Business To Business Marketing Project

Presented By:
Abhishek Verma
Harmeet Singh
GROUP NO: 7 Paresh Panchal
Sandeep
Omkar
About Company
Confianzys Consulting is a first of its
kind product management entity in
India, which helps technology product
companies by providing strategic
consulting, operational intervention and
growth programs, which are focused on
product management processes and
best practices.
 History and Events
Incorporated in 2008 by its current CEO
Mr. N.P. Menon.

December 11, 2009- Announced a strategic

Partnership with Blackblot.

March 19, 2010 - Confianzys successfully

delivered in India the first Strategic Product
Management™ training program to enhance

product management skills.

Types of business customers
30 High-tech product Companies:

MNC’s: SAP, IBM, HP, Mindtree,

Amba Research, Symphony Services

Growth Stage Entities

Start Ups
 Types of Products and Services

Provide 360° Product Management capabilities to

prospective ambassadors of the product growth
story.

Services
Product Customer Marketing
Management Management Management
Market Research
The expert Confianzys team continuously monitors industry
trends to gain insight into market and customer needs.

Rigorously conducts research/surveys to identify pain points,

elicit customer feedback, assess challenges in the buying
process.

Alignment of behavioural insights with the sales process and

strengthening/training the sales team to shorten the sales
cycle.

Identifying new opportunities/ map opportunities in a specific

market/segment or a customer to the product offering.
 Sales Presentation Methods used
in Personal Selling

CONSULTATIVE SELLING:

As they are focused on helping technology product

companies, so to give demos and presentations to the
CEO’s, Directors, CXO’s, and the IT heads, this
presentation is used to sell high cost technological
products and services.
Forms of Business Communication
DIRECT MARKETING:
Direct Mail

Telemarketing

Online Marketing Channels

Database Search

Bulletin
Boards E-mails
Sales people handle objections
Sales people handle objections by
two methods:-

Ask questions ???

Third party certificate
 Distribution channels

Confianzys is a consulting firm so

it uses “personal selling” as a
distribution channel.
Branding Strategy
CONFIANZYS uses “CO- BRANDING”
strategy for development of their
services.
 Product Life Cycle
Confianzys’s services are at the “Growth stage”. It has
following characteristics of this stage:-

Rapidly rising sales.

Average cost per customer

Rising profits

Early adaptors types of customer

Growing numbers of competitors

 Negotiation Style
“BOTH OF US WIN” OR “WIN-WIN STYLE” used by CONFIANZYS.

This style used for long term and healthy relationship with mutual
benefits. It can be achieved through:-
Build trust and confidence.

Focus on problems rather than solutions.

Always responsive to correction.

 Buyer-seller relationship &
relationship strategies

Type of buyer-seller relationship

Confianzys makes “Value-added exchanges/

relationship”. In this type of relationship main focus is
on customer’s present and future need and meeting
those needs better than competitors to achieve
maximum share of customer’s business.
 Buyer-seller relationship &
relationship strategies

Strategy use to maintain relationship

Customer oriented

Quality improvements and cost reduction

Satisfy needs of buyer better than other suppliers
Strategies for new task and modified
rebuy situation

Strategy for Strategy for

New task modified Rebuy

Sales people should have deep

understanding of customer’s need.

Company have to make proposal which is better than competitor’s proposal.

Sales people should have very good knowledge of customer .

Strategies for new task and modified
rebuy situation

Strategy for Strategy for

New task modified Rebuy

Continuously touch with buying firm’s

requirements.

Immediately take action according to changing need of buyer

Clearly understand need of buyer