GreenHouse\'s proposition and approach

2. Who is GreenHouse Inc.?
• GreenHouse is an outsourced Sales & Marketing Services
Provider that delivers the additional resources and programs that
companies need to compliment their growth strategies and
objectives, either directly with customers or through a network of
Channel Partners.
• These resources might provide supplementary skills or be part of
a more structured campaign designed by applying years of
knowledge and experience combined with the best practises for
delivering results.
© Copyright GreenHouse Inc. 2012. All rights reserved.

3. Delivering Results
• Field Sales • Lead Generation
Resource Programmes Campaigns
• Inside Sales • Channel
Teams Development
Process Strategies &
• Renewals Teams Programs
• Channel Proposition • Competitive
Account Displacement
Management Campaigns
(Internal &
External) • Online Marketing
Campaigns
People
• Marketing
Strategies
© Copyright GreenHouse Inc. 2012. All rights reserved.

4. Programme Models
Customer
Opportunities
• Market • Field Sales Service
• Data • Value • Nurture • Inside Sales
Proposition
• Inbound Calls
• Leads
Campaign Closure
Demand Generation
Enablement Management
•Profile •Leads
•Value •Marketing •Inside CAMs
Proposition •Field Sales Services •Inbound Calls
•Inside CAMs
Recruitment Activation
Channel Development
© Copyright GreenHouse Inc. 2012. All rights reserved.

5. Process & Methodology
Identify Market Build Value Agree
Activity
Proposition Actions
or Partners
• Key Markets • SPIN • How Much Data? • Caller
• Individual • Commercial • Quality? • Training
Titles • Tailored • Timeframe? • Reporting
• Personas • Joint VP • How many • Daily Targets
• Key Partners Callers? • Email alias
• Data • How many • Collaterals
• Contact A,B,C,D? • Tracking
Details • Agree KPIs • Nurturing
• Process for
Allocation
© Copyright GreenHouse Inc. 2012. All rights reserved.

6. Proposition Building
• Situation Situation
Question
– What is your current situation?
• Problem
Problem
– What problems are you facing? Question
Implicit
Needs
• Implications
Implication
– How do those problems impact you and your Question
business?
• Need-Payoff Need-Payoff
Question
– What would you need in a solution to be worth
Explicit
the investment?
Needs
Customer
benefit
© Copyright GreenHouse Inc. 2012. All rights reserved.

7. People & Skills
Consultants
Sales,
Marketing
& Channel
External Resources Internal Resources
Field Sales, Telemarketing,
Channel Support.
Channel Enablers
Renewals,
Inbound Calls
© Copyright GreenHouse Inc. 2012. All rights reserved.

8. Customer Driven
By listening and understanding our Customers’ requirements,
we take a personal and consultative approach to configuring
the best fit solutions to focus on their immediate business needs
and their long term success
© Copyright GreenHouse Inc. 2012. All rights reserved.