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TailCurrent Overview
 TailCurrent is a B2B Lead Generation Company
 TailCurrent provides fast and scalable lead generation through
Personalized Email Marketing.
Why TailCurrent ?
: First Leads within 4 weeks of start of engagement
: Easy to scale up or down; Open new geographies within 4 weeks.
: We charge only for qualified leads.
: Team has experience of generating sales qualified leads from
markets across the world.
Quick Results
Scalable
Pay for Performance
Proven Success
Week
Understanding Customer Sales Process
Campaign Design, Funnel Building and Account Setup
Campaign Launch
Appointment Setting Process
Research
Campaign Management
1 2 3-4 5 6-12
How do we generate leads ?
WeekUnderstanding Customer Sales Process 21 3-4 5 6-12
Products/Services
Target Geography
Target Industry
Decision Makers
Common Challenges
Current Process
Example of Sales Deals
Customer Analyst
Understanding Customer Sales Process
Lead Qualification Criteria
Industry Reports
Case Studies
Whitepapers
Website Content
Analyst
Knowledge Transfer
Campaign Design Inputs
Research Team
Research 21 3-4 5 6-12
Research on Eco System
Industry size
Current Market trends
Budget Allocation
Roles of Decision Makers
Seasonal Transition
Sources of the Companies
Total Customer base
Marketing Collateral
Competitor Collateral
Sales Process
Understanding
Customer Sales
Process
Lead Qualification
Criteria
Week
Research Team
Fund ManagementHedge Funds Investment Banks
Europe
Asset Mgmt
AUM 1BN-10 BN
T+0 Campaign
CFO/COO
USA
Wealth Mgmt
System Consulting
Campaign
Head of Operations,
Finance
Middle East
AUM >350MN
CTO Campaign
CTO, Head of IT
Campaigns
Campaign Funnels
Campaign Design and Funnel Building 21 3-4 5 6-12
Listing
Mapping
Mining
Week
CustomerAnalyst
Campaign Drafts
Sales Pitch Campaign
Awareness Campaign
Disclaimer
Sales Bridge Number
Do Not Contact List
Advanced mail deliverability setup
– DKIM/SPF/Dedicated IP
SPAM Feedback loop Setup
Outlook Configuration
TailCurrent Proprietary CRM Setup
Account Setup
Technical Team
Account Setup 21 3-4 5 6-12Week
Campaign Launch 21 3-4 5 6-12
DAY -1
DAY -2
DAY -3
DAY -4
DAY -5
Launch System Consulting Campaign
Week
Launch Fund Management Campaign
Launch CTO Campaign Launch Hedge Funds Campaign
Launch T+0 Campaign
CONTINUE
MODIFY
STOP
CONTINUE
Hedge Funds Campaign - Response Management
T+0 Campaign
CTO Campaign
System Consulting Campaign
Fund Management Campaign
Lead
Cold
Negative
Hot
Research TeamTailCurrent Proprietary CRM
Response Analysis
Market Insights
Periodic Reports
Campaign Management 21 3-4 5 6-12Week
T+0 campaign CTO campaign
Lead
Research Team Forwards
Analyst
AUM > 350MN
COO
Mid / Back Office Req
Meeting with a Demo
Lead Qualified
Context (Call/Meeting)
Company Profile
Key Decision Makers
Campaign Details
Calendar Invite
Lead Disqualified
LEAD ACCEPTED
Format Exchange
Lead
Research Team Forwards
Analyst
No need, but ready to learn
Call me anytime
Mid / Back Office Req
Meeting with a Demo
Appointment Setting Process
Do Not Contact List Management
Spam Feedback Loop
Customer Periodic Updates
DNC from customer end
List of nurturing Leads
Response Updates
Cold Response: Give them
Cooling off period 1 Month
Negative Response: Never
Touch Them
Marketer Outlook
DNC List
1. Avet Capital
2. KS Capital
3. Technology
Crossover Ventures
4. Ada Investments
Geography Served Industry Segments Decision Makers
CFO, Revenue Manager
CMO, VP Digital Marketing Brand Manager
Director IT/QA, Head of Testing, CTO
Europe / UK
APACUSA
Middle East
TailCurrent Reach
Healthcare
Retail
ISV
COO, Partners, Head of Operations/FinanceBFSI
"
"
"
Customers Speak
TailCurrent has enabled us to generate real customer
interest instead of casual and noisy traffic. Our investment
has been paid many times over in a few short weeks.
Founder and CEO
One of the world's largest
software testing companies
As discussed, please do congratulate your team on the
lead that has now become a deal.
Please have them go for a dinner and drinks and include
that in your next invoice to us
Executive Vice President
One of the leading IT Services Company
The other Michigan based opportunity that came
through you was closed last week. we are waiting for
their data dump to work on – Thank you
A nice hot lead on a cold Monday morning.
Director Sales
One of the leading providers of
Customer Loyalty and CRM Solutions
This is a very good lead - The company is a potential
major prospect for us and we have tried to get into this
account before. Thanks for getting us in!
“ “
"
Founder and Director
leading provider of Revenue Cycle Management
Healthcare industry - US
“ “
"
Director Sales
One of the leading providers of online
Advertisement platform - UK
“
“
“ “
“
“
Next Steps …
1. Give us a brief of your services, markets and target customers.
 Define lead qualification criteria
 Define geography or vertical to target.
2. We come back with a pilot proposal.
 Number of leads in pilot.
 Time frame of pilot.
 Cost of pilot, Cost per lead in the pilot.
 Support required to execute campaigns.

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Technical overview of TailCurrent's lead generation methodolgy

  • 1. TailCurrent Overview  TailCurrent is a B2B Lead Generation Company  TailCurrent provides fast and scalable lead generation through Personalized Email Marketing.
  • 2. Why TailCurrent ? : First Leads within 4 weeks of start of engagement : Easy to scale up or down; Open new geographies within 4 weeks. : We charge only for qualified leads. : Team has experience of generating sales qualified leads from markets across the world. Quick Results Scalable Pay for Performance Proven Success
  • 3. Week Understanding Customer Sales Process Campaign Design, Funnel Building and Account Setup Campaign Launch Appointment Setting Process Research Campaign Management 1 2 3-4 5 6-12 How do we generate leads ?
  • 4. WeekUnderstanding Customer Sales Process 21 3-4 5 6-12 Products/Services Target Geography Target Industry Decision Makers Common Challenges Current Process Example of Sales Deals Customer Analyst Understanding Customer Sales Process Lead Qualification Criteria Industry Reports Case Studies Whitepapers Website Content
  • 5. Analyst Knowledge Transfer Campaign Design Inputs Research Team Research 21 3-4 5 6-12 Research on Eco System Industry size Current Market trends Budget Allocation Roles of Decision Makers Seasonal Transition Sources of the Companies Total Customer base Marketing Collateral Competitor Collateral Sales Process Understanding Customer Sales Process Lead Qualification Criteria Week
  • 6. Research Team Fund ManagementHedge Funds Investment Banks Europe Asset Mgmt AUM 1BN-10 BN T+0 Campaign CFO/COO USA Wealth Mgmt System Consulting Campaign Head of Operations, Finance Middle East AUM >350MN CTO Campaign CTO, Head of IT Campaigns Campaign Funnels Campaign Design and Funnel Building 21 3-4 5 6-12 Listing Mapping Mining Week
  • 7. CustomerAnalyst Campaign Drafts Sales Pitch Campaign Awareness Campaign Disclaimer Sales Bridge Number Do Not Contact List Advanced mail deliverability setup – DKIM/SPF/Dedicated IP SPAM Feedback loop Setup Outlook Configuration TailCurrent Proprietary CRM Setup Account Setup Technical Team Account Setup 21 3-4 5 6-12Week
  • 8. Campaign Launch 21 3-4 5 6-12 DAY -1 DAY -2 DAY -3 DAY -4 DAY -5 Launch System Consulting Campaign Week Launch Fund Management Campaign Launch CTO Campaign Launch Hedge Funds Campaign Launch T+0 Campaign
  • 9. CONTINUE MODIFY STOP CONTINUE Hedge Funds Campaign - Response Management T+0 Campaign CTO Campaign System Consulting Campaign Fund Management Campaign Lead Cold Negative Hot Research TeamTailCurrent Proprietary CRM Response Analysis Market Insights Periodic Reports Campaign Management 21 3-4 5 6-12Week
  • 10. T+0 campaign CTO campaign Lead Research Team Forwards Analyst AUM > 350MN COO Mid / Back Office Req Meeting with a Demo Lead Qualified Context (Call/Meeting) Company Profile Key Decision Makers Campaign Details Calendar Invite Lead Disqualified LEAD ACCEPTED Format Exchange Lead Research Team Forwards Analyst No need, but ready to learn Call me anytime Mid / Back Office Req Meeting with a Demo Appointment Setting Process
  • 11. Do Not Contact List Management Spam Feedback Loop Customer Periodic Updates DNC from customer end List of nurturing Leads Response Updates Cold Response: Give them Cooling off period 1 Month Negative Response: Never Touch Them Marketer Outlook DNC List 1. Avet Capital 2. KS Capital 3. Technology Crossover Ventures 4. Ada Investments
  • 12. Geography Served Industry Segments Decision Makers CFO, Revenue Manager CMO, VP Digital Marketing Brand Manager Director IT/QA, Head of Testing, CTO Europe / UK APACUSA Middle East TailCurrent Reach Healthcare Retail ISV COO, Partners, Head of Operations/FinanceBFSI
  • 13. " " " Customers Speak TailCurrent has enabled us to generate real customer interest instead of casual and noisy traffic. Our investment has been paid many times over in a few short weeks. Founder and CEO One of the world's largest software testing companies As discussed, please do congratulate your team on the lead that has now become a deal. Please have them go for a dinner and drinks and include that in your next invoice to us Executive Vice President One of the leading IT Services Company The other Michigan based opportunity that came through you was closed last week. we are waiting for their data dump to work on – Thank you A nice hot lead on a cold Monday morning. Director Sales One of the leading providers of Customer Loyalty and CRM Solutions This is a very good lead - The company is a potential major prospect for us and we have tried to get into this account before. Thanks for getting us in! “ “ " Founder and Director leading provider of Revenue Cycle Management Healthcare industry - US “ “ " Director Sales One of the leading providers of online Advertisement platform - UK “ “ “ “ “ “
  • 14. Next Steps … 1. Give us a brief of your services, markets and target customers.  Define lead qualification criteria  Define geography or vertical to target. 2. We come back with a pilot proposal.  Number of leads in pilot.  Time frame of pilot.  Cost of pilot, Cost per lead in the pilot.  Support required to execute campaigns.

Editor's Notes

  1. 70% of emails globally are delivered to spam folders. It is often times one way communication. With us it is two way communication. One of the first challenges of personalized email marketing is making sure the email reaches the inbox. We use a standard that tells the recipient that it originates from genuine servers. We have that plugin. Then there is a digital key – we have a private key that we digitally sign and it matches the public key on the recipients end. Return Path certifies their signature, so with all those things we end up with a 97-98% delivery rate. Our technology allows us to reach much higher. We are also CanSpam compliant and more with our policy controls. MailGun is a rackspace subsidiary. We use some of their program hooks to help us with our feedback loop.
  2. Launching staggered campaigns allows us to PDCA and shorten our learning curve. Campaign management is our proprietary technology. Someday we may make that UI simpler and license our software. On average 50 emails are sent each day during the launch week. Then as they progress they slowly ramp up by ten additional emails eventually reaching an avg of 120 emails per day at the peak of the campaigns. They constantly design and modify campaigns throughout our relationship with our client.
  3. Lead: interested nowHot: Interested but have not expressed time or have asked us to reach back out at a later dateCold: Not interestedNegative: Remove, Do not contact, etc… automatically noted by our technology and that contact is frozen.