Publication is available under Attribution-ShareAlike license https://creativecommons.org/licenses/by-sa/2.5/au/ ---- Acknowledgements must be provided as per the terms. The Creator: Andrew Bonar, emailexpert.org Link to: https://www.slideshare.net/mrbonar/ Include reference to the original title of whichever presentation you are utilising Please message me to let me know where you have made use of the content, thanks! ----- Presentation to deliverability professionals at the Email Service Providers Coalition annual meeting at MoFo in Washington D.C 2012

1. International
ISP
Relationships
Nature and Nurture
Presented by: Andrew Bonar
Deliverability Director, Emailvision

2. 3 Simple Steps
Let us identify the 3 simple
steps to establishing
relationships, then we can
• Research
move on to nurturing and Step 1
the Market
then capitalizing on them
• Identify
Step 2
Goals
• Establish
Step 3 Relationships
Copyright Andrew Bonar 2012 2

3. Think Global, but Act Local
Basics may remain the same: but localise for success
How is business done locally, what are the fundamentals of
Culture
good business manners, local business customs
Legislation
What are the peculiarities of the local laws and legislation
covering email, data and privacy
The What business, organizations and individuals are the key
Players players locally. Identify the gatekeepers
Copyright Andrew Bonar 2012 3

4. Finding New Relationships
the basics are the same
Fundamentals in establishing new contacts
Internally, Externally, Virtually– Internal Email, Trade
Networking
Associations & Social Networks all have their place
Follow Up
Having Established Contact, Follow Up– Do not allow your
relationships to grow cold, follow up
Set Action Set Action Points – You need to start doing things together
Points
Pay it “Whats in it for Me” – Do not ask what the ISP can do for
Forward you, but you for the ISP
Copyright Andrew Bonar 2012 4

5. Establishing Relationship
1. Clear Communication
2. Establish Trust
3. Stay Involved
4. Care for their needs
A new relationship with an ISP
is like Dating a Girl for the First Time

6. Leverage Internal Networks
Copyright Andrew Bonar 2012 6

7. Leverage External Networks
LinkedIn
Connect to
Professionals at
ISPs.
Twitter Facebook
News and Do not under
Individuals estimate the
potential
Google RSS FEEDS
It usually starts Not just old school, use for
with a search. discussions lists…

8. Convergence of ISP
TouchPoints
Converged offline, online, real
world, virtual, established and new Stage 1
contacts
• Research
• Twitter, Blogs, Groups
Putting it all together
Stage4 Stage 2
• Second
•Phone call
Follow Ups level of
text here
Stage 3
•Second level of text here
•Another Point Here
•And Another
SLIDE NEEDS COMPLETING!! 8

9. Choose your targets
Set your expectations, work systematically
Copyright Andrew Bonar 2012 9

10. Identify Where Relationships
will Impact Most
Look at where the largest volumes
of mail are going
Alternately look at where the largest
issues of soft bounces or other
Global Sending
technical issues are Volumes
China
Russia
Brazil
India
Copyright Andrew Bonar 2012 10

11. CHINA & HONG KONG
A new economy and new opportunities
Copyright Andrew Bonar 2012 11

12. RUSSIA & CIS
Too big to be ignored
Copyright Andrew Bonar 2012 12

13. GOOGLE CHROME
Your new best friend
Copyright 2012, Andrew Bonar 13

14. ISPs By Region
How much market share do the top
4 ISP’s have in each region
Copyright 2010 14

15. A recap
Identify Targets & Goals
Do Your Research
Set Expectations
Have Patience
Follow Up
Pay it Forward
Copyright 2012, Andrew Bonar 15

16. Questions? Comments?
Andrew Bonar
Facebook.com/mrBonar
Twitter: @andrewbonar
Skype: Bonarmedia
abonar@outlook.com
Always happy to connect!
Copyright Andrew Bonar 2012 16