Online marketing provider

Project 3 - Partner engagement

See also

Project 1 - Website optimisation Project 2 - Market development

Background

This Australian site was an online market with innovative functionality and appeal to individuals, businesses, organizations and communities. In previous projects we had revised their website and promotional tools, increased their visitation rate by 300% and gained a regional community as a model site for expansion.

Our client then sought to find business customers to licence its functionality.

Challenge

To test market trading functionality and progress prospects to negotiation with our client.

Solution

 We:

• Created a new corporate image to position the offering for business
• Researched 60 organisations for need for our client’s service
• Developed generic solution and business case templates including revenue stream, that could be customised to individual businesses
• Cold prospected 50 organisations on behalf of our client  (national and multinational businesses and associations)
• Customised and send tools to each of them to define our client’s case
• Followed up and managed transition to our client.

Results

In 3 weeks:

• 3 major organisations out of 50 were in discussion with our client
• 24 more were evaluating the business case.

In 3 more weeks our client was in negotiation with:

• 1 major motoring organisation
• 1 national rural marketer
• 1 national boating association

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