Also available in ready-to-implement kits.
Also available in ready-to-implement kits.
Market Warfare book available in E-Version at this AMAZON link:
https://www.amazon.com/dp/B07XMDYHL3
Target Action Plan (TAP™)
This focused program increases your Company's visibility in key Industry segments or Vertical Markets. It is designed to put you in touch with influential Industry Groups, key Media sources, major Accounts, potential Channel/Strategic Alliance Partners, etc., to impact Strategic Positioning and Success. PMG has developed a rich contact network and expertise in many of the Target Industries and Market Segments that our Client Companies serve. VIA™ is useful to build position and an opportunity base in new Target Markets or to expand position in existing target segments.
An example of VIA™ at work: A small, equipment manufacturer was recovering from a downturn in their business. The historical formula was to provide general-purpose products with no Industry specialization. The company decided to focus on the Defense & Military Market, although they had little traction and experience. PMG developed a program called "Mission-Ready COTS," which positioned the company as a flexible, Life-Cycle Partner. The program generated 34 new customers, with design-wins representing $4.8 Million of future, deployable business.
Strategic Formulation Program (SFP™)
Competitive Positioning Workshop (CPW™)
This program is a dedicated, Competitive Attack Campaign that exploits the installed base of your Competition to create "Replacement" opportunities that fit your Company's products and services. The program elements include comprehensive Account Plans/Strategies, Competitive Analysis tools, Tactical Implementation Guide, Prospect data, Direct-response collateral, Qualified leads, Sales aids and support material.
An example of CRP™ in action: A systems supplier commissioned PMG to do a Market Survey to understand how the Competitive landscape had changed. PMG's findings indicated that several competitors were regrouping and targeting new markets. As a result, these competitors were less responsive to their installed base. An opportunity existed to attack the competitors' installed base, with an "Unhook Program." A Competitive Replacement Program (CRP™) deemed "Mission Possible" was implemented worldwide. The Program wreaked havoc on the competition and "caught them sleeping." Within the first nine (9) months, the Program generated $4.6 Million of new sales at the competitors' expense.
CRP™ is also available in an affordable, Ready-to-Implement Kit for the Do-It-Yourself User (as pictured above).
Our core business is to design, develop and implement Market Programs based on sound and proven methodologies, approaches and process orientation. PMG has also translated its core Market Programs into affordable ready-to-implement kits designed for the Do-It-Yourself User. Here is the Market Programs mix and our areas of expertise:
Vertical Industry Awareness Program (VIA™)
Contact Us: 603-320-4593
This book is basic training for business combat and provides field-proven approaches to develop new business and outmaneuver the competition. The book has been selected by "Winner's Circle," as one of the best Marketing works and cited that "every chapter provides millions of dollars of opportunity potential that any company can master."
The Market Warfare book is endorsed by Industry heavies:
“Ed Hennessy tells you all the things you must know about your competitors - things they pray you'll never learn." --Jay Conrad Levinson, author of the international bestselling Guerrilla Marketing series
"In the rough and tumble marketing wars, Ed Hennessy is my Yoda." --Gary K. Wolf, author of the award-winning book, which fueled the blockbuster Disney movie, “Who Framed Roger Rabbit?"
Target Opportunity Program (TOP™) - B2B
Product Opportunity Program (POP™)
This program is referred to, as the "Missing Link." TAP™ is a Goal & Priority-Setting Process that is the bridge, between Strategy and Implementation. Most Companies have brilliant Strategies, however they struggle with Implementation and Execution. TAP™ provides the vehicle to put the Strategy to work by "translating" the Strategy into terms that can be understood at the Operating Level and putting an Action Planning Process in-place. TAP™ is designed to focus on the "Critical Success Factors," which are the roots of Success. TAP™ takes participants thru a process that evaluates current workload & priorities, matches them to defined Critical Success Factors (CSFs) and then, redefines, reprioritizes and scrubs them to be consistent and aligned with intended, Strategy and Directions. TAP™ can be easily, integrated into a Company's Performance and Compensation Program. In many cases, TAP™ works in cooperation with the Strategic Formulation Program (SFP™).
TAP™ is also available in an affordable, Ready-to-Implement Kit for the Do-It-Yourself User (as pictured above).
Competitive Replacement Program (CRP™)
Our Market Programs
and Products
General Consulting Services
This is a unique Skills Development Program that goes, beyond conventional Product Selling. This workshop is typically delivered in a one-to-two-day format. The Program is "Performance-Driven" and incorporates Practice Drills, Role Plays, Problem-Solving Exercises, Compelling Case Studies, etc. (based on actual experiences relevant to your Business). CPW™ imparts a unique Methodology and Approach to Competitive Positioning, which gives your Direct Sales / Support Team and Dealer / Distributor Network the power to "define the customer problem in their terms, not the Competitors'." Participants develop positioning statements to characterize and distinguish your Company and its products and services from the Competition. The Workshop includes Key Tactics to "outmaneuver & annihilate" the Competition. This is real-world stuff, which is easily translated into day-to-day Selling Habits to make a difference. Attendees receive a Workbook and Action Guide, which allows them to continue to bone-up and further develop their Competitive Positioning Skills. This Workshop is a must for all that face fierce competition and are looking for a "Knock-Out Punch.”
CPW™ is also available in an affordable, Ready-to-Implement Kit for the Do-It-Yourself User (as pictured above).
Also available in ready-to-implement kits.
This program is a specialized Target Account Development Program that provides pre-qualified leads to your direct Sales Force or to a Dealer / Distributor Network for your Company's products and services.
TOP™ can be used to create new sales opportunities within Target Accounts, recruit / develop a dealer network, identify opportunities within your installed base, assist in Account development or support Major Product Introductions.
TOP™ combines several basic Marketing Elements into one package consisting of: Direct-Response, Prospect Data-Base, Social Media Promotions and Industry Publications/Media Coverage. It is one of our most popular programs - supported by a broad user base.
A Client Example: PMG has recently assisted Sky-Drones - an innovative, Drone Technology provider to gain access/entry to US DOD Program Offices/Agencies, which advances Sky-Drones Defense Game Plan. The objective is to familiarize these sources with Sky-Drones capabilities and secure a position in key Initiatives and projects. Here is a link to the press release: https://www.pr.com/press-release/841235
This skills development program is a proven, framework and process for the Marketing professional or Owner/Principal to "Master" the tough challenges of evaluating Market Potential and Fit. The Program provides the means to develop and implement effective Strategies. SFP™ uniquely matches your Company's capabilities with the needs and requirements of your Target Markets, in relationship to the strengths and weaknesses of the competition. The output of the program is a Baseline Assessment of the business and a set of Action Plans that are "Ready-to-Roll." Many seasoned Executives and the newly, initiated, as well, can benefit from the use of this program.
An example of SFP™ in action:
An equipment manufacturer was struggling at the Divisional level to put a compelling aspect into their Annualized Business Plan, which was competing with other Divisions for resource and investment funds. The Division was not in a strong position with the Parent Company, as a result of past performance. Further, due to a recent reorganization, the Division brought in a Field Manager to take over the VP Sales & Marketing helm, at this critical juncture. The new VP was skilled and competent, however he did not have any Strategic Planning experience, under his belt and was pressured to provide the Parent Company, with a solid Business Plan. He brought PMG in to scope-out the Target Market, define a Winning Strategy, characterize the Competitive Landscape, quantify / validate the Opportunity Base and facilitate the development of the Business Plan.
The outcome: the Parent Company bought into the Plan and even extended additional technology and resources to the Division. The VP continued to gain benefit from personal coaching / mentoring from his relationship, with PMG.
Tough spot to be in, in that, the company promoted me to a VP-level role, however there were demands that I did not have prior experience to fall back on. We had to get a lot of things done fast considering the position and track record we had, with the new parent company. We discovered PMG and everything fell into place. At this stage, we have adopted PMG's approaches to our business fully.
- VP Sales and Marketing
Marketing Services for Technology
Companies cracking this tough-as-nails Market
Also available in ready-to-implement kits.
PMG also provides consulting services on a project basis to handle specific Client requirements including Market, Product or Competitive Research, Market / Business Development Studies, and Personal Training / Coaching.
Also available in ready-to-implement kits.
This program leverages PMG's unique framework, methodology and tools to support Major Product Launches or to revitalize "sluggish" sales of established products, within a Target Market.
POP™ is also available in an affordable, Ready-to-Implement Kit for the Do-It-Yourself User (as pictured above).
Several examples of POP™ include:
A High-Powered "Try & Buy" program was implemented to support a Major Product Launch for a Software Company specializing in the Relational Data-Base Management / Business Graphics Market. The Program provided a Qualified Prospect with everything needed to evaluate the product and initiate the order with minimal effort from the Direct Sales / Support Team. This was accomplished thru an Innovative Merchandising Package. The approach used "accelerated the decision cycle" and generated $1.2 Million in New Sales.
As a small, innovative technology company, we must get it right the first time out - we have no luxuries or margin for error. PMG's Product Roll-Out Program hit the mark with the Target Audience and exceeded our Goals. This made a real difference in our business.
- CEO & Founder
A "Dealer Support Package" was provided to a Computer Services Company, which was "losing the attention" of its captive dealer network. PMG provided a complete program leveraging TOP™, CRP™ and CPW™ as primary elements of the Program. This was introduced, as part of, a Major Product Introduction. Dealers were provided a "hard-hitting" Campaign Package consisting of pre-qualified leads to attack the competitive, installed base complete with Account Strategies, Competitive Analysis Tools & effective sales aids. PMG provided its Competitive Positioning Workshop (CPW™) to the Target Dealer Network, which imparted new approaches and techniques into the Sales Process. The Campaign generated $1.6 Million of New Sales and "caught the Competition off-guard." This added-value program revitalized confidence in the Dealer Network and distinguished the Client Company from the Competition. It was a new "ball game" for the Client Company - the Dealer Network was back and here to stay.
We had a serious challenge to face, with a new product launch looming and the Dealer/Distributor Network losing interest and ready to walk. PMG's Campaign and added-value services gave us the edge to realize one of our best Product Introductions and provide solid demonstration to our Valued Dealers that we were the right choice.
- President