Start With The Right Process
Whether you are a team, venue, national governing body, collegiate athletic program or non-profit, Properties all share a common goal – maximize sponsorship revenue. It sounds so easy. We know better. There is no off-season in venue and sponsorship sales. SponsorshipEdge™ powered by POV Sports Marketing helps your sales organization create true process, systems and sales strategy.
Our customized Venue, Market & Revenue Report (VMR) or Sponsorship Strategy and Evaluation Report (SES) delivers actionable intelligence that will help you develop inventory, set realistic rates that will stand up to scrutiny and affirm your value proposition in the marketplace. Some properties set their asset prices based on what neighboring teams/venues are getting. Some take a guess. POV delivers a more analytical approach and positions you as an expert in your marketplace.
Once the foundation and sales strategy are set, we stay engaged via our Sales Advisory services to provide sales support via prospecting insights, sales coaching, presentation training, negotiation support, category intelligence and overall sales guidance for your team.
“Creative and collaborative properties win big with brands.”
VMR/SES
Both the Venue, Market and Revenue Report (VMR) and the Sponsorship Evaluation and Strategy Report (SES) are developed through an integrated five-step process depending on your property type. Several critical areas are analyzed and synthesized to deliver your property a realistic and customized recommendation for rate card, sales materials, inventory/assets, contract terms, entitlement development, prospecting, lead list, sponsorship fulfillment and more. The report becomes the foundation for your team's business development strategy and delivers intelligence that will help you gain a competitive edge.
Sales Advisory
Ever feel like you wanted to phone a friend prior to a big meeting or during a complex sales negotiation? We know that feeling. That’s why we started Sales Advisory. We don’t judge, we guide. Through a collaborative and one-on-one approach, our sales advisory services provide each team member counsel on developing new business sales targets, upsell planning, pipeline management, networking strategies, presentation skills, negotiating/closing strategies and more. We provide the coaching so that you can deliver the revenue results.
Multimedia Rights Advisory Support
As revenue demands on university athletic departments continue to increase each year, the decision of how to manage your multimedia rights – in house or third party – is a stressful one. We know that in college athletics, when faced with a decision like outsourcing MMR sales, there can be positives and negatives to both models. The goal is to choose the best model for your program and then optimize it. Our team will work with you to evaluate your MMR opportunity landscape, identify the best potential partner and advise on a property-friendly deal structure. If the MMR opportunity is not there, we can create the playbook and unique opportunities for your in-house sales offering and get your seller on the path to success with quantifiable results.
Rate card valuation
Different markets, leagues and properties can bear different rate card values. We can help you navigate and understand the fair market value – whether it’s signage, TV, radio, print, social, digital, on-site activation, IPTV, concession rights, trademark rights, co-branded products, venue use or VIP special events. Most importantly, we understand entitlement and naming rights values and how they’ve shifted over time. We will help take the guess work out of justifying the rate card and let you focus on revenue generation.
Sales Negotiation
We've been on the property side of the table for over 25 years. From CSD and wireless deals to hospital systems and tractors, we’ve learned a thing or two along the way. We know how to design the integrated marketing solutions your advertisers need, while maximizing your inventory and category yield. Our goal is to ensure you have the tools to structure comprehensive deals, tighten a category definition and know when to hold the line on price. We share our experience with your sales staff, so they have the confidence to negotiate long-term, profitable deals for your organization.
