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SH
PATEL
SCHOOL OF TECHNOLOGY
MANAGEMENT & ENGINEERING
EXECUTIVE SUMMARY ON
B.T.L. MARKETING and CORPORATE ALLIANCE
(B2B SALES)
By
VAIBHAV VIJAYVARGIA
ROLL NO.- K083
SAP-ID: 71207120040
FACULTY MENTOR:
Dr. PADMANABHA AITAL
INDUSTRY MENTOR
ANKUR GUPTA
PROJECT DESCRIPTION
1. B.T.L MARKETING
The key objective for the Hub & Spoke model is to drive
revenue from
within a targeted geographic area and to explore various
marketing channels, to drive brand awareness and generate
direct booking for the Brand. The playbook developed for
cracking the understanding of these 2 key markets - will be
taken to other cities as well.
Conducted a 3 K.M. radius area survey, taking Domlur as the
hub. The main aim of conducting the area survey was to
identity our potential customers and accordingly plan BTL
activations in the mapped out area. After conducting the area
survey, our key target group includes RWA societies, individual
houses and corporate including Tech. parks. The activations
which were conducted are as follows:
1. Newspaper inserts in the mapped out area with different
coupon codes for selected categories.
2. Meetings with different RWA managers and fixing of
Housejoy posters on the society notice boards.
2. Develop a Solution.
3. Evaluate Solution with the Customer.
4. Finalize Sale.
Targeted area for B2B sales :
CORPORAT
E OFFICES
RESTAURAN
TS CHAINS
SHOWROO
MS
HOTELS
2. giftxoxo.com:
Giftxoxo.com is an online website for gift voucher and unique
experiences. The deal was to list Housejoy in their gift voucher
CONCLUSION
Marketing strategy is something that constantly evolves,
adapting to changing market conditions. Within Enterprise, the
outcomes from its many different types of business are
constantly reviewed and evaluated. Judgements are then fed
into the decision making process. This enabled new strategies
to be developed to improve operations.
The playbook created by Hub and Spoke Model which was pilot
in Bangalore was successful. This model can be followed in
other cities as well where Housejoy operates. This resulted in
brand awareness and brand recall across the city.
Developing a relevant and workable sales process is perhaps
the most important aspect of a successful sales strategy.
Organizations usually develop their sales strategy through trial
and error, which involves a lot of wasted time and energy. A
well-defined sales process, supported by a sales funnel, forces
a company to be realistic about how well their sales tactics
work and helps to focus on the areas that require improvement.
B2B sales is a difficult process. It requires a lot of cold calling
and follow ups. But if B2B sales are done properly by acquiring
more number of clients and maintaining relationship with them
it increases the direct demand of the products or services and
raise the revenue of the organisation.