http://ITMarketingIdeas.com SUMMARY SLIDES: Is IT services marketing as cut and dry as it seems? Uncover a two-phase process for building your team with the right players at the right time. Copyright (C) SP Home Run Inc.

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IT Services Marketing
Building Your Team
with the Right Players
Courtesy of the
Small Business Computer Consulting Blog
http://blog.sphomerun.com
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When Planning
IT Services
Marketing
Campaigns for a
Startup,

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The First
Inclination is Often
to Start with the
Popular Cookie-
cutter Shortcuts:

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• Market –
Message –
Media
(in a triangle)

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• Attention –
Interest –
Desire –
Action
(AIDA)

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But What if that
Just Wasn’t
Enough?

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Or What if those
Simplifications
Were Simply
Putting the Cart
Before Horse?

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“Is There a Road
Map for Setting up
the Marketing
Function in an
IT Start-up

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Where Marketing
Was Being Handled
by the Practice
and Sales,
Predominantly?”

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Pat McGraw of
McGraw Marketing,
Explains How One
Single Road Map
Wouldn’t Work

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The Company
Really Needs to:

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(a) Tap into its
Existing Resources

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(b) Concentrate on
Company Goals

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Essentially, it’s all
About Building
Your Team with
the Right Players,
at the Right Time

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Phase 1

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Start with a
Senior Marketing
Executive,
such as a CMO or
VP of Marketing

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This Person
Would Need a Vast
Skill Set to Tackle:

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• Market Research

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• Products/
Services
Research

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• Strategic Planning
Products/Service,
Pricing, Distribution
Channels, and
Promotion

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Outsource Tactical
Functions Rather
than Hiring
In-house Staff

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Lobby for a
CRM-focused
Position

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Analyze Internal
Processes from
Development all
the Way Through
to Client Retention

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Phase 2

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Various Tactical
Needs:

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• Lead Generation

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• Lead Nurturing

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• Client
Acquisition
and Retention

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• Referral
Programs

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• Channel Partner/
Affiliate
Programs

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What Do You
Think of McGraw’s
IT Services
Marketing Advice?

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Is it Overkill
for a One or
Two-person
IT Startup?

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Or, Exactly What’s
Needed?

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Please Share Your
Thoughts in the
COMMENTS
Section Below

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Recommended Reading:
Top 10 IT Marketing Strategies
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