opswat ppt pp mail security biz plan
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Mail Security - Business Plan
Mail Security for Customer Success
Johnpaul Williams of [email protected]
Market Verticals Accounting, Finance & Banking Investment, Real Estate & Loans Venture Capital & Private Equity Motion Pictures & Film Utilities, Oil & Energy IT, Information Services & HR Internet & Telecommunications Security & Investigations Research Public Safety & Law Enforcement Legislative, Political & Public
Policy Pharmaceuticals, Health &
Medical Marketing & Advertising Judicial, Law & Legal Service Insurance Military, Defense & Space
Mail Security - Business PlanUsers
Decision Maker Titles include: Tier 1 – IT
VP of Information Technology Email Server Manager IT Manager or Director CIO
Tier 2 – Marketing Director of Communications Marketing Manager
Mail Security - Business PlanTitles
Key Words for IT: Microsoft Exchange Security Microsoft Exchange Antivirus Hosted Microsoft Exchange Hosted Exchange Security
Key words for Marketing Email Marketing Email Marketing compliance Email Disclaimers Email Signatures
Four scripts required for each product: Telephone – Cold call [script 1-6] Telephone – Warm lead response Email – Cold Introduction Email – Warm lead response
Mail Security - Business PlanScript & Pitch
Script structure:1. Raise curiosity with
Introduction2. Give context with elevator pitch3. Ask if there’s time to continue
or reschedule4. Ask probing questions: Learn
their needs. Define our recommended products.
5. Trial close and or close6. Schedule Follow-up returning to
step 4
Leads sourced from: Linkedin.com Data.com Marketing, Tradeshows & Pardot Red Earth Software renewals Red Earth Software Db & leads
Mail Security - Business Plan
Source PipelineQuantitive leads: 90 per month: Sales Navigator 100 per month: 1:1 exchange
Data.com 200 per month: Pardot 190 [approximate]: Existing
NetSuite 4 per day: Thought Leadership
580 Leads
Over the next 30 days
Mail Security - Business PlanTracking and results
Weekly & MonthlyStatistics reporting: Phone & email via Netsuite CRM Results monitored as
conversions Conversions monitored as wins Wins recorded to comp plan
1st 30 days Pipeline:• Target market vertical, roles & titles• Set up & push campaigns severally & with
Marketing• Follow up to initial push• Review results for revision
2nd 30 days Pipeline:• Improve focus• Make Projections based on 1st 30 days
3rd 30 days Pipeline:• Increase projections based on 2nd 30 days
