We know the prospect’s contact or company information, but they may not yet be aware of us.
They’ve performed some action that has engaged with one of our outlets, showing some level of awareness.
They’ve performed an action that expressly reveals engagement, interest, and opportunity.
After acquisition, marketing assigns the lead to a sales team member for further research and qualification.
The prospect is making a decision about whether to engage with PITSS for a project.
Have already engaged in negotiation, entered into a previous project, or fell out of the Sales process.
Michael Jones
Chief Digital Disruptor
PITSS Buyer Persona
Jason James
IT Manager
PITSS Buyer Persona
Unaware Stage
At this stage, a prospect isn’t yet totally aware of who we are. But we need to anticipate their problems. At this stage, let’s not talk about ourselves. Let’s talk about them. Research the company on DiscoverOrg and in the news to see who they’re hiring and what moves they’re making. Approach them with thought leadership about their problems.
Now is a good time to pinpoint prospects that fall within our Buyer Persona. You can import these as Leads, then tag them with Buyer Persona, Digital Services, or other relevant tags.
CRM Fields to Use:
Lead Source, Notes, Emails, Marketing Email Engagement, Activities
The Future of Legacy Oracle Applications [REPORT]
Does your organization have a strategy for your legacy Oracle applications? If you answered “no” to this question, you’re already falling behind 60% of the respondents to our recent survey, “The Future of Legacy Oracle Applications.”
Digital Transformation for Legacy Systems [ARTICLE]
In 2016, CIOs worldwide saw their digital projects yield 37% more in revenue and operational efficiency. Digital transformation is accelerating change in every industry.
Why Organizations are Future-Proofing Their Legacy Software [ARTICLE]
How Well Do You Know Your Legacy System? [CHECKLIST]
Use this checklist as a way to help your team understand how well (or poorly) you know your legacy systems.
Modernization Readiness Boot Camp [CONTENT]
I’d like to offer you a full month’s worth of content with free resources and insights from our team to help prepare them to begin a modernization project.
Oracle Reports Replacement [SERIES]
Reports has reached end of life. Do you have a reporting replacement strategy? We’ve created a series of articles and webinars about what to do now that Oracle Reports has reached end of life and will be unsupported.
Busting Myths: You CAN Disrupt Your Market with Legacy Applications [ARTICLE]
A common misconception amongst organizations is that they need cutting-edge digital tech to be disruptors. They think they can’t be market disruptors because the bulk of their business relies on legacy applications. You can be a major disruptor in your market, even with legacy applications that are 10, even 20, years old. Here’s how.
Awareness Stage
If the buyer doesn’t already know about your solutions, this is when you hope they will find it. At this point a consumer has been introduced to our company. From here, The next step for a buyer is show which features and functionalities are necessary to solve their specific problems, and narrow down available strategies.
They’ve received previous information, so this is a good time to reach out with programmatic content that builds upon their problem and shows how our solutions can help. The more we can provide valuable, in-depth information about how our solutions can help their problems, the more likely we are to push them further down the sales funnel.
CRM Fields to Use:
Notes, Problems, Marketing Email Engagement, Activities, Lead Score, Tags
Solutions Landing Pages
ABM Campaign
We can also create an ABM (Account Based Marketing) campaign that specifically targets one company that has entered the awareness stage but has not yet converted. Contact Anna if you have an idea or a need for an ABM program.
Reports Migration Steps [BLOG]
Migrating from an unsupported version to a new technology requires knowledge and understanding of both frameworks, as well as a true understanding of your Forms application. The PITSS methodology is the right solution for this problem because we take a series of critical steps to ensure we understand the complexities of your application and reporting needs. This blog describes how our methodology works during an Oracle Reports migration project.
Comparing Oracle Forms Modernization Methodologies [WHITEPAPER]
We’ve released a whitepaper that compares four common options for modernizing Oracle Forms applications including Commercial Off the Shelf (CotS) Replacement, Custom One-to-One Replacement, Reface Don’t Replace (Auraplayer) Tool, and Strategic Modernization (PITSS).
Success Oracle Forms Application Upgrade [CASE STUDY]
We worked with a well-known pharmaceutical company that handles millions of home delivery prescriptions every year from their pharmacy. We helped them upgrade their business-critical Oracle Forms and Reports applications from 6i to 11g in a very short timeframe in order to meet their growing business needs as quickly as possible and within budget.
Modernization Readiness from 0 to 60 with Code Analysis and Prioritization [WHITEPAPER]
Acquisition Stage
At this stage, a lead has been captured. We now have their contact information, as well as their history of engagement if they’ve clicked an email, signed-up through a form, or registered for a webinar. From here, we need to convert them from a Marketing Capture Lead to a SQL, notably reaching the person within their organization who is our ideal Buyer Persona. This involves additional research on the prospect and qualifying which other members of the organization to target.
Marketing Captured Lead in CRM
May not be connected to an organization (student, freelancer, etc.)
Marketing Qualified Lead in CRM
Engaged and connected to an organization, but not yet a SQL.
CRM Fields to Use:
Lead Source, Lead Stage, Content, Description, Solutions Interest, Emails, Marketing Email Engagement, Visits, Problems, Notes, LinkedIn/Twitter, Tags
"Thank you for reading about X. Just following up to see if we can we schedule some time with your team to discuss any questions you have about X?"
Conversion Stage
This is the point that a lead becomes a SQL (Sales Qualified Lead). This is a prospect at a company that has shown interest, may want to work with us, and that we can help. They’re engaged with our content, meaning they’re warmed and ready to set up meetings. Now is the time for the ask through emails and phone calls.
Sales Qualified Lead
Marketing has determined that this lead is engaged and connected to an organization that would be a good target.
Sales Accepted Lead
Accepted by a sales team member to take responsibility and start a connection.
CRM Fields to Use:
Lead Source, Lead Stage, Lead Status, Description, Content, Solutions Interest, Problems, Marketing Email Engagement, Visits, Notes, Emails, Activities, Tags
"Let’s set up a time for us to discuss some solutions to your problem."
Make a Meeting Plan
You can formulate a plan to get a meeting from these fields in CRM: Lead Status, Solutions Interest, Best Time to Contact, Description, and Notes.
Documentation is Important
Be sure to take lots of notes and leave records in CRM of your activities. We can create reports based on these records.
Decision
You’re on the right track. You’ve attracted the right visitors and converted the right leads into contacts and started the negotiation process, but now you need to transform those contacts into customers. They or their team may need some convincing and proof.
Converted to Contact
No longer a lead, now a sales opportunity. Need to be converted from Leads module to Contacts module.
Contact List - Jason
CRM Fields to Use:
Convert Lead to Contact Function, Opportunities, Notes
What Sets Us Apart
Speed
Our time-saving tools give us complete insight into our clients’ legacy systems. See first-hand how we helped DTE Energy quickly improve their Oracle Forms application.
Quality
Our industry-leading tools, coupled with our expert methodology, ensures quality results that match our customers’ business goals. Learn about our ongoing digital transformation partnership with AAR Corp.
Expertise
With a full-stack team and more than 18 years of project experience in variety of industries, PITSS is the leader in digital transformation for legacy Oracle systems. See more of our client success stories.
Make a Solid Business Case to Transform Your IT Systems and Organization [BLOG]
This article will help your target understand how to approach decision makers or the organization to get buy-in for a modernization.
Take A Blended Team Approach to Legacy Modernization [BLOG]
There are many risks to having an internal IT team take on an application modernization project. The risks from having an internal IT team handle a digital transformation project include time, costs, and lack of talent.
Opportunity
This lead has been all the way through the buying process and is either currently in a project, is a lapsed customer and hasn’t re-engaged as a new sale, or fell out of the buying process before signing a deal. These are now back to leads because they represent more opportunities for $$$.
This is also a good chance to get great reviews to use on the website or to collaborate on additional collateral like case studies.
Current Customer
Lapsed Customer
No longer a customer.
Lapsed Contact
Never purchased.