Demand Generation Services

Marcom Productions helps technology companies turbocharge their marketing performance.

Demand generation is all about cultivating leads into sales-ready opportunities. There is an adage that says only three percent of potential buyers are in the market to buy immediately.
​The other 97% must be nurtured; they must be walked into and through the buying process on their own terms. Effective demand generation strategies include an ongoing lead nurturing program and a systematic lead management process.

Marcom Productions helps technology companies develop and execute effective demand generation strategies. We work with clients to engage leads with relevant content, and the processes to prioritize leads and qualify leads. As a result, the sales team receives higher quality leads, and closes more deals, faster.

Lead Nurturing 
You need to make lead nurturing a priority if: 

• Your technology product or service is a "considered purchase" 
• Buyers in your target customer segments need information that will help them understand industry trends and issues, justify a business case, or set buying criteria for a solution evaluation 
• It is critical that your brand be perceived as an industry "thought-leader" 

A consistent lead nurturing program is the best demand generation approach to build rapport, credibility, and trust.

Lead Management 
You need to make lead management a priority if:

• The sales team complains about the quality of leads
• The marketing team loses visibility of leads after delivery to the sales team
• "B" and "C" leads are not recycled back into the lead nurturing process

A systematic lead management process is critical to turbocharging marketing performance. 

Marcom Productions uses a proven workshop-based methodology to collaboratively develop your demand generation marketing strategy. Once developed, we can augment your marketing staff to execute and optimize.

Demand Generation Strategy Workshops
Marcom Productions will facilitate one or more workshops with your marketing and sales teams to guide you through the demand generation planning process, including:

Lead Nurturing Plan

• Define the measurable goals and objectives of the lead nurturing program
• Define your target customer segments' buying personas
• Identify your key buyer roles' information needs in each customer lifecycle stage
• Audit your current information assets
• Develop your content editorial calendar
• Audit your current lead nurturing channels
• Develop your lead nurturing flowchart for each channel
• Develop your measurement and analysis criteria
• Audit your current CRM and lead nurturing technologies

Lead Management Plan

• Define the measurable goals and objectives of the lead management plan
• Audit the marketing and sales process flowchart
• Build consensus on standard criteria for evaluating / scoring leads
• Build consensus on the definition of what constitutes a sales-ready lead 
• Define the process for reclaiming dormant leads to the lead nurturing process
• Develop your lead management measurement and analysis criteria
• Audit your current CRM and lead management technologies

Demand Generation Deployment Services
Marcom Productions can augment your marketing resources to deploy the demand generation strategy. We are a network of marketing professionals that provide hands-on expertise to help you achieve your demand generation goals. The Marcom Productions marketing service provider (MSP) network specializes in the full spectrum of digital marketing and traditional marketing disciplines, and the selection, implementation, and training of lead management systems.

Next Step: Let's schedule a short call to explore more. 
Thinking about augmenting your current marketing resources to generate more sales qualified leads? Let's explore whether the Demand Generation Strategy Workshop is right for your company.