seminar in a box roles, responsibilities & planning tips
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Seminar in a Box Roles, Responsibilities & Planning Tips. North America Avaya Channel Marketing 2008. Seminar in a Box Program. Drive awareness for your company, develop solid customer relationship programs, increase sales and build funnels. - PowerPoint PPT PresentationTRANSCRIPT
1© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Seminar in a BoxRoles, Responsibilities & Planning Tips Seminar in a BoxRoles, Responsibilities & Planning Tips North AmericaAvaya Channel Marketing2008
2© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Seminar in a Box Program
Joint Objectives– Create demand
– Increase revenues– Maintain the base and offer
customer loyalty educational opportunities
– Add extra value to customers with quality demonstrations
– Deliver quality end-user events
Drive awareness for your company, develop solid customer relationship programs, increase sales and build funnels.
Host customer seminars, workshops and educational opportunities – impress your prospects and delight your customers.
3© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Self-Service Seminars
Six strategic topics to pick from.
Unified Communications
Communications Continuity
Self Service
SLE
State & Local Government
K-12 EducationHealth Care
Avaya IP Office
4© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Plan An Informative & Crisp Seminar
ASSUME A TWO HOUR EVENT (3 hour max)
FIRST HALF: PARTNERSHIP & MARKET VIEW
– 1 hour and 10 minutes
BREAK: 10 minutes
SECOND HALF: PRODUCT DEMONSTRATIONS
– 40 minutes
5© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Proposed Agenda For A Successful EventTopic Description Timeframe
Introduction Joint kick off 5 minutes
BusinessPartner Story Company elevator statement 5 minutes
Avaya Story Manufacturer view of market, trend setting technologies,
partner relationship
20 minutes
Hot Trends In Technology Solution Overview 30 minutes
The Buying Process Partner positions their services delivery, business
practices & financing
10 minutes
Customer
Testimonial
Partner brings satisfied customer to discuss buying
process, product and relationship
10 minutes
Product & Application Showcase
Product Demonstrations 25 (including Q&A)
Wrap Up Encourage networking 5 minutes
OPTI
ON
AL
:
6© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
MAIN PAGE
Invitation Page
SeminarRegistration
Page
CollateralDownload Page
SEMINAR IN A BOX
Self Service Seminar In A Box Kits Available
Access Partner Marketing Central
https://partnermarketingcentral.avaya.com
7© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
BusinessPartner Event Planning Guide
Once you and your Avaya representative have determined that a joint customer seminar will benefit the business:
– Access the Seminar In A Box portal https://partnermarketingcentral.avaya.com
– Register the event– Review and/or order seminar planning tools
• Develop seminar invitations, registration sites and seminar confirmations
– Provide shipping address to Avaya for seminar materials (brochures, white papers, etc.)
– Conduct a joint session– Track and report results
Refer to the Seminar Checklist under Seminar Tips & Checklists for detailed seminar planning guidelines.
8© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Seminar in a Box Components & Responsibilities
Identify Audience
Register seminar
Customize invites
Provide raffle item
Get customer testimonial
Review follow up material
Track results
Provide Presentation
Help Locate Presenter
Host Demo
Provide
–Collateral material
– Invite template
–Surveys
Determine date
Define topic
Identify presenter
Track and report results
BusinessPartner Joint EffortAvaya
9© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Sample Timeline
Seminar (day 0)
Begin planning (Identify theme, target audience, get lists together)(- 8 weeks)
Launch call blitzes to drive attendance (using either sales reps or telemarketing firm)
(-3 weeks)
Confirm all resources (speakers, hotel, technical requirements)(- 1w)
Call ALL registrants to personally remind them of the event.(-2 Days)
Confirm customer speakers, event location & Other resources
(- 5 weeks)
Complete invitation and launch. (-4 weeks)
Thank you email(+ 2d)
10© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Optional Invitations and Registration Site Support
Partner Responsibilities
Provide list of customers and prospects in Excel format
– Customer name
– Email address
– Full Address
Contract directly with Mind Design.
Mind Design Responsibilities
Customized invitation with company specifics (logos and event details)
Invitation email blast (minimum 3-4 wks prior to seminar date)
Provide partner with invite copy in .pdf and HTML
Set-up registration web site
Provide registration reports
Send registration confirmation message and reminder message
Create and send follow-up “thank you” message
11© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Get Started Today……..
Work with your Avaya Account Manager or local Sales Specialist.
Register your event on the Seminar In A Box site
– https://partnermarketingcentral.avaya.com
Begin invitation development –MindDesign Group, Inc.
P: 877.459.5119 x 801 [email protected]