Virtual Causeway Inbound Lead Engine SME (6 Month) Premium Package

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1 Virtual Causeway Inbound Lead Engine SME (6 Month) Premium Package Rick Endrulat President Marlene Keay Manager, Business Development Services April 10, 2013

2 Agenda Why Virtual Causeway Who is Virtual Causeway Uniquely Positioned Marketing Partner Virtual Causeway Team SAP and Sybase Product Experience Our Media Expertise Our Clients Inbound Lead Engine SME (6 Month) Premium Package Create Demand and Drive Awareness to Your Brand Package Overview What to Expect Additional Program Information Lead Generation Process Working Together Additional Add-on Services Lead Score Card About Act On Partner Benefits 2012 SAP AG. All rights reserved. 2

3 Why Virtual Causeway

4 Who is Virtual Causeway? Virtual Causeway Fast Facts 11 years of industry experience Located in Waterloo, Ontario Named one of Canada s fastest growing companies by Profit 100 in 2005, 2007 and 2008 Virtual Causeway is a sales and marketing services firm focusing on Business to Business Markets Online and Offline Services Technology and Strategic Consulting Over 1 million leads generated! 2012 SAP AG. All rights reserved. 4

5 Uniquely Positioned Marketing Partner Domain Expertise Previous Sybase Product, Channel & Marketing Management on staff Previous SAP/BOBJ Project, Partner, Sales Management on staff We understand your partners and your target market! Sales and Marketing Performance Pay for Performance Methodologies Strong fit with SAP program methodologies and P4P Unique combination of online lead generation expertise with teleprospecting Supported 100s US and Canadian SAP, Sybase and SAP Partner Programs! Proven Track Record over 11 years in the market! 2012 SAP AG. All rights reserved. 5

6 Virtual Causeway Team Virtual Causeway has assembled a team of highly skilled individuals: Business Development Specialists Are individuals that have years of experience in outbound promotion of complex products and services. They are skilled at developing initial dialogues, generating leads, recruiting for events and setting appointments with targeted individuals within the prospective companies. Over 1 Million qualified leads generated! Digital Marketing Specialist Responsible for implementing the inbound marketing tactics including marketing automation, website management, SEO, content development, blogging tools, copywriting, and marketing. Our team has worked to generate 1000s of leads online. Project Lead Responsible for the day-to-day logistics of the campaign including project coordination, and coaching other team members to make your program successful. Our team has worked with over 300 clients. Campaign Manager As your primary contact, the Campaign Manager will be responsible for making sure the project is on track by managing the logistics of your campaign including calendar management, campaign setup and tracking. Campaign managers have years of experience in promoting SAP, Sybase, BI and Business Objects campaigns. Our team has managed 1000s of campaigns and helped to launch 100s of products. Executive Team Virtual Causeway s Executive Team is made up of former sales and marketing executives from innovative technology companies such as Sybase, and Cognos SAP AG. All rights reserved. 6

7 SAP and Sybase Product Experience SAP Product Experience SAP ERP Platforms SME and Enterprise BI Platforms BI Dashboards Business Objects Data Integrator SAP Crystal Solutions Mobile Sybase Product Experience Database Management Data Warehousing BI and Analytics Platforms Modeling & Development Mobile 2012 SAP AG. All rights reserved. 7

8 Digital Marketing Experience Fully integrated inbound and outbound marketing campaign and management system Tele-prospecting and telesales outreach 200% increase in new leads; 50% increase in number of opportunities; 90 day ROI Website Design/Re-launch Fully Integrated Marketing System Marketing, Newsletter, Lead Nurturing 50% increase in leads; 50% increase in number of opportunities; increased close rate Marketing Solution Lead Nurturing, Sales Integration 100% increase in leads; 25% increase in number of opportunities 2012 SAP AG. All rights reserved. 8

9 Some of Our Clients 2012 SAP AG. All rights reserved. 9

10 Inbound Lead Engine SME (6 Month) Premium Package Virtual Causeway Demand Generation Program

11 Leverage This Full Service Package to Create Demand and Drive Awareness to Your Brand The Inbound Lead Engine SME is designed for partners who are looking to implement an inbound marketing program and want a guaranteed lead deliverable. This fully integrated marketing program is designed specifically for small to midsized* companies who are looking to leverage a Marketing Automation tool and develop an digital marketing strategy. Virtual Causeway s turn-key program provides inbound marketing activities, qualified leads and target contacts all powered by Act On's leading marketing automation solution. It's everything you need to get found, become a thought leader, and grow your sales pipeline. * This package is designed for small to mid-sized SAP partners if you are a Large Enterprise SAP partner please see the LE package option SAP AG. All rights reserved. 11

12 Inbound Lead Engine SME (6 Month) Premium Package Overview For North America Channel Partners only, this end-to-end, multi-touch marketing program will be executed by an SAP Certified Marketing Agency. The following outlines program lead flow and deliverables: Marketing strategy and plan consultation with up to 12 hours of consultation services. 2 weeks for setup including planning and strategy development and marketing automation implementation. Implement Act On marketing automation platform to manage all inbound marketing activities including; s, landing pages, forms, lead qualification, lead nurturing, lead scoring, and campaign analytics and dashboards. Source 3,000 target contacts for program engagement, nurturing, and qualification. Virtual Causeway will also supplement with data from their Prospect Intelligence Database, matching partner target list against our Proprietary Data Warehouse to fill in the gaps, add new contacts, scrub any bad records, etc. As prospects opt-in they would be available for future sales and marketing campaigns conducted by the partner SAP AG. All rights reserved. 12

13 Inbound Lead Engine SME (6 Month) Premium Package Overview Continued Inbound Marketing Create content to drive traffic and establish thought leadership by publishing four blog posts per month. Create two monthly outbound campaigns to target new or existing prospects with conversion tactics such as events, promotions, content, etc. Continually optimize website, and content collateral, for search engine optimization (SEO) as measured in search-engine sourced website visits as well as search engine ranking results. Copywriting is executed by Virtual Causeway with content direction from partner such as; copy, direction on layout, imagery and content to drive optimal results, traffic and leads. Virtual Causeway will continually test and optimize keywords, content, and campaigns to maximize conversion rates and lead quality. Outbound Marketing Telephone outreach to leads generated through online campaigns to assess the market potential of the suspects and ultimately understand their lead potential. Establish qualified contact entry points for the sales force to pursue. Develop the suspects into prospects or leads based on qualification questions SAP AG. All rights reserved. 13

14 Inbound Lead Engine SME (6 Month) Premium Package Overview Continued Additional Inbound Lead Engine SME Program Inclusions: Blogging Platform, Landing Page Builder & Hosting, SEO Tools, Anonymous Website Visitor Identification, Social Media Monitoring, Manager, Lead Management and Intelligence, Lead Grading and Lead Nurturing, List Segmentation, Social Media, Blog and Closed-Loop, Marketing Analytics, Website, Blog, CRM integration, additional API for custom integration, etc. Inbound Lead Engine SME Exclusions: CMS and website Hosting/Management (available as add-on package). Continuous improvements during campaign to optimize conversions. Weekly reporting. Campaign management and execution. Any time-sensitive leads will be transitioned to client by an agreed-upon method. Generate measurable and repeatable results that impact the overall Return on Marketing Investment SAP AG. All rights reserved. 14

15 What to Expect Inbound and Outbound Lead Generation Marketing strategy and plan consultation with up to 12 hours of consultation services. 6 month Marketing Automation System Subscription to Act On. Qualified Leads: 55 Qualified Leads (L3): 22 Qualified Leads (L2): 33 Cost Per Qualified Lead: $454 Execution Timeframe: 6 months 2 weeks for setup including planning and strategy development and marketing automation implementation; 6 month program Program Investment: $25,000 USD/CDN 2012 SAP AG. All rights reserved. 15

16 Additional Program Information Marketing Messaging: SAP Solution Specific Marketing Messaging Marketing Assets: Marketing automation content, blog posts, templates, teleprospecting call guide, target contact and account list, etc. Marketing Offers: SAP Solution Specific Offer Service Inclusions: Virtual Causeway will design and execute a closed inbound lead generation program targeted to drive qualified leads for any of SAP s Products and Services. The following campaigns and/or solutions are eligible for this marketing offer: ALL SAP Products and Services Partner Requirements: Partner required to provide guidance for inbound marketing content SAP AG. All rights reserved. 16

17 Additional Program Information Extension Option: Option to extend current program for 6 months. Additional 6 month Marketing Automation System Subscription to Act On. Additional Qualified Leads: 55 Qualified Leads (L3): 22 Qualified Leads (L2): 33 Cost Per Qualified Lead: $272 Additional Program Investment: $15,000 USD/CDN 2012 SAP AG. All rights reserved. 17

18 Lead Generation Process Once an inbound lead has been generated using our digital tools, content and campaigns, a Virtual Causeway specialist engages the lead, qualifies the prospect, and subsequently executes the following: A lead scorecard is created, outlined in the Lead Score Card section of this document, that fully defines the definition of an acceptable lead. Any time-sensitive leads will be transitioned to client by an agreed-upon method. The SAP partner must notify Virtual Causeway within 48 hours of receiving the Lead if the opportunity does not meet the qualification criteria outlined within the Lead Score Card of this presentation. If it is deemed unqualified, Virtual Causeway will replace it with another. If the partner chooses to not follow up with the lead, the lead will be deemed accepted and counted accordingly. We very much become an extension of your team. Virtual Causeway values your feedback. We work with you to ensure the program is a success! 2012 SAP AG. All rights reserved. 18

19 Working Together All of our programs are supported directly by our SAP Program Team and will be assigned a Campaign Manager & Project Lead. We realize you are busy, our goal is not to tax your already busy team!: As your primary contact, the Campaign Manager is responsible for making sure the program is on track by managing the logistics of your campaign and ensuring that service levels are met. In addition, we aim to identify areas of program improvement and make ongoing recommendations. We strive for quick turnaround to standard questions/issues. As your secondary contact, the Project Lead is responsible for the day-to-day logistics of the campaign including project coordination, and coaching other team members to make your program successful. Less than 24-hour turnaround to standard questions/issues. Our clients are setup on our confidential client site to view weekly lead generation progress SAP AG. All rights reserved. 19

20 Additional Add-on Services

21 Additional Add-on Services Additional add-on services are available to supplement the Inbound Lead Engine program. All are available as standalone services. Content Creation Add-on $2,000/ month monthly commitment Blog Copywriting - 4 posts, 1 interview, 1 day per month Content Creation 2 to 4 page download or video or webinar Marketing Automation Add-on Monthly Pricing Contacts and License - Client/ partner would manage their instance 90 day commitment, then 30 days notice after that period 2,500 contacts = $450/ month 5,000 contacts = $600/ month 10,000 contacts = $800/ month Pricing only available from Virtual Causeway (discounted by vendor specifically for offering to SAP partners) Discounted approximately 85% of list price SAP AG. All rights reserved. 21

22 Additional Add-on Services Continued Content Management System/ Web Hosting Add-on Minimum 6 month commitment $1,500 setup fee CMS setup, integration, initialization $350/ month Monthly Website hosting and maintenance Includes SEO refinements and optimization, page corrections and updates, event setups, etc. Website Creation and Design is additional fee Additional Customized Services Available Contact Virtual Causeway to discuss your needs and obtain pricing SAP AG. All rights reserved. 22

23 Lead Score Card

24 Lead Score Card Prospect will meet standard lead criteria and/or will have requested information regarding the partner. Lead criteria: Budget Identify that the decision-maker has budget or access to budget dollars for partner products and services. If no specific funding figures are obtained, information on procurement process or budgeting process is outlined. Authority Ensure contact is made with a decision-maker or key influencer. Need A need is identified. The prospect has expressed a requirement to enlist your services. Strategic or project related. The business development representative has uncovered pain. Timeframe The prospect has expressed a requirement to evaluate your services, and outlined the timeframe to evaluate the services, and/or the timeframe to implement a solution. Next Steps The Prospect has committed to a next step/follow up by an SAP partner 2012 SAP AG. All rights reserved. 24

25 BANT Lead Scoring Lead Attributes Definition Point Allocation Budget Does the contact have a budget or can they allocate funds? 7 or 15 points Authority Influencer vs. Decision Maker 9 or 13 points Need What inefficiencies with the current system? 2 or 25 points Timeline Timeframe for possible decision or purchase 3 6, 6 12 or months 10, 20, or 15 points Next step Is the contact willing to accept follow up? 0 or 15 points Total Points BANT Score 0-20 L1/L2 Responder/Prospect L3 - Low Qualified Lead L4 - High Qualified Lead L5 - High Qualified Lead 2012 SAP AG. All rights reserved. 25

26 About Act On

27 About Act On Marketing Automation Tool Act On's fresh approach to marketing automation gives you full functionality without the complexity other systems impose on you. Act On named to Forbes list of Most Promising Companies. Marketing Automation for the Fortune 5,000,000 Robust Functionality Inbound Outbound Lead Nurturing Priced for the Small and Medium Sized Market Competitive Pricing No long term contracts simple pricing! Special Promotional Pricing for Virtual Causeway and SAP partners User-Friendly Intuitive Interface 2012 SAP AG. All rights reserved. 27

28 Partner Benefits

29 Partner Benefits Include Exclusive 100% MDF reimbursement for this campaign. Fast time to-market and predictable ROI. End-to-end campaign management. Including: Program setup including; project strategy session, marketing automation setup and implementation, project management, data import/export, all reporting setup and delivery, and team training. Lead management fees includes all online optimization, SEO, blog and deployment and calling activities including long distance fees SAP AG. All rights reserved. 29

30 Thank You! Contact information: Rick Endrulat President Virtual Causeway Inc. 180 King Street South, Suite 300 Waterloo, ON Canada N2J 1P8 t: x622 e: Marlene Keay Manager, Business Development Services Virtual Causeway Inc. 180 King Street South, Suite 300 Waterloo, ON Canada N2J 1P8 t: x635 e: Virtual Causeway Inc. Website: Find us on LinkedIn:

31 2012 SAP AG. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG. The information contained herein may be changed without prior notice. Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors. Microsoft, Windows, Excel, Outlook, PowerPoint, Silverlight, and Visual Studio are registered trademarks of Microsoft Corporation. IBM, DB2, DB2 Universal Database, System i, System i5, System p, System p5, System x, System z, System z10, z10, z/vm, z/os, OS/390, zenterprise, PowerVM, Power Architecture, Power Systems, POWER7, POWER6+, POWER6, POWER, PowerHA, purescale, PowerPC, BladeCenter, System Storage, Storwize, XIV, GPFS, HACMP, RETAIN, DB2 Connect, RACF, Redbooks, OS/2, AIX, Intelligent Miner, WebSphere, Tivoli, Informix, and Smarter Planet are trademarks or registered trademarks of IBM Corporation. Linux is the registered trademark of Linus Torvalds in the United States and other countries. Adobe, the Adobe logo, Acrobat, PostScript, and Reader are trademarks or registered trademarks of Adobe Systems Incorporated in the United States and other countries. Oracle and Java are registered trademarks of Oracle and its affiliates. UNIX, X/Open, OSF/1, and Motif are registered trademarks of the Open Group. Citrix, ICA, Program Neighborhood, MetaFrame, WinFrame, VideoFrame, and MultiWin are trademarks or registered trademarks of Citrix Systems Inc. HTML, XML, XHTML, and W3C are trademarks or registered trademarks of W3C, World Wide Web Consortium, Massachusetts Institute of Technology. Apple, App Store, ibooks, ipad, iphone, iphoto, ipod, itunes, Multi-Touch, Objective-C, Retina, Safari, Siri, and Xcode are trademarks or registered trademarks of Apple Inc. IOS is a registered trademark of Cisco Systems Inc. RIM, BlackBerry, BBM, BlackBerry Curve, BlackBerry Bold, BlackBerry Pearl, BlackBerry Torch, BlackBerry Storm, BlackBerry Storm2, BlackBerry PlayBook, and BlackBerry App World are trademarks or registered trademarks of Research in Motion Limited. Google App Engine, Google Apps, Google Checkout, Google Data API, Google Maps, Google Mobile Ads, Google Mobile Updater, Google Mobile, Google Store, Google Sync, Google Updater, Google Voice, Google Mail, Gmail, YouTube, Dalvik and Android are trademarks or registered trademarks of Google Inc. INTERMEC is a registered trademark of Intermec Technologies Corporation. Wi-Fi is a registered trademark of Wi-Fi Alliance. Bluetooth is a registered trademark of Bluetooth SIG Inc. Motorola is a registered trademark of Motorola Trademark Holdings LLC. Computop is a registered trademark of Computop Wirtschaftsinformatik GmbH. SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, SAP BusinessObjects Explorer, StreamWork, SAP HANA, and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG in Germany and other countries. Business Objects and the Business Objects logo, BusinessObjects, Crystal Reports, Crystal Decisions, Web Intelligence, Xcelsius, and other Business Objects products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of Business Objects Software Ltd. Business Objects is an SAP company. Sybase and Adaptive Server, ianywhere, Sybase 365, SQL Anywhere, and other Sybase products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of Sybase Inc. Sybase is an SAP company. Crossgate, EDDY, B2B 360, and B2B 360 Services are registered trademarks of Crossgate AG in Germany and other countries. Crossgate is an SAP company. All other product and service names mentioned are the trademarks of their respective companies. Data contained in this document serves informational purposes only. National product specifications may vary. The information in this document is proprietary to SAP. No part of this document may be reproduced, copied, or transmitted in any form or for any purpose without the express prior written permission of SAP AG SAP AG. All rights reserved. 31

32 2012 SAP AG. Alle Rechte vorbehalten. Weitergabe und Vervielfältigung dieser Publikation oder von Teilen daraus sind, zu welchem Zweck und in welcher Form auch immer, ohne die ausdrückliche schriftliche Genehmigung durch SAP AG nicht gestattet. In dieser Publikation enthaltene Informationen können ohne vorherige Ankündigung geändert werden. Die von SAP AG oder deren Vertriebsfirmen angebotenen Softwareprodukte können Softwarekomponenten auch anderer Softwarehersteller enthalten. Microsoft, Windows, Excel, Outlook, PowerPoint, Silverlight und Visual Studio sind eingetragene Marken der Microsoft Corporation. IBM, DB2, DB2 Universal Database, System i, System i5, System p, System p5, System x, System z, System z10, z10, z/vm, z/os, OS/390, zenterprise, PowerVM, Power Architecture, Power Systems, POWER7, POWER6+, POWER6, POWER, PowerHA, purescale, PowerPC, BladeCenter, System Storage, Storwize, XIV, GPFS, HACMP, RETAIN, DB2 Connect, RACF, Redbooks, OS/2, AIX, Intelligent Miner, WebSphere, Tivoli, Informix und Smarter Planet sind Marken oder eingetragene Marken der IBM Corporation. Linux ist eine eingetragene Marke von Linus Torvalds in den USA und anderen Ländern. Adobe, das Adobe-Logo, Acrobat, PostScript und Reader sind Marken oder eingetragene Marken von Adobe Systems Incorporated in den USA und/oder anderen Ländern. Oracle und Java sind eingetragene Marken von Oracle und/oder ihrer Tochtergesellschaften. UNIX, X/Open, OSF/1 und Motif sind eingetragene Marken der Open Group. Citrix, ICA, Program Neighborhood, MetaFrame, WinFrame, VideoFrame und MultiWin sind Marken oder eingetragene Marken von Citrix Systems, Inc. HTML, XML, XHTML und W3C sind Marken oder eingetragene Marken des W3C, World Wide Web Consortium, Massachusetts Institute of Technology. Apple, App Store, ibooks, ipad, iphone, iphoto, ipod, itunes, Multi-Touch, Objective-C, Retina, Safari, Siri und Xcode sind Marken oder eingetragene Marken der Apple Inc. IOS ist eine eingetragene Marke von Cisco Systems Inc. RIM, BlackBerry, BBM, BlackBerry Curve, BlackBerry Bold, BlackBerry Pearl, BlackBerry Torch, BlackBerry Storm, BlackBerry Storm2, BlackBerry PlayBook und BlackBerry App World sind Marken oder eingetragene Marken von Research in Motion Limited. Google App Engine, Google Apps, Google Checkout, Google Data API, Google Maps, Google Mobile Ads, Google Mobile Updater, Google Mobile, Google Store, Google Sync, Google Updater, Google Voice, Google Mail, Gmail, YouTube, Dalvik und Android sind Marken oder eingetragene Marken von Google Inc. INTERMEC ist eine eingetragene Marke der Intermec Technologies Corporation. Wi-Fi ist eine eingetragene Marke der Wi-Fi Alliance. Bluetooth ist eine eingetragene Marke von Bluetooth SIG Inc. Motorola ist eine eingetragene Marke von Motorola Trademark Holdings, LLC. Computop ist eine eingetragene Marke der Computop Wirtschaftsinformatik GmbH. SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, SAP BusinessObjects Explorer, StreamWork, SAP HANA und weitere im Text erwähnte SAP-Produkte und -Dienst- leistungen sowie die entsprechenden Logos sind Marken oder eingetragene Marken der SAP AG in Deutschland und anderen Ländern. Business Objects und das Business-Objects-Logo, BusinessObjects, Crystal Reports, Crystal Decisions, Web Intelligence, Xcelsius und andere im Text erwähnte Business- Objects-Produkte und -Dienstleistungen sowie die entsprechenden Logos sind Marken oder eingetragene Marken der Business Objects Software Ltd. Business Objects ist ein Unternehmen der SAP AG. Sybase und Adaptive Server, ianywhere, Sybase 365, SQL Anywhere und weitere im Text erwähnte Sybase-Produkte und -Dienstleistungen sowie die entsprechenden Logos sind Marken oder eingetragene Marken der Sybase Inc. Sybase ist ein Unternehmen der SAP AG. Crossgate, EDDY, B2B 360, B2B 360 Services sind eingetragene Marken der Crossgate AG in Deutschland und anderen Ländern. Crossgate ist ein Unternehmen der SAP AG. Alle anderen Namen von Produkten und Dienstleistungen sind Marken der jeweiligen Firmen. Die Angaben im Text sind unverbindlich und dienen lediglich zu Informationszwecken. Produkte können länderspezifische Unterschiede aufweisen. Die in dieser Publikation enthaltene Information ist Eigentum der SAP. Weitergabe und Vervielfältigung dieser Publikation oder von Teilen daraus sind, zu welchem Zweck und in welcher Form auch immer, nur mit ausdrücklicher schriftlicher Genehmigung durch SAP AG gestattet SAP AG. All rights reserved. 32

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