Lead Generation for Software/IT Enterprises.

Transcription

1 Lead Generation for Software/IT Enterprises

2 Experts in b2b sales support Worm Marketing Consulting offers strategic marketing consulting, operative sales support, and online consulting for IT and industrial enterprises. Our success is based on a clear understanding of the IT solutions lanscape, and on our vast experience in customer acquisition and positioning offers with decision-makers. In our b2b sales solutions, we combine determination of needs with strategic data analysis and optimisation of all communication levels that are relevant for the pre-sales phase for new customer acquisition. This involves contacting decision-makers by telephone, dialogue and marketing campaigns, Internet communication and advertising activities. Our campaigns result in highgrade sales leads that include information on the current situation and future needs. Procedure The requirements of lead generation for IT enterprises are increasing due to ever more complex enterprise solutions and cross-departmental decision making processes. To ensure that the full potential of a campaign is realised, we consider it important not to generate sales leads simply through dialogue with one single contact person. We involve decision-makers from different departments and management levels. Our approach guarantees an intense exchange that covers not only the exact needs, but also framework conditions such as the existing IT infrastructure, competitors, project timelines and budget levels. This company-oriented approach allows us to find all the projectspecific information that is important for our clients' sales and marketing activities.

3 Services Every company has its own profile, every market and every sales channel has its own particularities. That's why we develop an approach with every customer that is tailored to his or her company's individual situation. In most cases it makes sense to enter the market using several tools. The common element in all our activities is always the identification of potential clients and addressing them in person. Our customers trust us because we understand how to successfully position an offering with the responsible decision-makers using just the right tone, at the right moment and with the right tools. b2b Telemarketing b2b Marketing Services Lead generation/project identification and determination of needs Establishment of sales pipeline/ lead follow-up Channel support/partner marketing Account profiling/qualification of decision-maker structures Updating and enhancement of address databases Preparation and wrap-up of key events Surveys Global, integrated dialogue marketing campaigns Project management Provision of addresses Desk research Individualised marketing Landing pages/web and micro sites Development of print brochures and mailings Editorial service

4 Cases Case: Establishment of sales pipeline/determination of needs Establishment of Sales for a systems developer, areas: CRM and virtualisation Identify projects, determine needs, categorise contacts within a sales pipeline, and manage follow-ups. Tapping new markets and target groups and consulting on further course of action. Telemarketing, desk research, , pipeline management Running for 2 years Volume: Approximately 200 contacts per month Result: Proportion of A/B leads: 5% Access and direct contact to the relevant decision-makers Increase in the number of participants for planned webinars Case: Lead generation/determination of needs Lead generation campaign for an IT consulting firm in the area of security Identification of concrete consultancy needs by determining existing IT security vulnerabilities at the companies contacted. Arrange an appointment for a consultation on the telephone. Telemarketing, desk research 4 weeks Volume: 300 contacts Result: Identification of actual security vulnerabilities in 80 cases and 20 appointments for consultations with concrete project background Case: Profiling/identification of decision-making chains Account profiling on various topics in the technology and application area for a global software company Qualification of the relevant decisionmakers and specialist departments and generation of approval for marketing ( opt-in). Preparation of the database for a Europe-wide mailing, and lead generation campaigns. Telemarketing, desk research Topics: DWH/BI, middleware, virtualisation, cloud computing, CRM, risk & compliance, ERP Countries: Germany, Great Britain, Spain, France, Italy, Sweden, Norway, Finland, Portugal, Poland, Switzerland, Austria 4 weeks per project Volume/result: 15,000 companies and generation of approximately 35,000 contacts

5 Cases Case: Profiling/identification of decision-making chains Profiling in the hardware/it operations area and expansion of the data sets with information on installed base Qualification and verification of the decision-maker in question via the specialist departments, generation of approval for marketing ( opt-in) and qualification of the software, hardware, and workflows used for data security. Telemarketing, desk research Topic: Data duplication for back-up volumes of 5 terabytes and higher Countries: Germany, Austria, Switzerland 4 weeks Volume/result: 2,000 companies and approximately 3,000 contacts Case: Channel support/partner marketing Support for partner marketing of a global software company through 30 individual lead generation campaigns Development and implementation of a process for new customer acquisition. Adaption of the individual projects to the specialisation of the relevant partner. Identification of projects and requirements on behalf of the partner and manufacturer. Evaluation and recommendation for further course of action. Telemarketing, desk research, marketing Topics: ERP, CRM, DMS, CMS, BPM, middleware, SOA, business intelligence/dwh, master data management, IT security, infrastructure management Countries: Germany, Switzerland, French-speaking region of Switzerland 2-6 weeks per partner Volume: 30 partner campaigns contacts per partner Result: Concrete project business and consultation appointments for every participating partner Case: Demand generation for IT event Invitation to one of the world's largest IT events in the USA Participant activation and address verification throughout the EMEA region Telemarketing, desk research, marketing Topics: Presentation of the particular agenda Countries: 64 countries with 12 languages Running for 3 years, for 6 months before each event Volume: 10,000 contacts per event on average Result: More participants from the entire EMEA region

6 Language competence Worm Marketing Consulting operates throughout the EMEA region. Our core team speaks the following languages: German, English, French, Italian, Spanish, Portuguese, Russian, Polish, Ukrainian, Turkish, and Bulgarian. If required by a project, further languages can be covered by native speakers at short notice. Test project We usually begin a cooperation with a new customer with a test project. We create a conversation guideline that gives background information and addresses how to deal with objections. The guideline is then optimised during the course of the project. Our employees receive in-depth training on the product and the target market. In close cooperation with our customers, we adapt our approach to the experiences garnered from the first talks. The test project makes it possible to evaluate the chances of success of sales pitches by telephone, and lays the foundation for smooth cooperation in the future.

7 Established May 2005 Sectors IT Industry Service Focus Complex products and services Management Sebastian Worm-Paradiek Managing Director Claudia Thieme Managing Director

8 Worm Marketing Consulting GmbH Phone