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High Impact Prospecting V14
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High Impact Prospecting V14


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  • 1. High-Impact-Prospecting™“Agile, single-vendor and high-outcome B2Bdemand generation services fortechnology-centric clients.” Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 2. Who Is HIP and What Do We Do?High-Impact-Prospecting is a New York-based firm providingagile, single-vendor and high-outcome B2B demand generationservices for technology-centric clients.Our key differentiators include ownership of our own emailservice platform, our own virtual call center, a 50+ million-strong B2B contact database, and a tight-knit team of deeplyexperienced U.S.-based professionals. Our services include: • Email Marketing • 1:1 Lead Creation • Trade Event Enrichment • Outsourced Marketing Services • B2B Social Media Engagement • B2B Contact Data Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 3. High-Impact-Prospecting™ "Simply put, the origin of High-Impact-Prospecting™ began in satisfying the unique needs of our clients... …clients faced with challenges like: Bret Smith, Managing Principal & Senior Consultant Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 4. Client Challenges Like: "I need to replenish our lead funnels, quickly and cost-efficiently." "I need to meet my lead quota, but am constrained by budget." "It takes too many vendors to get our message to market." "I need to expand my subscriber base, but dont know where to start.“ "I need to affordably pump up my webinar registrant counts.“ "How can we pre-schedule a high-volume of meetings at our trade events?" Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 5. HIP Sample Clients CenturyLink  Blackberry Adobe  TomTom MasterCard Business  Harvard Business Review SAP  Microsoft IBM  Aberdeen Group Pitney Bowes  Autotask VMware  Dassault Systemes RES Software  CAST Software Kennedy Information  NetScout Directions Media  Internap Comcast Business Class  Zeroed-In Technologies Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 6. What Clients Say - 1“There is no other way to say this. Bret is amazing at what he does and the workthat his team accomplishes. Bottom line: he gets results. He is directlyresponsible for driving highly qualified executive level prospecting meetings.These meetings have turned into millions of dollars in revenue. Bret is extremelyvaluable and I highly recommend him.” Doug Shaddle, Senior Director, Predictive Analytic Sales, Pitney Bowes Business Insight“A few years ago, we launched a very complex strategic partner and salesinitiative that was dependent on developing leads for engaging our sales teamsas well as those of a few key partners. Delivery of solid leads was not an option,it was a must have, or wed loose the credibility of our own sales organization aswell as that of our partners. Bret blew me away with his ability to quicklyunderstand our objectives and then use his best practices to deliver some solidappointments that ended up generating real revenue. I considered him "mysecret weapon" and would highly recommend him and his skills to anyorganization that is interested in increasing their ability to generate highlyqualified leads to their sales organization.” Mike Agron, Managing Principal, WebAttract former executive at Apple Computer, Oracle, and DeCarta Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 7. What Clients Say - 2"Bret Smith is a master of both the science and art of business development andsolution selling. His proven analytical "by the numbers" prospecting methodologymaximizes productivity and results when combined with his innovative and creativemessaging approach. Bret has an amazing talent for translating abstract productfeatures into meaningful, laser targeted value propositions that resonate stronglywith prospective C-level customers. He shows tireless dedication to delivering resultsand is continuously looking for new ways to leverage technology to deliver newbusiness." Jason Koeferl, Sr. Marketing Manager at CORESense, Inc."Bret is a stellar lead generation expert. He knows his stuff inside and out. Hesworked with us to spearhead many successful lead gen campaigns. As a startup, wehave no margin for error when it comes to sales and marketing. Every dollar andminute we invest must come back with a tangible ROI - that always happens whenwe invest in Brets work. We consider him to be a very important member of ourteam, and look forward to partnering with him to grow our business!“ Brett Owens, CEO, Chrometa Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 8. What Clients Say - 3"Bret simply takes care of his clients - we have worked with him via two differentbusinesses he runs. His H-I-P program to help organizations to generate leads issecond to none! We have acquired new business instantly as a result of his guidanceand prospecting services. What sets Bret apart is not just the service but hiscreativity to come up with solutions to meet specific demands of clients. We literallyhad instant success as a result of using his guidance and services. If you are a firmlooking to extend your marketing reach for prospect generation do yourself a favorand contact Bret." Tim Hagen, President, Webinar Tracks"I searched for an email marketing expert on Linked-In and thats exactly what ifound in Brett and High Impact Prospecting. The project came together quickly andwas well executed. Its clear to see why his technique works so well in developinghigh quality prospects. Im already planning my next project with him. A trueprofessional. Thanks for the great job Brett!“ Chris Moore, Founder & President, Zeroed-In Technologies LLC Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 9. Industry/Vertical Experience • Computer Software and Applications • Computer Hardware and Networking • Online Publishers and Internet-Based Services • Cloud Computing Platforms • Banking, Securities • Telecom, Mobile Computing, Business Class Cable • Logistics, GPS, Remote Sensing & Device Management • Energy, Power and Green Initiatives • Insurance and Healthcare • Sales Training and Reinforcement • Human Capital Management Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 10. Sample Engagements Construct enriched list of vertical c-level contacts (name, title, address, phone, email & intel) for virtually any industry in the U.S., whether for provision of CRM data to client or as basis for ensuing prospecting effort. From 1,000 to 50,000+ contacts. Develop/manage e-prospecting campaign on an outsourced basis. Generally 5-10 initial days to digest value props, build custom program (pitches, prospect lists, etc.), then commence campaign. Focus on “Quick To Market”. Survey by telephone 2,000 potential respondents. Prepare and complete within 20 business days. Designed to obtain quick answers for business development. Drive hundreds of registrants to a professionally-produced, highly- relevant, industry-specific, web-based event. Delivers dozens of leads as webinar attendees. Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 11. Email Marketing Services - 1 Webinar Audience Recruitment Drive standard-setting registration counts for your webinar by having H-I-P recruit a demographically-matched target group via email and via hundreds of LinkedIn discussion groups. We can source virtually any type of B2B audience from our contact database containing over 50 million records and then deliver your invitations on our proprietary email service platform. We provide all list management and assurance of CAN-Spam compliance. We can also assist with message development, graphic design, browser/email client compatibility testing, spam scoring/adjustment, and more. Whitepaper/Ebook Downloads Generating thought leadership through case studies, whitepapers and ebooks, but want more of the right “eyeballs” on your content? H-I-P can drive significant numbers of downloads for you by leveraging your creative to recruit a highly targeted audience to your landing page. We can build virtually any B2B target group from our contact database containing over 50 million records and then deliver your messaging on our proprietary email service platform. Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 12. Email Marketing Services - 2 Contract eNewsletter Broadcasts Need to regularly and reliably deliver eNewsletters to your subscriber base? H-I-P can cost-effectively manage your ebroadcasts, whatever the volume, on our proprietary email service platform. We take all the pain away, handling not only your email delivery but also providing additional services including message development, graphic design, browser / email client compatibility testing, spam scoring / adjustment, and more. Want to enhance your subscription counts? Have us recruit a net new audience from our B2B contact database of over 50 million-count. Demo and Free Trial Requests Want to drive a targeted B2B audience to a hosted form so they can request a demo or a trial of your solution or service? H-I-P’s single vendor solution, combining targeted data with our proprietary email service platform, is highly effective for this purpose. To “cut through the clutter” in your recipients’ inboxes, we add in bleeding-edge personalization of your creative to ensure maximum engagement, from Personalized URLs to Variable Image Personalization. Some of our longest term clients avail themselves of this service and include CenturyLink, Pitney Bowes and Tyler Technologies. Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 13. 1:1 Lead CreationUsing Email/Voice ProspectingThere’s no more effective means of 1:1 lead generation that converging emailmarketing with voice prospecting. Email provides a cost-efficient education channelfor communication which enables recipients to self-select and “Voice Prospecting”then leverages the data you collect and employs the natural, human voice to extendthe dialogue you’ve begun. It is NOT telemarketing and it doesn’t involve sales“tricks” and scripts. It is the logical extension of your efforts to engage prospectsand create warm conversations for your sales people, and leads to stickier, longer-term business relationships with the prospects, without the possible loss ofcontinued access caused by a salesperson who doesn’t make a timely and informedfollow up. We can help you justify ROI for both your current efforts and our additionto them and ensure you get that budget back again for 2012. Increase theoutcomes of your marketing efforts, dollar for dollar, by up to 60% by adding “voiceprospecting”.Using Email ProspectingH-I-P leverages a time-tested email prospecting methodology to secure qualified1:1 interest for its clients. We employ "peer to peer" techniques which engage keyexecutives inside target organizations of specific industries, is driven by role-basedsegmentation within your target group and is expressed compellingly throughhighly-informed appeals that connect with them in their “language”. Combined withour single vendor approach that includes a living, breathing contact database of50+ million B2B contacts and delivery of all emails on our proprietary email serviceplatform, it’s hard for our prospective clients not to pilot this exclusive service fromH-I-P! Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 14. Trade Event EnrichmentFill Your Seats at Road Shows, Summits and User Group MeetingsH-I-P leverages a time-tested email prospecting methodology to secure net new orexisting customer commitments/RSVPs for its clients’ physical events. We employ"peer to peer" techniques which engage key contacts inside target organizationsand which, combined with our single vendor approach including a living, breathingcontact database of 50+ million B2B contacts and delivery of all emails on ourproprietary email service platform, deliver solid and consistent results.Prescheduled Booth Meetings @ Your Trade Show or ConferenceWhy rely only on passive booth traffic when H-I-P can schedule qualified meetingsto take place right at your exhibit? Organizations from Pitney Bowes to SPE toIntalytics and others have found this to be an excellent means of enhancing the ROIon their events while more deeply engaging their sales reps before, during andafterward in the outcomes.Recruit ExhibitorsImagine what H-I-P can do to secure new exhibitors for your own trade event byrecruiting the right prospects from its 50+ million B2B contact database? Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 15. Outsourced Marketing Services - 1 Operating/Managing Your Marketing Automation Tool We can fill your marketing automation tool with logic and business rules and then assure it runs smoothly and effectively nurtures new and existing leads. H-I-P enables automated lead nurturing using drip marketing programs, deploys autoresponder emails as completion actions for your forms, includes dynamic content into your emails to add a personal touch, provides you the flexibility of scheduling your emails, and automates CAN-SPAM compliance for messaging sent from your MAT. Content Creation for Your Marketing Automation Tool The first true step in building out a lead nurture program in a marketing automation solution is to create the content which will drive the ongoing “conversation” with the prospect. High-Impact-Prospecting prides itself on what we call our “peer to peer prospecting” skills and our communications, whether written or spoken, are driven by role-based segmentation and targeted towards prospects’ areas of responsibility. We author impactful and relevant messaging intended to communicate effectively to the right contacts for you, “in their language”. The process begins by collaborating with you on creation of messaging and content, and then we synthesize, distill and express your offerings in conversational style, though in industry vernacular designed to "cut through the clutter". All of this will be driven by your business rules and from within your own marketing automation solution. Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 16. Outsourced Marketing Services - 2Graphic Design and TestingWe provide full service HTML graphic design for your webinar invitations and registrationpages, enewsletters and email marketing. H-I-P’s Graphic Design and Testing service includesbrowser/email client compatibility testing, spam scoring/adjustment, and more.Custom PowerPoint Templates, Slide Creation and Slide MakeoversTemplates brand your business presentation. They are essentially PowerPoint stationery andare the foundation of every slide in your PowerPoint presentation. We can design slides for anew PowerPoint or make over an existing PowerPoint.Hosted FormsHave great content like a whitepaper or ebook that you want H-I-P to promote, but don’t haveyour own soft landing page? We can build and host a form for you which completelyautomated the process for you … not only capturing the contact data you desire, but deliveringthe related collateral and reporting that information to you in real-time. Contact us for moreinformation.Personal URLs and Variable Image Personalization for EmailsCreativity, interaction and personalization are key components of successful email-basedwebinar recruitment campaigns. Our optional multi-channel applications include a personalizedlanding page for each respondent as well as Variable Image Personalization for each individualemail. Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 17. B2B Social Media EngagementDrive Genuine Demand from LinkedIn and other B2B Social MediaHigh-Impact-Prospecting has long experience in leveraging LinkedIn bothfor its own benefit as well as for its clients. To be effective activity needs tobe content-driven, regularly recurring, consistent in messaging, andperceived as genuine by members of LinkedIn. High-Impact-Prospecting ishighly sensitive to being our clients’ “brand guardian” when representingclient interests on LinkedIn. This experience, as relates to engagement withB2B prospects in social media includes, but is not limited to, the use of:• Surveys and Polls• LinkedIn “Answers”• Network Updates• Discussion Groups• Automated broadcast to facebook, Twitter and dozens of other social media sites• Blogging Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 18. B2B Contact Data - 1Target Group ProvisioningOur proprietary list provisioning process converges our 50+million count B2B databasewith other credible contact data sources and with social media for the most accurateand cost-efficient method in use for list builds today. We feature:• Only professional BTB email addresses: no AOL, Hotmail, Gmail domains.• Deep segmentation capabilities• Pricing often at 20-50% of most of our competitors.• 90% Deliverability guarantee.• Data sample prior to purchase.• Unrestricted, unlimited license – you own the data!• Coverage for U.S., Canada, U.K., Latin and South America, Australia, India and other geographies.Custom List Acquisition/BuildH-I-P recognizes that not all desired contacts may reside within our database. We offercustom target group development for those clients who have the most specific anddiscriminating business needs. Contact us for more details. Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 19. B2B Contact Data - 2CRM Data EnhancementFor data appends and CRM refreshes, High-Impact-Prospecting uses a proprietaryprocess which sources diverse and reputable contact data and then converges itwith business-to-business social media. The result is the most accurate and cost-efficient output in use for list builds today. Pricing for our standard dataappend/enrichments service, entitled List-Enrich™, is based on the total count ofthe contacts to be enhanced, the desired time frame for delivery, and the qualityand format of the client data provided to us. Our output provides the most currentinformation for each identifiable contact, striving for 80% match or better. It canbe delivered in comma-delimited text, Microsoft XLS, CSV or in an Accessdatabase. It can also be formatted in terms of data dictionary, columns, rows andcells for easy import to most major CRM and marketing automation solutions,including, Pardot, Eloqua and others.Segmentation and TargetingWant to “size your market”? As a precursor to your next marketing campaign,whether H-I-P delivers it for you or not, we can determine the total count ofcompanies and desired contacts which you could source by targeting andsegmenting against your demographic profile within our B2B contact database ofover 50+million records. Reporting includes counts by SIC, NAICS and/OR NACEclassifications as well as their accompanying textual descriptions, geography,department, keyword title and more. Copyright © 1996-2012, High-Impact-Prospecting, LLC
  • 20. High-Impact-Prospecting, LLC90 State Street, Suite 700Albany, NY 12207MAIN Copyright © 1996-2012, High-Impact-Prospecting, LLC