International Marketing & Sales Associates

Top Line Results

IMSA's success comes from analyzing the sales and marketing requirements of companies, and addressing those individual needs with the right mix of consulting and services skills. Through outsourcing and partnering IMSA is able to cover the full spectrum of sales and marketing needs to help every client company, small and large, reach its most important goal, Revenue Generation.

Here are a few of IMSA's success stories:

Developed and launched a new product line working with three separate Hitachi Divisions

Requirements included helping to define a market opportunity, recommending a product concept, specifying requirements for the new product line, and building a marketing sales and service model to support the new product line. IMSA accomplished this using a team of 1 to- 8 personnel and partner firms over a period of 22 months. The IMSA team built an early adopter and partner program in parallel with the launch of the new product line. IMSA and its partners secured 12 early adopter sites, and signed up 5 partners - two of them from the top of the target list and Global 100 firms.

Developed and Produced Television Special, 'Dine Around San Mateo 2007'

Successfully relaunched Smart Disk Computer Systems

A security token company which had no marketing or sales personnel, Smart Disk was eager to relaunch itself into the market after an initial failed attempt. IMSA installed a marketing team, entirely outsourced from IMSA personnel and partners, and restructured the business plan, branded the new entity, targeted its go-to-market partners, and launch programs. IMSA also executed those programs, including a deal with Tech Data, helped to introduce qualified manufacturing resources; and developed the marketing and sales literature. The IMSA team prepared and ran the launch event at the Annual RSA Security Conference.

Developed a sales pipe line for Zefer

To help Zefer, an e-integrator in need of sales and sales planning, the IMSA team developed a sales strategy, created an alliance plan, recruited key partners, and was instrumental in selling one of their largest deals.

Researched a new business alliance opportunity for Tivoli, a software division of IBM

Tivoli was preparing to enter into a mid-tier product offering and needed partners for this effort. The IMSA team designed and developed a survey form, then used the form to interview approximately 75 potential partners. These interviews were so successful that over thirty new partnering opportunities were discovered for Tivoli.

Created a new partner co-marketing program from Sun Microsystems

IMSA analyzed client requirements and developed a new partner program for the Sun ISV community to support co-marketing requirements defined by the partners. Sun's partners indicated a high desire to participate in the area of event cooperative marketing. The IMSA team created the frame work and developed key strategies to deliver an effective offering at trade show events. This effort optimized the value and results for partners while ensuring a cost effective alternative to minimize the resource utilization from Sun. The end result provided measurable revenue generation, and greater prospect awareness of the combined value propositions that Sun and its partners delivered.

Demand creation & team selling that delivers for Jefferson Wells International

Jefferson Wells International (JWI) is a financial consulting firm whose parent company is Manpower Inc. JWI focuses on key areas of internal audit such as Sarbanes-Oxley, tax & IT auditing. In opening their Northern California operations the company realized it lacked market visibility in this geography. In addition, with rapid hiring it was imperative to build a team-selling competency with the highly skilled domain experts and their business development teammates to gain traction in the market.

The International Marketing & Sales Associates (IMSA) team built a specialized CFO level direct demand creation program to deliver meaningful information regarding JWI’s specific practice area competencies and the value that represented to the prospective clients. A combination of proven, specialized techniques was used to insure the demand creation program gained the attention of the decision makers. This custom developed program produces over 50% of the accounts in their sales forecast. This level of response has helped drive the organization to achieve an average of 43% quarter over quarter growth in revenue since the implementation of this powerful IMSA program. Jefferson Wells International Northern California personnel now use the format & process on their own to target areas of opportunity.

As a follow-on project, to optimize face-to-face team selling success in developing new accounts, IMSA designed and facilitated a cooperative learning session. The JWI personnel and IMSA worked together to develop a common set of messages, processes and methodologies to deliver greater success in their team selling efforts from prospective client interactions.

The Managing Director of Jefferson Wells’ Northern California Region, Mark Viego, described the results this way:

"IMSA provided cutting-edge techniques to take our sales team to the next level. They detailed new and creative strategies, which increased our effectiveness at penetrating new accounts resulting in a significant increase to our top-line revenue growth. I would whole-heartedly recommend IMSA for any organization seeking to bolster the results of their sales and marketing efforts."