Market Definition:

When products are mature and the market is well understood, market definition activities are primarily related to evolutionary market expansion and ongoing competitive differentiation. However, when introducing new and perhaps disruptive technologies where markets are not known or may not be fully established, targeting the optimum market with the right message can make the difference between fortune and foreclosure. In such cases, it is important the target market and message be refined iteratively as the best market is often not the first one selected. When undertaking such "trial and error" activities, a highly cost-effective approach is critical to avoid over-investment before a sustainable revenue stream can be established. Soloquent works collaboratively with senior management to identify various market approaches and implement cost-conscious programs with operational support to accelerate successful implementation.

Channel Enablement:

Selecting the best means of engaging and supporting a customer sales cycle can be complex. Direct sales organizations can be highly responsive yet expensive to build and maintain. Leveraging third party channels can be more cost-effective yet can take considerable time to recruit, launch, and become productive. Soloquent offers extensive experience in the development and management of both direct and channel sales organizations and can assist in the selection, launch and implementation of the optimum approach.

Channel Optimization:

Increasing the performance of a sales channel involves much more than recruiting new staff, providing periodic sales training, or offering end-of-quarter promotions. Both direct and third party channels need focused and actionable programs with supporting tools to help them engage more customers with the right message at the right time. Top sales executives build their own tools at the cost to valuable selling time. Average performers rely on traditional baseline collaterals and often do poorly. Soloquent provides a wealth of experience in developing and implementing a wide range of programs and tools that drive higher levels of sales performance.