bizgrape<br />Marketing Service Introduction<br />May. 2010<br />All rights reserved @Bizgrape / Value added Marketing Com...
I_1. Bizgrape’s Vision & Mission<br />BMS /<br />Before Mktg. service<br />Agency that recognizes<br />needs of client <br...
I_2. Bizgrape history<br />Establish Marketing & Research Team of Cnet Networks Korea local<br />Operate professional IT M...
 Manage IT Media/Entertainment site</li></ul>2006~2007’<br />Establish Bizgrape Corporation<br /><ul><li> Become Independe...
I_3. Bizgrape Organization<br />CEO<br />General Director<br />Finance<br />Mktg. Team<br />Design  Team<br />Development ...
I_4. Bizgrape Clients<br />Samsung Electronics, Juniper Networks, EMC, IDG, PTC etc..<br />
Marketing<br />& Other Services<br />
M_1. Marketing service process<br />Define client company’s<br />requirments<br />/<br />Analyze product and <br />objecti...
M_2. DB Marketing service<br />DB Marketing is a methodology that arranges and analyzes company’s DB of various type <br /...
M_3. Tele-Marketing<br />Tele-Marketing(below TM) is the channel that can meet customers at the peak from marketing viewpo...
Guide events and seminars
Promote companies and products
Induce membership joining
Telephone survey and monitoring</li></ul>   customer telephone response<br />TM project plan<br />- Call script<br />  - S...
Act for events and seminars registration
Inquiry consult
Receive orders</li></li></ul><li>M_3. Tele-Marketing<br />- Tele-Marketing work-flow<br />Step 1<br />Targeting & TM<br />...
 Send e-mailaiming at 2nd</li></ul>   customers TM<br /><ul><li> confirm survey investigation</li></ul>   after sending ou...
 Reporting TM results
Review TM results with</li></ul>   client company<br />
M_4. e-mail Marketing<br />E-mail is the most basic method of marketing.<br />For the effective e-mail marketing, it requi...
 Select the sending mass media(except sending itself)     - IT, ordinary donsumer goods, manufacturing
Set the sending schedule and time- the most effective sending schedule, time..
 Review other marketing connected to e-mail marketing- progress e-Survey orweb promotionat the same time..
 Estimate expenses when e-mail marketing</li></ul>e-mail<br />Sending targets,<br />schedule<br />Select the mass<br />med...
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B2B sales lead generation method

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B2B sales lead generation method

  1. 1. bizgrape<br />Marketing Service Introduction<br />May. 2010<br />All rights reserved @Bizgrape / Value added Marketing Company, Bizgrape Inc.,<br />
  2. 2. I_1. Bizgrape’s Vision & Mission<br />BMS /<br />Before Mktg. service<br />Agency that recognizes<br />needs of client <br />beforehand<br />Marketing ROI /<br />Agency that meets the <br />practical needs of <br />Marketing ROI through <br />marketing operation<br />Marketing + Design<br />Professional Design Agency <br />that fully understands <br />the marketing<br />Creative Design<br />Agency that maximizes <br />effect of marketing <br />Through distinctive and<br /> creative design<br />through various experience of<br />Marketing & Design Project<br />Realize Marketing ROI<br />Goal<br />Bizgrape is the Real IMC Company!!<br />Creative Marketing & Design<br />As a One-Stop service<br />
  3. 3. I_2. Bizgrape history<br />Establish Marketing & Research Team of Cnet Networks Korea local<br />Operate professional IT Media ZDNet & Game Spot<br />2004’<br />2005’<br />Launch of Marketing Service Team in Cnet Networks Korea local<br /> - Formation conference and seminar holding of domestic IT enterprise<br />Launch of Cnet Direct Team<br />- Outbound Service based on US/UK/SG <br /><ul><li> Launch of professional DB Marketing Division for IT Enterprise
  4. 4. Manage IT Media/Entertainment site</li></ul>2006~2007’<br />Establish Bizgrape Corporation<br /><ul><li> Become Independent of professional Marketing Agency</li></ul>- Construct On/Off-line Service Infrastructure for 4 years<br />~ 2010’<br />
  5. 5. I_3. Bizgrape Organization<br />CEO<br />General Director<br />Finance<br />Mktg. Team<br />Design Team<br />Development Team<br />Strategy planning<br />Team<br />BI Team<br />System dev. Team<br />B2B Mktg. Team<br />Biz dev Team<br />Graphic design Team<br />System Eng. Team<br />B2C Mktg. Team<br />Strategy planning<br />Team<br />Web design Team<br />System Mtn. Team<br />Promotion Team<br />Affililate Mktg. Team<br />Service support Team<br />
  6. 6. I_4. Bizgrape Clients<br />Samsung Electronics, Juniper Networks, EMC, IDG, PTC etc..<br />
  7. 7. Marketing<br />& Other Services<br />
  8. 8. M_1. Marketing service process<br />Define client company’s<br />requirments<br />/<br />Analyze product and <br />objective customer<br />Efficient operation of<br />Marketing project<br />/<br />Provide a differentiatied <br />Marketing service<br />Marketing scheme<br />/<br />Advertisement, mail, TM etc.<br />Select marketing channel-><br />Plan and amend<br />marketing contents<br />Hereafter marketing scheme<br />Following in results<br />/<br />Manage short term and<br />mid-term plan, and<br />marketing history<br />following in resultant analysis<br />Marketing operation<br />/<br />Operate marketing project,<br />reporting intermediate result,<br />reflect client company’s<br />requirement<br />Marketing project reporting<br />/<br />Reporting final result,<br />Measure ROI following<br />In result<br />
  9. 9. M_2. DB Marketing service<br />DB Marketing is a methodology that arranges and analyzes company’s DB of various type <br />aiming at various target group based on result of analysis and we would like to provide<br />successful DB Marketing operation service from our experiences of project performance<br />aiming at various target group.<br />DB marketing is?<br />Remove repeated Data<br />Delete Garbage <br />Refined<br />DB<br /><ul><li> DB Cleansing Service- Remove repeated data, Delete Garbage</li></ul>MarketingTeamDB<br /><ul><li> DB Management Service- The latestDB update- Target DB extraction service</li></ul>Sales1 TeamDB<br />Sales2 TeamDB<br />DB<br />Cleansing<br />&<br />Analyze the latest Data<br />Plan analysis standards <br />of Data <br />AgencyDB<br /><ul><li> DB AnalysisService- ClientDB Segmentation- DB analysisreportservice- DB mining, modeling</li></ul>Marketing<br />History<br />Web memberDB<br />DB<br />Analysis<br />………….<br />DM sendingDB<br /> Promotion<br /> e-mail<br /> DM<br /> TM<br /> Event<br /> AD<br /> …………. etc<br />Analysis result<br />Data<br />RFM / LTV Analysis<br />DB Mining..<br />DB Modeling..<br />Et ceteraFile format DB<br />
  10. 10. M_3. Tele-Marketing<br />Tele-Marketing(below TM) is the channel that can meet customers at the peak from marketing viewpoint.<br />Through TM, we can investigate customers’ basic information as well as customers tendency, purchase tendency,<br />purchase intention and with the information, we would like to provide TM project operation service so <br />Marketing or Sales activity can get effective and actual effects.<br />- Tele-Marketing planning / Management / Reporting<br />Out-bound call service<br />TMr recruitment<br />andeducation<br /><ul><li> Listscreening and update
  11. 11. Guide events and seminars
  12. 12. Promote companies and products
  13. 13. Induce membership joining
  14. 14. Telephone survey and monitoring</li></ul> customer telephone response<br />TM project plan<br />- Call script<br /> - Survey Item<br /> - Report form<br />In-bound call service<br />TM projectoperation<br />- TMr 세팅- TM performance checking<br /><ul><li> Act for Contact Center business
  15. 15. Act for events and seminars registration
  16. 16. Inquiry consult
  17. 17. Receive orders</li></li></ul><li>M_3. Tele-Marketing<br />- Tele-Marketing work-flow<br />Step 1<br />Targeting & TM<br />with e-mail & e-Survey<br />Step 2<br />Contact with customers and obtain information<br />Step 3<br />Obtain TM results andinspection<br />Send<br />e-mail<br />Web siteor<br />Survey page<br />Possible <br />customers<br />inspection<br />Bizgrape<br />DB<br />Recognize<br />basic survey<br />Adverts<br />etc…<br />Fill up survey clauses<br />Client company<br />inspection<br />Client<br />compny<br />DB<br />Create possible customers<br />in advance<br />Deliver <br />final result<br />Possible<br />customers<br />inspection<br />TM<br /><ul><li> Targeting TM - Companypossesses DB</li></ul> (about400 thousand cases)<br /><ul><li> Send E-mail and data to </li></ul> customers<br /><ul><li>Progress Cold TM
  18. 18. Send e-mailaiming at 2nd</li></ul> customers TM<br /><ul><li> confirm survey investigation</li></ul> after sending out e-mail<br /><ul><li>First inspection for TM results
  19. 19. Reporting TM results
  20. 20. Review TM results with</li></ul> client company<br />
  21. 21. M_4. e-mail Marketing<br />E-mail is the most basic method of marketing.<br />For the effective e-mail marketing, it requires e-mail marketing operation ability such as e-mail <br />contents planning ability, design making ability, Copy planning ability, selecting the mass media and <br />connected marketing offering ability shown as below.<br />- e-mail planning / Design / Delivery & Reporting<br />e-mail<br />Contents<br />planning<br />e-mail marketing service is?<br /><ul><li> Select the sending targets- age, area, gender, particulartargets standard..
  22. 22. Select the sending mass media(except sending itself) - IT, ordinary donsumer goods, manufacturing
  23. 23. Set the sending schedule and time- the most effective sending schedule, time..
  24. 24. Review other marketing connected to e-mail marketing- progress e-Survey orweb promotionat the same time..
  25. 25. Estimate expenses when e-mail marketing</li></ul>e-mail<br />Sending targets,<br />schedule<br />Select the mass<br />media<br />e-mail<br />Design<br />development<br />Sending<br />reports<br />
  26. 26. M_4. e-mail Marketing<br /><ul><li> eDM Campaign & Online survey
  27. 27. Existing customer possessing VendorDBor Media DB blasting
  28. 28. Induce customer’s registration through send out eDM and Sales lead generation </li></li></ul><li>M_5. Event, Seminar, Conference etc<br />Planning<br />Step<br />Operating<br />Step<br />Events of every kind are specific gravity for all the marketing activities of each company. <br />Service combined with various marketing methodologies is needed and ‘Quality’ of that the <br />various marketing and advertisement, various programs and design products at event<br />places decides success or failure.<br />Practicing<br />Step<br />Establishing strategiesand<br />Planning details<br />operating <br />events<br />Reporting operation resultsandcatching supplementations<br /><ul><li> Producing marketing contents</li></ul>- Web design<br />- e-mail<br /> - Produce and purchase souvenirs<br /><ul><li>Equipment anddetail operation</li></ul>- Staff(T.A) education<br />- GuideTM<br /> - Send SMS<br /><ul><li>Operation</li></ul>- Estimate operation results<br />- Set human resources<br /><ul><li> Reporting operation results</li></ul>- Input results<br />- Analyze and report survey results<br />- Monitoring& Clipping<br /><ul><li>Tracking operation results</li></ul>- Cleaning event customersDB<br />- Presentation and Promotion data<br />- Sending Thanks eDM<br /><ul><li>Next-Plan</li></ul> - Use customers DB<br />- Consider expansions of Sales effects<br /><ul><li> Planning events</li></ul>- Establishing core values<br />- Drawing ideas<br />- Estimating targets<br />- Promotion strategies<br /><ul><li>Establishing schedule plans
  29. 29. Establishing budget plans</li></li></ul><li>M_5. Event, Seminar, Conference etc<br />- Event references introduction<br />Etc..<br />
  30. 30. M_6. Marketing others<br />It provides various services and tools related with other marketing and the marketing service which can possibly provide shown as below.<br /><ul><li> Advertisement agency- Providing advertisement agency service online or offline
  31. 31. Viral marketing - Providing word-of-mouth marketing service by online community, blog or TM</li></ul> for each product and service<br /><ul><li>Education service agency - Providing the service of education place, lectures, textbooks for in/outside education
  32. 32. in/outside business tours and golf events agency - Providing operation service which is needed for each company such as business tours and golf events
  33. 33. Providing CRM service - Providing building CRM system service which is need for CRM consulting service and each company
  34. 34. Outsourcing agency - Providing the outsourcing agency service for reducing internal cost such as human resources and repetitive works</li></li></ul><li>O_1. Design service<br />- Brochure, Catalog, Pamphlet, Leaflet Design / Printing<br /><ul><li>Producing Brochure, Catalog IR Book , media-kit
  35. 35. Make offline creatures to online – Produce Web site and E-BOOK, Possible to provide various services by PDF</li></li></ul><li>O_1. Design service<br />- Making site with techniques, design / style guide / coding / flash / RIA <br /><ul><li>IT News, Providing information, Brand site, Making promotion site
  36. 36. We aim for coding and development for the service added using CSS and DIV coding and the elements which can be modified.
  37. 37. It has a design which can approach to customers with bringing the differences of brand and individuality. </li></li></ul><li>O_1. Design service<br />- Poster / AD Material (Online banner, magazine)<br /><ul><li>Producing advertisement by newspapers, posters and magazines
  38. 38. Building identities by advertisements, online advertisements and offline application, all linked together</li></li></ul><li>bizgrape Project Reference<br />
  39. 39. 1. A Company back-up solution TM Project <br /><ul><li> Client – IT vendor
  40. 40. Project Title – Symantec NetBakcup TM Project
  41. 41. Campaign Period - 43 Working Days (11th of May, 2007 ~ 25th of July, 2007)
  42. 42. Campaign Brief
  43. 43. Target Product – Symantec NetBackup 6.0 (Enterprise back-up solution)
  44. 44. Target Audience – 1608 account</li></ul>1st : 410 Account<br />Provide vendor consultation/ Sales higher than 1000th place as of 2004/ Except Named Acct in vendor standards<br />2nd : 438 Account<br />Sales lower than 1000th and more than 100 billion as of 2004 / A company which is not belong to a group/ KOSDAQ / A stock exchange listed company<br />3rd : 760 Account<br />Sales more than 10 billion and 100 employees / KOSDAQ / A stock exchange listed company<br />Except Symantec named Acct (Except named group company and financial institution)<br /><ul><li> Tactics
  45. 45. Symantec is a global vendor which is integrated security and special backup solution and it would like to request with internal distributor(D company) the progress of Sales Lead Generation about ‘Net Back-up’ product(a back-up solution mostly used by enterprises)
  46. 46. According to the client company’s demands, it plans and progresses TM campaign operating Cold TM aiming at target customers to secure the high level of surveys such as introduction plans and budget, etc..
  47. 47. Campaign Result
  48. 48. 141 Sales Lead Generation
  49. 49. Acquired 241 contact e-mail Opt-in
  50. 50. Acquired a part of environment information of company IT: 982 Account</li></li></ul><li>2. Juniper Networks TM Campaign <br /><ul><li> Client – Juniper Networks Korea
  51. 51. Project Title – Juniper Networks TM Project
  52. 52. Campaign Period - 2009. 04. 13. ~ 2009. 04. 30. (14 working days )
  53. 53. Campaign Brief
  54. 54. Target Product – Switch and Router Product
  55. 55. Target Audience – 2231 account
  56. 56. Manufacturing companies except thirties group companies
  57. 57. Companies which are located in Seoul, Gyeonggi, Incheon, Daejeon
  58. 58. Except companies which has small size by sales and employees standards
  59. 59. Tactics
  60. 60. Figure out the information and phone number of the person in charge with network and security, Install based switches/routers being used at present, the present condition of firewall and plans for introduction
  61. 61. Acquire Juniper Networks opt-in for sending eDM afterward and sales call
  62. 62. Campaign Result
  63. 63. Hot Lead – Introduction plans available and the survey progress completed, Acquired Juniper opt-in, 12 account
  64. 64. Warm Lead – No matter of introduction plans, the survey progress completed, Acquired Juniper opt-in, 136 account
  65. 65. Love Bucket – Survey progress completed but failed to acquire opt-in, 57 account</li></li></ul><li>3. NetApp Annual TM Campaign <br /><ul><li> Client – NetApp Korea
  66. 66. Project Title – NetApp Annual SLG TM Project
  67. 67. Campaign Period – NetApp FY 2007
  68. 68. Campaign Brief
  69. 69. Target Product – NetApp’s all Product
  70. 70. Target Audience
  71. 71. NetApp PO DB
  72. 72. NetApp Marketing DB
  73. 73. NetApp Seminar the list of attended customers
  74. 74. NetApp Newsletter the list of receivers
  75. 75. NetApp Partner the list of offered business sales customers
  76. 76. Tactics
  77. 77. Discover customers who are interested in all the products of NetApp and upload to Lead Management System
  78. 78. Acquisition information: Acquire essential items(the information about the person in charge, introduction plans and budget information, opt-in etc.) for uploading to Lead Management System
  79. 79. Monitoring how partners and sales persons in charge follow up the uploaded leads to Lead Management System</li></li></ul><li>4. Adobe Flex2 TM Project <br /><ul><li> Client – Adobe Korea
  80. 80. Project Title – Adobe Flex2 Sales Lead Generation Campaign
  81. 81. Campaign Period – 2007.02.12~2007.02.28 (11 Workingday / 2TMr)
  82. 82. Campaign Brief
  83. 83. Target Product – Adobe Flex2 (software)
  84. 84. Target Audience – 725 account
  85. 85. Financial institutions(bank/insurance/stock) andhigh ranked companies for sales from manufacturing, distributions, communications, public institutions
  86. 86. Tactics
  87. 87. Acquisition information: the basic information about the person in charge
  88. 88. Mandatory field : Investigation of Flex2 awareness, Development plans of UI, Development plans of RIA
  89. 89. The coreAcquisition Point
  90. 90. Contact with the person in charge who can possibly purchase Adobe Flex products
  91. 91. Build Marketing DB Pool for the plans of visit Presentation Campaign
  92. 92. Campaign Result
  93. 93. Total contacted account : 334 Accounts
  94. 94. Acquisition develop rate : 105 / 334 Accounts (31%)</li></li></ul><li>5. EMC Retrospect<br /><ul><li> Client – EMC Korea
  95. 95. Project Title – EMC Retrospect Marketing project
  96. 96. Campaign Period – 2008.Nov. ~ 2009 Jan.
  97. 97. Campaign Brief
  98. 98. Target Product – EMC Retrospect (back-up solution for SMB)
  99. 99. Target Audience – IT Media user
  100. 100. The customers who receive IT media’snewsletters and visit the site
  101. 101. IT purchase or a draft person in charge
  102. 102. Tactics
  103. 103. 1st : RetroSpect product promotion(eDM & banner advertisement) andprogress TM aiming at DB targets
  104. 104. 2nd : eDM & e-Survey, Discover possible customers by banner advertisements(customer information and surveys acquisition)
  105. 105. 3rd : Progress TM Q/C aiming at customers who gave information through eDM
  106. 106. Campaign Result
  107. 107. Hot lead – Introduction plans available and the survey progress completed, acquired opt-in, meeting arranged, 40 account
  108. 108. Warm lead – No matter of introduction plans and the survey progress completed, acquired opt-in, meeting arranged, 22 account</li></li></ul><li> BIZGRAPE | CEO  |  Gilbert Kim<br />e-mail | gilbert@bizgrape.com<br /> DID | +82-2-6403-4433 FAX | +82-2-6403-9922<br /> Cell | +82-10-6252-6341<br />All rights reserved @Bizgrape / Value added Marketing Company, Bizgrape Inc.,<br />

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