Winn Overview

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A brief overview of Winn Technology Group’s marketing services

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Winn Overview

  1. 1. Effective B2B Marketing Solutions Demand Generation / Lead Nurturing Solutions Designed to Optimize Your Pipeline
  2. 2. Company Background <ul><li>Founded in 1990 </li></ul><ul><li>B2B Marketing Specialists </li></ul><ul><li>Focused Exclusively on Technology </li></ul><ul><li>Supported over 750 technology clients </li></ul><ul><li>Conducted Thousands of Demand Generation Initiatives </li></ul><ul><li>Best Practices based on experience: </li></ul><ul><ul><li>Proactive Client/Vendor Communications </li></ul></ul><ul><ul><li>Integration of Direct Marketing Initiatives </li></ul></ul><ul><ul><li>Focus on Messaging and Audience </li></ul></ul><ul><ul><li>Leveraging Data Analytics Pre/During/Post Campaign </li></ul></ul>
  3. 3. Differentiators <ul><li>Technology Focus </li></ul><ul><li>Human Capital / Knowledge Assets </li></ul><ul><li>Business Process / Flexibility </li></ul><ul><li>Employee Longevity </li></ul><ul><li>Client Stability </li></ul><ul><li>Data Assets </li></ul>
  4. 4. Service Overview
  5. 5. Credentials <ul><li>Preferred Vendor for: </li></ul>All trademarks, trade names, and service marks represented herein are the property of their respective owners.
  6. 6. Approach <ul><li>Integrated Campaigns: </li></ul><ul><ul><li>Program Setup </li></ul></ul><ul><ul><li>Scripting/Messaging </li></ul></ul><ul><ul><li>Database Development </li></ul></ul><ul><ul><li>Outbound Calling </li></ul></ul><ul><ul><li>Inbound Support </li></ul></ul><ul><ul><li>Email Fulfillment </li></ul></ul><ul><ul><li>Reporting </li></ul></ul>
  7. 7. Demand Generation Suspects Appointments Rep Calls Event Registrations Literature Requests Invalid Unresolved Client Client Client / Winn Winn Winn Winn Research Demand Generation
  8. 8. Benefits <ul><li>Higher quality database </li></ul><ul><li>Reduced list acquisition/maintenance costs </li></ul><ul><li>Consistent lead flow </li></ul><ul><li>Shorter sales cycle </li></ul><ul><li>Lower cost per lead </li></ul><ul><li>Improved Project ROI </li></ul>
  9. 9. Lead Nurturing <ul><li>A Strategic / Long Term Demand Generation Component that integrates and leverages direct marketing investments. </li></ul><ul><li>Data profiling (prospects/ customers) </li></ul><ul><li>Suspect Scoring </li></ul><ul><li>Focus Audience (vertical/ title/ product)-Messaging </li></ul><ul><li>Defined Nurturing Rules </li></ul><ul><li>Execute Demand Generation Initiative </li></ul><ul><ul><li>Execution of Suspect Nurturing </li></ul></ul><ul><ul><li>Execution of Lead Nurturing </li></ul></ul><ul><ul><li>...evolving model : measure/analyze/refine </li></ul></ul><ul><ul><li>Continual process improvement </li></ul></ul>
  10. 10. Lead Nurturing Process © Copyright 2009 Winn Technology Group, Inc. All rights reserved. Lead Nurturing Event Registrations Channel Leads Integrate Event Calander A /B Actionable Leads 1-6 months Demand Generation Live Appointments Conference calls Web Meeting Telemarketing eMarketing Event Marketing Web Leads Event Leads Advert/DM Leads LEADS CYCLED BASED UPON SUSPECT SCORE AND LEAD STATUS INTEGRATED / MULTI TOUCH LEAD DEVELOPMENT PROCESS TO ALL SUSPECTS IN UNIVERSE SCORE/STATUS UPDATE Suspect Base
  11. 11. Channel Marketing <ul><li>Support For: </li></ul><ul><ul><li>Manufacturers </li></ul></ul><ul><ul><li>Distributors </li></ul></ul><ul><ul><li>Solution Providers </li></ul></ul><ul><ul><ul><li>VAR’s/Resellers </li></ul></ul></ul><ul><ul><ul><li>ISV’s </li></ul></ul></ul><ul><ul><ul><li>Systems Integrators </li></ul></ul></ul><ul><li>Channel Marketing Programs </li></ul><ul><li>Partner Recruitment </li></ul><ul><li>Strategic Market Planning </li></ul>
  12. 12. Event Promotion and Registration <ul><li>Tele-promotion </li></ul><ul><ul><li>Outbound </li></ul></ul><ul><ul><li>Inbound </li></ul></ul><ul><ul><li>Confirmation Calling </li></ul></ul><ul><li>Direct Mail </li></ul><ul><li>Email </li></ul><ul><ul><li>Delivery </li></ul></ul><ul><ul><li>Tracking </li></ul></ul><ul><ul><li>Reporting </li></ul></ul><ul><li>Development and Hosting of Registration Sites </li></ul>
  13. 13. Appointment Setting <ul><li>Appointment Types </li></ul><ul><ul><li>Face-to-face </li></ul></ul><ul><ul><li>Conference Calls </li></ul></ul><ul><ul><li>Online Meetings </li></ul></ul><ul><li>Delivery Options </li></ul><ul><ul><li>Hot Transfer </li></ul></ul><ul><ul><li>Calendar Integration </li></ul></ul><ul><ul><li>Pre-arranged Time Block </li></ul></ul><ul><ul><li>CRM/SFA Entry </li></ul></ul>
  14. 14. Inbound Services <ul><li>Integrated </li></ul><ul><ul><li>Bundled w/ Programs </li></ul></ul><ul><ul><li>Direct Call Routing </li></ul></ul><ul><li>Stand-alone </li></ul><ul><ul><li>Dedicated Reps </li></ul></ul><ul><ul><li>Level 1 Support </li></ul></ul><ul><ul><li>Customized Numbers </li></ul></ul><ul><ul><li>Message Testing </li></ul></ul>
  15. 15. WinnEnterprise Database <ul><li>Proprietary Database </li></ul><ul><li>Internet & Tele-research </li></ul><ul><li>>325,000 Contacts </li></ul><ul><li>All Verticals Represented </li></ul><ul><li>F1000, Enterprise, </li></ul><ul><li>Mid-market </li></ul><ul><li>US, Canada </li></ul><ul><li>50% IT, 50% Line of Business </li></ul>
  16. 16. Database Development <ul><li>Establish Criteria </li></ul><ul><li>Map Against WinnEnterprise </li></ul><ul><ul><li>Append Technology Data </li></ul></ul><ul><ul><li>Additional Sources Available </li></ul></ul><ul><li>Off-phone Research </li></ul><ul><li>Tele-verification </li></ul><ul><li>Merge/Purge/De-dupe </li></ul>
  17. 17. List Scrubbing <ul><li>Merge/Purge/De-dupe </li></ul><ul><li>Off-phone Research </li></ul><ul><li>Tele-verification </li></ul><ul><li>Standard Fields: </li></ul><ul><ul><li>Demographics – Name, Title, Address, Phone, Email, etc. </li></ul></ul><ul><ul><li>Firmographics – Employee Size, SIC, Revenue </li></ul></ul>
  18. 18. Corporate Profiling <ul><li>Penetrate National/Named Accounts </li></ul><ul><li>Off-phone Research </li></ul><ul><li>Tele-research </li></ul><ul><li>Intelligence Gathered: </li></ul><ul><ul><li>Financials </li></ul></ul><ul><ul><li>Divisions/Subsidiaries </li></ul></ul><ul><ul><li>Key Contacts/Technologies </li></ul></ul>
  19. 19. Reporting <ul><li>Real-time Hot Lead Delivery </li></ul><ul><li>Weekly Productivity Report </li></ul><ul><li>Excel/CSV File </li></ul><ul><li>SFA/CRM Uploads </li></ul><ul><li>Online Reporting Option </li></ul><ul><li>Executive Summary </li></ul>
  20. 20. Lead Distribution <ul><li>DemandView Lead Distribution </li></ul><ul><ul><li>Proprietary Lead Reporting Tool </li></ul></ul><ul><ul><li>Online Interface </li></ul></ul><ul><ul><li>24/7 Campaign Status </li></ul></ul><ul><ul><li>Data Analytics </li></ul></ul><ul><ul><li>Custom Distribution to: </li></ul></ul><ul><ul><ul><li>Direct Sales </li></ul></ul></ul><ul><ul><ul><li>Channel Partners </li></ul></ul></ul><ul><ul><ul><li>Regional Reps </li></ul></ul></ul>
  21. 21. Primary Research <ul><li>Design & Methodology </li></ul><ul><ul><li>Research Framework </li></ul></ul><ul><ul><li>Methodology Development </li></ul></ul><ul><ul><li>Sample Design </li></ul></ul><ul><ul><li>Script Development </li></ul></ul><ul><li>Primary Research </li></ul><ul><ul><li>Tele-research </li></ul></ul><ul><ul><li>Email </li></ul></ul><ul><ul><li>Web Surveys </li></ul></ul>
  22. 22. Customer Satisfaction <ul><li>Performance Measurement </li></ul><ul><ul><li>Sales/Marketing Process </li></ul></ul><ul><ul><li>Implementation </li></ul></ul><ul><ul><li>Brand/Product </li></ul></ul><ul><ul><li>Agent </li></ul></ul><ul><ul><ul><li>Customer Service </li></ul></ul></ul><ul><ul><ul><li>Tech Support </li></ul></ul></ul><ul><ul><li>Reputation/Image </li></ul></ul>
  23. 23. Win/Loss Analysis <ul><li>Comparative Measurement </li></ul><ul><ul><li>You vs. Key Competitors </li></ul></ul><ul><ul><li>What initiated solution evaluation? </li></ul></ul><ul><ul><li>Which marketing vehicles were most effective? </li></ul></ul><ul><ul><li>Factors in creating short list </li></ul></ul><ul><ul><li>Key product features </li></ul></ul><ul><ul><li>SWOT </li></ul></ul><ul><li>Comprehensive Analysis/Reporting </li></ul>
  24. 24. Email Marketing <ul><li>WinnMail </li></ul><ul><ul><li>Proprietary Tool </li></ul></ul><ul><ul><li>Compliments Lead Campaigns </li></ul></ul><ul><ul><li>Uplift in Lead Rates </li></ul></ul><ul><ul><li>Message Testing </li></ul></ul><ul><ul><li>Tracking Capabilities </li></ul></ul><ul><ul><ul><li>Opens </li></ul></ul></ul><ul><ul><ul><li>Click-throughs </li></ul></ul></ul>
  25. 25. Contact Information <ul><li>Main: 727-789-0006 </li></ul><ul><li>Toll Free: 800-444-5622 </li></ul><ul><li>Fax: 727-789-0638 </li></ul><ul><li>URL: www.winntech.net </li></ul>

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