Enterprise Demand Generation specifically for Software Companies that sell complex software solutions is the mature choise. It goes away from the simplicity of only placing direct sales calls, but also the ineffectiveness and long term goals of online marketing.
It is a complementary strategy within the sales and marketing ecosystem.
It centers on creating awareness, generating interest and driving qualified leads into the sales pipeline. The focus is on building a pool of potential customers while in parallel, specific sales activities will be delegated, focusing on creating discovery calls, managing customer relationships and closing deals.
It targets organizations seeking to expand their market share, drive revenue growth, and establish leadership in their industry. Enterprise demand generation aligns marketing and sales efforts, creating a seamless customer journey from awareness to conversion.
How can Vparagon’s Enterprise Demand Generation help your Software company accelerate its sales?
We emphasize Quality over Quantity
Understanding
We have an in-depth discussion with you, comprehend your software, solution or service and understand your target market.
We need to understand your ACV (Annual Contract Value), the subscription revenue from an average client for a year.
We need to understand the velocity of the sales cycle, how much time it takes normally to close a sales cycle from scratch.
We narrow down to the ideal Accounts or prospect companies we would like to target.
We identify your T.A.M. (Total Addressable Market), that means the overall opportunities for your product. Not every company in this market will be our target account.
Then we create our T.A.L. (Target Account List), that means the list of the companies that are the best fit for you.
We use the following criteria to create our T.A.L.
Their annual revenue, Company Head Count, Geo Location, Industry
Are they expanding or not?
We map the correct leads within the target accounts (L2A: Leads to Accounts)
We divide the potential prospect leads to the following categories
- Final Decision makers
- Secondary Decision makers
- Influencers and third-party players
We narrow down that list depending on seniority and Geo-location.
We find their contact details, that means email addresses, office telephone numbers and corporate mobile numbers, of course GDPR compliant by usings sophisticated tools.
We engage
Then firstly we contact via email and LinkedIn categories b. and c. and according to their responsiveness we prioritize them and call them with the intent to attract their attention and to potentially generate a “Discovery Call or Online Presentation” between them and you, where you will explain to them exactly what you are offering.
At this stage we avoid contacting category a.
Our intent is to get to the a. level of Decision Makers, if possible, through b. and c. first.
If of course we can not get a. level decision makers through b. and c., then we will address them directly. The size of the target prospect company is essential at this stage.
You are getting from Vparagon a team of young, educated, experienced Europeans or Americans that will prepare and place qualitative cold calls, engage the Decision makers of interest, attract attention and interest to your solution and bring them to the table with you.
We will take the heavy burden of this kind of outreach from your senior sales consultants and presales teams, so that they can concentrate on what they do best.
Vparagon’s Key Goals of Enterprise Demand Generation
Attract and engage large, complex organizations.
Build trust and credibility with enterprise stakeholders.
Shorten the lengthy enterprise sales cycle through effective nurturing.
Drive high-value leads that result in large, multi-year contracts or high-ticket sales.
By addressing the unique needs of large organizations, enterprise demand generation from Vparagon, helps our customers penetrate high-value markets and secure long-term, profitable relationships.
