- What is Demand Generation?
- Why outsource Sales and Marketing?
- What is the history behind outsourced sales and marketing?
- What are the advantages of outsourcing sales and marketing?
- How is Market Relations different from an agent or rep firm?
- How does Market Relations get paid?
- Will I lose contact or control of my business generation process if I partner with Market Relations?
The term Demand Generation is now being used to define all activities associated with creating demand for a company’s product and services. This generally is interpreted to include all traditional sales and marketing activities.
Why Outsource Sales and Marketing?
In the process of analyzing what is core to a company’s success,
effective managers are concentrating on those competencies with the highest
return. By contracting expert talent where the required expertise is not
present, management attention is not diverted from the prime
objective. Increased focus allows quicker goal attainment. 
What is the history behind outsourced sales and marketing?
Business process outsourcing has been successful for many years. Widely known areas include information technology, manufacturing, and software R&D. Many companies have always outsourced portions of their sales and marketing efforts for greater effectiveness. These include:
- Retaining consultants to develop strategic plans
- Buying a market study
- Hiring advertising agencies to create compelling awareness campaigns
- Using call centers to handle inbound and outbound lead generation, customer service, technical support, etc.
- Building trade booths with exhibition contractors and create show graphics
- Selling with manufacturer’s reps or agents to do the face to face selling effort.
- In many cases you outsource these functions because you are drawing upon the expertise of others to more cost effectively and quickly complete tasks.
Market Relations now offers single source for all of the sales and
marketing support for successful market operation.
What are the advantages of outsourcing sales and marketing?
Most people recognize that outsourcing can reduce cost, improve service, shorten time to market and decrease risk. Outsourcing can dramatically improve your effectiveness in the market place.
Outsourcing also allows management to focus on other key tasks while
keeping control of the process with a single source of accountability. An
external sales and marketing activity allows quick adjustment in the
size and cost of your business generation efforts to match the rapidly
changing market conditions. And finally, outsourcing means you actually
receive the collective efforts and wisdom of a company rather than a
single individual. You get a range of experience and expertise no one
person can provide.
How is Market Relations different from an agent or rep firm?
Market Relations provides more value than a manufacturer’s rep or an
agent because we cooperatively help you define your value proposition,
go-to-market strategy and then help you implement the plan. The plan is
fully integrated rather than simply a sales approach. Multifaceted plans
have a greater chance of success.
How does Market Relations get paid?
We can work in a variety of ways from task or milestone centered to a
percentage of downstream revenues, or a combination of techniques.
Will I lose contact or control of my business generation process if I partner with Market Relations?
Of course not! The aim of Market Relations is to strengthen your organization in areas where you do not have the expertise or are vulnerable in the market place. We report to our partners regularly with the latest developments or trends. When we can not achieve immediate contact we generally use e-mail and voice-mail systems to overcome time zone differences.
