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ICT project? How to select the right partner

15 Mar
Published by gruti
How to select the right partner

Last quarter of year 2012 at Helios Marketing Solutions we have successfully completed in excess of 40 lead generation campaigns producing a staggering volume of fully qualified sales opportunity (368 qualified leads, 265 nurture leads, 125 generic leads) contacting more than 10K final users. The target market for those campaigns was SMB companies. The feedback collated from those calls has been analysed and processed in order to explore possible improvements in the service offer either from Helios or from our clients. Amongst many other key points there was a clear indication on the difficulties that a small company finds in selecting a short list of ICT partners to contact in order to kick off a new technology related project. Todays’ market is governed by megabrands who are operating globally offering at the same time advantages with regards to the quality of the products and prices and disadvantages when it comes down to service and products/service comparison. In fact a IT manager or a manager acting as ICT project leader until now could only search ICT partners by brand without the opportunity of having a synoptic vision of the full range of products and brands that a particular partner is offering. This often resulted in delays and ultimately in a higher expenditure of resources from the final user. At the same time Multi-brand ICT partners suffer from the difficulties of reaching their target market with a complete offer. In order to counter balance this situation the biggest ICT partners are forced to invest capital in order to advertise their business not so much to a wider public, but to portrait a wider perspective on their company to their audience. Those investments usually are spread on the cost of products and services and therefore absorbed by the final user. LocatorIT , Helios’ latest product, address just that. It is a portal created around Helios’ database collecting information of thousands of ICT partners in Europe reporting on all the brands and category products they sell. The final user has the possibility to use basic/advanced searches selecting the relevant option using one of the menu tabs provided. The basic search is centred on geographical criteria offering quick and intuitive opportunity to filter the database. The advanced option, on the other hand, offers the possibility to the final user of further drill down into the database by clicking on the more option link in order to expose on the screen additional filters related to product categories and partner type. The result of the search will bring on the screen a list of companies that responds to the criteria set. Each single company has the name formatted as hyperlink that once clicked leads to the company page where there is a geo-location map with the option for driving directions, and if available a downloadable pdf with offers and company presentation supplied by that particular partner. LocatorIT is today the first and only tool to have a complete vision on the ICT partner’s landscape.


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