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Integrated process

How does GISTICS use white papers, webcasts, regional seminars, and solutioneering workshops to drive new market creation?

We maximize deal flows using structured, scalable, and flexible programs to meet or exceed client criteria for value, satisfaction, and quality.

The figure below depicts a comprehensive overview of our deal flow process. Integrated deal flow processes maximize return on investment --
Messaging Programs
All strategic messaging starts with crisp and easily under Customer Value Proposition, placed in a competitive market of alternatives. Often the development of a messaging program starts with visual depiction of a particular business entity with industry value chain or larger and more complex business ecosystem. In the case of enterprise software, strategic messaging includes a CIO blueprint (a SOA-based business architecture also known as a solution architecture)—how business executives at end-use enterprises envision and rationalize what they already have in place, what they need over the short to mid-term, and what they plan to build, buy, or rent. Given the complexity of most enterprise solutions, messaging programs must also address the needs of independent consultants—this often entails a certified consultants program.
Strategic Attractors
Business development and lead generation require opt-in premiums that we offer in exchange for potential buyers and partners sharing their contact details and buying criteria. We use a variety of customized and off-the-shelf white papers, primers, and monographs as well as a variety of webinars, webcasts, and teleconference roundtables. However, we have found that wall-mounted posters (four to five feet tall and six to 12 feet long) often become the most sought-after and, therefore, most effective opt-in premiums. The figure below depicts one example of how we generate leads with an opt-in premium. Perhaps you received it?
Executive invitation
Targeted Outreach
Awareness, reach, and engagement entail two well-known and proven direct response techniques: 1. Database marketing that use in-house and rented lists. 2. Search engine marketing that use search-optimized content, landing pages, and specialized executive portals. However, when combined with thought leadership, social networking, and conversational content at a network of microsites, we often realized a response "lift" of two to five times greater than most vendors achieve.
Opportunity Discovery
Social networking sites such as LinkedIn with large professional groups (below) enable members to personally email any other member, specific-to-the-firm and specific-to-a-job-title). These LinkedIn (LI) Groups have combined memberships of 300,000-plus executives:
  • emarketing Association Network (182,0000)
  • Marketing and PR Innovators (71,000)
  • Online Advertising Professionals (47,000)
  • Social Media Marketing (45,000)
  • CM Pros (12,000)
  • Technology Marketing Community (12,000)
  • CMO Council (8,000)
  • Online Marketing (7,500)
  • Search Marketing Salon (7,000)
  • Inside CRM (5,500)
  • Marketing Operations (2,000)
The figure below depicts how one investment scenario and paybacks. Deal flow model for microsites --
Concept Markets
We use the term "concept market" to connote the importance building conversations among buyers and sellers. Why is this important? All markets start as conversations. In new markets, these conversations start with potential buyers and prospective sellers. Often the buyer exchange insights and business criteria for seller's technical frameworks and ways of describing problems and solutions. Markets grow when these conversations develop shared vocabularies, reassuring stories, and easily understood patterns of success. Market demand explodes for your products when hundreds of focused and informed buyers join in the persistent and global conversation, especially those conversations led by your successful customers, master practitioners who have deployed your products, and recognized innovation leaders who acknowledge your leadership. That's why we promises to initiate, structure, publish, and socialize the conversational marketspace for your products and offerings, using an ingenious combination of thought leadership, social media, interviews and roundtables, and digital engagement techniques (social networking, SEO, webinars, Twitter, downloads, etc.) to activate new customer accounts for you and your partners.
Stakeholder Profiling
This phase entails the transfer of qualified leads to your team, including automated publishing of Web-to-lead data from our CRM system into your CRM system.
Softlaunch program
These programs represent traditional approaches with a few ingenious additions. Q&A teleconferences now only enable customer and buyers to ask typical purchase decision-making questions. Edited transcripts of these sessions yield valuable content, ready to post in the blogstream of conversational microsite. Guerilla demo theaters harness the "crowd sourcing" of social networks, fueled by brown-bag lunches and end-of-day social mixers, to activate conversations and meet potential partners or buyers. The term demo theater emphasizes the idea that for many products, buyer "just got to see it action" before they can really engage. So, we set up demos! Leadership academies represent private, onsite briefings and planning workshops—a great way to speed closing of "more or less done deals" but for a few holdouts in the account's purchase-decision influence team.
Solutioneering workshops
These workshops combine the best parts of user conferences, user groups, and business development seminars: satisfied and accomplished users that coach other customers-in-process and buyers in how to make the case for your technology, get it funded, deployed and fully operational. Yep. It can be that easy.
So contact me: Michael Moon, CEO, GISTICS Incorporated
 4171 Piedmont Avenue, Suite 210, Oakland, CA 94611 USA Tel +1 510.450.9999 | Mobile +1 415.509.5023 | Fax +1 510.450.0954