From RFPs to Retainers: Mastering the IT Sales Funnel with Effective Marketing

From RFPs to Retainers: Mastering the IT Sales Funnel with Effective Marketing

As a multifaceted digital design agency, doubleBaRRiL produces beautifully crafted creative solutions that transcend business goals and garner recognition. We harness the combined power of data, strategy, creativity, and technology to deliver on your business objectives. Our agile, interdisciplinary teams collaborate using their expertise in branding, innovation, design, digital marketing such as SEO, PPC, Social Media, and analytics to tailor highly strategic campaigns that streamline targeted traffic and drive measurable results for our clients to soar above their competitors.

Understanding the IT Sales Funnel

Navigating the IT sales funnel can be complex, especially when moving from Request for Proposals (RFPs) to long-term retainer agreements. This journey requires a strategic approach to marketing that not only attracts potential clients but also nurtures them through each stage of the funnel. At doubleBaRRiL, we understand these intricacies and provide comprehensive digital marketing solutions designed to master this process.

Stage 1: Awareness

The first stage in the sales funnel is generating awareness about your IT services. Potential clients need to know who you are and what you offer. This is where our expertise in SEO, PPC, and Social Media comes into play. We ensure your brand is visible across multiple channels, attracting the right audience.

  • SEO:
    By optimizing your website with relevant keywords and creating valuable content, we help your business rank higher in search engine results, making it easier for potential clients to find you.
  • PPC:
    Pay-per-click advertising ensures immediate visibility on search engines and social media platforms. Our targeted campaigns drive traffic to your site, boosting awareness.
  • Social Media:
    Leveraging platforms like LinkedIn, Twitter, and Facebook, we create engaging content that resonates with your audience, building your online presence and authority in the IT industry.
The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.
Peter Drucker
Austrian-American consultant and educator
Stage 2: Consideration

Once potential clients are aware of your brand, the next step is to nurture their interest and move them into the consideration phase. This involves providing detailed information about your services and demonstrating your expertise.

  • Content Marketing: Through blogs, whitepapers, case studies, and webinars, we provide valuable insights and information that address the specific needs and pain points of your target audience.

  • Email Marketing: Personalised email campaigns keep your brand top-of-mind, delivering tailored content that guides prospects through the decision-making process.

  • Webinars and Online Events:

    Hosting informational webinars and virtual events showcases your expertise and engages potential clients, providing them with the information they need to make an informed decision.

Stage 3: Decision

In the decision stage, prospects are evaluating their options and making their final choice. Our goal is to ensure that your IT services stand out as the best solution.

  • Sales Enablement:  We equip your sales team with the tools and resources they need to effectively communicate your value proposition, including customized pitch decks, competitive analysis, and ROI calculators.

  • Case Studies and Testimonials:

    Real-world examples of how your services have benefited other clients can be incredibly persuasive. We create compelling case studies and gather testimonials that highlight your successes.

  • Proposal Optimisation: We assist in crafting comprehensive and compelling RFP responses that clearly articulate your value and differentiate you from competitors.

Stage 4: Retention

Securing a client is only the beginning. Long-term success depends on building and maintaining strong relationships that turn initial engagements into ongoing retainer agreements.

  • Client Onboarding:

    A smooth onboarding process sets the tone for a successful partnership. We help streamline this process, ensuring clients feel valued and supported from day one.

  • Continuous Engagement:

    Regular check-ins, performance reviews, and ongoing communication keep clients informed and satisfied. Our account management strategies focus on delivering consistent value and addressing any concerns promptly.

  • Upselling and Cross-Selling: Identifying additional needs and opportunities within existing accounts can lead to increased revenue and deeper client relationships. We develop strategies to upsell and cross-sell complementary services.


Mastering the IT sales funnel requires a strategic and comprehensive approach to marketing. At doubleBaRRiL, we combine data, strategy, creativity, and technology to guide potential clients from the initial RFP to long-term retainers. Our interdisciplinary teams work collaboratively to deliver customized, effective marketing campaigns that drive measurable results and position your business for sustained success.

By leveraging our expertise in SEO, PPC, Social Media, content marketing, and client engagement, we help IT companies navigate the complexities of the sales funnel, turning prospects into loyal, long-term clients. Contact doubleBaRRiL today to learn how we can help you master your IT sales funnel and achieve your business objectives.

Are you ready to embrace the future? Start implementing brief but impactful interactive strategies today and unlock the potential of this rapidly growing trend. Your customers are waiting to hear from you.

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