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Belux Marketing 2013

Belux Marketing 2013. 3 months marketing plans Recurring activities: Monthly eDM towards endusers + Channel (25.000 contacts) Monthly Partner Newsletter (7000 contacts) Social Media (Twitter, Linkedin , FB). Marketing Approach Belux. Our marketing approach.

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Belux Marketing 2013

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  1. Belux Marketing 2013 • 3 months marketing plans • Recurring activities: • Monthly eDM towards endusers + Channel (25.000 contacts) • Monthly Partner Newsletter (7000 contacts) • Social Media (Twitter, Linkedin, FB)

  2. Marketing Approach Belux

  3. Our marketing approach Our goal =Do more business Resellerrecruitement + Training & certification of existingresellers End Userlead generation

  4. Our marketing approach Vendor Creative and Effective End User Demand Generation VAD VAR End User

  5. Marketing budget approach Focus on yourcustomers! (80/20 rule)

  6. Marketing budget approach Focus on your budget!

  7. Marketing budget approach Focus on your budget!

  8. Our marketing approach 4 types of marketing: • Customer Development • Active Resellers • Focus Resellers • Market Development • Prospect Resellers (resellerrecruitement) • End users (leadgeneration) • Product Marketing • Corporate MarCom

  9. Customer development Active Resellers • eDMcampaigns • Community events: • Marketing-meets-Marketing • Sales-meet-Sales • Technical-meets-Technical • Solution workshops (Security, Networking, …) • Certificationdays (on vendor level) • DRIVE RewardProgramm Focus Resellers (top 40) • Same as Active resellers + : • personal approach via channel manager • Invitedfor special events/incentives • Invited on VIP events

  10. Market development Resellerrecruitement • eDMcampaigns • Roadshows • Solution workshops • Vendor events • 3rd party events (LANnews, Business-meets-it, TMAB, …) End user leadgeneration (directly) • eDMcampaigns • Telemarketing • Seminars & workshops • Proof of Concept • 3rd party events

  11. Market development Joint-marketing with resellers • Co-branded eDM campaigns • Telemarketing: • we book the agency and do the briefing • reseller provides the dbase and does the follow-up • Seminars, workshops and events • Seminar-in-a-box can be offered • if reseller organizes everything, we can provide: • Materials for the inviation • Speaker • Collateral, gadgets, … • Incentives/VIP events • Customized/relational events can be set up in agreement with the reseller and for a limited number of selected customers

  12. Product marketing Marketing on product/vendor level: • Incentive programs (DRIVE RewardProgramm) • Promotions • Product mailings • Vendor/product websites • Proof of concept • Product seminars & workshops • webinars

  13. Corporate MarCom Communication tools: • Monthly e-newsletter • Monthlypricelistnewsletter • Monthly training newsletter • MonthlyeDM’s • Corporate Website (+ solution sites) • Social Media (LinkedIn, FaceBook, Twitter, …) • Collateral (solutions guide, product guide, …) • PR Events: • Partner event / Solutionsday • CEO Roundtable • Get-together (sales-meet-sales, technical-meets-technical) • 3rd party events/fairs/exhibitions

  14. Partner Newsletter: • Monthly • 7000 channel contacts Belux • Promotions, campaigns, training, events

  15. Security & Networking Newsletter: • Monthly • 7000 channel contacts Belux • 12000 enduser contacts Belux • Product news, whitepapers, trial downloads, training, events

  16. Belux Marketing 2013 Upcoming events (April-May-June) • 10 lunch & learn sessions (Fortinet, Proofpoint, Aerohive, Nutanix) • MEE seminar • Callout (as follow up of activities) • 6 Joint-seminars with resellers

  17. Belux Marketing 2013 Best activity realised in the past months: • InfoSecurity & Storage Expo: • 429 pre-registrations (best result of all exhibitors) • VIP drink on booth days: 150 guests • 74 meetings scheduled for our vendors • Total of +/- 450 people visited our booth

  18. Belux Marketing 2013 Biggest challenge faced • A lot of activities: • Preparations for InfoSecurity & Storage Expo • Ongoing corporate marketing • Workshops, seminars • Joint marketing with resellers • Arbor campaign • Business & Channel development for Nutanix • … • But not a lot of time … • So some activities are not yet launched (e.g. DRIVE)

  19. Belux Marketing 2013 Biggest challenge faced • A lot of activities: • Preparations for InfoSecurity & Storage Expo • Ongoing corporate marketing • Workshops, seminars • Joint marketing with resellers • Arbor campaign • Business & Channel development for Nutanix • … • But not a lot of time … = some activities are not yet launched (e.g. DRIVE) 

  20. Belux Marketing 2013 Arbor Networks Campaign • 4 eDM’s • Each eDM towards +/- 6000 contacts • Average (unique) open rate of 19% • Average (unique) click-through rate of 1,3% • 23 Leads: • 7 DDoS Surveys • 10 Whitepaper downloads • 6 appointments

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