Clients' Success Stories

Microspace Communications Corporation (Microspace):
Using Product Benefits to Support Corporate Valuation & Revenue Growth

By focusing on an eye-popping ROI proposition against other means of service delivery, Strategic enabled Microspace to maintain its sales performance in an industry otherwise marked by across-the-board declines.

Microspace is a provider of broadband content delivery via satellite. The satellite industry overall saw a 15 percent decrease in commercial sales in 2002. Microspace needed to enhance awareness of itself and its service, generate new leads and accelerate the sales cycle.

Strategic’s counsel:

• Position the company as experts in content delivery and broadband networking
• Teach the value chain (IT managers, IT directors, and financial executives) about the dramatic return on investment in switching from terrestrial network technology to satellite
• Capitalize on lead generation events to create sales opportunities and deliver the ROI proposition
• Use currently popular trends as leverage for illustrating the need for Microspace’s VELOCITY service

Strategic launched a return on investment-oriented campaign in 2003, securing a financial expert and satellite industry analyst to support Microspace’s value proposition. The campaign, aimed at both IT and financial executives, demonstrates that a company can protect its cash position while saving as much as 98 percent on its telecommunications expenses by switching to satellite delivery.

For 2004, Microspace has embarked on a full-fledged public relations, marketing and advertising campaign to demonstrate how it is making satellite easy. With so many complex IT solutions available in the market, Microspace’s differentiating message is designed to appeal to its audience by using vocabulary customers know and understand. This message is then delivered to specific target vertical markets to better reach prospects and partners.

Coordinating sales efforts with ROI & ease-of-use messaging and new channels for sales of its service, Microspace has enhanced its corporate valuation and is expanding its range of sales prospects.

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