Tectura

Tectura’s key challenge was that their sales people were highly skilled at closing new business, meaning that their experience and investment was best utilised on the latter part of the sales cycle rather than the time consuming process of opening opportunity. This left a gap in the sales cycle and had a direct impact on pipelines.  To meet their business objective of generating high quality opportunities in a complex sales arena, Tectura needed to bridge the gap between sales and marketing and maximise their return on marketing investment by outsourcing the process of identifying and nurturing quality opportunities.

Clarify has undertaken two industry-aligned sales cycle development programmes, each lasting over 3 years. They managed a detailed database of target companies and profiling their IT landscape and current business challenges to identify and develop pain led business opportunity aligned to Tectura solutions. Longer term opportunities are engaged and nurtured in a timely manner to keep warm until ready for sales handover 

Focusing on particular industries has allowed Clarify to gain deep insights into the business challenges these organisations face and how best to respond, putting them in a unique position to add value to Tectura by providing trend information. With this first hand knowledge direct from their target audience, Tectura can ensure their messaging is topical and relevant to improve their overall impact.

Clarify allows Tectura’s sales people to focus on the highest added value for them of closing business.