As we were discussing the channel development of T&M industry on the patterns of eCommerce startups in previous blogs, lot of ideas came to mind.The problem of a matured industry can be seen from various angles: People,Product,Pricing strategy and Promotion and channel Productivity.Nowadays the fashion is to emulate business through Social Networking and make a bigger and bigger universe of prospects in various verticals.How such a concept can be deployed for box and systems T&M products is key to emulating Social Networking way?
Generally it is assumed that the test products-boxes and portables- are bought by engineers working in identified large verticals ,like Defense,Telecom,Railways and Telecom and Healthcare.These verticals are identified and spelt out by data driven from Government Budget Allocations to these verticals over the successive 5 year plans and the trade statistics.Now our social networking concepts can be applied to all these verticals to reach the Engineers working in these sectors and back target them through marketing and promotions.Some of the data like targeted prospects can be reached through Directories of all Personnels in the admin systems of these and other data through mobile and emails intersections.Mobile Apps or similar media tools can be used as the basic platform for reaching the audience.Internet ,Web and the OTT are available to reach maximum number of targets in these individual market verticals.
Design of various CRM systems and software is necessary for impact maximization of these marketing programs.Various small developers like Anvesha and Applicate are in the market for addressing the markets.Or we can go to a mega supplier of Software and services in the CRM space.
Whatever CRM may we deploy,the basics of reaching a prospect remain same.The Contact,Qualify,Investigate,Present,Close and Selling to Community remain as they are deployed in personal selling the product.So important thing is we reach all the buying influences within a sector,let all sense what we are selling and use our "go to market" strategies in such a way that our selling and the verticals buying processes match.Opportunities and our Preparation intersection will always lead to creation of market and Business Money!
I will be interested in knowing if any of you are ready to sell your products and services through these eCommerce techniques? Share the experience and let me know if these worked for you?
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