Introduce an offer in France

	The following case comes from OptiVente's references. It aims at illustrating the implementation of real marketing and sales approaches. Marketing & sales approach

Customer:	French subsidiary company of an English telecom manufacturer. Size: 20 employees.

Approach:	Execution of a business plan in addition to a sales experiment: Strategic marketing: Market target: (which customers?) After an examination of the international strategy, of agents in France, their "weight" and of forecasted needs, targets were defined: telecom manufacturers were a priority and operators, a second priority. *Product marketing* Proposal of an adapted and understandable bid: English contacts quickly understood French specific needs.. Technical development priorities were determined. Tariff policy was adapted according to local competitors. *Operational marketing:* Solutions which could be sold without technical change, technical and sales documents from English headquarter were translated. It was design a customer contacts database, from contacts known for other products. A targeted mailing was made. *Business marketing:* Business action were planned: by targeted account, using in priority known contacts . It was set up turnover targets, associated with attractive commission for innovative salespeople.

Duration:	About 3 months

Some results:	Target markets indentification and efforts requiered (qualitatively and from associated investments) to reach these markets in a profitable way, added to a field sales experiment, led to the conclusion that this activity will only be profitable at the end of the product life. Therefore, the company stopped rather early this activity in France, and avoided big investments that would have been bound to non-profitability.