Basic Lead-Generation Service Introduction Deck.

1. IDG Korea
Lead-Generation

2. “It is not the strongest of the species that survive, nor the
most intelligent, but the one most responsive to change.”
Charles Robert Darwin (1809-1882)

3. COPYRIGHT 2013 INTERNATIONAL DATA GROUP KOREA. ALL RIGHT RESERVED Grow With IDG
1. IDG
2. B2B BUYER
A. PURCHASING CYCLE
B. INFO. CONSUMPTION
3. LEAD GENERATION
A. Client – SFDC Process
B. IDG Lead Generation Service Coverage
4. IDG LEAD GENERATION SERVICE & PRODUCTS
CHART
3

4. COPYRIGHT 2013 INTERNATIONAL DATA GROUP KOREA. ALL RIGHT RESERVED Grow With IDG
GLOBAL PRESENCE
IDG Reaching more than 280 million technology buyers in
97 countries
In one of the most important
markets for online
advertising, IDG offers total
regional monthly impressions of
99 million in the U.S. and
Canada.
2 Countries
With a presence in 16 countries
in this rapidly growing
technology market,
IDG offers total regional monthly
impressions of more than 12
million.
16 Countries
With a presence in 34
countries, Europe represents
IDG’s largest regional
audience, with monthly
online impressions of 328
million and print circulation
of more than 2.4 million.
34 Countries
As one of IDG’s fastest
growing markets, IDG’s
audience in 22 countries in
Asia/ Pacific includes 81
million monthly online
impressions and print
circulation of 2.6 million.
22 Countries
With total regional monthly impressions of
27 million, IDG’s sites in 22 countries reach
the highly developed markets of the Middle
East and rapidly emerging markets in Africa.
22 Countries
4

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PORTFOLIO
IDG
5

6. COPYRIGHT 2013 INTERNATIONAL DATA GROUP KOREA. ALL RIGHT RESERVED Grow With IDG
KOREA MEDIUM
IDG
IT World & CIO Korea
한국 IDG의 IT World 와 CIO Korea는 국내 기업의 IT 부서의
임원 및 실무 담당자들을 위한 국내 및 해외 IT 정보를 제공하는
전문 B2B 미디어 사이트입니다.
IT World Korea
URL: www.itworld.co.kr
월별 UV: 221,600
월별 PV: 2,113,300
Pages / Visit : 2.75
평균 방문 체류 시간: 2분
등록 회원 : 50,000
구독자: IT 전략 결정권자, IT
부서 임원, 실무진 및 전문가
CIO Korea
URL: www.ciokorea.com
월별 UV: 33,400
월별 PV: 476,700
Pages / Visit : 2.49
평균 방문 체류 시간: 2분 14초
등록 회원 : 8,000
구독자: CIO, CSO, CISO, IT 전략
결정권자, IT 부서 임원, 및
전문가
• 고정적 충성 방문자 비율 34%
• IT 키워드 검색을 통한 방문자 비율 66%
6

7. COPYRIGHT 2013 INTERNATIONAL DATA GROUP KOREA. ALL RIGHT RESERVED Grow With IDG
KOREA MEMBERS
IDG IDG 온라인 회원 [Qualified Members]: 58,000+
*총 회원: 80,000+ | 개인 및 소속 기업 상세 정보 등록 회원 58,000+
16.7% 16.7% 15.9%
8.7%
6.2% 6.0%
4.7% 4.0% 3.8% 3.2% 3.1% 3.0% 2.9% 2.7%
1.2% 1.1%
0.0%
5.0%
10.0%
15.0%
20.0%
32.9%
9.9%
16.8%11.2%
16.4%
12.9%
1-49
50-99
100-499
500-999
1000-4999
5000+
7.2%
4.0%
8.4%
30.4%
18.8%
14.1%
11.0%
6.0% 사장급
이사급 이상 임원
이사급 임원
부장급 임직원
과장급 이상 임직원
대리급 임직원
대리급 미만 임직원
기타
기업 규모 직급
산업
7

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B2B BUYER: PURCHASING CYCLE
8

9. B2B BUYER: INFO. CONSUMPTION

10. B2B BUYER: INFO. CONSUMPTION
Information Relied on for Each Stage
of the Purchase Process
Determine
the Business
Need
Determine
Technical
Requiremen
ts
Evaluate
Products/
Services
Recommend
& Select
Vendors
Sell
Internally
Authorize/
Approve
Feature article about trends, strategies, management 44% 23%
Technology news 39% 44% 48% 30% 15%
Feature article about technologies 38% 45% 15%
White papers 35% 44% 50%
Case studies 34% 48% 23% 16%
Analyst research (e.g., IDC, Gartner, Forrester) 48% 33% 25% 17%
Interviews with technology experts 43% 32% 16%
Third-party market research (e.g., publisher or custom commissioned, focus group) 15%
Opinion columns
ROI tool, calculator, other assessment tool 33% 26%
Discussions in forums/online communities
Product demo/product literature 42% 60% 41% 26% 21%
Product testing/reviews/opinions 41% 63% 43% 24% 26%
Buyer's guides 48% 30% 15%
How-to content/information 45% 51%
Vendor directories
Establishing need
and benefit
Selecting product
and vendor
Internal justification
and purchase

11. B2B BUYER: Summary

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CLIENT–SFDC Process
LEAD GENERATION
12
Web Form
Lead Capture
Web Site Visitors
Inbound Calls
Lists
Plan and Execute
Marketing Campaign
• Display AD
• Google ADwords
• Email Marketing
• Direct Mail
• Cold Calls
• Partners
• Events
• Trade Shows
• PR
• Set up auto-response emails
- ”Thank you for your interest”
- Your trial information
- Event details
- White papers
• Set up lead assignment rules
- Geography
- Company size
- Product of interest
• Purchased list
• Trade show
• Legacy data
• “Contact me” request
• Free trial
• Event registration
• Organic Web traffic
• AdWords referrals
• Email responses
• White Paper Download
• Yellow pages
• Google Maps
• Word-of-mouth referrals
• Social
Create New Leads
• Partner Company DB
• If one doesn’t exist, create a new lead
Top Search Terms Leads by SourceCampaign ROI Lead Quality

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CLIENT–SFDC Process
LEAD GENERATION
13
Qualified?
Set up different views to
manage your leads. For
example, today’s leads or
leads sorted by lead type.
Yes
When working a lead, set up a
series of tasks, which might
vary based on the type of lead.
For example:
Day 1: Personalize mass email
Day 2: Call/voicemail
Day 4: Call/voicemail
Day 7: Personalize mass email
Establish Contact?My Open Leads Duplicate Lead? Working Leads
The find duplicate leads
Compare duplicated lead
captured sources.
Yes
No
Use email marketing and call downs to
re-market to your archived leads.
Keep an archive of your dead leads.
No Create a set of qualification
questions, such as current
situation, product of interest,
timeframe, key decision
makers
If the lead is qualified, convert
it into a contact, with an
associated opportunity and
account.
Converted Leads
by Month
Lead by Status Lead
Conversion %
Top Sales Reps

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CLIENT–SFDC Process
LEAD GENERATION
14
Presentation Proposal Negotiation Won
Yes
No
Open Opportunities
Monitor opportunities
reports and dashboards to
keep track of top deals
Customize process to fit internal sales
methodologies and processes, making it
easier to monitor sales pipeline.
Use email marketing and call downs to
re-market to your archived opportunities.
Keep an archive of your dead opportunities.
Lead Generation Campaign Process
provides 360-degree view of your
marketing campaigns, helping you
build strong, lasting customer
relationships.
Sales
Support
Marketing
New Customers
Month-to-Date
Trending
Closed Business
by Month
Top Sales RepsTop 10 Deals

15. COPYRIGHT 2013 INTERNATIONAL DATA GROUP KOREA. ALL RIGHT RESERVED Grow With IDG
CLIENT–SFDC Process
LEAD GENERATION
15
Top Search Terms Leads by SourceCampaign ROI Lead Quality Converted Leads
by Month
Lead by Status Lead
Conversion %
Top Sales Reps Month-to-Date
Trending
Closed Business
by Month
Top Sales RepsTop 10 Deals

16. COPYRIGHT 2013 INTERNATIONAL DATA GROUP KOREA. ALL RIGHT RESERVED Grow With IDG
IDG Lead Generation
Service Coverage
LEAD GENERATION
16
IDG Products Services
Top Search Terms Leads by SourceCampaign ROI Lead Quality Converted Leads
by Month
Lead by Status Lead
Conversion %
Top Sales Reps Month-to-Date
Trending
Closed Business
by Month
Top Sales RepsTop 10 Deals
• Qualified Lead-Generation
• Conference (Off/Online)
• Custom Seminar
(Off/Online)
• Whitepaper Lead
Generation
• Custom Content Lead
Generation
• List Rental
• Display AD
Client Coverage Area
• Open Opportunities
• Meeting Arrangements
• Presentation
• Proposal /Quotation
• Negotiation
• Client Management
• General Lead Generation
• Lead Nurturing

17. COPYRIGHT 2013 INTERNATIONAL DATA GROUP KOREA. ALL RIGHT RESERVED Grow With IDG17
Tony Lee
Account Manager | Strategic Marketing Service
IDG Korea
Telephone: +82.2.558.6924
Mobile: +82.10.2053.2413
Email: tony_lee@idg.co.kr