Ed Trachier, CEO

It is legitimately hard to create demand in the big-ticket, solution sales world of B2B.

I counsel my clients frequently not to cast a wide net with loose value propositions and generic advertisements.  The “buy now or you may lose out” selling style simply does not work in the markets in which OnTarget operates.  No one buys large solutions on impulse; there is a lot of complex, analytical thought and plenty of budget considerations too.

This is what I call the demand discovery vs demand creation paradox.

OnTarget is in the business of demand discovery, not demand creation.

We look for qualified buyers for our client’s solutions.  We grade these buyers based on several important characteristics:

• They have a real business problem that is solved by the client’s solution(s)
• They are willing to take the time to explore the client’s solution(s)
• They have a discussed budget
• They have a defined time-frame
• They have knowledge of the decision-making process, and share that with us

When all of these characteristics line up, we have discovered demand for our client.

Discovering demand for our clients may be difficult to accomplish, but it is not near as difficult as creating the demand.

-Ed Trachier

Ed Trachier is Founder and CEO of OnTarget Partners, LLC.  He can be reached at 469-200-4901, or via email at trachier@ontargetpartners.com.

Jeff Fischer, Marketing Director

One of the things that I enjoy most about each new year is “renewed outlook,” and the rejuvenation that comes with it.  Personally, it is a chance to re-evaluate priorities and goals; professionally, it is an opportunity to do the same.  With the new year upon us, OnTarget Partners continues to look for new ways to grow and expand: new clients, new partnerships and new opportunities.

One of the exercises that we perform every year-end is to look at our growth holistically: are we “growing,” are we “swelling,” or are we growing AND swelling?  This is a tricky question, and one that deserves some thought. I would define swelling, from a business standpoint, as “the growth and expansion of current business,” or “expanding our footprint within an existing client.” When a business is swelling, it is bringing in additional income through an existing revenue stream.  This is a very good thing, as it suggests that the provider is performing at or above the client’s level of expectations. In addition to “swelling,” OnTarget Partners wishes to “grow,” which we would define as “the generation of new business through new clients/logos.” OnTarget wishes to swell AND to grow. As our recent commendation as one of Dallas’ 100 Fastest Growing Companies (an award given this past November) would suggest, we continue to do both at a remarkable rate.  When we look ahead to 2012, we feel confident that we are heading in a positive direction.

As we continue to swell and grow from a business standpoint, it is imperative that we grow internally as well. OnTarget Partners is currently seeking professionals to join our team and contribute to our success in 2012 and beyond. If you are in the Dallas area and are looking for a “fresh start,” or to expand your professional horizons, we want to meet you. We are currently looking for Opportunity Developers to work within our Demand Generation vertical, helping clients expand their sales pipeline and win new business. Ideal team members possess the following experience and qualities:

-          Goal-oriented individuals with a minimum of 5 years sales/marketing background

-          Professionals who have experience engaging with C-Level executives

-          Self-motivated developers that can help establish and maintain growing, working relationships with new and existing clients

-          Those that can evaluate and identify pipeline potential and can bring winnable business to clients

If you possess these qualities, and are looking for new opportunities/new challenges, we want to hear from you! Please contact Jeff Fischer at (469) 200-4903 or JFischer@ontargetpartners.com. We look forward to growing with you!

-Jeff

OnTarget Partners is very excited to announce our theme for 2012.

“Catch the Wave”

We are excited to kick off the new year and look forward to great success.