1. Growth Initiatives LLC Revenue-Generating Solutions
Marty Gilbert 1
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2. Who is Growth Initiatives?
We analyze, prioritize, plan and execute programs that drive incremental revenue for B2B clients
Portfolio of four solutions:
Target marketing & lead generation
New product, service & market launches
Channel partner identification & development
International expansion
Large and small company leadership background
Strong sales, marketing and general management background 2
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3. 1. Facts About Lead Generation
88% of business are using marketing for lead generation today.
US workers spend 28% of their day in their inbox.
campaign volumes rose 20% in 2012.
brings in $40 for every $1 spent on it (Direct Marketing Assoc)
SEO = $22; Internet display ads = $19; Social Networks = $13; Dir Mail = $10
Some advantages vs alternatives.
Less expensive: no postage cost, no printing cost, minimizes call centers
It’s viral: easily shared at no additional cost
Faster to market
Creates “inspirational” sales
Feeds the sales funnel
Drives web traffic
Easy to measure its effectiveness 3
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4. Lead Generation The Growth Initiatives Solution
Vertical market exploration
Customer needs analysis
Value proposition & website messaging
Database development (industry, title, company size)
Direct marketing campaign strategy and development
Campaign analytics and leads
Sales lead follow-up process 4
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5. 2. New Product Launch Facts
40% and 90% of all new products have failed over the past 25 years…
… despite that fact, 70% of executives today have cited product innovation as one of the top three drivers for business growth (Frost & Sullivan).
75% of "unique benefits" touted by firms are not perceived as having enough impact to create a product preference.
“If we build it, they will buy it” assumptions kill most new product introductions.
Market assessments, customer pain points, value proposition and product positioning are keys to new product success. 5
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6. New Product & Service Launches The Growth Initiatives Solution
A process that increases
chances for success
Process is adaptable to
products or services
Aligns customer needs
with product value
Interactive business
model with variable
assumptions
Can be utilized for entry
into new vertical mkts
with existing products 6
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7. 3. Channel Partner Facts
In 2012, 43% of IT firms received % of their revenue from channel partners (COMPTIA).
Over 50% of all high-tech sales are sold through a distributor, VAR or dealer (Maritz Motivation Solutions).
Keys to selecting the right channel partner
Channel partners are driven by revenue upside vs time commitment
Vertical market focus Technical expertise
Business model Track record for growth
Financial stability Level of contacts
Who else do they sell for? Margins partners make – yours vs others 7
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8. Channel Partner Development The Growth Initiatives Solution
Our channel partner efforts include any and all of the following activities:
Vertical market penetration through partner selection
Increasing your value proposition to gain greater partner mindshare
Channel partner management strategies, sales tools and incentives
Channel partner and direct sales team integration 8
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9. 4. International Market Expansion Facts
Only 1% of US’ 30M companies export to customers overseas where 95% of the world’s population lives.
More than 70% of the world’s purchasing power is outside the US.
US economic growth is projected to be 2-3% in 2013 while Asia Pacific’s forecast is 8%.
40% of the S&P 500’s profits come from overseas markets.
US exports likely to double from 2012 to 2015 (Obama study).
Increasing disposable income in emerging markets
Rising labor rates in foreign markets 9
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10. International Market Expansion The Growth Initiatives Solution
Market size/segmentation estimates and entry strategies
Risk-reward assessments
Local partner selection: distributors, VARs, dealers, agents
Sales and marketing plans for overseas revenue growth 10
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11. Industry Expertise
Our experience spans a breadth of industries and products. 11
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12. Target Marketing Samples Revenue-Generating Solutions12
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13. www.growthinit.com • 847.732.7400 • mgilbert@growthinit.com

14. www.growthinit.com • 847.732.7400 • mgilbert@growthinit.com

15. www.growthinit.com • 847.732.7400 • mgilbert@growthinit.com

16. Contact Us We can help you win the race to revenue growth!
Marty Gilbert Growth Initiatives LLC 16
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