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1. Your Company Name
Demand
Generation
Process

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Agenda
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Agenda
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Agenda
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Agenda
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Agenda
Agenda
2

3. Demand Creation Process
01 Decompose booking to calculate the number of responses,
MQLs & SQLs required to build the necessary pipeline
Reverse Engineer Bookings
06 Create, compelling offers that are relevant for buyers, with
respect for the buying cycle
Offers
05 Create, buy & rent contact information for desired title & roles
Contacts
04 Build a list of targeted companies
Database
03 Align all marketing resources to support the initiative in a
comprehensive, logical & sustained manner
Integrated Plan
02 Develop the chase, come, community &/
co-create approaches
Demand Creation Strategy
07 SFA, lead scoring & lead nurturing
Automation
12 Define the solution & compelling messaging going to market
Solution
11 Defining the addressable & served markets
Market Sizing
10 Measure all steps & incorporate feedback for optimization
Metrics
09 Providing the right sales tools the sales reps at the right time
& in the right format
Sales Tools
08 10 touch follow – up methodology
Demand Management
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4. Demand Creation Strategy
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Demand
Creation
Strategy
Chase
Co-createCome
Caught
▪ Database
Development
▪ Account
Intelligence
▪ Digital Assets
▪ Social Media
▪ Sales Calls
▪ Incubation
▪ Interactive Email
▪ Appointment
Setting
▪ Partner Marketing
▪ Influencers
▪ Analysts
▪ Peers
▪ Authors
▪ Academia
▪ Thought Leaders
▪ Social Media
▪ Content
▪ Endorsements
▪ Credentialism
▪ Birds Of A Feather
▪ Starburst
▪ Website Tracking
▪ Reverse Look – Up
▪ Digital Assets
▪ Incubation
▪ Interactive Email
▪ Account
Intelligence
4

5. Demand Creation System
Customer
Demand
Model
▪ VLIFT
▪ Methodology
Value
Enhancement
▪ Entrepreneurial
Insight Generator
Opportunity &
Threat Discovery
▪ AVID
▪ Methodology
Value
Innovation
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6. Demand Acceleration Framework
Product Marketing
▪ Creative
▪ SEO
▪ Content Marketing
Paid Acquisition
▪ Display
▪ PPC
▪ Social Ads
Marketing Operation
▪ Website & Apps
▪ Analytics
▪ Marketing
▪ Automation - Marketo
Demand
Creation
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7. Elements of Demand Creation Campaign
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Proof
▪ References
▪ Success Stories
Suspects/Prospects
▪ SFA
▪ Hoover
Value Prop
▪ B2E
▪ B2C
Other
▪ Blogs
▪ White Papers
▪ Webcast
Vehicles
▪ Social Media
▪ Email, Dmail
▪ Tele Qualification
Sales Tools
▪ PPT’s
▪ Scripts
▪ White Papers
▪ Industry Metrics
Waves
▪ Trends
▪ Issues
Follow - Up
▪ 10 Touch
▪ Scripts
▪ Email
Campaign
7

8. Demand Creation Template
Demand Creation Winning Opportunities Account Management
Sales Process
Repeatable Process to Gain Access
to C- Level Decision Makers
Completive & political strategies to
win the deals that you can’t
afford to lose
Best practice process for increasing
account share
Sales People
Messaging to get C – Level Decision
makers to evaluate your solution
Sales execution skills for
discovery, presentation,
relationships, &negotiation
The skill to become a trusted advisor
& true business partner to your clients
Sales Management
Manage activity metrics for new
business development
Deal coaching to improve strategies &
forecast accuracy
Segmentation for effective resource
allocation. Strategic plan coaching
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9. Demand Creation Steps & Process
Data
Collection
Supply
Demand
Demand Planning
▪ Generate (Statistical)
Demand Plan
▪ Assess Previous
Period assumptions
Pre - S&OP Meeting
▪ Generate Report &
Metrics
▪ Document Supply Chain
gaps & resolutions
Supply Planning
▪ Generate Supply Chain
Plan
▪ Generate Material
Requirements &
Production Plans
Executive Meeting
▪ Review
Recommendations &
make decisions
▪ Resolve
remaining issues
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10. Demand Generation from Sales Perspective
▪ From
▪ Submits
▪ Email
▪ Social
▪ Online
▪ Website
▪ PPC
▪ Webinars
▪ Events
▪ Content Synd
Return to Marketing for Further Nurturing
Lead Appointment Opportunity Customer
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11. Demand Generation Process Icon Slide
11

12. It’s time for a
Let’s start again in 20 minutes
Coffee Break
12

13. 13
Additional
Slides

14. Name Here
Designation
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Name Here
Designation
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Our Team
14

15. Target 01
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Target 03
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Target 03
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15
Our Target

16. Idea 01
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Idea 03
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Idea 02
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16
Bulb or Idea

17. Quotes
17
Opportunity is missed
by most people
because it dresses in
overalls and looks
like work.
… Thomas Edison

18. Puzzle
Text Here
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Text
Here
0102
0403
18

19. Timeline
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2015
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2016
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2017
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2018
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2019
19

20. 50%
Product 01
This graph/chart is linked to
excel, and changes
automatically based on
data. Just left click on it and
select “Edit Data”.
70%
Product 02
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excel, and changes
automatically based on
data. Just left click on it and
select “Edit Data”.
80%
Product 03
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excel, and changes
automatically based on
data. Just left click on it and
select “Edit Data”.
Pie
Chart
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21. Bar
Chart
21
0 10 20 30 40 50 60 70 80 90 100
FY '17
FY '18
FY '19
In Sales
InYears
Product 03
Product 02
Product 01
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.

22. Area
Chart
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Product 01
Product 02
Product 03
0
10
20
30
40
50
60
70
80
90
100
2013 2014 2015 2016 2017 2018 2019

23. Column
Chart
23This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.
Product 01
Product 02
Product 03
20
32
23
14 15 16
45 22
15
18
24
35
32
32
34
27
32
31
0
10
20
30
40
50
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80
90
100
2014 2015 2016 2017 2018 2019
ExpenditureIn($Billions)

24. Address
# Street Number, City, State
Contact Number
0123456789
Email Address
emailaddress123@gmail.com
Thank You
24