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Case studies We work for blue chip technology and services clients in Europe and the US, including EDS, Capgemini, Microsoft, Adobe and Siemens. > Positioning: improving awareness and consideration > Attracting: building an integrated approach Adobe - targeting a business breakthrough Adobe is building on leadership in the consumer market to grow share in the enterprise market, and adopted a new business development strategy to accelerate progress. Management decided to bring previously outsourced lead generation back in house, and brought in Vector to make it happen in the UK. We worked with the four main stakeholder functions to ensure operational alignment across the business development process, delivering a fully operational demand generation function. Lead generation and qualification are now carried out as part of a single, integrated process, improving both quantity and quality of leads. This makes it easier to target winnable opportunities, improving win rates and shortening the time between first contact and sale. Vector facilitated alignment between the four key functions: Marketing, Lead Generation, Pre-Sales, and Sales, ensuring each function understands who their customers and suppliers are at any given stage in the process, and have an agreed deal covering what each stakeholder can to receive from and deliver to each other stakeholder. The result is business development based on agreed principles, delivering extremely significant improvements both in the quantity of leads and their quality, when compared to previous outsourced performance. > Winning: effective support to key bids > Monetising: profit-focused transformation > Maintaining: building and managing successful relationships | |