Morrow Integrated Solutions

About

Morrow Integrated Solutions was founded to help companies build a solid sales and marketing platform to accelerate growth. Whether you have an existing sales and marketing structure or are starting a new business, Morrow Integrated Solutions can customize your sales and marketing programs. With over 45 years of combined experience Morrow Integrated Solutions can provide sales and marketing solutions to organizations of all sizes to accomplish their growth goals. Please reference our examples below.

Examples of Successful Programs

Company A

Company B

Company C

Company D

Company A

Current Annual Revenue:

$6,000,000

Target Market SIze:

$3 Billion

Current Sales Strategy:

Direct Sales Force

Business Problem:

Not able to target the entire $3 Billion market

MIS Solution:

Introduce national distribution to the sales strategy

MIS Actions:

  • Distributor Analysis:  Research all national distribution companies targeting the $3 Billion market
  • Introduction of the product line to the target distributor
  • Negotiate on the behalf of Company A all distribution contracts
  • Develop distribution launch strategy
  • Perform all product set-up responsibilities with the new distributor of choice
  • Develop sales training for Company A’s products for new distributor sales force
  • Provide all on-going sales support for the entire distributor network

Company B

Current Market Position:

Market leader in their category

Target Market Size:

$50 to 100 Million

Current Sales Strategy:

Distributor sales force supporting multiple distributor in the target market

Business Problem:

Fiscal Year Business Plan validation: Do I have enough resources committed to supporting the distribution channel?

MIS Solution:

Company B sales force evaluation, Distribution partner perception analysis, Review entire fiscal plan. Give final recommendation on sales approach to the market

MIS Actions:

  • Interview a percent of the sales force to get perception of sales goals and forecasting needs
  • Interview all distributor partners to understand the perception of Company B
  • Review fiscal plan for target year
  • Review market size and estimate what the opportunity in the market is for Company B
  • Prepare summary of recommendations on how to maximize the distribution market place for target fiscal year
  • Develop project to access the total available market
  • On-going engagement to validate market numbers and sales strategies
 

Company C

Company Description:

Hyper-growth company focused on 4 different markets

Target Market Size:

Unknown

Current Sales Strategy:

Direct Sales Force focused on 3 out of 4 of the markets

Business Problem:

What is the sales strategy for the 4th market?

MIS Solution:

Develop and implement a sales strategy for the 4th market

MIS Actions:

  • Internal interview with senior leadership to understand the 4th market
  • Learn entire solution offering
  • Develop a comprehensive marketing strategy and program for the 4th market
  • Design target messaging for pilot customers
  • Schedule meeting with target customers within the 4th market
  • Investigate alternative methods on how to target this market.  Ex.  Distribution, social media, media, etc.
  • Build a comprehensive sales and marketing plan for senior leadership to include financial commitments needed to target this market

Company D

Current Annual Revenue:

$300-400 Million (zero dollars in target market)

Target Market Size:

$1 Billion

Current Sales Strategy:

Direct Sales Force/Tele-marketing

Business Problem:

No product offering for the $1 Billion target market

MIS Solution:

  • Build entire product offering to target the $1 Billion market

MIS Actions:

  • Interview a percent of the sales force to get perception of sales goals and forecasting needs
  • Interview all distributor partners to understand the perception of Company B
  • Review fiscal plan for target year
  • Review market size and estimate what the opportunity in the market is for Company B