arrow oracle marketing q3 fy11

Arrow Oracle MarketingQ3 FY11

Build Pipeline in Q3 for more Q4 Revenue

• Welcome!• Arrow Marketing

– Robbi Virdi: [email protected] or 303-824-4135

• Q3 Marketing Programs– Executive Event Management: Xactly IT– Online Lead Generation & Lead Nurturing : HubSpot– High End Appointment Setting: Sales Activation

Executive EventsXactlyit MarketingScott Marshall

Services OverviewXactlyit is a marketing services firm that provides creative

development, copywriting, prospect database, email marketing, telemarketing, web marketing, and event-related services to technology companies and their channel partners.

Xactlyit Event Services include:– Graphic development and design of the HTML based

invitation (HTML will be appropriate for delivery)– Copywriting services– Customization of back-end registration system supporting

the event– On-demand, real-time partner access to the registration list– Prospect lists and email blast services– Telemarketing services– Turn-key audience-recruitment services (20 registrants is a

sweet spot)– Event design and management

xactlyit company confidential

Standard HTML Design (examples)


• Wide variety of graphic options• Will be influenced by partner’s

existing branding or any invitation samples that are provided us

Deluxe HTML Design (examples)


• We attempt to capture the appeal of the event graphically. This is the “event as star” approach. Best used with higher-end customer type events. Copy typically needs to be concise to work best with this high-impact approach

Registration System

Confirmation emails are provided to registrant with copies to designated partner staff

Confirmation email provides link to map/directions and automatic sync to calendar.

Partner has the option to gracefully limit the total registration, by creating a wait-list, if they are constrained by space at the event.

Partner will be given a link for on-demand access to the updated registration list in real-time.

Email reminders can be scheduled for auto-delivery to registrants


Registration System Features

04/20/23 xactlyit company confidential

Reg Page System provides links for Calendar Sync and Google Maps to venue

Confirmation emails to registrants with copies to designated partner staff

Can gracefully limit the total registration, by creating a wait-list, if they are constrained by space at the event.

Partner gets on-demand access to the updated registration list in real-time.

Email reminders can be scheduled for auto-delivery to registrants

Sample Email Confirmation


Note: email reminders can also be scheduled

Access to Registration Reports


Partner/Arrow will have login credentials to access registration lists and export to CSV/Excel in real-time

Audience Recruitment

Appropriate for a high-impact event, where a deluxe invitation has been generated, and where there is a desire to attract qualified prospects…

Xactlyit will leverage its prospect database (750,000 IT-related contacts across 85,000 companies), the deluxe email invitation, and telemarketing to generate approximately 20 registrants to partner’s event.

20 registrants will yield 12 to 15 attendees. Registrants, as defined, will conform to partner’s target audience

definition


Event Design and Management

An experienced professional event designer and manager will orchestrate/run partner’s event

Partner retains responsibility for:– Business content delivered at the event– Delivery of the content– Assigning a principal point of contact for decision-making on event-

related matters Note: cost of the event manager is for event planning services only and

does not cover food, beverage, event tickets, parking, giveaways, etc. Require at least 30 days advance notice from date of event


Service Pricing

13

A la Carte Items

Packaged Items

Xactly IT Marketing

• Questions?• Contact: Please contact your Arrow Oracle Sales Rep for further

information or to set a meeting with Xactly IT• www.xactlyit.com• Scott Marshall: [email protected]; 978-422-1690

Online Lead Generation & Lead Nurturing HubspotHeather Ryan/Andrew Pitre

What this presentation covers

• How lead generation is shifting• How to generate leads online• Arrow’s lead generation campaign• How it is implemented• Expected Results & ROI

Traditional Marketing is being blocked

800-555-1234AnnoyingSalesperson

The Market Is Here Now

Email

LeadNurturing

SocialMedia SEO

Blog

Analytics

SalesTools

LandingPages

Website

How Do You Generate Leads Online?

Complicated & Confusing Easy & Integrated

What do we offer for lead generation?

Arrow Inbound Lead Generation Campaign

Drive qualified traffic to your site•Use HubSpot SEO tools to optimize your siteDrive qualified traffic to your site•Use HubSpot SEO tools to optimize your site

Convert leads directly through your website•Use offers (white papers and demos) and landing pages to capture visitor information

Convert leads directly through your website•Use offers (white papers and demos) and landing pages to capture visitor information

Import your current leads & nurture them•Take existing leads and give them offers to drive them back to you via email marketing

Import your current leads & nurture them•Take existing leads and give them offers to drive them back to you via email marketing

Measure your results and determine your ROI•Determine what offers drive leads

Measure your results and determine your ROI•Determine what offers drive leads

Overview of the Implementation1. Install HubSpot tracking code on your website2. Create / optimize landing page(s) for offers to capture new leads3. Setup email marketing campaigns for existing leads4. Optimize your website to drive qualified visitors5. Run reports to monitor success

Install HubSpotTracking

Install HubSpotTracking

Create a Landing

Page

Create a Landing

Page

Nurture Existing

Database

Nurture Existing

Database

Optimize Site to Drive

Qualified Traffic

Optimize Site to Drive

Qualified Traffic

Analyze ResultsAnalyze Results

The Key is to Measure Your Results

Your time is valuable, so we built HubSpot to focus your efforts

ROI

MIT study shows: HubSpot customers get 420% more leads after using HubSpot for 5 months

Learn more at:www.hubspot.com/roi

Blog SEOSocial MediaMonitoring

AnalyticsMarketing

AutomationIT Expertise

Radian6Radian6WordpressWordpress EloquaEloqua IT GuysIT Guys MarketingSherpa

MarketingSherpa

You are covered for all online lead generation

Google AnalyticsGoogle

AnalyticsSEO

consultantSEO

consultant

Campaign Costs

• Arrow’s Lead Generation from HubSpot is based on an annual contract rate of $12,000. (a 33% discount off list)

• Payment can be broken up into 6 month segments

Hubspot


information or to set a meeting with Hubspot• www.hubspot.com• Heather Ryan: [email protected]; 857-829-5685

High End Appointment Setting Sales ActivationVirginia Livingston

Sales Activation is an affordable, systematic prospecting and lead generation process that delivers a steady stream of actionable sales

opportunities, nurtures long-term leads to sales-readiness and demonstrates measurable ROI.

It’s what the CEO and CFO expect: More sales and revenue

What is Sales Activation?

Variety of Services

• Database Conditioning, Qualification• Prospecting• Lead Generation• Lead Nurturing• Appointment Setting• Customer and/or Partner Profiling• New Product Announcements• Upsell/Cross-Sell/Maintenance Renewals• Tradeshow Lead Qualification• Audience Acquisition• Market Research

Three activities for the price of one

• Combines a coherent mix of marketing and sales elements, including:– Database conditioning and qualification. Update existing customer

database, uncover net new prospects, and deliver a Database-on-Demand™ at campaign conclusion

– Email marketing done right. Consistent delivery of targeted ommunications to net new prospects and customers. (We don’t worry about SPAM filters!)

– Prospecting, lead generation, and lead nurturing. Resulting in short-term and long-term sales opportunities, and a forecast you can trust.

Sample Three-month CampaignCampaign Objective: Develop and implement a prospecting and lead generation campaign for an Oracle

partner to drive awareness and preference for Oracle’s software portfolio, and schedule a stream of highly-qualified appointments and leads for the partner.

Deliverables:• Create a Database-on-Demand™, beginning with list consolidation, formatting, conditioning, qualification • Develop call scripting and probing questions • Message Map that pre-schedules existing marketing communications to be delivered to prospects during

campaign• Conduct prospecting, lead generation, lead nurturing• Create opt-in list of email addresses (No charge)• Schedule 3 – 4 highly-qualified (BANT) appointments per month• Identify and nurture a series of qualified short-term leads, future leads, and validated suspects• Develop timely, accurate appointment detail & lead records to assure smooth hand-off to sales• Lead Support Services, including formal lead distribution, lead follow-up, appointment rescheduling (as

necessary)• Formalized lead distribution to partner organization• Weekly executive dashboard and tracking report, containing key metrics and lead analysis• Weekly (live) status review with partner’s key stakeholders to review campaign progress/process

improvement

Budget

Budget:One-time set-up fee: $1000Message Map Development $1000 (for three-month period) 3 – 4 appointments per month $ 3,500/month6 – 8 appointments per month $ 6,500/month9 – 12 appointments per month $ 9,500/month

Each campaign is tailored to meet your budget and sales objectives. Ala carte campaigns accommodated.

Re-cap: Why Sales Activation?

• Sales Activation = Sales NOW -- and a year from NOW

• Sales and marketing work together to achieve results and ROI

• Message MapTM

assures consistent communication that drives awarenessand builds credibility

• Database-on-DemandTM

becomes a quantifiable corporate asset

• The more qualified the leads, the more predictable the pipeline

• Uncover and track qualified leads through sales conversion

• Justify (even reduce!) marketing spend

• Document marketing contribution to sales and ROI

Sales Activation


information or to set a meeting with Sales Activation• www.salesactivationco.com• Virginia Livingston: [email protected]; 303.378.4598

Next Steps

Next Steps1. Contact your Arrow Oracle Group Sales Rep to set up a meeting2. Discuss funding options that are available to help offset marketing costs3. Develop a plan with our Arrow marketing team – use the

suggestions/programs discussed today or customize your own!4. Watch your pipeline fill with new opportunities!5. Increase your Oracle sales in Q3 and Q4!6. Questions? Contact Robbi Virdi, [email protected] or 303-824-4135

arrow oracle marketing q3 fy11

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