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Inbound Marketing Vs Outbound Marketingkarthikzinavo
Inbound marketing is the practice of bringing warm, qualified leads into your sales funnel rather than reaching outward to cold targets.
Outbound Marketing,also known as traditional marketing, has been the main marketing strategy for the past century.
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This presentation is for use by Inbound Marketing Certified Professionals to educate their fellow employees, organization members or clients.
The presentation is an overview of of inbound marketing, including actionable tips to use inbound marketing to grow one’s business.
Register for Inbound Marketing University: http://inboundmarketing.com
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in this ppt we explain about what is digital marketing and about its areas, it is really helpful for those who want to make career in digital marketing field.
overseeing the social media strategy for the company. Managing online brand and product campaigns to raise brand awareness ....improving the usability, design, content and conversion of the company website. Responsibility for planning and budgetary control of all digital marketing.
We Live in an Increasingly Digital Age
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Guide to preparing your Marketing Plan. Picking who you are targeting, clarifying your value proposition, then identifying which tools to use to promote your company, product or service. The guide also describes how to schedule and execute your plan and monitor progress.
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in this ppt we explain about what is digital marketing and about its areas, it is really helpful for those who want to make career in digital marketing field.
overseeing the social media strategy for the company. Managing online brand and product campaigns to raise brand awareness ....improving the usability, design, content and conversion of the company website. Responsibility for planning and budgetary control of all digital marketing.
We Live in an Increasingly Digital Age
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This is s sample digital marketing plan. It's just to give an overview how I get start with my new projects, later the same plan gets complex based on the need of my client.
How to Automate B2B Lead Generation. Describes two types of lead generation - Inbound Lead Generation and Outbound Lead Generation. Identifies tools you can use to automate lead generation - from pay-per-click ads to marketing automation systems.
Guide to preparing your Marketing Plan. Picking who you are targeting, clarifying your value proposition, then identifying which tools to use to promote your company, product or service. The guide also describes how to schedule and execute your plan and monitor progress.
A B2B SaaS marketing leader with over 10 years of experience in growth-stage product companies, Mohita Nagpal is currently the VP of Marketing at Hiver. She started her career in print journalism and transitioned to marketing when she joined Wingify as a Content Specialist. She is a full-stack marketer with experience in demand generation, PPC, branding, and product marketing. She loves building content-driven inbound engines to fuel the Sales-Marketing funnel and is a strong proponent of making B2B marketing more human.
Heard of inbound marketing but aren't exactly sure what it means? This SlideShare outlines the core of inbound marketing and ways you can use inbound to grow your business. Generating organic, self-qualified traffic is the name of the marketing game in 2016.
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You could spend all day doing inbound marketing. Heck, you can spend all day just reading the Inbound Marketing Blog!
Where should you start? Where should you focus to get the most our of your or your team's efforts?
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It is a known fact that you can’t improve what you can’t measure. One of the main advantages of digital marketing over traditional marketing is the power to measure and assign a numerical value on each step of the process…
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Outbound Marketing Tactics for an effective Sales Pipeline
1. 3 Routes to building an
EFFECTIVE
Sales Pipeline
Part -1
Outbound Marketing Tactics
Samit Arora
Founder Director, SalesPanda
info@salespanda.com
2. Agenda
• About SalesPanda
• Objective of this webinar series
• 3 Routes Overview with Part-1
focused on OUTBOUND
• 5 STEPS to improve Outbound
Effectiveness
• How SalesPanda can help
3. About SalesPandaTM
• SalesPanda is a collaborative selling
where technology sellers across the
industry can exchange their ‘extra’
leads, contacts and client information.
• These are leads, which are relevant
but cannot be addressed by their
company
4. SalesPanda Information Exchange
Seller A
From Company X
Seller A
From Company X
Seller B
From Company Y
Seller B
From Company Y
Seller C
From Company Z
Seller C
From Company Z
Sells ERP Sells Networking
Products
Sells Server
and Storage
Extra Leads
•Server
•Storage
•Mailing
•Networking
•Infra Services
Contacts
Company Information
Extra Leads
•Mailing
•Networking
•Infra Services
Contacts
Company Information
Extra Leads
•Server
•Storage
•Mailing
•ERP
•Infra Services
Contacts
Company Information
5. SalesPanda Partnership Exchange(Planned for Sept 13)
OEM/DistributorOEM/Distributor ISV, Business
Partner
ISV, Business
Partner
Appoint new ISVs
Align with new OEMs/Distributor
System IntegratorSystem Integrator OEM, Business
Partner, ISV
OEM, Business
Partner, ISV
Find Consortium Partners
Co-bidding with SI
System IntegratorSystem Integrator Business Partner,
ISV
Business Partner,
ISV
Subcontract Projects
Provide Resources
Channel
Management
Co-Bidding
Sub-
Contracting
6. Objective of Webinar Series
Help SMB IT companies
independently build an
effective sales pipeline
using different marketing
tactics on a sustainable
basis.
7. Sales Pipeline
Suspect
Prospect
Opportunity
Deals
Marketing Sales
Suspect : Target set of customers who have potential to buy your product or service
Prospect : Suspects who show interest in your product or service
Deals : Opportunities where your product is being considered and evaluated by the customer
Opportunity : Prospects who are willing and have the capacity to buy your product
8. Effective Sales Pipeline
• 30-40 times your revenue targets
• Spread across products you sell
• Has profitable deals
• Pipeline should not be skewed by few large
deals
• Helps sales team focus on deals and not on
qualifying the pipeline
9. 3 routes Effective Sales Pipeline
Integration leads to
Maximum ROI
Each method
has its
individuality
10. Outbound Marketing
• acts as the first hook and increases brand
awareness
• Seth Godin* coined the term ‘Interruption
Marketing’ to describe this method of reaching out
to your customers.
• buy, beg, or bug your way in
• send the message out using different mediums e.g.
buying attention, cold-calling, direct paper mail,
radio, TV advertisements, sales flyers, email
marketing, telemarketing and traditional
advertising
*SETH GODIN has written fourteen books that have been translated into more than thirty languages. Every one has been a
bestseller. He writes about the post-industrial revolution, the way ideas spread, marketing, quitting, leadership and most of
all, changing everything.
11. Why Outbound : Coz it STILL works !
• Its Direct- made to order
• Its fast and has great measurable ROI
• Easier to create the content
• Predictable- you know what you are
doing
• Reaches beyond internet audience
13. • Understand target vertical & your solution
fitment there
• Select the right database
• Have a content plan in place
• Integrated approach
• Measure and improve
5 Steps !
14. 1. Know your target
vertical and solution
fitment
15. Manufacturing Industry Approach
Security Application
Integration & BPM
Hardware
and Storage
Business Analytics across the board
Email &
Collaboration
Networking,
DC/DR
Infrastructure
and Endpoint
Management
16. Banking Industry Approach
Business Analytics across the board
Security Application
Integration & BPM
Hardware
and Storage
Email &
Collaboration
Networking,
DC/DR
Infrastructure
Management
17. 2. Select the RIGHT
database
“If the ladder is not leaning against the right wall, every step
we take just gets us to the wrong place faster.”
― Stephen R. Covey
18. IT Spends in Perspective
Industry *IT Spend
Globally India
BFSI 4-5% 2%
Manufacturing 3-4% 1%
IT/ITES 3-4% 1%
Travel & Transporation 1.5% 0.75%
Operational and Maintenance 70%
New Projects (except mega initiatives) 30%
Solution
Size
Project Spend IT Spend (Manuf) Turnover
25L 50L 5-6Cr(2-3 cr new projects) 600Cr+
Representative Case
* Rough Estimates
19. Whom to Reach ?
Verticals?
IT Spends/
Size of
companies?
Whom to
contact - CIO or
Infra Head LOB execs
or both
Geographical
preference/
limitation
21. Content is the key to engagement
Website
Landing page
Articles/Blogs/
Thought Leadership
Social Media Presence
– Linkedin, Twitter
You tube videos/
Slide share
presentations
Product Presentations
Data Sheets/Demos
Customer
Case studies
22. Content helps in Lead Nurturing & Progression
Customer
Engagement
Level
Interested Engaged KeenCurious Committed
Digital &
Direct Mailers
Webinars
Events
Tele
-marketing
Face to face
Meeting
23. ‘What Content’ at ‘What Stage’
Create Awareness |Attention
Talk About
Industry trends, Business
problems, Challenges
Use
Articles/ Whitepapers/Videos
Generate Interest Lead towards Purchase
Showcase| Demonstrate
Use
Web content/ Newsletters/
Datasheets/Case Studies
Use
Case studies/ Testimonials/
Datasheets/ E-learning
Use
Whitepapers/ Ebooks/ Brochures/
Microsites
Talk About
Comparison, Product Fitment,
Demo
Talk About
Subscription, Order,
Conversion
Talk About
Advantages, ROI, Business case, USP
25. High Level Process
Acquire
and
Organize
Database
Conduct Webinar
and sales plays,
awareness,
enablement
Engage sales team to
pursue – sales assistance
Keep
updating
interactio
n
informatio
n and
customer
profile
Call to invite
people to
webinars
Create
EDM
Assimilate
Content,
Send out
Email
campaig
n (Invite
to
Webinar) Followup
on
Webinar
attendees
, email
responses
and
calling to
establish
need
Promote
webinar or
other initiatives
on social
media as
applicable
Telecalling for lead
generation
Research
and
Prioritize
target
based on
size,
vertical
and other
criteria.
Invite
to
other
events
and
webin
ars
29. Technologies and Platforms
• Email – Benchmark Mail, MailChimp, NetCore
o Manage Lists, See results (bounced, opened, links
clicked etc.)
• Webinar – Citrix gotowebinar, Webex, Lotus
o Manage, conduct, reminder and follow up mails,
detailed registration and attendance reports
o VOIP presentation with screen and application sharing
• Database
o Dun& Bradstreet, Fundoodata, Dataguru, SalesPanda
30. Key metrics
• Telemarketing
o Quality DB
o Calls and Connects
o BANT Parameters
• Email marketing
o Open rate
o Bounce rates
o Click rates
• Webinars
o Registrations
o Attendee Spread
o Attendee profile
32. Typically 35%
of registrants
finally attend
the webinar
Single Customer View
Total Registrations 233
Unique Organisations (Registered) 154
Total Attendees 84
Unique Organisations (Attended) 55
Webinar Name Webinar ID
Actual Start Date/Time
Actual Duration
(minutes)
Clicked Registration
Link
Opened
Invitation
Total Attended
Sample Attendee
Report Details
Sample
Analysis
Webinar Insights
34. SalesPanda Information Exchange
Seller A
From Company X
Seller A
From Company X
Seller B
From Company Y
Seller B
From Company Y
Seller C
From Company Z
Seller C
From Company Z
Sells ERP Sells Networking
Products
Sells Server
and Storage
Extra Leads
•Server
•Storage
•Mailing
•Networking
•Infra Services
Contacts
Company Information
Extra Leads
•Mailing
•Networking
•Infra Services
Contacts
Company Information
Extra Leads
•Server
•Storage
•Mailing
•ERP
•Infra Services
Contacts
Company Information
35.
36.
37.
38. SalesPanda Platform
• Sellers can upload extra leads they come across to
exchange them for leads related to their business
• Higher productivity as same number of meetings
give more usable leads
• Visiting cards can be kept on cloud and accessed
anytime
• Easy to upload leads via SMS and email.
o Collaborative account management for key accounts
o Lead alerts based on solution, geography and vertical industry
39. SalesPanda Positioning
Demand Generation Capability
CostEffectiveness
Circle
Size
Denotes
Lead
Quality
Telemarketing
SalesPanda
CPC Campaigns
Email Marketing
Mass Events
Webinars
Social Media Marketing
SMS Marketing
CXO Events
40. What can SalesPanda offer ?
• 30,000 Enterprise company database
• 50,000 CXO contacts by July end.
• Strong CIO,CMO, CFO, CHO database
• 100 new leads added monthly, will go
upto 200 +
• Use On-Demand
It can be used FREE !
41. SalesPanda “Partner Offer”
How it works
•Take a database of 200 contacts of your choice for
5000 credits
•Call on this database, generate leads
•Use leads of your choice, extra leads you send to us
•We credit 500 or more credits for every lead you send
and you download more data FREE
•Write to us on info@salespanda.com if you want to
avail this offer
42. SalesPanda “Partner Offer”
What you get
•FREE database for you
•FREE mentoring on marketing process, call
script and pitch
What you need to give
•Upload extra leads on SalesPanda to earn
credits back
43. What Next : Upcoming FREE Webinars
• August 7th
: Career Path for IT sellers
Speaker : Rajeswari Murali, (Ex) Lead Principal , Infosys
Leadership Institute, (Ex) Director Hewitt
•We’ll cover different career option for IT sales and marketing
professionals and skills needed
• August 21st
: Inbound Marketing Tactics
Speaker : Samit Arora, Founder Director, SalesPanda
Agenda : How to use Inbound marketing to build an efficient
sales pipeline. It will cover Blogs, Social Media Marketing,
SEO,Landing Pages
44. Thanks
Be a SalesPanda, Sell Socially,
Simplify your Life !
Samit Arora
Founder Director, SalesPanda
info@salespanda.com
Editor's Notes
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MAY 29, 2013 AT 5:33 PM One of the biggest mysteries of the midmarket is the total IT spend that takes place on services, software, hardware and networking equipment. Projections of actual dollars spent and allocation of IT as a percentage of revenue vary dramatically by company and industry. While industry pundits have long debated this issue, a Gartner initiative led by Research Vice President Jim Browning sheds light on the IT spending and behavior of companies considered midsize enterprises, typically employing between 100 and 1,000 workers. At the recent Midsize Enterprise Summit, Browning disclosed his latest research, which found that the average midmarket company spends 3.7 percent of its revenue on IT-related projects in 2013, compared to the 3.8 percent of revenue that they spent last year. That amounts to a great deal of high-tech purchases from vendors and solution providers. Gartner’s prediction for SMB IT spending this year is $901 billion, up from $868 billion last year with estimates that spending will cross the $1 trillion mark by 2015. James Browning, Gartner Browning told attendees at the recent MES Conference (pictured right) where those IT dollars are being spent and how midmarket CIOs are struggling to meet the demands of their organizations, given relatively small budgets and resources. For instance, Gartner’s research shows the percentage of IT spending as a percent of operating expenses went down from 5.3 percent in 2012 to 4.7 percent in 2013. Meanwhile, IT spend per employee rose from $12,724 in 2012 to $13,164 in 2013. On average, midmarket CIOs are trying to meet the demands of their organizations with IT departments that have between five and thirty employees, a number that has not changed over the past two years. Although midmarket organizations’ investment in IT may be less than CIOs hope, it does not diminish the fact that IT departments still have a strong hand in driving business forward. The fact that the amount of spend on operational expenses decreased slightly provides a little bit of “wiggle room” for innovation. “ IT spend as a percentage of revenue alone does not reflect IT’s contribution to business value,” Browning cited during his presentation. CIOs are dealing with relatively slim budgets and resources, and they are also facing more pressure from their CEOs to justify IT investments. “CIOs need to quantify the business value of every IT investment you make and know the total cost associated with it,” said Browning. Browning offered four rules for CIOs to use in managing IT: No. 1: Do less with less. “Do more with less” is a common advice given to midmarket CIOs today, but Browning’s advice is to do less with less. Evaluate all your IT projects and determine the extent to which each one supports long-term business goal in your organization. No. 2: Standardize wherever possible. Try to reduce the number of vendors and partners that you work with, and create simpler IT environments that are easier and less expensive. Standardization leads to lower total cost of ownership and improved manageability. No. 3: Segment your users. One-size-fits-all solutions rarely works today. Provide your users with the functionality that they need to do their job, but be careful because having too many user profiles will increases cost and support costs. Browning suggests that most organizations should have between 3 and 5 user profiles. No. 4: Consider “good enough” where possible. According to Browning, “good enough” solutions are usually appropriate for 70 percent of your IT requirements. Embrace new IT delivery options and evaluate alternative sourcing models for every system upgrade. According to Gartner, IT spending is largely devoted to non-differentiating activities. From 2008 to 2012, the costs to simply run an IT department consistently averaged about 65 percent of the budget, leaving 20 percent to be spent on growth and 15 percent to be spent on transformation. “ Prioritize your business spending to allow your business to win,” said Browning. “It's important to divest and rationalize existing IT systems in order to make room to grow and transform your business.” Browning told the midmarket IT executives to constantly analyze their portfolio of projects and IT strategy to prioritize initiatives around the most important goals of their organization. Applications such as email and financials, while they can be mission-critical, are not market-differentiating. Use “good enough” technologies” he said. - See more at: http://www.xchange-events.com/newsletter-articles/gartner-researchs-4-basic-rules-for-it-spendinga/#sthash.6SYKl0hB.dpuf
Over a period of time , we can assess the individual customer response across webinars and campaigns