Ferrazzi Greenlight, Driving Organizational and Personal Success Through Relationships

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Industry Focus

- High Tech

- Financial Services

- Professional Services

- Pharmaceutical / Biotech

- Manufacturing

- Media / Telecom

- Health & Wellness

- Retail & Grocery

- Consumer Packaged Goods

High Tech

A primary industry focus for FG is the B2B high technology space. The industry is characterized by a fairly narrow and manageable customer target group, high ticket products that are most effectively sold to the C-Suite, and a great need for solution selling over the traditional product/specification emphasis. FG’s clients in this space include mainly Fortune 500 and select aggressive growth clients in the enterprise software, network computing, medical equipment/software, telecom, biotech and aerospace fields. Our services to this industry span the range from Marketing and Sales Strategy Consulting, execution of High Touch Marketing tactics, Professional Development programs and Motivational Speaking.


	FG Case Study – Innovating and Launching New Products FG Consulting worked with a leading global electronics and digital entertainment company to bring to market a new consumer entertainment product. FG’s contributions included helping the customer understand the market for the product, testing and refining the product’s value proposition throughout the design cycle, finding a unique value positioning that would allow for a sustainable business after its launch, and ultimately bringing an innovative approach for marketing the product through its launch despite a limited launch budget.


	FG Case Study – Executive Relationship Management FG is working with a leading computer networking company to jumpstart its Executive Relationship Management program. The company initially created a list of 100 key influencers that it desired its charismatic CEO to build deeper relationships with to the benefit of the firm. The list was comprised of corporate leadership that not only had a direct effect on the company’s sales but also the general view and acceptance towards its standards-sensitive product. Greenlight is presently creating intimate profiles for the influencers identified, providing information that the client CEO can use to build the kind of deep and lasting relationships that make High Touch Marketing such an effective way for companies to build their businesses. As the project advances Greenlight anticipates architecting the company’s ERM strategy, prescribing specific tactics as to how the CEO can genuinely connect with the company’s A-list.


	FG Case Study – Thought Leadership Campaign Working with another enterprise application company, Greenlight proposed the development of a thought leadership campaign that would more firmly establish the client’s position as the company that solves marketing and sales divisions’ challenges with maintaining customer relationships. Greenlight proposed a program whereby it would develop the content, essentially the intellectual property, for the thought leadership campaign by interviewing the heads of sales and marketing at various corporations and discovering gaps and misalignments that exist between sales, and the marketing personnel that support sales in driving the organization’s topline. Interviewees are also prospective customers, enabling Greenlight to deliver near-term sales impact by bringing our client’s sales personnel to the interview, and at the same-time drive the longer-term marketing initiative of making the client the first company sales and marketing personnel think of when they want to know their customers better.

FG Case Study – Software Client

A leading B2B industrial software company was taken private by a consortium of venture capital firms. Management was challenged to provide top- and bottom-line growth exceeding the industry growth rates in the legacy markets where they were strongest.

FG led an internal team to develop a methodology for assessing new markets, mapping product offerings to customer needs, and presenting compelling value propositions to prospects in a select group of target industries.


	FG Case Study – New Market Approach FG Consulting worked with a leading enterprise application software company’s sales division to accelerate their entry into new markets. A new markets approach methodology was developed that served as a blueprint to acclimate the sales force to doing business with its new customers. Most importantly, stakeholders in these new markets, and the respective value propositions to each were identified. Greenlight found the connectors that influence the company’s relationships with its new potential customers, including distributors, analysts, media and others. In several cases, Greenlight made important connections on behalf of the client, enabling it to establish vital footholds in its new markets.