How much should a Software House pay to ensure a lead position for every New Business opportunity in their market place?

27 January 2009

This was just the question asked by one of E2W’s “new win” clients. As a leading provider of cross-asset, front- to- back portfolio & risk management technology, this prestigious new client has retained E2W with the confidence that E2W have a proven track record of ensuring that their clients are in a prime position to win New Business in their core market.

When assessing their marketing budget this new client had two choices – exhibit at two industry conferences and simply hope to meet some potential new clients or retain E2W to;

• Identify all the decision makers are in their target market place
• Ensure that these critical decision makers know them
• Concentrate on winning new business in the knowledge that key decision makers are being sustainably, consistently and professionally touched and that critical data is captured from that process

The costs associated with both options were roughly equal. Not surprisingly the client retained E2W.

Mark Freed, Director E2W, commented. “We are delighted to add this new client to our growing list of software houses who operate in the complex financial markets. In today’s challenging and turbulent market, securing high awareness levels, generating and capturing interest are paramount. Retaining E2W to do this secures our clients the valuable opportunity to be involved in ALL New Business opportunities in their core markets.”

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