Attack new markets and opportunities with strategies based on pivotal inside information.
Defining Target Markets
Find the most promising markets for your solution by understanding how buyers operate in each space and what motivates their decisions. Base marketing plans on the crucial prospect details that close deals.
Refine Market Analysis With Industry Insight
Determine which markets are most likely to buy your solutions and assess how well your competitors are doing there. As industry experts and former decision-makers in your target market, Emissary Advisors have insight beyond analyst reports. They help your team select markets with an urgent need for your offering and the willingness to engage. Advisors understand the culture, buying dynamics, and unspoken priorities of the companies you’re considering. Their input will guide you toward niches that are ready for your solutions
Develop an Ideal Customer Profile That Mirrors the Most Promising Buyers
Create an ICP to represent the most fertile opportunities for your solution and populate the profile with key details, such as existing technology stack, technical maturity, and objectives for the future. You know the value of your solution, but Emissary Advisors help you define it from the buyer’s point of view and capture that in your ICP. Advisors share their experience as decision-makers in your target markets and accounts, so you can craft an ICP that accurately reflects the most promising prospects in the market.
Draw Vertical Segmentation Based on Deal-Winning Criteria
Divide your market into segments and subsegments based on meaningful criteria that measure the difference between success and failure for your deals. Flesh out typical segmentation categories with information that may not easily be found on websites, such as corporate culture, urgency of pain points, and perceived status of competitors. Emissary Advisors can share these esoteric details about target companies. As buyers in your market, they’ve ushered through many enterprise purchases, and they know what pushes companies toward one solution over another. Use their experience to delineate targets which are intrinsically attracted to your offering.
Understanding the Buyer
Borrow your buyer’s shoes and go for a hike. Developing an accurate understanding of each decision-maker in your target market requires understanding beyond social media profiles and really getting to their struggles. Invest in developing credibility at all levels of the organization.
Listen to Emissary Advisor Adam Schlesinger , former business acceleration system leader with over 20 years of experience across a range of industries including Big Tech and Fin Serv.