Go-To-Market Strategy
Elavon Inc. is on of the largest credit card processing companies and a subsidiary of U.S. Bancorp. They offer merchant processing in more than 30 countries and support the payment needs of more than 1,000,000 merchant locations across the globe.
Elavon engaged us to evaluate their current marketing, lead generation and sales plans to find new opportunities to grow their business. We led Elavon’s leadership team in an evaluation of their current programs using multiple team brainstorms, market research, sales funnel analysis and more. Ultimately we created a comprehensive a three year growth plan to focus their company resources and efforts.
Strategic Planning Methodology
Situation
Elavon’s sales were on the decline and competition was continuing to increase in the payments processing space, so they reached out to us for help in developing a three year strategic marketing plan. They were looking for an experienced marketing partner to bring some clarity to their marketing plan and to develop the action plan going forward.
Solution
We led multiple team brainstorms and conducted a lot of research to identify their strengths and to find white space in the payment processing market. We gained clarity around the current strengths and weaknesses of both marketing and sales, and we documented a clear action plan for moving forward. This plan included new online marketing strategies, new sales collateral and new sales tools to target large B2B accounts.
Results
Elavon’s market share grew substantially over the last three years, and they continue to grow sales and profits. The new marketing channels we selected drove a substantial increase in qualified leads and new sales, and the sales tools we recommended made their sales teams more effective in their outbound efforts to penetrate large customers.
“Only 5% of employees are aware of and/or understand their company’s strategy.”
Harvard Business Review
