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This highly, focused program increases your Company's visibility /
exposure in Key Industry segments or Vertical Markets. It is designed to
put you in touch with influential Industry Groups, Trade
associations, Consulting firms, etc., to impact Strategic
Positioning & Success. PMG has developed contacts & expertise in
many of the Target Industries / Market Segments that our Client
Companies serve.
VIA™ reaches decision-makers, and uncovers Opportunities for your
Company's products and services in Key Accounts. In many cases, PMG
will provide Investigative Research Services & Specialized Training
Programs that further improves your Company's effectiveness in
selected, Target Markets / Applications.
Several examples of VIA™ include:
A Large, Computer Supplier was gearing-up to target the Retail
Industry for its Products, with particular emphasis on the TOP 10
Major Accounts, Worldwide. Although the Company was expert in its
Technology-based, Products, it lacked experience / expertise in the
Target Industry / Market. To further add challenge, the Company's
Major Competitor was "entrenched" in the Market, with a "dominate"
position in the Corporate Computing Segment. PMG provided front-end,
Market Research to define customer requirements and pinpoint
Opportunities that fit the Client Company's capabilities. This
resulted in identifying an Opportunity at the Warehouse /
Distribution Level & Store Level, which fit the Company's products &
allowed it to "flank the Competition." Further, PMG leveraged
Industry Associations & Added-Value Consultants, which brought Key
relationships & Software products to the mix. This enhanced the
Client Company's offering & broadened their capabilities. The Client
Company generated in excess of $10 Million Revenue, within the first
year. This resulted in a Profit-before-Tax (PBT) of 16%.
We had a tall challenge - make a debut in the
Retail Industry Segment focused on Major Retailers and cope, with
the power of the Incumbent. Although we were a large, computer
maker, we were treading in unchartered waters. PMG not only helped
to pinpoint the target opportunity, they also put a brilliant
strategy and program together that we could not duplicate in-house.
- Industry Marketing Manager
A Small, Manufacturer was recovering from a downturn in their business. Their historical formula was to provide general-purpose products for a variety of Industries, with no specialization. The Company decided to focus on the Defense & Military Market, although they had little to no expertise. PMG developed a Program, referred to as, "Mission-Ready COTS." This represented a Methodology / Approach to the Target Market & positioned the Company, uniquely, as a flexible, Life-Cycle Partner. The "Value-Added" Program featured elements that were not matched by the Competition. PMG also trained the Company's Sales / Support Team & 3rd Party Distribution Network on the fundamentals of selling to the Target audience, including Defense Program Selling & Agency Marketing. The Program is still in full-operation & has generated 34 New Customers, within this Target Market Segment. The Design-Wins realized by the Client Company represent $44.8 Million of future business value at Full Deployment & Production.
We were predictably nervous about the Strategic decision to focus on the Defense and Military Market, however we had little choice. PMG complimented our Team, with needed experience and expertise and led the way. The Defense Market is a tough ride, however with PMG's guidance, knowledge, innovative approaches and contact network, it paved the way to success.
- VP and General Manager