slide1 n.
Download
Skip this Video
Loading SlideShow in 5 Seconds..
Integrated Marketing Services: IMS360 Group PowerPoint Presentation
Download Presentation
Integrated Marketing Services: IMS360 Group

Loading in 2 Seconds...

play fullscreen
1 / 19

Integrated Marketing Services: IMS360 Group - PowerPoint PPT Presentation


  • 198 Views
  • Uploaded on

Integrated Marketing Services: IMS360 Group. New Buying Paradigm. 85%. of B2B customers are doing internet research before making a purchase!. How Marketing Aligns The Sales And Buying Processes. How does marketing align the sales and buying processes to fix your sales woes?.

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'Integrated Marketing Services: IMS360 Group' - amber


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
slide2

New Buying Paradigm

85%

of B2B customers are doing internet research before making a purchase!

slide3

How Marketing Aligns The Sales And Buying Processes

How does marketing

align the sales and buying processes to

fix your sales woes?

WIDER NET: Leverage multiple channels of communications so Suspects find you.

What are customers thinking and what resources they use?

Customer aware of business needs.

RIGHT PLACE, RIGHT TIME: Dictate the places your customers can learn more about your solutions.

Sales target the wrong

Customers/Prospects

with the wrong message.

Customers self-researching the solutions before meeting with a sales rep.

STAY RELEVANT: Prove your company value

to prospects that are

still unsure why to buy.

1) Sales - Not enough appointments.

2) Sales - Poor qualification of Customers/Suspects.

DEEPER & WIDER: Position company’s entire offering and keep your organization top of mind.

Customers meet several VAR competitors and want quotes and validation.

1) Sales forecasts poorly qualified prospects.

2) Neglects to truly prove value to your solution and company.

  • Customers make purchase
  • 2) Pigeon-hole your capabilities

What challenges are sales facing?

Sales struggles to

introduce

additional

solutions.

slide5

Dedicated Marketing Consultant

A Strategic Business Approach

Alignment of Sales & Mktg. = 31.6% Y/Y Growth!

  • Metrics tracking & Lead Mgmt. Tool
  • Campaign management & adjustment
  • Sales Growth & ROI
  • Establish budget allocation
  • Activity milestone management
  • Platform message/Ldg. Pages set-up

Optimize

Execute

  • Integrated Campaign recommend.
  • Finalize marketing activities
  • Timelines & accountability

Plan & Manage

  • Opportunity analysis
  • Technologies, Verticals, and Segment
  • Business goals & objectives

Bus. Alignment

slide7

Using IMS messaging, a multi-touch Email, Banner, and Direct Mail was created to generate interest around their Cloud offering to a group of targets

Customer Success Story

All suspects that responded positively to the message were driven to a dedicated landing page. Each suspect was then called upon by the customers’ sales representatives.

Location: Eastern US

Company Size: 2Sales Reps, 5 Engineers

Needs: Qualifying suspects, getting deeper and wider in

existing accounts, keeping customers up-to-date

on new offerings, more targeted marketing.

Technology: Cloud

Manufacturers: Cisco, VMWare

Based on their needs and technology focus areas, their IMS360 consultant developed a strategy and helped execute that strategy alongside them…

Sales Process

Buying Process

Target

E-mail / Web

Direct Mail

Suspect

The IMS Consultant also recommended putting together a local customer success story to include on all media, and also had a formal document to use as sales follow-up.

Landing Page

Call Campaign

Prospect

Case Study

Customer

Social Media

Newsletter

End Results:

10% Messaging Interest Rate

2 New Customers, and Increased Pipeline

Close to 100% Cisco Revenue Increase

To stay relevant and to allow existing customers to hear about what else they do, IMS360 helped them plan and execute a social media strategy as well as a newsletter.

what it would cost you
What It Would Cost You

Resources

Cost / yr

Marketing Consultant

Sales Consultant

Social Media Assistant

Email Marketer

SEO Ninja

Selling

Nurturing

Upselling

Growing

Marketing

Automation Platform

Lead Notifications

Email Campaigns

Marketing Templates

AdWords Campaigns

People

$80,000

$6,000

Process

Tools

$20,000

Total

$106,000

slide9

Getting Started with IMS360 Group

Base packages and additional services

To get started…choose a package: (One-Time Setup fee of $495)

slide10

Getting Started with IMS360 Group

Base packages and additional services

Additional Marketing Services

Microsites: Up to 3 page Microsite with domain and hosting

Web Development: Creation of Web Pages

SEO: Search engine optimization services

Creative Services: Custom Artwork and Copywriting

Lead Qualification: Follow-up on warm leads created by marketing activities

List Services: Purchase target lists and list management

Re-Marketing:Market to people online based on the pages they visited

Additional Sales Services

Special Reporting: Weekly reports/Different Visual Reports w/ Graphs, etc.

MDF Management: Manage Manufacturer Co-op funding on your behalf

Sales Consulting: Live or virtual sales consulting for your sales team

Next Steps & Suggestions

slide12

Getting Started with IMS360 Group

Base packages and additional services

  • Next… Define your most profitable business focus and target markets:
    • By leading with your value proposition and not your manufacturers, your consultant will work with you to determine the most profitable solutions and target markets to focus on.
  • Finally…Choose your activities and messaging:
    • Once you select your package and targets, you and your IMS360 marketing consultant will determine the appropriate activities and messaging to create your integrated marketing plan. From a messaging standpoint, you can choose to use our targeted messaging and campaigns around Managed Services, Cloud, Security, Data Center, Networking, or Mobility/Wireless. Alternatively, you can use your own messaging, or a hybrid of both. As you execute your plan, we’ll work with you to ensure sales and marketing alignment.
  • What is an Activity?
    • An activity is a marketing tactic that is executed as part of your integrated campaign. Our activities include Email, Direct Mail, Banner Ads, Print Ads, Landing Pages, Event Management, Lead Nurturing, Search Engine Marketing, and Social Media.
citrix silver promotion
Citrix Silver Promotion
  • Notes:
  • Citrix is subsidizing these IMS360 programs
  • Funding will come through IMS360 so that Citrix MDF/Co-op billing is avoided
  • Promotion only available while there are funding dollars available

*Details finalized by Robert Keller at 9/19/12

activities
Activities

E-mail / Web

Print Ad

Direct Mail

Landing Page

Call Campaign

Video

Microsite

Event

Case Study

Social Media

Newsletter

Blogging

slide15

Getting Started with IMS360 Group

Base packages and additional services

To get started…choose a package: (One-Time Setup fee of $495)

slide16

The only way to close those gaps is by intelligent, integrated marketing

Leads

GAP

GAP

GAP

Traditional

Marketing

Sales Process

Buying Process

Target

E-mail / Web

Print Ad

Direct Mail

Suspect

  • Buyers in full control
    • Diagnosing their own problems
    • Decides the timing of VAR’s engagement
    • Know the solutions and pricing
  • Widening disconnect of buying/selling processes
  • Suspects have access to information 24/7
  • Prospects researching throughout the sales cycle
  • Most transparent era ever
  • Buyers are engaging later and more informed
  • Less established value, commoditizing the sale

Traditionally, marketing happens at the beginning of the sales process and leads would be pushed through the sales funnel.

Landing Page

Call Campaign

Video

Lead

Entrance

Prospect

  • Where are the gaps between your sales reps and the buyers?

Microsite

Event

Case Study

Lead

Entrance

Customer

Lead

Entrance

Social Media

Newsletter

Blogging

resources1
Resources:
  • SEO Pricing: https://docs.google.com/a/ims360group.com/open?id=0B-wwHYEwFMVFamtfaEZUWm9MZ0E
slide18

Integrated Sales and Marketing

  • The People: who have expertise develop a plan and strategy to align the sales and marketing efforts of your organization.
  • The Process: of putting together a cohesive marketing and sales plan, and executing under one umbrella.
  • The Tools: A single platformto market to customers and prospects when, where, and how they want to be touched.
marketing journey

Marketing Journey

New Customer Journey:

http://www.structuredweb.com/sw/swchannel/CustomerCenter/documents/9619/24633/New_Customer_Journey.pdf

Existing Customer (Nurture) Journey:

http://www.structuredweb.com/sw/swchannel/CustomerCenter/documents/9619/24633/Existing_Customer_Journey_(Nurture).pdf