Case Study: Lenovo SLG
Our client was a well-established global technology brand in the consumer space, but few U.S. state and local government agencies were aware they could procure their products through government contracts. Our challenge was to develop focused communications targeted at agency decision makers and increase consideration over incumbent vendors.
Dialog set out to help our client grow their top line by 3X over a 3-year period in a mature market. Our multi-year engagement uncovered previously unseen customer insights and drove a new go-to-market plan:
- Creation of government-specific messaging architecture supported by content marketing
- Building awareness through state-specific contract development activities
- Development of unique government solutions sustained through integrated marketing campaigns
- Robust sales training, tools, and event support
- Establishment of standalone partner program and support channel initiatives
The client exceeded Year 2 revenue expectations and the Dialog team was proud to earn the title of trusted advisor along the way. Sales, marketing, and operations teams all praised Dialog’s dedication to deep insight, strategic alignment, high-quality deliverables, and project management expertise.