Projects

Some projects completed by Context Etc.

Planning

Strategic Planning: Planned and executed marketing for industrial services customer utilizing waterfall project management.

Result: Successful product launches that led to 8X increase in business investment.

Business Plan Development: Researched and wrote complete business plan for new remote service offering for automation firm.

Result: Turned consulting business into repeatable subscription service with recurring revenue and higher profits.

Business Case Development: Developed Excel tool for global industrial company’s country managers to assess market potential for new offerings.

Result: Identified hard targets with visibility and accountability so that first-year sales of new offering exceeded expectations.

Processes

Marketing Process Development: Developed comprehensive launch and marketing development process for equipment customer.

Result: Adopted by all divisions of business area, key to efficient product launches and marketing during period of high digital offering investment.

Marketing Segmentation, Sales Process and Tool Development, and Sales Training Curriculum: Managed service segmentation project including statistical analysis of customer buying behaviors to better target value propositions for global power and automation company. Included support tools to guide sales. Developed sales training curriculum and conducted training in Europe and America.

Result: Improved value propositions and sales effectiveness for service offerings.

Commercial Proposal Improvement: audited automation company’s proposal documentation to recommend effectiveness improvements, then implemented all recommendations.

Result: Improved value proposition presentation, faster customer understanding of technical offering, and clearer price-to-scope alignment.

Production

Agile project management: Served as Business Analyst for industrial software development team, translating business requirements into software development schedules. Later adapted and applied agile methodologies to marketing.

Result: More efficient application of marketing talent as work capacity is matched to work requirements.

Marketing Communications Materials: An automation customer had 6 weeks to produce marketing communications materials for a global sales meeting to express key service value propositions. Context Etc. created 4 ads, 6 articles, 1 brochure and 1 video.

Result: key value propositions took hold in the Business Area and were eventually adopted globally by the entire company.

Research White Paper: leading industrial and manufacturing-focused B2B marketing agency RHBlake conducted a first-of-its-kind “Thought Leadership in Manufacturing” study and requested support from Context Etc. to translate findings into a white paper.

Result: new sales leads.