Positioning LEADSExplorer

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Positioning of LEADSExplorer in Lead generation, lead management, CRM market of B2B solutions.

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Positioning LEADSExplorer

  1. 1. Positioning of LEADSExplorer (and what it is not)
  2. 2. Why positioning ? <ul><li>Many market segments in solutions for: </li></ul><ul><ul><li>Marketing </li></ul></ul><ul><ul><li>Lead generation </li></ul></ul><ul><ul><li>Sales </li></ul></ul><ul><li>Required to define clearly what is and what is not LEADSExplorer. </li></ul>
  3. 3. Classification <ul><li>Not Web stats </li></ul><ul><li>Not Web Analytics </li></ul><ul><ul><li>These aggregate website data on website level </li></ul></ul><ul><li>LEADSExplorer aggregates data on: </li></ul><ul><ul><li>Company level </li></ul></ul><ul><ul><li>Visitor level </li></ul></ul>
  4. 4. Department <ul><li>Not for Marketing: </li></ul><ul><ul><li>There are enough tools available </li></ul></ul><ul><ul><li>Of course Marketing can use it too </li></ul></ul><ul><li>LEADSExplorer is aimed at: </li></ul><ul><ul><li>The Salesman </li></ul></ul><ul><ul><li>The Sales team </li></ul></ul><ul><ul><li>Getting Leads, Prospect and Sales </li></ul></ul>
  5. 5. B2C versus B2B <ul><li>Not B2C </li></ul><ul><ul><li>Consumer sales are different </li></ul></ul><ul><ul><li>Retail is by large numbers </li></ul></ul><ul><li>LEADSExplorer is B2B </li></ul><ul><ul><li>Revealing Companies </li></ul></ul><ul><ul><li>Each unique visitor is important </li></ul></ul><ul><ul><li>Internet Data Mining on Companies </li></ul></ul>
  6. 6. Leads source <ul><li>Not solely for web leads </li></ul><ul><ul><li>The world is more than Internet </li></ul></ul><ul><li>LEADSExplorer can be used for: </li></ul><ul><ul><li>Discovering visitors </li></ul></ul><ul><ul><li>Leads from website </li></ul></ul><ul><ul><li>Leads from real world </li></ul></ul><ul><ul><li>Nurturing all kind of leads </li></ul></ul>
  7. 7. Campaign Management <ul><li>Not Campaign Management </li></ul><ul><ul><li>Is mainly for Retail & Consumers </li></ul></ul><ul><ul><li>Quantity over Quality </li></ul></ul><ul><li>LEADSExplorer is for: </li></ul><ul><ul><li>Business Buyers & Management </li></ul></ul><ul><ul><li>To be approached individually </li></ul></ul><ul><ul><li>Timely & appropriate message </li></ul></ul>
  8. 8. CRM <ul><li>Not mainstream CRM: </li></ul><ul><ul><li>If no website, no advantage </li></ul></ul><ul><li>LEADSExplorer is: </li></ul><ul><ul><li>Integrated CRM with your website </li></ul></ul><ul><ul><li>Allows for analysis of: </li></ul></ul><ul><ul><ul><li>Website data </li></ul></ul></ul><ul><ul><ul><li>Visitor data </li></ul></ul></ul>
  9. 9. CRM: Support/Services <ul><li>Not a CRM for Support or Services </li></ul><ul><ul><li>Support & Services are After-Sales </li></ul></ul><ul><li>LEADSExplorer focuses on leads </li></ul><ul><ul><li>Discovering & identifying leads </li></ul></ul><ul><ul><li>Leads qualification </li></ul></ul><ul><ul><li>Leads nurturing </li></ul></ul><ul><ul><li>Converting to prospects, get Sales </li></ul></ul>
  10. 10. CRM: Customer service <ul><li>Not CRM for Customer service </li></ul><ul><ul><li>Customer service is After-Sales </li></ul></ul><ul><ul><li>Would require ERP integration </li></ul></ul><ul><li>LEADSExplorer is for: </li></ul><ul><ul><li>Lead generation </li></ul></ul><ul><ul><li>Sales and Sales team </li></ul></ul>
  11. 11. Response Mgt System <ul><li>Not a Response Management system </li></ul><ul><ul><li>Automated responses not B2B suited </li></ul></ul><ul><li>LEADSExplorer is B2B: </li></ul><ul><ul><li>Which requires personal attention </li></ul></ul><ul><ul><li>Which personal responses </li></ul></ul>
  12. 12. Collaboration <ul><li>Not collaboration suite </li></ul><ul><ul><li>Use other complementary solutions </li></ul></ul><ul><li>LEADSExplorer allows: </li></ul><ul><ul><li>Sales and teams to work on leads </li></ul></ul><ul><ul><ul><li>Centralized capturing of data </li></ul></ul></ul><ul><ul><ul><li>Centralized retrieval of data </li></ul></ul></ul><ul><ul><li>Organize: to-do lists & dashboards </li></ul></ul>
  13. 13. Managers <ul><li>Not specific for Sales Managers: </li></ul><ul><ul><li>Not for controlling Sales dept. </li></ul></ul><ul><ul><li>However useful features included </li></ul></ul><ul><li>LEADSExplorer is for Sales: </li></ul><ul><ul><li>Obtaining more leads </li></ul></ul><ul><ul><li>Nurturing more leads </li></ul></ul><ul><ul><li>Thus more sales – commissions </li></ul></ul>
  14. 14. Data capturing from web <ul><li>Not Log files analysis </li></ul><ul><ul><li>This requires access to web server </li></ul></ul><ul><ul><li>Requires engineer intervention </li></ul></ul><ul><ul><li>Not real-time data (log files) </li></ul></ul><ul><li>LEADSExplorer is real-time: </li></ul><ul><ul><li>Connection servers by Java script </li></ul></ul><ul><ul><li>Insert supplied Java script line </li></ul></ul>
  15. 15. Implementation <ul><li>Not software on server </li></ul><ul><ul><li>Requires engineer intervention </li></ul></ul><ul><ul><li>Causes delay in deployment, start </li></ul></ul><ul><li>LEADSExplorer is a hosted service </li></ul><ul><ul><li>Insert supplied java script line </li></ul></ul><ul><ul><li>Basic html knowledge required </li></ul></ul><ul><ul><li>Thus fast, ‘no cost’ implementation </li></ul></ul>
  16. 16. Deployment <ul><li>Not installing software on user PC’s </li></ul><ul><ul><li>Cumbersome installation </li></ul></ul><ul><ul><li>High running/maintenance costs </li></ul></ul><ul><ul><li>Support for Windows, Mac, Linux ? </li></ul></ul><ul><li>LEADSExplorer is browser based </li></ul><ul><ul><li>Supports all environments </li></ul></ul><ul><ul><li>Lowest running/operating costs </li></ul></ul>
  17. 17. Accessibility <ul><li>Not In-Company Server solution: </li></ul><ul><ul><li>Remote access is less evident </li></ul></ul><ul><li>LEADSExplorer is browser based: </li></ul><ul><ul><li>Access from anywhere </li></ul></ul><ul><ul><li>Access with any browser </li></ul></ul><ul><ul><li>Access at any time </li></ul></ul>
  18. 18. Data storage <ul><li>No data storage locally (PC) </li></ul><ul><li>No data leakage at end-point (PC) </li></ul><ul><li>No synchronization problems </li></ul><ul><li>LEADSExplorer is server based </li></ul><ul><ul><li>All data is secure & centralized </li></ul></ul><ul><ul><li>All data is always consistent </li></ul></ul>
  19. 19. 24 x 7 <ul><li>No IT operations in Company </li></ul><ul><li>No IT employees needed </li></ul><ul><li>LEADSExplorer is hosted service: </li></ul><ul><ul><li>‘ On Demand’ </li></ul></ul><ul><ul><li>Providing 24 x 7 service </li></ul></ul><ul><ul><li>Dedicated servers </li></ul></ul><ul><ul><li>Run by dedicated operators </li></ul></ul>
  20. 20. Listings & reports <ul><li>Not listings, not printed reports </li></ul><ul><ul><li>Printed listings are history </li></ul></ul><ul><li>LEADSExplorer is Web2.0: </li></ul><ul><ul><li>Online query </li></ul></ul><ul><ul><li>Aggregated data on dynamic pages </li></ul></ul><ul><ul><li>Multi functions on one page </li></ul></ul><ul><ul><li>Listings and reports available </li></ul></ul>
  21. 21. Purchase <ul><li>No purchased software </li></ul><ul><li>No upfront expense: investment </li></ul><ul><li>No long company commitment </li></ul><ul><li>No yearly maintenance costs </li></ul><ul><li>LEADSExplorer is a subscription: </li></ul><ul><ul><li>Can be cancelled any time </li></ul></ul>
  22. 22. Budget <ul><li>No budget for purchase: </li></ul><ul><ul><li>Budget has high hurdle to get approved </li></ul></ul><ul><ul><li>Long decision cycle </li></ul></ul><ul><li>LEADSExplorer is: </li></ul><ul><ul><li>An expense </li></ul></ul><ul><ul><li>No budget approval required </li></ul></ul>
  23. 23. Testing <ul><li>Not possible with software: </li></ul><ul><ul><li>Hard to trial as installation is required </li></ul></ul><ul><ul><li>A demo is a demo – not real life </li></ul></ul><ul><li>LEADSExplorer can be: </li></ul><ul><ul><li>Experienced for free </li></ul></ul><ul><ul><li>Used with your Website = real life </li></ul></ul>
  24. 24. Scalability <ul><li>Not hardware & software tie-up: </li></ul><ul><ul><li>Requires Hardware investment </li></ul></ul><ul><ul><li>Decisions on capacity </li></ul></ul><ul><ul><li>More budget approval </li></ul></ul><ul><li>LEADSExplorer scalability: </li></ul><ul><ul><li>Comes with the service </li></ul></ul><ul><ul><li>Affordable increase of invoice </li></ul></ul>
  25. 25. Geographies <ul><li>Not limited to one continent </li></ul><ul><li>Not limited to one language </li></ul><ul><li>Not limited to one culture </li></ul><ul><li>LEADSExplorer data & services are: </li></ul><ul><ul><li>Worldwide like www </li></ul></ul><ul><ul><li>No language barriers </li></ul></ul><ul><ul><li>Universal </li></ul></ul>
  26. 26. Interested ? <ul><li>www.LEADSExplorer.com </li></ul><ul><li>Engago Technologies Ltd. </li></ul>

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