End User Lead Generation Business Development Framework for technology vendors and channel companies working in partnership

iChannelGrowth Services Overview Expected results Leveraging resources Best Practices (The process) The deliverables Contact Presentation Overview

iChannelGrowth Services Overview

Expected results

Leveraging resources

Best Practices (The process)

The deliverables

Contact

Plans Research Advice MDF Application/Use Vertical Market Horizon Responsibility Geographic Target Title of Key Person(s) Size of Company Installed Base/Product Creative Marketing Mix Selection Media Schedule Measurement Criteria/Mechanisms Creative Message Development Production Web Database Awareness Lead Generation Sales Tools Press Engagements Events Program Review iChannelGrowth Marketing Services include Marketing and Marketing Communications Consulting End User Audience Development/Access By Marketing Communication Planning Marketing Communication Execution

Plans

Research

Advice

MDF Application/Use

Vertical Market

Horizon Responsibility

Geographic Target

Title of Key Person(s)

Size of Company

Installed Base/Product

Creative

Marketing Mix Selection

Media Schedule

Measurement Criteria/Mechanisms

Creative

Message Development

Production

Web

Database

Awareness

Lead Generation

Sales Tools

Press Engagements

Events

Program Review

Desired Result Success is defined by Leads Net new Tech Refresh/Upgrades/Aftermarket Reestablishing former client relationships Accumulation of assets How will we know when we achieve it? Measure throughout vs. predefined metrics

Success is defined by

Leads

Net new

Tech Refresh/Upgrades/Aftermarket

Reestablishing former client relationships

Accumulation of assets

How will we know when we achieve it?

Measure throughout

vs. predefined metrics

Leveraging resources to get there iChannelGrowth Your vendor partner or channel partner Others Yours

iChannelGrowth

Your vendor partner or channel partner

Others

Yours

Understand the audience Their demographics and needs - The decision makers Understand your role in solving the end users’ problems Understand your partners’ role in resolving end users’ problems Create compelling, actionable messaging including valuable offer Create the target list Deliver the message via selected media Social Media, New Media and Traditional Media Mid-point evaluation Course-correction if necessary Add to the target list, as necessary Execute offer Evaluate results Best Practices… The Process

Understand the audience

Their demographics and needs - The decision makers

Understand your role in solving the end users’ problems

Understand your partners’ role in resolving end users’ problems

Create compelling, actionable messaging including valuable offer

Create the target list

Deliver the message via selected media

Social Media, New Media and Traditional Media

Mid-point evaluation

Course-correction if necessary

Add to the target list, as necessary

Execute offer

Evaluate results

The Deliverables A number of hot qualified end user leads A number of warm leads to close in 3/9 months An Intellectual Asset, an exceptional end user database, created for, and to your specifications Measured results The degree to which the campaign has been successful Value of pipeline built during the campaign Total amount of new business generated during the campaign The creative assets including video, content, etc Suitable for your web and Social Media effort

A number of hot qualified end user leads

A number of warm leads to close in 3/9 months

An Intellectual Asset, an exceptional end user database, created for, and to your specifications

Measured results

The degree to which the campaign has been successful

Value of pipeline built during the campaign

Total amount of new business generated during the campaign

The creative assets including video, content, etc

Suitable for your web and Social Media effort

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