About Us
PMG is a Market Programs Specialist that focuses on key business areas to provide clients the means to cope with this fiercely competitive, tough-as-nails Market economy - with two decades of demonstrated experience. PMG works with a client company to design, develop and implement programs that concentrate on Vertical Industry/Target Market Development, Product Introduction/Product Launch Campaigns, Competitive Replacement Programs, Target Account/Opportunity Development, Channel Partner/Network Distribution Development and, Strategic Partner/Alliance Programs and provides a variety of Training Workshops focusing on Competitive Positioning, Target Action Planning, Account Management & Strategy Formulation - all skills development based. To complement our Programs, PMG has introduced a variety of affordable "Ready-to-Implement Kits" that are available to small-to-medium, sized businesses. Each kit provides the client company with a framework for applying the Target Program to their business, complete with Program Overview, Implementation Guide and Support Materials. Real-world Case examples and reference materials are included to assist in the translational process. Each kit includes a copy of the award-winning book, “Market Warfare: Leadership & Domination Over Competitors," which was authored by PMG's Founder & CEO.
PMG is not a conventional Marketing or Advertising Agency. Our approach is to take on the tough challenges that our clients face and become integral to their business.
How We Got Started
Worked in high-level, Senior Executive roles for Innovative Technology companies and started PMG, as a sidelight assisting early-stage, clients to apply Market fundamentals to their business. Focus was on Product Introduction/Product Launch Campaigns, Lead Generation/Lead Development, Major Account Development/Penetration, Competitive Analysis, Vertical Industry Development and specialized training workshops - Competitive Positioning, Advanced Selling Skills & Major Account Management. Built a following and active client base over several years - and then decided to take the Entrepreneurial plunge.
The products and services we offer
Products & Services
This is a unique Skills Development Program that goes, beyond Product Selling. This workshop is typically delivered in a one-to-two-day format. The...
This program exploits the installed base of your Competition to create "Replacement" opportunities that fit your Company's products and services. T...
This program provides the framework and tools to support Major Product Launches or to revitalize "sluggish" sales of established products.
An exam...
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"Peter's company participates in a critical, innovative segment of the High-Tech field and has a sterling service reputation."
Recent Activity
Showing gratitude and appreciation is a sensitive area - as one does not want to be seen, as shallow or insincere. Have seen several of the responses to this post - all make sense and have their value. Do like the responses that indicate that this should be done throughout the relationship. With...
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Showing gratitude and appreciation is a sensitive area - as one does not want to be seen, as shallow or insincere. Have seen several of the responses to this post - all make sense and have their value. Do like the responses that indicate that this should be done throughout the relationship. With new clients - we send a note that reinforces their decision to leverage our company - and we provide a digital copy of the marketing work that we authored titled "Market Warfare: Leadership & Domination Over Competitors - basic training for business combat." It is not to blow our horn rather it is extended to provide our clients ideas and approaches that can make a difference in their businesses. This indirectly breeds confidence that we are experts/authorities in our field. We also continuously distribute Industry articles and other material to our client and prospect base - that is useful to their business challenges, opportunities and problem-set - much of which we author.
Given the outlook and uncertainties - from a Marketing standpoint - what offensive and defensive strategies are you adopting in your business? And - what actions are you taking now? Ed Hennessy CEO Performance Marketing Group (PMGResults)
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Given the outlook and uncertainties - from a Marketing standpoint - what offensive and defensive strategies are you adopting in your business? And - what actions are you taking now? Ed Hennessy CEO Performance Marketing Group (PMGResults)
Everyone that has responded to this question - has provided sound advice - and it is also clear that many have experienced the good, the bad & the ugly with Digital Marketing. Keep in mind that our input is from a B2B perspective. The #1 question that novices and inexperienced users need to ask...
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Everyone that has responded to this question - has provided sound advice - and it is also clear that many have experienced the good, the bad & the ugly with Digital Marketing. Keep in mind that our input is from a B2B perspective. The #1 question that novices and inexperienced users need to ask is: What are the solid reasons that Digital Marketing needs to be incorporated into their business and Marketing Mix? If the answer is: It is fashionable/in vogue, a requirement in any business to succeed in today's competitive and brutal market or the old tried-and-true approaches aren't working anymore - then - that is not justification for integrating Digital Marketing into your core business. Also - let's dispel the false expectations - avoid thinking that you simply need to put Digital Ads, Visual Posts, Videos and other tools into place - to bolster traffic to your website, reach a rich prospect audience (previously untapped) - build an effective position/brand - and count on Digital Marketing solely to take care of it - not going to happen. There are three (3) fundamentals: •Sound Industry experience – that speaks the language of the prospective audience. If you are focusing on the Defense & Aerospace target segments (for example) – then make sure that you have subject matter experts that can translate your position, messaging and solutions properly.
•Market Programs expertise – whether you have an in-house team or leverage an outside source - make sure that there is a program framework, methodology/process orientation, documented plan approaches/techniques to assure program effectiveness. Otherwise, your Digital Marketing Program may be a high-stakes gamble and miss the mark.
•Rich Contact Base – this is probably the most essential element – and must be based on Industry relationships that have been forged – not through acquiring e-mail lists or contact data-base subscriptions. The element of trusted source does not come easy. With it, you can gain access/entry to key accounts and start your campaign on the right footing. Without it – your program is lost in the noise. That final message is the key to applying Digital Marketing to your business and the timing - will it be effective or will you be lost in the noise? For our Clients - we do a deep-dive (called Homework) to fully understand their challenges, opportunities and/or problem set - which then provides insight to the right Marketing Mix - of which - Digital Marketing can be an element of the overall program. Lastly - avoid being an "experiment in terror" - do Pilot Programs first - to iron things out - before you go full-tilt on Digital Marketing. On a different note - we leverage traditional and new wave marketing techniques (hybrid approach) - for both our company's direct efforts and for our Client Programs. Digital Marketing continues to be a staple - and we will continue to build upon it - as required - smartly.
We are Market Program Specialists - and this topic/question is in our wheelhouse. We utilize a framework/methodology/process-orientation coupled with approaches/techniques (that we have developed and put to practice for decades). Will economize - whether you are a start-up/early-stage or...
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We are Market Program Specialists - and this topic/question is in our wheelhouse. We utilize a framework/methodology/process-orientation coupled with approaches/techniques (that we have developed and put to practice for decades). Will economize - whether you are a start-up/early-stage or mature/experienced and Marketing savvy - the first and most important foundational step is to "do the homework" - the background work that will fuel your program or campaign. This does not have to be a long-term, research effort - it can be done within 30-days or less (if you have the right people supporting the effort - particularly, subject matter experts and bright lights that are unbiased and remain objective). Otherwise - your research will be flawed and you will carry that theme forward to your campaign. We then translate the homework into a "Program Profile" - that contains input on every aspect (target industry, market segment, prospect profile & buying attitude, unique product/service capabilities, competitive influences, pricing, packaging, distribution channel requirements, the right platforms/vehicles to support your program - including media/publishing, social media sources, etc., etc.,) - drain the pond on this step - remember this is what makes your campaign hold water. And - challenge yourself in this step - and avoid convincing yourself that the prospective audience will "eat-up" what you are offering or that you have "cornered the market on intelligence." That's a mindset that can undermine your campaign - create false expectations - and will potentially be rejected by the target audience. Will stop here - as we have a 7-Step approach to design/develop/implement effective Market Programs - that is outlined in a published Industry article titled "The Formula for Successful Market Programs - Finally Revealed." Send us an e-mail at: ehennessy@pmg-results.com and we will shoot you a copy. Good Hunting! Hawkeye
It's an interesting question - although will focus on the "B2B & Lead" aspects of your question. By its nature - this refers to targeting - whether it is an account, a class of company, a professional discipline, specific roles/titles, stage of company life, etc. - that clearly defines the target...
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It's an interesting question - although will focus on the "B2B & Lead" aspects of your question. By its nature - this refers to targeting - whether it is an account, a class of company, a professional discipline, specific roles/titles, stage of company life, etc. - that clearly defines the target audience that you are seeking to engage with - and - potentially to do business with. All of this varies depending on the business (products & services) that you represent. Do find it interesting - when someone says, "There are 100 million households out there that are candidates for our products. All we need is 1% of the action - and we're rich!" Do not regard that, as targeting. Our target audience is primarily Technology companies that are focusing on Defense & Aerospace. We further break this down - by the segments of the Market served, class of technology that our prospects represent, problem-solved, applications emphasis - and other criteria that revolve around annual sales, distribution capabilities, make up of their Leadership Team etc., etc. Given that - what we have found to be effective (with our target audience) includes: -Industry Guides (relating to challenging Industry-level issues) -Client Success Profiles (real-world, overviews highlighting how other technology companies have benefited from our services - although putting the spotlight on the Customer experience not our company or services) -Project & Subject-Matter Profiles - short write-ups that demonstrate solutions to key business and marketing issues (fall into three (3) buckets: challenge, opportunity or problem-set) -Featured articles - reprints of articles that we have authored that are hosted in key publications that cater to our niche (Industry-relevant: like focus on unmanned vehicles, urban warfare, COTS Supportability & Life-Cycle Management and other compelling topics) -Participation in Industry Groups/Associations - again, that cater to and correspond to our target niche (along with that is relationship-building) -Leveraging Big Names in the Industry - pinpoint 2-3 Thought Leaders or Industry luminaries that have unquestionable position and influence - reach them, engage, be sincere in your interests/intentions - participate in their blogs - and over time - seek their support and endorsement. These are only a few approaches that work in our business - it requires some "sweat" and dedication - and it require a "continuous flow." Leads - depends upon how you and your company define it. Upfront - definition is key - are your seeking to increase traffic, gain traction in your target segment, generate prospective buyers, become well-known with a specific audience, etc, etc.? Without definition and a well-thought out Plan - it is near-impossible to figure out the best platforms, vehicles, approaches/techniques to leverage to support your business needs. For our business - we have our own Lead Development System & Program techniques - and we leverage an outside source (utilizing a different approach) to complement our lead requirements. Hope this input is useful and Good Hunting! Author: Market Warfare: Leadership & Domination Over Competitors - basic training for business combat
Gulp - even though we are Market Program Specialists - and focus on our Clients' tough and demanding marketing challenges (which is our core business) - likely that the age-old challenge of reach, frequency and developing mindshare/positioning in our Niche - continues to be a challenge for our...
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Gulp - even though we are Market Program Specialists - and focus on our Clients' tough and demanding marketing challenges (which is our core business) - likely that the age-old challenge of reach, frequency and developing mindshare/positioning in our Niche - continues to be a challenge for our company. This also assumes that one has done some "homework" - and is focusing and concentrating on the right, prospective accounts (and target audience). Would be good, if this was solved simply, by "Add Water; Instant Success," however depending on the nature of your business (and many other factors) - it takes dedication, commitment and stick-to-it-ness to have a shot at making it work. Good Hunting! Ed Hennessy Author: Market Warfare: Leadership & Domination Over Competitors - basic training for business combat
We are a Market Program Specialist that works with Technology companies that focus on the Defense & Military and Aerospace target segments (our sweet spot and where we grew up). Given that - we are not a garden-variety company that is looking to grow its e-mail list infinitely. Our target...
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We are a Market Program Specialist that works with Technology companies that focus on the Defense & Military and Aerospace target segments (our sweet spot and where we grew up). Given that - we are not a garden-variety company that is looking to grow its e-mail list infinitely. Our target audience is not general-purpose or "in the millions." Given that - the real question to ask about growing your e-mail list: What is the target profile of the audience that you need to reach, engage with and secure, as an element of your Valued, Contact Network? Depending on your target objectives - your e-mail list could consist of potential customers, influencers, 3rd Party sources, thought leaders in your field, etc. In this On-Line world - given all of the platforms (like Alignable, LinkedIn, etc.) and other available vehicles and apps - one could easily build a BIG E-Mail list - although what's the point? We continue to grow our Contact Network - with surgical precision - and target and pinpoint those adders with care. When we utilize E-Mail Marketing - we not only provide "useful" Industry information to our Network - we also refer to our distributions, as "E-Mail Communique," which aggressively avoids "spamming." Here are a few quick tips on how we grow our target list: -utilize Industry Guides, Program/Project Briefs, Client Profiles and other vehicles to both acquire new contacts and establish yourself, as an expert/authority in your field -get connected with the key Publishing/Media firms that cater to your target segment - their subscribership probably contains the valued contacts that you want to add to your network and engage with. Fish in their pond! -get connected with 3rd Parties (REPS/Distributors/VARS) - that cater to your niche - and are well-connected with the Accounts and Contacts that you want to reach. Teaming-up with these players can provide big dividends -you can smartly "target" contacts on Alignable, LinkedIn and other platforms - although prescribe to a "problem-solutions approach" not a sales pitch. And - at all costs avoid an "insincere" social media or permission marketing approach - only to "blow your cover" - by going into a nosebleed, hard-core selling mode. -we also leverage "paid services" that assist both our contact development and lead development needs - although this "compliments" what we do organically. Good Hunting! Author: Market Warfare: Leadership and Domination Over Competitors - basic training for business combat
Leveraging Industry Publication/Media firms that cater to our target market. Their subscriber network contains every prospective company and contact that we need to reach. "Fish in someone else's pond instead of growing your own from scratch!" Author: Market Warfare: Leadership &...
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Leveraging Industry Publication/Media firms that cater to our target market. Their subscriber network contains every prospective company and contact that we need to reach. "Fish in someone else's pond instead of growing your own from scratch!" Author: Market Warfare: Leadership & Domination Over Competitors - basic training for business combat
As an element of our Business Plan - we set growth targets for 2018-2019 - which have consistently been met or exceeded. The programs that support our plan - are designed to promote growth and we did Pilot Tests with several new approaches in 2018 & 2019 - that have panned out. A key element to...
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As an element of our Business Plan - we set growth targets for 2018-2019 - which have consistently been met or exceeded. The programs that support our plan - are designed to promote growth and we did Pilot Tests with several new approaches in 2018 & 2019 - that have panned out. A key element to our plan is to "stick with our spots" - which is working with Technology companies that focus on the Defense & Military and Aerospace target segments (our sweet spot). Given the tone of what has been happening in these segments - growth for a Market Programs company - is a natural outcome. And - many of our Clients are continuing to look for new ways to fuel their business. We have considered extending our Charter (beyond our Target Segments and Client Profile) - although we continue to realize that by doing that - it would dilute our core focus and align us with Markets & a potential Customer set - that is uncommon to our business and one that we would "not speak the language" or have the experience to relate. No one can predict the future - although for now - we will stick with our spots! Author: Market Warfare: Leadership & Domination Over Competitors - Basic Training for Business Combat (Available at Amazon in an affordable E-Version)
Yes - although this circumstance is rare. We engaged with a new prospect - no background, history or relationship. They had a need that we could fill. The sticking point was their model for doing business - was unacceptable (a one-way street). The program would have been implemented over 2-Years...
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Yes - although this circumstance is rare. We engaged with a new prospect - no background, history or relationship. They had a need that we could fill. The sticking point was their model for doing business - was unacceptable (a one-way street). The program would have been implemented over 2-Years - on a non-chargeable (Free) basis. That meant that our firm would have absorbed the cost, resource burn and would consume time & effort that could have been directed to other Client Programs. The "carrot on the stick" was the potential payout for contracts that this Client would secure. That also meant that our firm was dependent on the effectiveness of their Sales Team to win business. Short story: we considered various possibilities of doing business - although no flexibility or consideration for our side of the fence. We respectfully "walked away." During our interactions - one of the team members indicated that "they were burnt by two other Marketing Agencies - and this left a bad taste with the CEO" - and their terms for doing business would not change. Take it or leave it. There is no "lesson learned" - we are savvy and do the proper qualifying - this is just a matter of circumstance. Author: Market Warfare: Leadership & Domination Over Competitors