WHO WE AREA sales and marketing services firm with a focus on: • Technology Companies in North America • Customer Relationship Management • Demand Generation Performance Improvements Ultimately enabling technology companies to bridge the gap that allows targets and prospects to become your customers
PROFIT HOT 50 In September, 2005, Virtual Causeway was Named as One of Canada’s 50 Fastest Emerging Growth Companies by PROFIT Magazine
PROFIT 100 In June, 2007, and again in June 2008, Virtual Causeway was named to the PROFIT 100 Ranking Canada’s Fastest-Growing Companies by five-yearrevenue growth, the PROFIT 100 profiles the country’s most successful growth companies.
OUTSOURCINGDefinition: When a company transfers responsibilityfor a business process to a supplier, usually on along term basis“By outsourcing, you limit distractions – gaining efficiency in the parts of your business that really matter” Fortune Magazine
WHY OUTSOURCE?• Consistency• Domain Expertise• Scalability • Expansion – instant ‘on’ • New Market Penetration• Resources • $$$ • Time • People • Infrastructure
VIRTUAL CAUSEWAY VALUE PROPOSITION• Technology Focus• Cost• Flexibility• Customer Service• Founded by ex-Sybase employees/mgmt
VIRTUAL CAUSEWAY VALUE PROPOSITIONVirtual Causeway Focus Areas • Enterprise Technology Systems, Technology Hardware, IT Solutions/Services • Targeting Verticals such as; Financial Services, Healthcare, Manufacturing, Pharma, Retail, Telco, etc.Employees • Post Secondary Education • Reps with up to 15 Years Tele-Experience • University RelationshipsCRM Experience • Salesforce.com, Siebel, Goldmine, ACT, etc.
FACILITY LOCATION• The Virtual Causeway headquarters location and contact center islocated in the City of Waterloo, Ontario, Canada• Waterloo is the driving force behind Canadas Technology Triangle(CTT) Operation Facility • Virtual Causeway also maintains sales offices in: • The Boston Area • The New York City Area • The Washington DC Area
ABOUT VIRTUAL CAUSEWAYThree Core Businesses Centered Around Demand Generation Excellence – Marketing Services • Creation, Qualification & Ranking of Suspects and Prospects • Event Recruitment – Business Development Services • Development of Prospects through Appointment Setting – Market Research Services • Data Collection via Telephone or Web-Based Surveys
MARKETING Solutions & Services• List Building/Database Cleansing• Event Recruitment• Lead Qualification & Ranking• Inbound Service Hotlines• “Rapid Response Prospect Care”
BUSINESS DEVELOPMENT Solutions & Services• Lead Generation• Appointment Setting• Channel Recruitment• Customer Profiling• “Integrated Prospect Care”
MARKET RESEARCH Solutions & Services• Phone and Web Survey Execution• Pre-Screen Appointment Setting• Survey Design and Testing• Data Reporting (SPSS/Excel)• Basic Data Analysis• Panel Recruitment and Maintenance
SERVICESMarketing BusinessServices Development Market Research
THE ANATOMY OF THE PIPELINE Universe• The pipeline is a metaphor used by sales and marketing departments Target Audience when describing the lead process-from lead generation to lead qualification and lead closure.• It is a way of describing the process of winnowing down a target audience to a very specific portion of this audience that will actually purchase goods and services.• The objective of the pipeline is to increase a companys customer base through a predictable rate of closure, Installed Base and a predictable rate of expense or Return on Investment.
THE ANATOMY OF THE PIPELINE• Client Responsibility (or Universe Define audience Virtual Causeway can assist) Target Audience – Define target market – Deliver ongoing marketing Deliver marketing campaigns • Reference, success stories • Email, direct mail • Seminar, web cast, demo Sales process – Sales process Installed Base
THE ANATOMY OF THE PIPELINE• Virtual Causeway’s Universe Expertise List development Target Audience – Joint list development Push suspects to marketing – Qualify prospects for marketing/sales activities • Seminar, web cast, demo or appointment Score prospects, drive to sales – Score prospects and drive to sales Deliver prospect DB – Deliver prospect DB for Installed Base ongoing marketing and sales efforts
THE ANATOMY OF THE PIPELINE• Seamless Program Universe Define audience Target Audience List development – Ongoing sales development Deliver marketing Drive leads to marketing – Joint management Score prospects, drive to sales – “Instant-on” capability Sales process – Shared risk Deliver prospect DB Installed Base
THE IMPORTANCE OF LIST BUILDING & LEAD GENERATION• Contact Lists are the Key to Successful Marketing Programs• Avoid a “Drought” Improve Lead Quantity and Quality• Contact Generation = Healthy Sales Funnel
CASE STUDIESClient Project Description List Development Lead Generation‘Business Development’ Customer Profiling List Build/Lead Generation Event Coordination/Registration‘Lead Generation and Event Registration’ Market/Industry Research Global Research Projects Multiple Languages and Time Zones Survey Execution: Phone & Web Based‘Global Market Research’
CONTACT INFOWilliam Clark (Co-Founder)VP, Sales/Business Developmentbill@v-causeway.com978-372-5062Rick Endrulat (Co-Founder)COO/Presidentrick@v-causeway.com519-886-1600 x622