Articles
Below is a collection of articles detailing MarketStar's sales and marketing expertise. For more detailed information, please visit our Case Study and White Paper pages.

Sales and Marketing Outsourcing for Savings and Growth Extract:
Technology end-user purchasing behavior has changed from "one-stop shopping" to selecting different outlets for products and implementation services. The indirect channel has responded by fragmenting into an array of firms that cover the full spectrum of business models, from fulfillment to implementation. Unfortunately, few manufacturers have adapted to—or are even aware of—the new channel landscape.
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Selecting the Right Channel Partners Extract:
Technology end-user purchasing behavior has changed from "one-stop shopping" to selecting different outlets for products and implementation services. The indirect channel has responded by fragmenting into an array of firms that cover the full spectrum of business models, from fulfillment to implementation. Unfortunately, few manufacturers have adapted to—or are even aware of—the new channel landscape.
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Beyond Buzz: Launching a Product with Strategic Conversation
To teach consumers about a new product, talk to them—and listen. Sounds simple in theory, but implementing a nationwide conversation takes a comprehensive strategic plan and a highly-trained sales force. That's why one innovative manufacturer turned to MarketStar—and discovered a wide audience of true believers for its new product.

MarketStar's Brand Advocates educated sales associates about the new product's benefits, promoted the product at events, and gathered critical market intelligence for the manufacturer. They visited over 3,500 points of sale and educated 10,000 sales associates. Today, the new product leads the category it created—and has earned its place in consumer consciousness.
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Climbing to the Top with Field Marketing
Fierce competition and a crowded market. It's not the ideal environment for launching a new product, but it's what most late-to-market manufacturers face. However, with an aggressive field marketing program, even a late entrant can capture market share—and thrive. And that's precisely what one manufacturer did when it turned to MarketStar for help.

MarketStar created an in-store training program to teach retail salespeople about the manufacturer's new product. By visiting hundreds of retail store locations each month, the MarketStar team created an army of highly-trained product advocates who recommended and sold the product. The product rose to second place in its category as a result of this program.
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Finding New Markets—and Profiting From Them
Every business wants to discover new, untapped markets. But successfully selling to those markets takes specialized expertise and a sophisticated implementation plan. That's why one leading manufacturer partnered with MarketStar—and found a lucrative entry into the small- and medium-size business (SMB) market.

MarketStar identified the manufacturer's resellers that could best serve the needs of SMBs. Then, an integrated team of technical, inside, and field-based representatives worked together to support those resellers with everything from sales to technical training. The results speak for themselves. In the first year of the program, these targeted resellers increased sales of the manufacturer's products by over 80 percent.
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Think Globally. Market Locally.
Successful companies never rest on their laurels. Especially when the competition begins to crowd them on all sides. That's why one leading retailer turned to MarketStar—and with a strong localized marketing plan, they retained market share and increased sales even while competitors built stores dangerously close to theirs.

MarketStar created a plan for the retailer that included local marketing events, advertising, and canvassing at targeted locations. All stores in the program retained or grew market share, and they now enjoy the benefits of integrated advertising and canvassing program on a targeted, local level.
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Training the Team. Winning the Sales.
A clever ad can capture the minds of potential customers. But nothing captures pocketbooks better than a well-informed salesperson. That's why one leading manufacturer turned to MarketStar—and gained substantial influence where it matters most: at the moment of sale.

MarketStar's Brand Advocates visited targeted retail locations and trained salespeople on the manufacturer's products, equipping them with the information they needed to close sales. The program worked. Within six weeks, sales of the manufacturer's products doubled in retail outlets that Brand Advocates had visited.
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Winning New Customers on the Retail Floor
The battle for consumer awareness is won through advertising. But smart manufacturers know that the war for new customers is won in retail stores. That's why one leading manufacturer in a high-growth, ultra-competitive industry stepped to the front lines with MarketStar—and influenced sales right from the retail floor.

MarketStar deployed an elite sales team to targeted retail locations, trained retailers on the manufacturer's products, and gathered market intelligence from the ground level. The strategy worked. Despite fierce competition in a burgeoning market, the manufacturer defended and grew its market position.
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