marketing services

Ronald P. (Ron) Beck         [detailed resume of Ron Beck]
80 Esterbrook Road, Acton, MA 01720
Cell: 978-771-5888 Office: 978-266-1300 email: squashtalk@verizon.net

Typical Marketing Services offered by Beckmarket.com:

Market Research and Strategy. Ron Beck offers highly creative and original marketing strategy development and pragmatic approaches to market research. You, the customer, will benefit from over 20 years of broad experience in market research and strategy development. Main areas of strength are business-to-business software solutions and information architectures. Beck Has worked extensively in technical markets such as manufacturing, engineering, MRO and the like.

Approaches will typically include the conceptualization of market opportunities and a view of a product and/or firm's unique area of value and competence. Project work will draw on extensive experience in interviewing customers and prospects in depth to understand their solution requirements and level of satisfaction with existing products. [projects]

Business Planning. Ron Beck offers strong, demonstrated experience in the planning, design, execution and analysis of marketing programs. Have developed and sold at an executive-level business plans for horizontal and vertical market segments, investments in new technology and company purchases, for government grants for new solution innovation.

Also we specialize in joint marketing plans for partnership relationships and channel partners. (see example of front page of a joint business plan between Digital and Bentley Systems for a joint marketing program involving Digital, Bentley, and the joint sales channel.)

A successful business planning process involves: (a) credible and accurate analysis of market size and trends, (b) focusing activity to ensure investment is concentrated enough to achieve measureable results, (c) matching of projected activities to available sales channels and customer buying behavior, (d) method for checkpointing and measuring results. [projects]

Innovative Product Development. Ron Beck has played instrumental roles in the conception, incubation and launch of new software solutions employing leading edge technology. He maintains ongoing relationship with some key industry innovators. Some examples have included:

• Front-end Tools ("FET") project, a cooperative venture between Akzo Nobel and Digital.
• Incubator role with Zyqad integrated process engineering database.
• Board of Directors of CIFE consortium at Stanford University. [[projects]

Product Marketing. All elements of product marketing services including product positioning, competitive analysis, analyst briefings, collateral development, marketing mix, product launch planning and events, sales training, demand generation.

I offer particular experience in the positioning and marketing of complex technology products in terms of easily communicated business benefits. [projects]

Product feature analysis and usability design testing. A strong emphasis is placed on the usability of a solution design and on the relationship of product features to business benefits are crucial in the product plannning and introduction process. [projects]

Demand Generation. Our recommendation is that all demand generation programs should be clearly focused towards achieveable results - usually a direct measurement of closed sales resulting from the program. Demand generation does not need to be costly to be effective. Several key elements of demand generation include:

• All demand generation needs to target a specific audience who will be the buyer and/or influencer of the product or service.
• Clearly defined value proposition that will appeal to the buyer.
• Clearly articulated business benefit of the solution.
• A call to action.
• An active followup plan - either by outbound telemarketing or personal visit - to capitalize on intial interest creation.
• Ongoing followup until the suspect or prospect is pursued to either a win or loss of the sale. [projects]

Closed Loop Marketing Campaigns. Marketing campaigns are most effective when tied closely to the value proposition and market coverage on the front end and to the desired marketing, prospecting, and sales results on the back end.

Ron Beck brings a strong track record in the design, execution, measurement, and analysis of closed-loop market campaigns. [projects]

Joint Marketing Programs and Collateral. Partnership marketing based on strong alliances can be extremely effective and credible in the marketplace. Effective execution of joint marketing programs requires:

• Executive buy-in from both parties.
• A jointly agreed business plan.
• A joint value proposition to the marketplace.
• A win-win program that benefits both parties and achieves more than either could achieve separately.
• A closed-loop market-sales-measurement approach.
• A fixed timescale. [projects]

Channel Development and Promotion. Successful channel marketing requires a firm understanding of the symbiotic nature and fragile dynamics of a channel structure. Channel partners have unique market access and/or knowledge, desire to protect their intellectual property from other partners who may be their business rivals, but also require sharing of information and marketing investments to achieve their goals in the marketplace. Key success factors include trust, an ability to design a mutually beneficial program, and an ability to take the risk of promoting the channel partners. [projects]

PR, professional publications and speaking engagements. PR offers one of the most effective, credible as well as economical way to deliver a solution message to the marketplace. Ron Beck has delivered papers and employed PR techniques in a range of business, professional, and online media. [projects]

Strategic Customer Relationships. Marketing plays a key role in an enterprises strategic relationships with major customers. Have played this role with Dow Chemical Company, designing a key information architecture and visiting most of Dow's major facilities worldwide, with Akzo-Nobel, Royal Dutch/Shell, Southern Company, Duke Energy, Hoechst, UTC - Sikorsky Aircraft. [projects]

Sales Training. Ron Beck has 20 years hands-on experience training large and small groups of sales executives, both seasoned "C" level sales people as well as new hires, direct sales as well as partner sales.

Effective sales training begins with the treatment of the sales professional with the respect that he(she) is due. The sales executive may not have detailed technical or market knowhow, but is usually extremely sophisticated in his(her) ability to translate a product pitch into terms that can be understood by the customer.

An approach which equips the sales person with the full product picture, strengths, limitations and weakesses, as well as a realistic assessment of the competition will lead to highly motivated and successful sales teams. [projects]

The Global Market. Technology markets are very much a global market today. Although the "common language" of technology is English, effective marketing must take a local flavor and in many cases happen in the local language employing locally understood paradigms.

I have extensive experience in designing successful programs that achieve results across Europe and in the Far East.

A successful program at the same time takes advantage of cross-geography economies of scale but at the same time takes on a local flavor. Carefully designed marketing campaigns can employ ideoms work in multiple languages and cultures. [projects]

 • for effective marketing strategy  • experienced partner marketing  • results-based marketing programs  • high quality and on time marketing deliverables  • product & solutions marketing  •

contact:
978-266-1300 or 978-771-5888
409 Mass Ave, Suite 102, Acton MA 01720