, because until the strategy and goals are defined, it is impossible to properly execute.

Next, we work to understand buyer behavior and the kinds of interactions your company has with customers and prospects. We then assess how your project fits within the context of a buying or selling cycle. The following graphic presents both cycles and the stages within them, as well as some examples of tools mapped against each phase.

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As a marketing professional, you're very familiar with the customer's buying cycle – that is, the stages prospects go through as they become valued customers. Further, you're likely familiar with your company's sales cycle methodology and the stages salespeople go through as they work to close a sale. What is lacking in most companies is the synchronization between marketing efforts and sales processes. And, that's where Launch International can help.

As a creator of best practices in sales enablement, Launch International specializes in helping marketers align their communications and enablement tools with the sales process. We call it Integrated Enablement MarketingTM (IEM), and it helps marketing prove synchronization with business goals. It's our unique methodology, and it's based on experience, grounded in strategy, and focused on results.

With a more systematic and proven way for marketing organizations to align resources across buying and selling cycles, marketers can:

• Reassess existing tools and resources to ensure they are being leveraged to deliver maximum value
• Deliver the right sales tools to sales organizations at the right time in the sales cycle
• Improve selling focus throughout direct and indirect sales organizations
• Create more meaningful interactions between salespeople and customers/prospects
• Accelerate buying cycles through more targeted messaging and communications
• Allocate budget dollars with maximum efficiency
• Prove synchronization with sales process and customer buying behavior