Our clients typically have brilliant, capable, and experienced professionals on staff. While they don’t usually have time to spare, even if they do, FirstRev delivers results that simply can’t be duplicated in-house. Our entire company is built around engaging a potential customer and extracting, from them, everything there is to know about what they need, why they need it, and how to sell it to them.
3rd Party: As a 3rd party, your potential customers give us the latitude necessary to explore and understand their environment. Customers don’t like sales people digging into the reasons behind decisions, and they’re hesitant to deliver bad news to marketing or product development managers. A vendor will always be viewed as a vendor. They just can’t get on the inside.
Skill Set:We possess a unique blend of sales, marketing, and product development skills. Marketing professionals are frequently uncomfortable cold calling a top executive. Sales professionals aren’t used to asking lots of questions. With backgrounds in all three disciplines, we understand what can and can’t be done with a technology, what makes it compelling, and what sells it.
In depth, high level discussions: We don’t do surveys and we don’t do focus groups. Misleading information is worse than no information. We dig into the customer’s reasoning behind what they tell us. From our experience 2 out of 10 potential customers have a real grasp on their industry’s needs and drivers. Another 4 out of 10 are intelligent followers, and the last 4 out of 10 have no clue. We want to make sure you base decisions on the 2.
New potential customers, not existing customers:We talk to new potential customers, not just those with which our clients have an existing relationship. New customers will show us the same hurdles and objections your sales force sees when they sell. When we understand the true hurdles, we can develop paths around them.
Existing Contacts: Our contact database of literally thousands of Director, VP, and C level executives allows us to quickly develop a solid base of knowledge on which to build. Ultimately a sales process must stand in its own, without relying on relationships. However, in the early stages of process creation, the ability to solicit help from top executives we have worked with in the past is invaluable.
Experience: We focus strictly on new technologies in the government, large enterprise, or carrier markets. We have taken hundreds of new products into these same markets. We know the verticals. We know the purchasing processes. We know the organizational structures. We know the early adopters and we know the laggards.
Speed of Delivery: Our depth of background knowledge allows us to deliver results almost immediately. Within one or two days of beginning an engagement we will have taken our clients product into a number of potential customers. While we understand all the relevant technologies, as a 3rd party, we are not expected to have to same level of product knowledge an employee must have. We can dig in and start getting answers today.
