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End User Lead Generation Business Development Framework for technology vendors and channel companies working in partnership
<ul><li>iChannelGrowth Services Overview </li></ul><ul><li>Expected results  </li></ul><ul><li>Leveraging resources </li><...
<ul><li>Plans </li></ul><ul><li>Research </li></ul><ul><li>Advice </li></ul><ul><li>MDF Application/Use </li></ul><ul><li>...
Desired Result <ul><li>Success is defined by </li></ul><ul><ul><li>Leads </li></ul></ul><ul><ul><ul><li>Net new </li></ul>...
Leveraging resources to get there <ul><li>iChannelGrowth </li></ul><ul><li>Your vendor partner or channel partner </li></u...
<ul><li>Understand the audience </li></ul><ul><ul><li>Their demographics and needs  - The decision makers </li></ul></ul><...
The Deliverables <ul><li>A number of hot qualified end user leads  </li></ul><ul><li>A number of warm leads to close in 3/...
      www.iChannelGrowth.com [email_address] [email_address] [email_address]
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End User Lead Generation: Business Development Framework

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iChannelGrowth end user lead generation business development framework for technology vendors and channel companies working in partnership.

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Transcript of "End User Lead Generation: Business Development Framework"

  1. 1. End User Lead Generation Business Development Framework for technology vendors and channel companies working in partnership
  2. 2. <ul><li>iChannelGrowth Services Overview </li></ul><ul><li>Expected results </li></ul><ul><li>Leveraging resources </li></ul><ul><li>Best Practices (The process) </li></ul><ul><li>The deliverables </li></ul><ul><li>Contact </li></ul>Presentation Overview
  3. 3. <ul><li>Plans </li></ul><ul><li>Research </li></ul><ul><li>Advice </li></ul><ul><li>MDF Application/Use </li></ul><ul><li>Vertical Market </li></ul><ul><li>Horizon Responsibility </li></ul><ul><li>Geographic Target </li></ul><ul><li>Title of Key Person(s) </li></ul><ul><li>Size of Company </li></ul><ul><li>Installed Base/Product </li></ul><ul><li>Creative </li></ul><ul><li>Marketing Mix Selection </li></ul><ul><li>Media Schedule </li></ul><ul><li>Measurement Criteria/Mechanisms </li></ul><ul><li>Creative </li></ul><ul><li>Message Development </li></ul><ul><li>Production </li></ul><ul><li>Web </li></ul><ul><li>Database </li></ul><ul><li>Awareness </li></ul><ul><li>Lead Generation </li></ul><ul><li>Sales Tools </li></ul><ul><li>Press Engagements </li></ul><ul><li>Events </li></ul><ul><li>Program Review </li></ul>iChannelGrowth Marketing Services include Marketing and Marketing Communications Consulting End User Audience Development/Access By Marketing Communication Planning Marketing Communication Execution
  4. 4. Desired Result <ul><li>Success is defined by </li></ul><ul><ul><li>Leads </li></ul></ul><ul><ul><ul><li>Net new </li></ul></ul></ul><ul><ul><ul><li>Tech Refresh/Upgrades/Aftermarket </li></ul></ul></ul><ul><ul><ul><li>Reestablishing former client relationships </li></ul></ul></ul><ul><ul><li>Accumulation of assets  </li></ul></ul><ul><li>How will we know when we achieve it? </li></ul><ul><ul><li>Measure throughout </li></ul></ul><ul><ul><ul><li>vs. predefined metrics </li></ul></ul></ul>
  5. 5. Leveraging resources to get there <ul><li>iChannelGrowth </li></ul><ul><li>Your vendor partner or channel partner </li></ul><ul><li>Others </li></ul><ul><li>Yours </li></ul>
  6. 6. <ul><li>Understand the audience </li></ul><ul><ul><li>Their demographics and needs - The decision makers </li></ul></ul><ul><li>Understand your role in solving the end users’ problems </li></ul><ul><ul><li>Understand your partners’ role in resolving end users’ problems </li></ul></ul><ul><ul><li>Create compelling, actionable messaging including valuable offer </li></ul></ul><ul><ul><li>Create the target list </li></ul></ul><ul><ul><li>Deliver the message via selected media </li></ul></ul><ul><ul><li>Social Media, New Media and Traditional Media </li></ul></ul><ul><li>Mid-point evaluation </li></ul><ul><ul><li>Course-correction if necessary </li></ul></ul><ul><ul><li>Add to the target list, as necessary </li></ul></ul><ul><li>Execute offer </li></ul><ul><li>Evaluate results </li></ul>Best Practices… The Process
  7. 7. The Deliverables <ul><li>A number of hot qualified end user leads </li></ul><ul><li>A number of warm leads to close in 3/9 months </li></ul><ul><li>An Intellectual Asset, an exceptional end user database, created for, and to your specifications </li></ul><ul><li>Measured results </li></ul><ul><ul><li>The degree to which the campaign has been successful </li></ul></ul><ul><ul><ul><li>Value of pipeline built during the campaign </li></ul></ul></ul><ul><ul><ul><li>Total amount of new business generated during the campaign </li></ul></ul></ul><ul><li>The creative assets including video, content, etc </li></ul><ul><ul><li>Suitable for your web and Social Media effort </li></ul></ul>
  8. 8. www.iChannelGrowth.com [email_address] [email_address] [email_address]
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