Demand Gen is the heart of B2B marketing – it is the marketing function responsible for delivering a steady flow of predictable qualified opportunities to the sales function.  In top-tier organizations, the demand gen function typically is responsible for creating 30-70% of the overall sales pipeline.  While the objective of the demand gen function is easily understood, achieving continual predictable results is extremely difficult. Surveys repeatedly show that marketing teams struggle to quantify the results of their efforts – in layman’s terms this means that most are failing to meet the goals for opportunity creation.

Sustaining excellence in B2B demand gen requires three distinct, interdependent factors:  the system, operational excellence, and continual optimization.  WinFirst works with clients across all three areas to achieve and sustain excellence.

Our Differences

1. Project-Based work that yields clear results
   • Almost all of our work is on a project basis, rather than on retainers
   • We help clients diagnose their existing systems, identify and prioritize where to engage with external help based on the biggest areas of need and the best opportunities for ROI on their consulting spend.
   • We define projects with clear end-dates, milestones and success metrics
   • We deploy the relevant external resources, fine-tuned to the client’s situation – preceisely matching the required areas of expertise to the needs of the defined project
   • We deliver results, on time, meeting or exceeding expecations. Our projects are defined with a clear end-date and we optimize resources and schedules to deliver on time
2. Results Driven: You need to deliver results for the business; your consultants need to be held to the same level of commitment.  We structure the cost of our projects to be weighted heavily on results and for relevant projects, we offer an opportunity creation guarantee. 
3. Systems Oriented: We recognize that sustainable results are the output of the well-tuned demand gen system, and we apply systems-level thinking to all that we do.  Even when engaged in small scale projects to execute one particular campaign or event, we always make sure we understand the end-to end system within which we work 
4. Analytical and Data Driven: Excellence requires making informed decisions based on data. In working with clients, we ensure that all recommendations and prescriptive actions are based on clear data, and we use predictive modeling to determine expected results.  To do this requires discipline and expertise in quantitative methods, including a deep understanding of the metrics, how they are calculated, the data required, and the methods for data collection and normalization.