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Customized 1-to-1 Marketing Messages Make Your Company Stand Out

Custom positioning is a critical part of our standard process and a Stratagem hallmark. The fact that we customize at all is in itself the exception rather than the rule. But the significant time and effort we invest in this work pays off. High quality partners receive multiple opportunities every week and we want yours to leap out at them. We have found that the best way to achieve this is to demonstrate that we understand a prospective partner’s business and needs. It’s not uncommon for a senior executive who doesn’t know Stratagem to call us saying something like “I returned your call because your understanding of our business suggested that this is an opportunity we should consider.”

Before we focus on partner fit we create the base materials that describe our client’s business and the opportunity we’re presenting. Marketing collateral and positioning messages that may work well for end customers usually don’t work with prospective partners because the value proposition is so different. We must therefore author a new set of marketing materials (e.g. offering document or business plan, introductory email and PowerPoint) that present our client in the most appropriate and compelling light.

For us to create effective marketing materials, we must first know our client’s business, products, market and competition cold. We can then effectively identify synergies for each partner at a product, technology and competitive level. When we deliver our pitch, we do so in the partner’s language. The partner then understands that this is a special opportunity worthy of attention – especially when this is one of an elite few opportunities presented in such a targeted and informed fashion. In today’s competitive environment, this extra effort pays handsome dividends by breaking through the clutter and commanding high quality attention from busy executives.

The typical approach of creating and presenting a single set of generic materials might work if a client is very well known, or if the value proposition is completely obvious. But in the majority of cases the generic approach makes a big assumption that a busy executive will take the time to figure out the fit. Stratagem’s firm belief is that there are too few high quality partners out there to leave anything to chance. If a partner takes a pass because the fit isn’t obvious we may not get a second chance. Therefore we will always give it our best shot the first time, and make the most of each and every partner interaction.

Using Strategic Partnering To Build and Realize Value
We approach each client engagement as a value-building process, not an M&A event. We expressly maximize the potential from every strategic partnering contact, opening the door to a full spectrum of strategic relationships. Read more

Customized Marketing Messages Make Your Company Stand Out
Our unique, highly customized way of presenting opportunities to prospective partners has repeatedly reaped tremendous rewards for our clients. Read more

Astound Acquired by Genesys after Two Prior Value–building Deals
A lucrative OEM partnership, a $5M strategic investment and a $65M company sale closed in a 12-month period. Read more

Evolve Raises $10M from Sierra Ventures
Evolve went from this round to a successful IPO instead of an impending cash flow disaster. Read more

Architecting and Executing Merant’s Strategic Partnering Initiative
Merant, a public software company with $120M in revenue and new management, retained Stratagem to put process in place and close strategic transactions.
Read more