Industry Quote

‘A previous attempt to implement a sales methodology within our organisation resulted in very low acceptance within the sales team. The method was too cumbersome and not suited to their environment. Perpetos convinced us to do the exercise again, this time using their expertise – and we are very pleased we agreed to do so. Our sales people are now relieved and enthusiastic about the Perpetos methodology and the way they approach implementation, as well as with the support provided. I am looking forward to seeing the impact on our financial results.’
VP Sales, a company specialised in solutions for digital pay television and secured content distribution

Scalable market segmentation

    B2B technology companies typically tend to segment into vertical markets, whereas alternative segmentation strategies can offer great opportunities to maximise their potential. As a result, many businesses are faced with the same recurring challenges. Perpetos supports technology companies by transforming their segmentation strategy into a scalable model.
     

    Segmentation based on common pains

    Reconsider segmenting in vertical markets. Instead, define your unique value proposition and evaluate which of your customers’ pains or needs the proposition can solve. Then find out which customers experience these pains in common, and focus of these segments. The results:

      • Definition of your unique value proposition
      • Selection of customers whose needs or pains you can solve immediately
      • Segmentation in terms of customers experiencing these needs and pains
        in common
      • Focus on these segments

      Perpetos customers who switched to segmentation based on common pains and needs of prospective buyers, have achieved the following results:

        • Hit rates rose by as much as 75%, depending on the extent of differentiation
        • Cost of sales fell by a minimum of 22% 

        Scalable segmentation simplifies operations and maximises effectiveness

        Scalable market segmentation reduces the effort and cost required to approach new business prospects, with maximum effectiveness:

          • Identify the key roles experiencing the greatest pain
            which you can solve with your solution, and focus on these
          • Your unique value proposition will be the foundation for all sales support material
          • Set up a sales kit for each segment, and by key contact
          • Update your database focussing on your prospects’ pains
            and their readiness to buy

          Sales and Marketing learn to speak a common language

          By implementing scalable market segmentation, Sales and Marketing will be able to work towards a common goal: maximising sales potential. They learn to speak a common language because they are using the same criteria for your unique value proposition and a uniform picture of your prospects and their buying criteria. This is key to your company’s success.
           

          How scalable is your company?
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          Scalable market segmentation reduces the effort and cost required to approach new business prospects, with maximum effectiveness.

          Integrated solution

          In this area, you will find a selection of solution components to support technology companies in maximising their growth potential. In some instances, it is of value to examine companies in depth and, based on that diagnosis, put integrated solutions into place. Read more