Marketing and Sales Must Work Together
Creating a Business Marketing Plan for Inkjet includes several steps. Success relies upon an honest evaluation of the print service provider and a detailed analysis of customers, competitors, and market trends. If inkjet is new to everyone in the organization, or an introspective examination of the current condition is difficult, then ask for opinions from outside observers and experts to help build the business plan.
In Part 1 of this post we described assessment, review, and goal-setting activities necessary to establish a baseline and the desired objectives for developing new business for an inkjet platform. Part 2 focuses on the marketing and sales strategies print service providers must consider to achieve the desired outcomes.
Print service providers achieving the greatest return on their inkjet platform investments have approached marketing differently from their strategies for traditional offset or toner-based printing. Their focus is on using inkjet to help customers meet their marketing or customer communications objectives, rather than on the printed output itself. Creating awareness, interest, and demand for inkjet-enabled benefits is the job of the print provider’s marketing strategy.
Inkjet-specific marketing materials can point out how a service provider’s inkjet operation can:
Improve response rates for customer marketing materials by making documents more personalized
Use data to create relevant documents and images designed to improve customer experiences
Embed promotional, informational, or educational content in transactional documents
Reduce customer service calls by creating easily understood documents
Drive targeted messaging in other channels and integrate printed materials into multi-channel campaigns
Get documents produced sooner due to shortened proofing and preparation times