Sales Seminar Success - SolidWorks with Arrow Direct

"How do you market and differentiate a software product? Many software companies rely on seminars to introduce their products to new prospects and to make a long sales cycle shorter. S.G., Director of Marketing for Solid Works of Concord, Massachusetts shares some sales seminar success ideas.

SolidWorks sponsors and produces more than 400 seminars and works with resellers to offer 100 more. SolidWorks has won 14 industry awards and sold over 39,000 seats of software to over 12,500 customers worldwide. Customers range from medical supply and consumer product manufacturers to aerospace defense contractors. Arrow Direct of Woburn, Massachusetts works with our marketing machine, researching and providing prospect lists that reach our target markets. Arrow enhances our mailing list data allowing for the collection of feedback to support future planning.

"Plan, plan, plan," S.G. shares her first key to sales seminar success. "Then use what you have learned and plan some more. Our collaboration with Arrow makes a significant contribution to our seminars being well attended by the right prospects."

Timing is so important. When we can hold seminars in conjunction with our product updates, we see better attendance and conversions. Arrow Direct has the ability to research, plan and manage a prodigious amount of mailings in multiple locations simultaneously. So, we can keep our sanity and have successfully timed seminars.

We have to get the right prospects together at our seminars. Arrow Direct quickly and effectively helps us in targeting and hitting our prospect base. Then they manage all of the details of incredibly complex mailings. We like working with Arrow. The quality of their work is really good, and that makes our sales and seminars better."

—SolidWorks
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