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Marketing Meeting 18 th January 2013

Marketing Meeting 18 th January 2013. Agenda. Drive training. Welcome to DRIVE. Agenda – DRIVE introduction, training & launch 12.00- 2.30 DRIVE: is it a new Ferrari adv or a Marketing Program?? What? Who ? Why? How to DRIVE – The program in a live demo and Q&A

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Marketing Meeting 18 th January 2013

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  1. Marketing Meeting 18thJanuary 2013

  2. Agenda

  3. Drive training

  4. Welcome to DRIVE Agenda – DRIVE introduction,training & launch 12.00- 2.30 • DRIVE: is it a new Ferrari adv or a Marketing Program?? • What? Who? Why? • How to DRIVE – The program in a live demoand Q&A • Fast lunch for fast drivers • Q&A • DRIVE your own car – How to launch the program locally

  5. DRIVE, is it a new Ferrari adv or a Marketing Program? An incentive marketing program for our Vendors and Resellers: • Rewarding Resellersfor setting qualified meetings with end users • Allocating Vendors marketing investments • Accelerating business development for Vendors, Resellers and Exclusive Networks • Innovating ChannelMarketing -optimizes the marketing effort The Market Accelerator One TouchMany Connections

  6. What? - DRIVE anatomy Vendors promotions set up to reward resellers booking qualified meetings • A full-catalogue of rewards and prepaid cards available on the • online DRIVE shop An easy ‘self-service portal’ to manage promotions, meetings and points

  7. How it works • Resellers earn points!

  8. Who? - DRIVE Target Customers HOW DO THEY JOIN DRIVE? • Vendor Set up DRIVE promotions • VAD Manage the program locally • VAR Book qualified meetings ….. and others Prospects • All the players benefits of faster Sales Engagement • Closer relationships and accelerated knowledge transfer • Easy to track activities • Gets VAR Management Buy-in

  9. Why?The business challenge • Gartner says “the IT security services market in Europe is mature” • VARs have direct access to end users and play a key role in the Vendors and VADs sales cycle • Campaigns to engage VARs need an innovative and measurable approach • DRIVE is the program to strengthen the partnership with Vendors and provide a premium access to the resellers market Vendors SALES SALES SALES Marketing Leads Generation Marketing Leads Generation VARs End users

  10. Who Wins • VARs • They receive Points towards Campaigns and NFR etc • VAR Individuals • Rewarded for New Sales Opps • Vendors • Higher Quality Sales leads • Measurable ROI • All Sales Super Heroes !

  11. DRIVE your own carLaunch DRIVE locally • Marketing managers are the Local Admin Contacts. • Follow the process below to launch locally • Countries are the • real Super Heroes! Country support provided by the Group DRIVEsupport@exclusive-networks.com

  12. DRIVE call to action • Local EN admin to manage: • the portal • Customize homepage with a welcome message • In the promotions tab – include the list of sales accounts in your country • Invite reseller companies and track the acceptance rate • Flag promotions as “Pole position “ • the process • Ask the Vendors to join the program and set up promotions • Define a launch plan for the resellers – EDM, events, social media… • Agree with the central DRIVE PMs on the reporting

  13. DRIVE promos • Country package: • Email Signature for EN • 2 Banners • PR release • EN admin Guide • Vendor presentation • Reseller Presentation • Dedicated inbox for EN admin support

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