3. CIO’s and Technical
Decision Makers
• Need relevant messages
• Most are male
• Report to the CEO
• Don’t have business backgrounds
• Need personnel help
• Influenced by other tech personnel
• Biggest priority is Business Integration
• ROI is important in short term
• Biggest pain is hiring trained staff
• Must be convinced of ROI, capabilities and adoption process
4. Tips to reach CIO’s
and Decision Makers
• Tricky to reach
• Deliver something interesting that
doesn’t get thrown out
• Grab attention with good creative
• Brief and relevant communication
• Needs and wants knowledge
• Like internet microsites
• Like cool sweepstakes
5. IT Managers
• For them to pay attention, products
and services must be great
• Very smart
• Need relevant information
• Hate users and wasting time on
unimportant issues
6. Tips to reach IT
Managers
• Use publications and tech sites
• Be smart (don’t insult their
intelligence)
• Business cases delivered through
the web
• Sweepstakes
7. Communications
Strategy
• Create awareness for the company
using traditional media
• Reach business and technical
decision makers
• Communicate IT & Business pain-
points to introduce your Services
• Develop an integrated effort to
reach target repeatedly
8. Integrated Approach
• Advertising
• Publish advertisements in leading business
publications
• Internet Marketing
• Review your corporate website
• Drive traffic to website by publishing white papers &
sweepstakes
• Maintain traffic and awareness with electronic
newsletter
• Use Search Engine Marketing to drive traffic and
reach technical users
9. Integrated Approach
• Promotions & Collateral
• Sweepstakes (Internet)
• Direct delivery of promotions and white
papers
• Brochure
• Public Relations
• Press Release and press article efforts on
advertising publications.
10. Creative Communications
Strategy
• Select three (3) key issues or pain
points
• Match them with your services
• Use Strong Headlines
• Integrate creative with all the
marketing efforts
11. Creative Examples
• Theme: Small Fires
• IT Personnel hates users and small problems
• Sell Help Desk and In-premise services
• Theme: Sand
• Focus on business and profits
• Sell Infrastructure services
• Theme: Directions
• Biggest pain point
• Sell Integration services
12.
13.
14. Integrated Process
• Develop website and brochure
• Identify key personnel in desired
companies
• Publish advertising in business
newspapers
• Pubic Relations effort
• Deliver promotional materials and white
papers personally (3)
• Web sweepstakes
15. Copyrights
• Feel free to use or distribute this
presentation for personal or
business use.
• If you need an editable version
please visit www.sellingbytes.com
