BARCELONA, SPAIN, Feb 11 (MARKET WIRE) --
GMS World -- Milestone Group, Inc., a consulting firm focused on revenue
acceleration, releases a survey covering sales approaches to wireless carriers.
The Survey shows that technology vendors plan to shift their sales efforts to
the
indirect channel, one featuring relationship marketing. Key finding: the
overload of technology applications that respond to new data capabilities,
rather
than gatekeeper influence, is the cause behind a slowing process when selling to
wireless companies.
"Carriers are being inundated by new partnership opportunities," says Gary
Cohen, the head of Milestone Group's Wireless practice. "These days, a
direct sales effort is being augmented with 'soft sell' activities that
improve the efficiency of the sales process. However, those embarking on
relationship management may be devaluing its key methods."
"The Milestone Group Best Practices Survey" shows significant agreement that
increasing revenue will be a vendor's focus throughout 2008. The challenges
they face include raising awareness for their technologies in a cluttered
selling environment, and aligning their efforts to the cycles leading up to
closing.
"We see in the analysis that vendors are often focused on downstream
concerns like
managing budget inclusion, while the Carrier is focused on application
selection," says Cohen. "Relationship marketing requires skill in
enterprise-selling, plus timing activity in accordance with the Carrier's
interest (as opposed to integration within the network)."
The Survey was conducted from January 28 to February 6, 2008 and was
compiled
through the responses of top sales executives in the Global Wireless Industry
(totaling 50 members participating in an industry roundtable). Individual
responses are kept confidential.
About Milestone Group
Milestone Group is a Silicon Valley-based consulting firm specializing in
revenue acceleration for technology-enabled businesses operating in
marketsthat are defined by complexity and rapid change. Milestone Group's client
portfolio includes early stage startups and Global 2000 firms in the
technology, media and telecommunications industries. The firm is privately held.
More information at: www.milestone-group.com.
Contact:
Stephanie Clark-Graybeal
Milestone Group
(650) 351-6464
Email Contact
Copyright 2008, Market Wire, All rights reserved.
-0-
