Business Development Solutions

Aventa's business development process

Our proven methodology is tailored to the needs of each client. Here is a brief overview of our process:

Gather Information: We will meet with your team to better understand each product's functionality and its underlying value proposition; learn about prior end customer implementations and partner relationships; gather sales intelligence on how best to position the product for different audiences and other applicable knowledge transfer.

Create Materials: Aventa will gather and review your current end user sales & marketing materials (intro letters, opportunity summary, brochures, marketing collateral, presentations, demonstrations, white papers, case studies, program/pricing, sample proposal, sample agreement, etc.) and modify or create materials as necessary to properly position the opportunity for each prospect category.

Contact Prospects: We determine the prospect categories and build a custom list of prospects from Aventa's extensive contact database. Then we contact each prospect through their preferred means of learning about new product or service opportunities (appropriate contact(s) within the prospect and their preferred communications channel - brief call, brief email, email w/ attachment, hard copy, web form, questionnaire, etc.). We then follow-up with each prospect through multiple contacts and via multiple communications channels, if necessary, to drive interest.

Qualify Prospects: We continue to build interest in a partnership with your company while qualifying each prospect. This typically involves conversations with multiple contacts at the prospect, delivery of supporting documents, performing demonstrations, etc. Aventa will work to build an internal champion at the prospect, identify decision-makers, influencers, etc. Once qualified, we coordinate meetings and discussions between prospects and your team for technical, integration, and business issues.

Negotiate Agreements: Aventa can drive the business discussions with prospects, including: proposal generation, proposal negotiation, agreement generation, agreement negotiation, third party advisor (legal, accounting, etc.) interface, etc. We assume that your team will want to be intimately involved in this process. Aventa can manage as much or as little of this process as is desired. At one end of the spectrum you would give us clear objectives and limitations and the authority to negotiate the best arrangement possible. At the other end, your team negotiates directly and Aventa acts as a facilitator to keep the process on track and moving swiftly.

Manage Relationships: Signing an agreement is pointless unless there is proper follow-up to ensure value is created by the relationship. Aventa can manage post-agreement implementation, including: coordinate announcement and marketing aspects of the partnership, coordinate sales force training and awareness of the relationship internally with the partner, follow-up with partner to maintain awareness and drive sales of your products, help maintain a positive relationship between your and the partner's organizations as issues arise with product integration, end user implementation, support, etc.