Growth Stories
How we took Cooperative Systems through ongoing stages of sales and marketing growth even after COVID threw the MSP industry a curveball.
Since 1993, Cooperative Systems has assisted small and medium businesses across New England to achieve their goals with the use of technology through their NOAH services. Their highly customizable and adaptive NOAH managed technology services monitor and maintain clients’ environments while providing fast support. They help clients stay ahead of the threats landscape with their cybersecurity expertise and strong network of partners.
Their growth goals led them to seek out an experienced sales and marketing partner specializing in the MSP space. We helped them streamline and mature their sales processes while delivering high quality content to increase their lead generation and help them close business.
What we did
First off, we helped them develop and dial in their brand voice using a StoryBrand based process. Then, we worked with them to create their ideal buyer personas to clarify their target audience. We also worked to establish their overall marketing and sales alignment, which included hiring and training an independent sales representative (ISR). The ISR increased their sales process efficiency by setting appointments and conducting conversations that moved prospects along their sales funnel.
In addition, we coached their marketing coordinator in how to better leverage an integrated marketing approach to drive their company’s growth. Part of their growth strategy included launching their data center solution following an acquisition. We guided them through their product launch using our Specialization, Verticalization, and Productization (SVP) process.
Lastly, we helped them stay relevant during COVID by switching them to a marketing strategy that focused primarily on educating clients about IT services and how it’ll help solve their problems. Our tactics included more educational short-form videos, SEO centric blog copy, regular webinars, 100K annual emails and a monthly email newsletter.
The results
We helped create and foster better communication with current clients, educate new buyers and developed copy that converted leads thereby increasing their sales.
How we took Parallel Tech from unclear and unfocused to a streamlined sales and marketing process that increased client and prospects engagement and helped them close more business.
Parallel Technologies empowers businesses through intelligent building design. They are a single source provider of intelligent building design solutions for commercial, enterprise and government entities. Their depth of understanding, technical expertise and experience in critical infrastructure means they design smart, efficient and cost- effective intelligent building solutions.
They were struggling to connect consistently and effectively with their clients and prospects due to unclear messaging and a confusing website. We led them through a brand voice process that helped clarify their message, overhaul their website copy and launched a video marketing initiative that resonated more with their target audiences.
What we did
Using the StoryBrand process as a basis, we led them through a series of brand voice, narrative based exercises to clarify their messaging. Once they had a better understanding and sense of their brand identity, we rewrote the copy for their entire website to stay “on brand.” We coached their marketing coordinator in how to leverage their integrated marketing strategy to grow their physical security practice and vaping practice. This helped them drive Marketing Qualified Leads (MQL’s) to their sales teams.
In addition, after COVID hit, we pivoted their video marketing strategy to focus on educating their clients and prospects. This included creating SEO rich blog content. We wrote and helped them deliver over 60,000 emails via four campaigns. We created conversion driving sales copy to help them close more business and we helped them promote multiple virtual educational events that increased buyer engagement.
The results
How we helped iT Valuations (iTV) move from a startup to mid-level size business using sales and marketing growth strategies and tactics.
IT Valuations has been specializing in business valuations for the IT services and technology industry for over 25 years. They are experts in certified business valuation, Stage 1 and 2 intermediation, M&A readiness review and business value transformation. Also, they offer both buyer and seller representation.
What we did
iT Valuations CEO, Reed Warren, wanted growth. He knew he needed expert sales and marketing that specialized in the IT industry to develop a robust roster of clients. As with most of our clients, we led them through our brand voice and identity process using the StoryBrand framework as a foundation. We helped position them as the guide to their clients’ hero journeys. This process helped us to clarify their messaging as well as their ideal buyers. After we dialed this in, we helped organized their list of 50K+ email contacts. Our strategy was to focus on long-form email content to drive leads, sales, and fill their pipeline. Our tactics included organic SEO, SEO centric blog copy, regular channel marketing partnerships, and a strong email marketing strategy and execution.
The results
iTV had strong alignment between their sales and marketing teams, which drove more leads into their pipeline making it easier to close business. Also, our SEO efforts helped make iT Valuations the #1 page ranked firm in their marketplace. iT Valuations tripled in growth through pragmatic email marketing tactics, streamlined their process for consistent communication touchpoints with their target audience, and created trust and authority through multiple channel relationships.
How we took AIMS from a plateau to reinvigorated growth via an overhaul of their sales and marketing plan, process and execution.
AIMS has 50+ years in the wholesale petroleum distribution technology industry. As a well-respected and mid-sized accounting software SaaS, they’re dedicated to helping other mid-sized family businesses save money and gain key financial insights through they’re multiple offerings and automation tools.
After tragically losing their Marketing Director, they were struggling to maintain a coherent and growth accelerating marketing strategy and plan while also searching for a replacement. They reached out to us for help.
What we did
We helped them document, implement and execute a proven, scalable sales and marketing process and plan. This enabled them to find the right fit sales staff to help drive revenue. We coached their sales staff in best CRM prospect tracking and LinkedIn Sales Navigator practices to consistently engage with prospects over time. This was critical due to the buyer’s longer decision-making timeline.
In addition, we led them through a brand voice and identity process, which resulted in a complete redesign and rewrite of their website to better attract their ideal buyers. We also wrote educational email campaigns to engage their contact lists, created SEO rich blogs to attract and drive traffic to their website, wrote social media posts for their various channels and helped them published a monthly digital newsletter to their subscribers.
The results
After following the new marketing plan, finding the right fit sales staff and implementing their clear and compelling messaging, they had two large enterprise-level sales. In addition, they continue to cultivate warm leads to feed their sales pipeline.
How we took Dega System’s sales and marketing strategy and execution from wall flower to revenue generating in three months.
Founded in 2001, Dega Systems provides stress free managed IT services for nonprofits and for–profit companies alike. They’re passionate about helping those whose job and mission is to change the world for the better. Lastly, they’re a Minority/Women-owned Business Enterprise (MWBE) certified and serve the greater New York/New Jersey region and beyond.
They were trying to grow their business by piecing together disparate marketing tactics and methodologies to increase brand awareness and lead generation but were struggling to make it past their revenue plateau.
What we did
We documented their overall sales and marketing process while providing mentorship and guidance on clear messaging, social media, and a proven video creation strategy. We redesigned and rewrote the copy for their website (click here for before and after images) using the StoryBrand methodology, aka client-centric content.
We helped them create a contacts list and email campaigns that spoke directly to the clients’ problems and how they could help solve them. We also helped guide them in their social media, video and webinar strategies. In addition, we trained the CEO in how to use LinkedIn Sales Navigator and then worked with him to dial in his process.
Lastly, we sent 10,000+ emails for their inaugural email campaign.
The results
“We’d highly recommend Dave to any MSP or tech firm looking for great marketing leadership. We really appreciate his approach and process.”
Jason Etheridge, President, Logicspeak
“Dave’s leadership and marketing wisdom has helped us align our sales and marketing. His approach has been a strategic and focused one, instead of a typical spray-and-pray approach of so many other marketers. We’d highly recommend Dave and his team to any IT Services business.”
Scott Spatz, President, Cooperative Systems
Based in Minneapolis, MN, and Fargo, ND.