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‘Six Deliverables’ Methodology Expands Marketing’s Responsibility Beyond Lead GenerationATLANTA (October 25, 2005) – PointClear LLC (www.pointclear.com), the Business Prospect Outsourcing company and a leading provider of outsourced Sales Opportunity Management (SOM) solutions for companies with complex sales processes, today announced its proven lead management methodology that produces high-value sales opportunities. PointClear’s ‘Six Deliverables’ lead management process helps drive client revenue by providing marketing with expanded, strategic processes to address six critical areas that can help produce sales opportunities: prospect data warehouse, prospect data enhancement, prospect segmentation, opportunity qualification and nurturing, distribution of sales opportunities, and opportunity validation. Rather than simply focusing on demand creation or lead generation, PointClear’s expanded value-driven approach provides its clients with ready buyers needed to drive revenue; with clear market identification and broad market coverage; and with sales forecast predictability and surety. The PointClear methodology is in line with recommendations made by Gartner in an April 2005 report. According to Gartner Analyst Kimberly Collins, “Marketing’s role in the lead management process is often viewed as demand creation or lead generation. To better support sales’ ability to drive revenue, marketing needs to broaden its role in lead collection, qualification, prioritization, augmentation and distribution.” (Marketing’s Lead Management Role Expands Beyond Lead Generation, Kimberly Collins, Gartner, April 5, 2005). ”The latest thinking on lead management validates what PointClear has been doing since our inception—helping marketing close the gap with sales by extending its responsibility beyond lead generation to business opportunity development and sales execution,” said Dan McDade, president of PointClear. “Far too many companies evaluate marketing’s success by the number of leads their programs generate, when the true measure should be on how well marketing creates sales opportunities that have a high potential of developing into sales.” PointClear has used its proven Six Deliverables methodology to deliver ready buyers to dozens of technology and healthcare industry companies. By implementing PointClear’s strategic approach to producing high value prospects, companies can reduce marketing dollar waste while producing results that directly impact revenue. About PointClearHeadquartered in Norcross, GA, PointClear (www.pointclear.com), the Business Prospect Outsourcing company, provides lead generation and sales opportunity management solutions for companies such as Arrow, Capgemini, Cognos, D&B, Lanier, StorageTek and Sun Microsystems. PointClear’s expert team of sales and marketing professionals delivers the sales opportunities clients need to grow revenue, correctly covers client markets and adds predictability and surety to client forecasts. PointClear's comprehensive portfolio of outcome-based marketing services includes: building marketing databases, multi-channel prospecting programs, prospect profiling, fulfillment and e-fulfillment, list segmentation, target market intelligence and ROI analysis. Contact: |
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