The document discusses bridging the gap between marketing and sales teams. It emphasizes aligning marketing messages with sales execution to ensure business success and customer focus. Specific topics covered include brand messaging, communicating to different customer segments, and measuring the effectiveness of marketing and sales engagement. Multi-channel marketing execution and mapping channels to customer accounts and solutions are also addressed.
In the cloud, data is not tied to one server or even one group of servers, and it can be accessed from multiple devices simultaneously. To protect data, therefore, security solutions must shift from defense of a fixed perimeter towards an approach that protects the data as it travels from physical to virtual to cloud environments.
In the post-PC era, Trend Micro envisions a smart, data-centric security framework that advances the capabilities of our cloud-based Smart Protection Network™, adds smarter threat protection that correlates local threat intelligence; smarter data protection that follows and protects your data; and unified security management that increases visibility into data access and potential attacks.
This presentation was given at the Information Security Executive Summit on 28th / 29th February 2012
In the cloud, data is not tied to one server or even one group of servers, and it can be accessed from multiple devices simultaneously. To protect data, therefore, security solutions must shift from defense of a fixed perimeter towards an approach that protects the data as it travels from physical to virtual to cloud environments.
In the post-PC era, Trend Micro envisions a smart, data-centric security framework that advances the capabilities of our cloud-based Smart Protection Network™, adds smarter threat protection that correlates local threat intelligence; smarter data protection that follows and protects your data; and unified security management that increases visibility into data access and potential attacks.
This presentation was given at the Information Security Executive Summit on 28th / 29th February 2012
VSD Infotech (VSDi) is a technology services company specializing in Information Security Services and Networking solutions. We have been working with leaders in the Infrastructure management space, through a hybrid model combining technology and human expertise.
We offer a complete range of IT Services to our customers, focussing on delivery, technology and process excellence in providing top-notch infrastructure management and information security services.
“8th National Biennial Conference on Medical Informatics 2012”Ashu Ash
“8th National Biennial Conference on Medical Informatics 2012” at Jawaharlal Nehru Auditorium, AIIMS New Delhi on 5th Feb 2012,
The organizing committee consisting of Mr. S.K. Meher (Organizing Secretary), Major (Dr.) Anil Kuthiala (Jt. Organizing Secretary) and Ashu (Assistant to the Organizing Secretariat) worked hard and toiled to make the conference a grand success.
The scientific committee comprising of Dr. S.B Gogia, Prof. Khalid Moidu, Prof Arindam Basu, Dr. S Bhatia, Dr. Thanga Prabhu, Dr. Karanvir Singh, Tina Malaviya, Dr. Kamal Kishore, Dr. Vivek Sahi, Spriha Gogia, Dr. Supten Sarbhadhikari, Dr.Sanjay Bedi, Mr. Sushil Kumar Meher actively reviewed all papers for the various scientific sessions.
Presentation from Chesapeake Regional Tech Council\'s TechFocus Seminar on Cloud Security; Presented by Jeff Crume, IBM Distinguished Engineer, IT Security Architect, CISSP-ISSAP on Thursday, October 27, 2011. http://www.chesapeaketech.org
I gave a presentation about recent cloud security developments and how to risk assess a cloud provider at ISACA Scandinavian Conference yesterday. Thanks to Cloud Security Alliance for a lot of input.
PharmaBrand Summit 2012: Presentation by: Rosângela Checchia, CEO, Checon Pesquisa: A Roadmap to Brazil: Deciphering a Growing Marketplace to Gain Access to Commercial Success
PharmaBrand Summit 2012: Presentation by Professor Brian D Smith, Adjunct Professor, SDA Bocconi & Visiting Research Fellow, Open University Business School: Making it happen: Why Much of What we do Ensures that our Strategy won’t be Implemented
VSD Infotech (VSDi) is a technology services company specializing in Information Security Services and Networking solutions. We have been working with leaders in the Infrastructure management space, through a hybrid model combining technology and human expertise.
We offer a complete range of IT Services to our customers, focussing on delivery, technology and process excellence in providing top-notch infrastructure management and information security services.
“8th National Biennial Conference on Medical Informatics 2012”Ashu Ash
“8th National Biennial Conference on Medical Informatics 2012” at Jawaharlal Nehru Auditorium, AIIMS New Delhi on 5th Feb 2012,
The organizing committee consisting of Mr. S.K. Meher (Organizing Secretary), Major (Dr.) Anil Kuthiala (Jt. Organizing Secretary) and Ashu (Assistant to the Organizing Secretariat) worked hard and toiled to make the conference a grand success.
The scientific committee comprising of Dr. S.B Gogia, Prof. Khalid Moidu, Prof Arindam Basu, Dr. S Bhatia, Dr. Thanga Prabhu, Dr. Karanvir Singh, Tina Malaviya, Dr. Kamal Kishore, Dr. Vivek Sahi, Spriha Gogia, Dr. Supten Sarbhadhikari, Dr.Sanjay Bedi, Mr. Sushil Kumar Meher actively reviewed all papers for the various scientific sessions.
Presentation from Chesapeake Regional Tech Council\'s TechFocus Seminar on Cloud Security; Presented by Jeff Crume, IBM Distinguished Engineer, IT Security Architect, CISSP-ISSAP on Thursday, October 27, 2011. http://www.chesapeaketech.org
I gave a presentation about recent cloud security developments and how to risk assess a cloud provider at ISACA Scandinavian Conference yesterday. Thanks to Cloud Security Alliance for a lot of input.
PharmaBrand Summit 2012: Presentation by: Rosângela Checchia, CEO, Checon Pesquisa: A Roadmap to Brazil: Deciphering a Growing Marketplace to Gain Access to Commercial Success
PharmaBrand Summit 2012: Presentation by Professor Brian D Smith, Adjunct Professor, SDA Bocconi & Visiting Research Fellow, Open University Business School: Making it happen: Why Much of What we do Ensures that our Strategy won’t be Implemented
PharmaBrand Summit 2012: Presentation by Professor Brian D Smith, Adjunct Professor, SDA Bocconi & Visiting Research Fellow, Open University Business School: The Future of Pharma: Causes of Demise and the New Path to Prosperity
For more information about the marcus evans marketing summit series: marketingseries@marcusevanscy.com
Grant Pattison, Senior Manager, Marketing & Technologist at IAG Commercial discussing Embracing Your Inner Marketing Technologist to Bridge the Martech Divide at the CMO ANZ Summit 2015.
As you move your IT Infrastructure into the cloud, how secure can you expect your applications to be? Join Alert Logic and Internap on this webcast for an enlightening discussion on the state of cloud security and how it impacts security management decisions, especially in the context of deploying infrastructure to hosted and cloud environments.
With Sophos EndUser Protection you get endpoint security, mobile device management, web protection, protection for your data and email, and more—all in a single license.
For more on Sophos EndUser Protection, visit: http://www.sophos.com/en-us/why-sophos/endpoint.aspx
This presentation is designed to help developers think about the future of mobile app development and in the absence of firm standards, offers tips for choosing a pervasive software architecture for the Internet of Things, also known as M2M, the Connected World, Pervasive Applications, or Ubiquitous Computing.
Bwcon technologies and innovations for baden württemberg in dialog at ibm apr...Friedel Jonker
bwcon Technologies and Innovations for Baden Württemberg in Dialog at IBM, April 2012.
Social Collaboration & Social CRM in the Secure Cloud today IBM SmartCloud Engage with SUGARCRM Social CRM
La primera edición de TEUNO Summit se llevó a cabo el 21 y 22 de junio en las ciudades de Quito y Guayaquil respectivamente, con el auspicio de grandes empresas como Cisco Meraki, AlienVault, Siemon, Microsoft, Casa Cable, INGRAM. Donde expertos TI hablaron sobre los desafíos de la conectividad y seguridad en las empresas.
Secure Your Virtualized Environment. Protection from Advanced Persistent Thre...Acrodex
Trend Micro Deep Security
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Trend Micro Deep Discovery
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Becoming the safe choice for the cloud by addressing cloud fraud & security t...cVidya Networks
Nava Levy, cVidya's VP SaaS/Cloud Solutions, chaired and spoke at TM Forum's Management World America's 2011 on Racing Ahead of the Competition by Capitalizing on Your Potential to be the Safe and Secure Choice for Cloud at The Race to Cloud Services Summit
Symantec Enterprise Mobility - Mobile World Congress February 2012Symantec
At Mobile World Congress 2012, Symantec announced significant advances in core areas of its enterprise mobility strategy across Android, iOS and Windows Phone 7 platforms. These advances help customers secure mobile data and enable business productivity across both corporate managed and personally owned unmanaged devices by providing cross-platform, multi-application protection.
Antivirus específicos para entornos virtualizadosNextel S.A.
Ponencia de Álvaro Sierra, Major Account Manager de Trend Micro, durante la Jornada Tecnológica 2011 de Nextel S.A.
http://www.nextel.es/eventos_/jornada-tecnologica/
Ahead of the marcus evans CMO Summit 2023, read here an interview with Michael McQueen discussing what CMOs need to know about AI technologies, and what it takes to engage Gen Z.
Ahead of the marcus evans PharmaMarketing Summit 2022, Chetak Buaria discusses the opportunities that AI brings to pharma marketers, and what it takes to engage pharma customers.
Ahead of the marcus evans Brand Design & Innovation Summit 2022, read here an interview with Alessandra Montrasio on how to achieve a consistent and effective brand strategy.
Ahead of the marcus evans CMO Summit 2022, read here an interview with Joanne Woo discussing why companies need to transition to movement marketing, and how they can activate their brand’s purpose.
Ahead of the marcus evans CMO Summit 2022, read here an interview with Brad Meehan discussing how CMOs can improve the customer experience, delivering brand alignment and value creation.
Ahead of the marcus evans AmericaPack Summit 2022, Anthony Rossi discusses how adoption of reusable packaging is growing rapidly and why manufacturers need to rethink packaging.
Ynzo van Zanten, a keynote speaker at the marcus evans EuroPack Summit 2020, discusses how businesses can contribute to society in the current Covid-19 pandemic.
Ahead of the marcus evans Latin CMO Summit 2019, Ana Laura Solis discusses what CMOs can do when traditional advertising does not work with younger audiences
Interview with: Bernard Salt, Futurist & Social Commentator
Salt is a keynote speaker at the marcus evans CMO Summit 2019, taking place in Gold Coast, 5 – 7 August.
Honest Reviews of Tim Han LMA Course Program.pptxtimhan337
Personal development courses are widely available today, with each one promising life-changing outcomes. Tim Han’s Life Mastery Achievers (LMA) Course has drawn a lot of interest. In addition to offering my frank assessment of Success Insider’s LMA Course, this piece examines the course’s effects via a variety of Tim Han LMA course reviews and Success Insider comments.
Francesca Gottschalk - How can education support child empowerment.pptxEduSkills OECD
Francesca Gottschalk from the OECD’s Centre for Educational Research and Innovation presents at the Ask an Expert Webinar: How can education support child empowerment?
The French Revolution, which began in 1789, was a period of radical social and political upheaval in France. It marked the decline of absolute monarchies, the rise of secular and democratic republics, and the eventual rise of Napoleon Bonaparte. This revolutionary period is crucial in understanding the transition from feudalism to modernity in Europe.
For more information, visit-www.vavaclasses.com
June 3, 2024 Anti-Semitism Letter Sent to MIT President Kornbluth and MIT Cor...Levi Shapiro
Letter from the Congress of the United States regarding Anti-Semitism sent June 3rd to MIT President Sally Kornbluth, MIT Corp Chair, Mark Gorenberg
Dear Dr. Kornbluth and Mr. Gorenberg,
The US House of Representatives is deeply concerned by ongoing and pervasive acts of antisemitic
harassment and intimidation at the Massachusetts Institute of Technology (MIT). Failing to act decisively to ensure a safe learning environment for all students would be a grave dereliction of your responsibilities as President of MIT and Chair of the MIT Corporation.
This Congress will not stand idly by and allow an environment hostile to Jewish students to persist. The House believes that your institution is in violation of Title VI of the Civil Rights Act, and the inability or
unwillingness to rectify this violation through action requires accountability.
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students that opportunity and have been hijacked to become venues for the promotion of terrorism, antisemitic harassment and intimidation, unlawful encampments, and in some cases, assaults and riots.
The House of Representatives will not countenance the use of federal funds to indoctrinate students into hateful, antisemitic, anti-American supporters of terrorism. Investigations into campus antisemitism by the Committee on Education and the Workforce and the Committee on Ways and Means have been expanded into a Congress-wide probe across all relevant jurisdictions to address this national crisis. The undersigned Committees will conduct oversight into the use of federal funds at MIT and its learning environment under authorities granted to each Committee.
• The Committee on Education and the Workforce has been investigating your institution since December 7, 2023. The Committee has broad jurisdiction over postsecondary education, including its compliance with Title VI of the Civil Rights Act, campus safety concerns over disruptions to the learning environment, and the awarding of federal student aid under the Higher Education Act.
• The Committee on Oversight and Accountability is investigating the sources of funding and other support flowing to groups espousing pro-Hamas propaganda and engaged in antisemitic harassment and intimidation of students. The Committee on Oversight and Accountability is the principal oversight committee of the US House of Representatives and has broad authority to investigate “any matter” at “any time” under House Rule X.
• The Committee on Ways and Means has been investigating several universities since November 15, 2023, when the Committee held a hearing entitled From Ivory Towers to Dark Corners: Investigating the Nexus Between Antisemitism, Tax-Exempt Universities, and Terror Financing. The Committee followed the hearing with letters to those institutions on January 10, 202
A Strategic Approach: GenAI in EducationPeter Windle
Artificial Intelligence (AI) technologies such as Generative AI, Image Generators and Large Language Models have had a dramatic impact on teaching, learning and assessment over the past 18 months. The most immediate threat AI posed was to Academic Integrity with Higher Education Institutes (HEIs) focusing their efforts on combating the use of GenAI in assessment. Guidelines were developed for staff and students, policies put in place too. Innovative educators have forged paths in the use of Generative AI for teaching, learning and assessments leading to pockets of transformation springing up across HEIs, often with little or no top-down guidance, support or direction.
This Gasta posits a strategic approach to integrating AI into HEIs to prepare staff, students and the curriculum for an evolving world and workplace. We will highlight the advantages of working with these technologies beyond the realm of teaching, learning and assessment by considering prompt engineering skills, industry impact, curriculum changes, and the need for staff upskilling. In contrast, not engaging strategically with Generative AI poses risks, including falling behind peers, missed opportunities and failing to ensure our graduates remain employable. The rapid evolution of AI technologies necessitates a proactive and strategic approach if we are to remain relevant.
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Synthetic fiber production is a fascinating and complex field that blends chemistry, engineering, and environmental science. By understanding these aspects, students can gain a comprehensive view of synthetic fiber production, its impact on society and the environment, and the potential for future innovations. Synthetic fibers play a crucial role in modern society, impacting various aspects of daily life, industry, and the environment. ynthetic fibers are integral to modern life, offering a range of benefits from cost-effectiveness and versatility to innovative applications and performance characteristics. While they pose environmental challenges, ongoing research and development aim to create more sustainable and eco-friendly alternatives. Understanding the importance of synthetic fibers helps in appreciating their role in the economy, industry, and daily life, while also emphasizing the need for sustainable practices and innovation.
Embracing GenAI - A Strategic ImperativePeter Windle
Artificial Intelligence (AI) technologies such as Generative AI, Image Generators and Large Language Models have had a dramatic impact on teaching, learning and assessment over the past 18 months. The most immediate threat AI posed was to Academic Integrity with Higher Education Institutes (HEIs) focusing their efforts on combating the use of GenAI in assessment. Guidelines were developed for staff and students, policies put in place too. Innovative educators have forged paths in the use of Generative AI for teaching, learning and assessments leading to pockets of transformation springing up across HEIs, often with little or no top-down guidance, support or direction.
This Gasta posits a strategic approach to integrating AI into HEIs to prepare staff, students and the curriculum for an evolving world and workplace. We will highlight the advantages of working with these technologies beyond the realm of teaching, learning and assessment by considering prompt engineering skills, industry impact, curriculum changes, and the need for staff upskilling. In contrast, not engaging strategically with Generative AI poses risks, including falling behind peers, missed opportunities and failing to ensure our graduates remain employable. The rapid evolution of AI technologies necessitates a proactive and strategic approach if we are to remain relevant.
Palestine last event orientationfvgnh .pptxRaedMohamed3
An EFL lesson about the current events in Palestine. It is intended to be for intermediate students who wish to increase their listening skills through a short lesson in power point.
Model Attribute Check Company Auto PropertyCeline George
In Odoo, the multi-company feature allows you to manage multiple companies within a single Odoo database instance. Each company can have its own configurations while still sharing common resources such as products, customers, and suppliers.
1. 1
Bridging the Marketing-Sales chasm
Graeme Wood ,
A/NZ Marketing Director
Confidential Copyright 2010 Trend Micro Inc. 1
2. 2
Introduction
• Channelling Influential Brand Messages to your Sales
teams for perfect execution.
– Bridging the marketing-sales chasm has never been so important
and delivering the right tools and adequately equipping your
sales team will ensure successful completion.
– Ensuring seamless sales execution from a marketing point of
view
– Closing the gap between sales and marketing by directing
marketing content towards business excellence and customer-
centric approaches
– Reinforcing and repeating your message for maximum drive on
ground level
Confidential Copyright 2010 Trend Micro Inc. 2
3. 3
Communication Chasm
What Marketing think
What Sales think
Marketing do Sales do
http://www.marketing-content.com/marketing_cartoons.htm
Confidential Copyright 2010 Trend Micro Inc. 3
4. 4
Agenda
• Brand Proposition
• Business issues and messages
• Route to market options
• Message delivery vehicles
– Traditional vs new wave (social media)
• Marketing /Sales engagement
• Message engagement and delivery effectiveness
measurements
– Sales vs marketing effectiveness
Confidential Copyright 2010 Trend Micro Inc. 4
5. 5
What is the Trend Micro Brand?
• .
“The Brand is not
what you say it is.
Its what your
customers,
partners and
critics say it is.”
Marty Neumier, The Brand Gap
CONFIDENTIAL Copyright 2010 Trend Micro Inc. 5
6. 6
Trend Micro Branding
Security That Fits: IT Infrastructure
Trend Micro innovation enables benefits of next-generation
IT platforms 1st Cloud
1stIntegrated Computing
Virtualization Security
1st in
Security
Netbooks
Security
1st Threat
Management
1st Gateway Solution
Security (Network)
1st LAN
Server
Security
Classification 9/30/2011 Copyright 2010 Trend Micro Inc. 6
7. 7
Changing Business Need
Security That Fits: Customer Environment
Trend Micro’s ubiquitous protection secures your data
wherever it resides Servers
Virtual
NAS Servers
Networks Cloud
Computing
Routers Any device ..
Any time …
Virtual Appliances
Anywhere….
Netbooks
Hosted / Managed
Security
Windows/OSX
PSP/PS3
Back to USB Smart
Security that Fits Android
Phones
Classification 9/30/2011 Copyright 2010 Trend Micro Inc. 7
9. 9
New Brand Positioning
Trend Micro is leading a revolution in security,
enabling you to do more online, on the network, or
in the cloud with the confidence that you are
safe and protected.
• Why this changed:
– To focus on Trend Micro’s “enablement” power
– To incorporate the cloud computing …a major IT platform shift
– To reflect the vast array of ways that Trend Micro provides
protection
Classification 9/30/2011 Copyright 2010 Trend Micro Inc. 9
10. 10
Why “Securing Your Journey to the Cloud”?
“Cloud computing is revolutionizing the way people share digital
information, making access to information and computing power
easier, faster and more affordable.
By providing security “from the cloud” with our Smart Protection
Network, and security “for the cloud” with our server, data storage
and encryption technologies, Trend Micro is the clear leader
in securing physical, virtual and
cloud environments, and the
best choice for Securing Your
Journey to the Cloud.”
-Eva Chen, Trend Micro Co-Founder and CEO
Classification 9/30/2011 Copyright 2010 Trend Micro Inc. 10
11. 11
New B:B Branding Deliverables
Confidential Copyright 2010 Trend Micro Inc. 11
16. 16
Customer Segments for Trend Micro
Products
Channel
End User
Enterprise •Large SI , Alliances
+ 500 •Affinity One Resellers
+ 750
•Affinity Plus Resellers
Medium
Business •SIs
101 ~ 499
101 - 749
•Affinity Partners
•Retail
Small •SIs
Business •Online Shop
< 100 users
•Retail
Consumer •Online Shop
Copyright 2010 Trend Micro Inc.
<5
17. 17
Channel Mapping to Accounts and
Solutions
Vendor
Product Major SI and
Specialist local Ecosystem
Inside Sales
Team
Traditional
Reseller Local SI and
Apps ISV
Confidential Copyright 2010 Trend Micro Inc. 17
18. 18
Multi Channel Marketing Action Plans
• IT Alliances Endorsement everywhere
Alliance • External Analysts, Press, Channel, Customers
Team • Joint GTM Virtualization Security
• Influence analyst & media
Product Mkt • Customer case studies
Team • PR topics & Contents
• Key Press coverage
PR Team • In-depth interview
• Identify key editors and journalists.
• Integrate thought leadership marketing
Campaign elements
Team • Execution plan/timeline across APAC
• Cloud Security in web real estate
E-Marketing • Integration of Affinity Portal
Team • Web 2.0 - Blogs
Confidential Copyright 2010 Trend Micro Inc. 18
19. 19
Marketing Communication
Cloud Security Campaign
Secure Cloud Launch
Alliance - Formation a cloud security consortium
• Media Gathering
Deep Security Launch Cloud Computing Partner & Customer Exposure
• Media Gathering Security Alliance Trend CIO Summit
• Alliances endorsement • Jointly with key • Analysts speaker
E-Marketing
Co-Branded Alliance Alliances
Campaign
• Reference customer
• Media gathering • Prospects Dedicated Cloud
• Joint customer / channel
briefing & workshops • Tie to an event • Trend Execs Section on
• Channel awareness thru • Invite strategic Cloud Computing Corporate Web
Alliances distributors channel partner to
join to drive channel CIO Summits Search Engine
interest in media Security Challenge Newsletters
Tour
CCSA Preferred
• Tie-up with by-
Partners line articles
Alliance own • Channel & EU
Conferences and User
Groups
Confidential Copyright 2010 Trend Micro Inc. 19
21. 21
Agenda
• Brand Proposition
• Business issues and messages
• Route to market options
• Message delivery vehicles
– Traditional vs new wave (social media)
• Marketing /Sales engagement
• Message engagement and delivery effectiveness
measurements
– Sales vs marketing effectiveness
Confidential Copyright 2010 Trend Micro Inc. 21
22. 22
Enterprise Communication Tactics -
Tactics CIO IT Security IT Infra Channel
2 Analyst Endorsement from APAC and in-country
analysts.
3 PR Quarterly topics. Business and technical media. Consortium.
1 Alliances Cloud Security Consortium
Events CIO Summit – Analyst, CIO & IT execs. Alliance
Vertical targeting Events
Security
Challenge
Campaigns Cloud Security & VMware Co-branded Campaign
Product launch Secure Cloud 1.1
Deep Security 7.6
Website Online Search Engine Affinity Portal
Print
Cloud Security Inclusion in
Certification Confidential Copyright 2010 Trend Micro Inc. 22
Affinity Portal
23. 23
Lead Identification Management (APAC)
Bias for
Unaware
Need Action Decision
Interest Ops Qualified Evaluation Negotiation WON
identified Complete Trend
Analysis POC Started
Selling POC Selected
0% 10% 20% 30% 60% 70% 80% 90%
L L1 L2 L3 L4 L5 L6 L7 L8
0
Marketing “Buyer Journey” TrendMicro PERSPECTIVE
Bant Technical Short P.O.
Technical Review Contracts
Review Introduction Listed Received
-Appointment to
review Specific
Business Need
and Solution ANZ TM Lead
review Manage Process
15 JAN Internal
Use Only
Copyright 2010 Trend Micro Inc. 23
Classification 30/09/2011 23
24. 24
Campaign Metrics for Planning
• Business Unit Objectives
– Products , segments , geographic mix
– Channel revenue split
– Marketing delivered “opportunities “
Confidential Copyright 2010 Trend Micro Inc. 24
30. 30
How to make Webinars a success
• Channel versions available first
• Business Focused not product push
• Significant promotions and 30 minutes
• On demand offering
• Multiple delivery formats
Confidential Copyright 2010 Trend Micro Inc. 30
31. 31
Exploiting the Social Media Community
SNS properties are geared
Build relationships with
toward fresh content. Create
The more you showcase community members
and/or optimize editorial
the human side of your to facilitate brand
calendars to frequently push
business, your products loyalty. Listen to what
engaging media to foster
and your people, the more they say and be ready
maximum buzz and community
authentic you will appear. to respond.
interaction.
Make Your Business Personal Update Your Public
Profiles Frequently
Create an environment Make friends with your visitors, Share information with
that stimulates productive engage them in non-commercial your community to
conversations and conversations so that they will share announce events, special
interactions with your authenticity with others. promotions, new
the consumer. services, activities, etc.
Classification 9/30/2011 Copyright 2010 Trend Micro Inc. 31
32. 32
Trend Micro Social Media Options
Social Media Property Information Trend Owner
Communities
Trend Community Support Christina Tsai, Support
Twitter
Malware and
TrendMicro CounterMeasures Blog Corp Mktg
headlines
Cloud Security Blog
TrendOnCloud Corp Mktg
headlines
TrendLabs Malware info TrendLabs
Facebook
TrendMicro Corp Mktg
Consumer threat and
FearlessWeb Consumer
product info
YouTube
SPN, SB, ENT, PR, threat
Trend Micro Corporate Mktg
info
Keylogger demo, ANZ
Trend Micro Australia & New Zealand ??
promos
Threat info, customer
Trend Micro Martin Johnson (ex-Trend)
success videos
Rethink Endpoint Security
Rethink Endpoint ENT
campaign
SlideShare
Trend Micro SPN Corporate Mktg
Blogs
TrendLabs Malware Blog Threat-related TrendLabs
Threat-related, solutions,
CounterMeasures EMEA Mktg (Declan, Rik)
issues
Internet threats and
The Internet Threat Landscape SG Mktg (Terrence Tang)
protection
TrendLabs Security Blog Threat-related JP Threat Mktg
Other
Internet Safety Blog ISKF (Lynette)
Securing cloud, cloud-
Cloud Security Blog Corporate (Kristen)
based security
Confidential Copyright 2010 Trend Micro Inc. 32
33. 33
Agenda
• Brand Proposition
• Business issues and messages
• Route to market options
• Message delivery vehicles
– Traditional vs new wave (social media)
• Marketing /Sales engagement
• Message engagement and delivery effectiveness
measurements
– Sales vs marketing effectiveness
Confidential Copyright 2010 Trend Micro Inc. 33
34. 34
Marketing Metrics – Leads for sales
• Database Accuracy, L2 Leads
• E-media CPL , L2 Leads
• Telemarketing Conversion ROI
Confidential Copyright 2010 Trend Micro Inc. 34
35. 35
Full Sales Cycle , MQL and SQL
Confidential Copyright 2010 Trend Micro Inc. 35
36. 36
MQL/SQL Conversion = 90%
• What is the best L3 BANT actionable outcome
– Prospect has compelling event to drive enquiry
– Prospect have BANT supporting content, and ready to
engage
– Agreement to meet sales rep within 6 weeks
– All engagements with TM are recorded in CRM
• Sales teams SHOULD not reject MQL if..
– Ongoing opportunity contact is different to initial contact for
opportunity (as ENT have large DMUs)
– The opportunity solution “Progresses” within a category
(eg IWSVA become CPVM become DS)
– MQL key contact is “cross sold other opportunities” outside
initial call and solution (as we need to track all
engagements where one solution could lead to another
solution)
Copyright 2010 Trend Micro Inc.