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Harte-Hanks Market Intelligence Capabilities
 

Harte-Hanks Market Intelligence Capabilities

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    Harte-Hanks Market Intelligence Capabilities Harte-Hanks Market Intelligence Capabilities Presentation Transcript

    • Harte-Hanks Market Intelligence Demand Generation and Targeting Solutions for the business technology market
    • About Harte-Hanks Market Intelligence
      • A leading provider of actionable market intelligence to information technology and telecommunications industry since 1969
      • Headquartered in San Diego, California
      • A division of Harte-Hanks (NYSE:HHS), a worldwide direct and target marketing company
      • We identify and track technology installations, purchase plans and key decision-makers at business, government and institutional locations throughout North America, Europe, Latin America and Asia-Pacific
    • Industries we serve
      • Computer Hardware
      • Computer Software
      • IT Services
      • Security
      • Networking
      • Storage
      • Telecommunications
    • Industry leaders rely on us…
    • … to drive measurable business results
      • Shortening sales cycles
        • Finding companies with known need and budget , looking to spend soon
        • Connecting with critical contacts that drive the purchase process
        • Enhancing CRM view with intelligence that significantly improves sales
      • Improving the effectiveness of marketing programs
        • Executing lead programs that deliver specific and qualified lead flow
        • Targeting campaigns toward businesses that are most likely to buy
        • Identifying cross-sell and up-sell opportunities based on technology needs
      • Providing market insight
        • Advanced budget planning via customized addressable market segments
        • Identifying untapped markets and “ green field ” accounts
    • Our vision
      • To be the premier provider of indispensable market intelligence and insight that drives our customers’ sales and marketing results.
      • We do so by:
        • Serving the needs of B2B sales and marketing professionals
        • Delivering actionable intelligence and insight
        • Offering our services at competitive costs resulting in increased sales and marketing ROI
    • Actionable intelligence and insight IT Purchasing Insight Detailed information on buying intentions across Hardware, Software, Networking, Storage, and Telephony Propensity Scores that measure likelihood to buy Decision Makers Business and Technology Decision Maker Contacts Functional Responsibilities Email Addresses Installed Technologies Hardware, Software, Networking, Storage, and Telephony propensity installs, and competitive data
    • The technologies we track Cloud Computing Software-as-a-Service Infrastructure-as-a-Service Platform-as-a-Service Communications Phone System Extensions Long Distance Carrier Mobility/Wireless Phone System Maintenance Smartphones Unified Communications ACD Voice Activated Response Voice over IP Routers Virtual Private Network Internet Service Provider ISP Contract Expiration WAN Network Service WAN Optimization ATM/Frame Relay METRO/SONET/MPLS Communications (continued) Network Service Network Lines Wireless LAN Computer Hardware Desktops Laptops Windows 7 Operating System Workstations Servers Server Series Other Server Server OS Network/Desktop Printers High Volume Printers Uninterruptible Power Supply Computer Software Storage Management Software Business Intelligence Software Development Software Asset Management Software Computer Software (continued) Enterprise Management Software Collaborative Software CRM/SFA Software Document Management Software Enterprise Application Integration Enterprise Resource Planning Database Management Software Data Center or Data Warehouse Outsourcing Server Maintenance Capacity Planning Data Center Management Systems Integration Application Support Programming Services Software Integration Document Management Disaster Recovery Storage Management LAN/WAN Design/Integration LAN/WAN Management/Support Outsourcing (continued) Unified Messaging Network Convergence Security Data Loss Prevention Messaging Security Security Appliance Expansion ID/Access Software Storage Direct-Attached Storage Network-Attached Storage Storage Area Network Tape Library Virtualization Desktop Virtualization Server Virtualization Storage Virtualization Other Data Center Move/Renovation Compliance Initiative Electronic Medical Records As of Q4 2010
    • Our methodology Direct Interviews Advanced Analytics & Modeling Multiple Data Sources Actionable technology insight on the businesses and decision-makers accounting for the vast majority of IT spend.
    • Our solutions Target Marketing Market Analysis Demand Generation
    • Demand Generation Solutions Get you closer to you next customer. Faster.
      • Telemarketing and Email Lists:
        • 350 technology selectors
        • Key contacts
        • Email campaign blasts
      • Sales Opportunities:
        • Daily Feed
        • Synch to Technology Area & Territory
      • Sales Appointments:
        • Seeded with our Targeting
        • Script Development & Program Execution
      • Highly targeted direct marketing, telemarketing and email marketing lists
        • Information Technology professionals and key decision makers responsible for purchasing, implementing and authorizing technology products and services within their company.
          • Contacts categorized into 21 key functional areas for ease-of-use
        • More than 350 selectable technology fields including:
          • Personal Computing, Systems and Servers, Software, Peripherals, Storage, Network Infrastructure, Managed Services, E-Business, Network Services and Telecommunications Equipment.
        • Includes company firmographic information (size, industry, location, HQ or branch)
        • Available as 12-month rental, unlimited use
        • Option to license email addresses or have Harte-Hanks execute email marketing campaign on your behalf
      • Fueling marketing awareness programs
      • Creating demand generation programs for specific technology needs
      • Identifying prospects with complementary or competitors’ installed technology
      Use for:
      • “ BANT-qualified” technology sales leads identified via in-depth surveys with purchase decision-makers
        • Available for 77 key technology initiatives
        • Each sales leads includes:
          • Discovered IT initiative with budget, time frame and Decision Maker contact information
          • Installed technology, IT budgets and preferred vendors
          • Additional IT and Line of Business Contacts
          • Company firmographic information
        • Delivered via on-line service that sends alerts directly to seller’s inbox or smartphone.
          • Configurable by sales territory so seller’s only receive the alerts specific to their territory
          • Gives sellers the ability to research over 700,000 businesses for pre-call planning
        • Also available in a spreadsheet for importing into your CRM/SFA system
      • Identifying businesses in the buy cycle for your technology product or service
      • Reducing missed sales opportunities by insuring a steady, consistent flow of high quality leads
      • Improving seller’s knowledge of prospect’s initiatives, budget and business drivers
      • Shortening sales cycles by identifying prospects that are sales ready
      Use for:
      • End-to-end fully customized demand generation solution including:
        • Powered with Ci Tech Leads & Ci Pipeline Opportunities for Target List
        • Email Campaign to Target Market
        • Complete Program Management
        • Dedicated Tele-Prospecting Agents
        • Comprehensive Reporting
        • Daily Lead Delivery to your CRM System
        • Combine with Aberdeen benchmark studies to further qualify leads
      • Sales appointment setting
      • Event Registrations
      • Trial Offers
      • Delivery of Product Information
      • E-mail Opt-ins
      • Contact Discovery
      • Lead Nurturing
      • Channel marketing programs
      Use for:
    • Our solutions Target Marketing Market Analysis Demand Generation
      • A comprehensive database of 4+ million business locations representing 90% of annual IT Spend including:
        • Full contact information on 6+ million technology key decision makers with emails
        • Company firmographics
        • Installed technology and vendors
        • IT budgets estimates
        • Installation and Purchase Likelihood Scores (ILS/PLS) for key technologies
        • Available at site and enterprise levels
      • Available in relational database (RDF) and flat file formats
      • Available for U.S, Canada, Europe and Latin America
      • 12 month license or single-use
      • Optional match and append service available
      • Enhancing current customer/prospect files with detailed technology profiles and new contacts
      • Identifying prospects or “look-a-likes” based on over 40 key technologies
      • Market analysis including segmentation, sizing and market share
      • Developing a deeper understanding of customers and prospects with more precise customized analytical models
      • Fueling lead scoring algorithms based on technology need and purchase likelihood
      Use for:
    • Powerful New Indicators Installation Likelihood Score Predicts the likelihood that a particular technology is installed at a business location Use to segment & target for awareness, nurturing of brand messages Purchase Likelihood Score Predicts the purchase likelihood for a particular technology at a business location Use to target lead generation programs, campaigns, seller efforts
    • How we differ
      • We Focus on:
      • WHAT businesses spend, not what they earn
        • $500-$600 billion in IT spend annually
      • WHERE it is spent
        • The 4 million locations that comprise 90% of the IT market
      • WHO spends it
        • 6 million contacts that matter most – those that drive IT transactions & investments
      • WHEN and WHY they are buying
        • More than 10,000 technology sales opportunities discovered monthly – across 77 IT Market Categories – including technology initiative and purchase time-frame
    • Proven Based on over 40 years of experience in serving technology industry leaders We have a For helping you succeed Unparalleled Into business need, buying trends and installed technology footprint.
    • Harte-Hanks Market Intelligence Get closer to your next customer today. 1-800-854-8409 www.citdb.com [email_address]