Thought Leadership Formalisation
Thought Leadership needs the formalisation of a Sales Plan to drive new business and coordinate the resources of marketing with the aims of a sales team in achieving a differentiated position with target accounts and market sectors. This may also apply in a principal and alliance relationship to focus mutual resources.
After an initial briefing, IDL will develop a Thought Leadership Sales Plan to meet the IT vendor business goals. The Sales Plan will be researched by IDL and include formalised IT solution, target accounts, influencers, business case and an action plan.
Alliance Sales Plan
When an IT vendor has an alliance program, IDL will generate an integrated Alliance Sales Plan to similarly focus resources to meet mutually agreed goals for the alliance partner. The IDL recommended solution framework will include the assets of both alliance partners in a formalised architecture and the target accounts will leverage references and relationships to accelerate results.
IDL will recommend the Sales Plan solution alignment to the latest best practice frameworks to reduce the cost and risk of performance. This adds another challenging aspect of the sales engagement by introducing the target client to new best practice models that support a lower cost and risk for investment.