International has compiled over 2,000 case studies of our fully integrated
marketing programs in action. You can receive a customized presentation
that showcases specific case studies in your industry upon request.
The case study presentation is compiled from our master information
system that captures several hundred fields of information on each program.
You can select by any field or set of fields in the database, including
by vertical market, by channels type, by geography (country), by specific
product, by service and solution categories, etc.
The case study database includes important information on all of the
following topics for each program implemented:
Client Line of Business
A description of the client's primary line of business.
Products / Services / Solutions
An explanation of the products, services, and solutions being marketed
and sold by the program.
An overview of the entire program in text summary format.
Market segmentation information by program, including industry data,
vertical, and horizontal markets pursued.
Geographic regions of implementation, i.e., by country. Program implementation
experience exists for more than 30 countries to date.
Distribution channels used to drive demand for the product, service,
or solution being marketed, with explanations on how the channels strategy
evolved over time. Programs can be selected by the phase of channel
Requests for information can also be selected by the type of distribution
channels, including both direct and indirect sales organizations. Selection
criteria exists for each of the following types of sales channels:
Distributors / 2-Tier Distribution
Value-Added Resellers (VARs)
Systems Integrators (SIs)
Independent Software Vendors(ISVs)
Network Service Providers
Independent Rep. Organizations
Manufacturing Rep. Organizations
National Retail Organizations
Functional titles sold to, including all key decision-makers, decision-
influencers, the main point of contact through the sales process, and
final decision-maker(s). Detailed information also exists where the
decisions are made by a committee.
Strategy and Tactics
Explanations of the strategic plan and planning process that lead to
specific recommendations, action plans, and the marketing/sales implementation
tactics. A description of the tactical programs implemented.
The specific price points and ranges of investment for the products,
services, and solutions being sold. You can select case studies based
upon product, service, and solution price ranges, ranging anywhere from
a component that costs a fraction of a cent to a multi-year services
contract ranging in the billions of dollars per deal, and everything
The marketing programs used to create demand for the products, services,
and solutions being sold. This includes the ability to select by each
of the following parts of the marketing mix:
Closed-Loop Lead Management
Within each of the types of promotional programs, there are many sub-categories
within each topic that provide important, immediately leveragable data
that is also useful to companies when creating a sales and marketing
plan for your organization.
The campaign categories used to describe the type of program being
implemented. A partial list is provided below.
Customer Retention Programs
Channels Recruiting, Activation, and
Demand Generation Programs
End-User Market Share Acquisition Campaigns
Event Marketing Programs
Handling the Gatekeeper Programs
High-Potential Account Demand Generation
Lead Generation Programs
Market Awareness and Demand Generation
Mega Deal Demand Generation Programs
New Business Development Programs
Sales Closing Programs
Single Account Penetration Programs
The sales process utilized to achieve a specific result and how that
process varies by distribution channel.
The process for documenting results and closing the loop with the sales
teams, including both direct and indirect channels of distribution.
Customized Case Study Presentation
If you would like to receive a presentation with a customized list
of case studies, complete this section below to indicate your vertical
markets, sub-verticals, distribution channels, and regions/countries
of interest to you. A presentation from the relevant case studies will
be prepared for qualified companies.