Dell Storage Telemarketing Booklet

Transcription

1 Dell Storage Telemarketing Booklet Telemarketing services made available for our certified channel partners. The below qualified telemarketing agencies offer a wide range of marketing services, feel free to choose the company of your choice to help develop your lead generating marketing seminar. Click on the links below to learn more about each vendor: ecoast > RAM Marketing > Televerde > Please contact your Channel Program Manager for engagement and more information.

2 Contents ecoast... 3 Guided Voic Marketing... 3 Multi-Touch Campaign... 4 Direct Mail... 4 Blog Creation and Management... 5 Search Engine Optimization... 6 Google AdWords... 7 Social Networking & Landing Page... 9 Case Study Appointment Setting Lead Generation Event Audience Acquisition RAM Marketing Facilities Experience Communications and Storage Experience Energy Experience Finance Experience Medical General Staff and Support Campaigns and pricing for Dell Storage Products and Services Televerde Company Profile Televerde 3D Competencies Dell Partner Programs Overview Dell Events Plus Programs Dell Appointment Setting Programs Dell Lead Qualification Programs Dell emarketing Programs Dell Webinar Hosting Services Additional Services & Solutions

3 ecoast Guided Voic Marketing More than 85% of business-to-business phone calls go straight to voic . This is the result of busy business people saddled with daily meetings, presentations, conference calls, phone calls, travel, etc. Still get your message heard with Guided Voic Marketing. Specially trained live agents intelligently guide and deliver your personal message directly into the voice mailbox of your B2B prospects and clients, with precise accuracy - regardless of phone system. Live agents navigate through receptionists, assistants, dial-by-name and extensions to get to the right person s voice mailbox. It begins with your master voic message, which is recorded by you or anyone from your team using our call-in recording studio. You book your campaign, record your message, upload your list and then we start your campaign. Guided Voic Marketing is great for: Event invitations or reminders New product launches Webinars Book your own personalized voic campaign today by starting with as few as 300 records or as many as you wish. There is no limit. Pricing 300 record delivery, $ record delivery, $1,244 1,000 record delivery, $2, record deliveries quoted as needed One recorded message delivered per package 3

4 Multi-Touch Campaign ecoast offers a unique marketing package designed to get you the most reach for your brand and leads in your pocket. This includes a full Google AdWords campaign with a custom landing page, 500 record list with addresses, an blast and telemarketing which will generate 6 quality leads.* Pricing Programs start at $6,500 * 6 leads is based off of our core offerings (storage, blades, networking, IPG, PSG). Lead goal may be reduced for solutions/technologies outside this core. Direct Mail Our direct mail quantities start at 100 and quickly build up to thousands of printed pieces. The most popular type of direct mail is full color postcards. We can print your postcards or brochures using your creative or have the ability to design a new creative piece for you. Turnaround time is approximately 7-10 days from the time the creative is approved to the time it lands on your client s desk. We mail the cards out via First Class Mail using a list you may rent or purchase from us or one you have provided for ecoast. All information handled is strictly confidential. The list is the most important part of a direct mail campaign. Far too many marketers spend an inordinate amount of time tweaking and word-smithing creative and copy and spend a fraction of their time on the actual list selection. Creative will only affect about 20% of your response rate. The other 80% will be the list and the call to action. The list therefore is the one area in a campaign where the marketer should ideally spend most of their time. The Offer While the offer can often mean the difference between success and failure in a Direct Mail campaign, don t overestimate this power. Offers that sound too rich, or that overshadow the product or service will often either stymie the response or attract the wrong type of customer - customers chasing a free offer are not likely to have high repeat purchase behavior. Whatever your offer, we make sure that the offer is clear, concise and meets the following criteria: Fulfills a perceived need Has a good perceived value Is practical Is unique Is appropriate given the customer, the brand Has a clear connection with the brand 4

5 Follow Up Turn your telemarketing campaign into a multi-touch program with direct mail postcards. Just as important as the piece itself, direct mail and campaigns should be followed up with a phone call. ecoast telemarketing experts understand your market and are highly trained to talk with potential customers. Effective campaigns integrate reaching out to the list at the time your direct mail piece lands. You will gain greater brand retention and convert more prospects into leads and appointments. Pricing Direct mail postcard creative: $1,500 Printing and mailing using First Class postage: 100 postcards, $ postcards, $ postcards, $ Blog Creation and Management Creating a business blog is an amazing way to bring in new prospects interested in your company s offerings. Blogging allows you to join in on the conversations already happening on the web about your industry. It helps create awareness and can drive sales of your products, services and offerings. Blogging also helps build your company s brand and credibility to help you stand out from your competitors. Studies have shown that blogs rank higher than websites now in Google s search engine. Blog management from ecoast includes the following services: Installation of blog software, add-ons, and plug-ins Custom blog design reflecting your company s brand Development of an editorial calendar and content plan Training on blogging techniques and best practices What You Receive: 3 months of technical and marketing-related support Submission of your site to 5 blog directories Keyword suggestions to get your blog posts ranked high in search engines Optimization of blog articles with calls to action to boost sales 5

6 Blogs are a great social media tool that allows you to have some fun! Whether you re writing about your company Christmas party or the 5 top reasons to use VoIP over VPN, you are building a community based following that is interested in what you have to say. This relationship can evolve into loyal customers for years to come. We know starting a blog isn t easy, which is why we created our Blogging Best Practices Guide to help you along the way. Pricing Blog creation and management program cost: $1,200 Search Engine Optimization Is your website optimized for major search engines like Google and Bing as well as all social media venues? Were you thinking about it this time last year but just didn t jump in and now you re kicking yourself because your competitor did? ecoast s proven experience in search engine optimization which will bring your website up higher organically. Like your own personal health, the health and functionality of your website is essential in determining the scope and success of your online presence. ecoast will assess your website for on-page and off-page optimization. Search Engine Optimization includes: Identifying the right keywords Replacing the page titles, headers, alt text and anchor text Converting text images to real text Creating a site map and submitting it to Google Compare inbound links from competitors Once your website is optimized you will begin to see results in approximately 3 months. Optimizing your website with the right keywords makes all the difference! Pricing: Search Engine Optimization: $3,500 6

7 Google AdWords Generate qualified leads from Google designed exclusively for solution providers. Today Google accounts for the majority of B2B web searches. Google AdWords is the fastest way to reach prospects in your geography searching for the products you offer. ecoast s expertise and management provides you the right Google ad with the appropriate call-to-action. Within days, you can be the #1 solution provider to prospects searching for your technology in your local region. Benefits to You: Your ad could appear on the first page of the search results. You receive targeted leads. ecoast creates your campaign using best practice methodology with a combination of the right keywords, AdWords, landing page and callto-action to continuously put leads in your hand. Better ROI. ecoast s experience in optimizing AdWords campaigns saves you time and money so you can concentrate on your business. Expert management of AdWords. ecoast monitors your AdWords campaign on a daily basis, adjusting copy, keywords and cost per-click. Comprehensive bi-weekly reports are provided to keep you informed of your progress. Great for promoting your brand! This Program Includes: Research and consultation on keywords Collaboration on AdWords (3-4 versions are tested for the highest conversion rate) Ongoing monitoring, lead management and reporting Register custom URL (owned by you for one year) Custom co-branded landing page with call-to-action targeted towards a specific product focus Pricing: 3 month campaign: $2,500 6 month campaign: $4,000 7

8 Social Networking Social networking is here folks! Customers and prospects use social media to get information about products, services, manufacturers, and even VARs. So although search engines like Google are still important, social media is just as important especially for getting out information and answers more quickly. Social media allows for increased customer satisfaction. Having a presence in these online communities, where you can engage with them gives you a huge competitive edge to build a relationship and convert them to customers. The Social Networking Program Includes: Twitter Provide assistance in setting up account Create personalized company branded background Optimize your account to attract visitors LinkedIn Get the most of out of LinkedIn How to generate leads with LinkedIn Optimize your company profile Build relationships with targeted groups Facebook Quick and easy setup Application suggestions The 411 on business pages Network with interaction strategies Conquer your fears of social networking! You ll learn how social media can build a sense of community for your brand, connect you with your customers, and allow you to gain a competitive advantage. Sign up today and we will include our Social Media Best Practices Guide to help steer you towards social networking success! Pricing: Social Networking: $1,500 8

9 & Landing Page Now more than ever, is playing the central role in modern communication strategies. ecoast has experience and expertise in the areas of strategy, best practices, creative services and technology to create a custom campaign designed to increase awareness, drive event attendance and provide net new pipeline and closed business. Whether you are complementing your current campaign with an invitation or relying on a new blast, ecoast will work with you to craft just the right message and design to attract the attention you are looking for. This Program Includes: 1 HTML creative (up to 3 revisions) Transmission management Personalization Reporting click-throughs, opens, unsubscribes Opt-out policy Landing page (optional) depending upon your call to action marketing is a reliable and trusted tool to generate leads and to get general information out about your product or service if the campaign is executed correctly. Let us show you how successful an campaign can be! We will also include our Best Practices Guide that you can reference in the future. Pricing: creative and blast: $650 Landing page creative including registration form: $500 9

10 Case Study ecoast provides professional writing services tailored to meet your unique business needs. A case study is an excellent way to showcase your client relations. They can be used in any type of marketing collateral to sustain your new business development efforts with prospective customers that are faced with a similar problem that you offer a proven solution for. ecoast offers a number of attributes that will create a better and more useful case study: Expert marketing communications writing Marketing technology savvy Project management skills Solid understanding of information technology issues and solutions Case Study Overview: Our writing team will interview the right individual(s) on your staff who can supply the facts and particulars about the project and overall client relationship. We will contact your client, at your discretion, so that we can get their feedback and input to the story. We will also record our interviews so that we can accurately quote both parties in the study. Our proven process, including interviews and questionnaires, will ensure all the right information is included to help expand your business by engaging new customers. Our case studies have no page minimums or maximums, we tell your story until the end! Your final case study will be a custom design created to compliment your existing brand style. We will work with you to come up with the best final product, adding any information you deem necessary and taking out any content you don t want included. Case studies are a great tool to boast your success stories and prove to future clients that you are the right company to provide a solution for their challenges! Pricing Single Case Study: $1,500 10

11 Appointment Setting Receive highly qualified meetings with decision makers to address specific business needs. You ll have access to detailed appointment information, including business drivers, decision makers, pain statement, budget and timeframe. We guarantee meetings will happen with a confirmation and rescheduling process. ecoast Pay for Performance Appointment Setting Package Includes: Campaign implementation and consulting Professional, experienced telemarketing agents Access to ecoast online lead portal Detailed lead information on business drivers, budget and timeframe Qualified and guaranteed face-to-face appointments Appointment confirmation and rescheduling process Reporting and campaign program management ecoast Appointment Setting Advantage Appointments are qualified based on stringent guidelines; business decision makers, business drivers, and budget information Each campaign is unique and tailored to your objectives We provide all of the information you need with each lead to be fully prepared for your meeting Dedicated program managers keep you updated and informed with weekly reporting and status calls Results oriented we guarantee meetings, or we replace them No other company will guarantee you appointments, but ecoast will! With our B2B pay for performance model provides a 100% guarantee that the prospect will be qualified and a face-toface appointment will occur. Pricing 3 appointments, $2,440 6 appointments, $4,630 8 appointments, $6, appointments, $12,360 11

12 Lead Generation Receive qualified leads with defined business drivers, pain statements and budget information. ecoast calling agents are highly trained and hold numerous manufacturer sales certifications. Customize your lead generation campaign by purchasing new records for your database or updating your own. ecoast Lead Generation Package Includes: Campaign implementation and consulting Professional, experienced telemarketing agents Access to ecoast online lead portal Detailed lead information on business drivers, budget and timeframe Qualified opportunities with detailed information on business drivers, pain statement and prospect information for sales follow up Reporting and campaign program management ecoast not only supplies a quantity of leads, but the quality! You will surely be impressed by our detailed lead write-ups, allowing you to jump onto a call and turn a hot lead into a sale. Pricing 2 leads, $1,449 5 leads, $2, leads, $4, leads, $8,009 Event Audience Acquisition Our event audience acquisition services are designed with a multi-tiered approach to ensure we are providing comprehensive support for manufacturers and channel partners looking to drive qualified prospects to an event. Program Benefits: Drive net new attendees Customized branded registration portal (optional for additional charge) Reminder calling 12

13 Our comprehensive plan takes several aspects into consideration such as: Objective We work with you to gain a clear understanding of the focus and objectives of your event. We believe that clearly established goals and defined metrics for success will ensure a strong outcome. Target Audience ecoast will provide you with marketing intelligence to make sure you re getting in front of suitable targeted prospects. If you do not have an appropriate list to target, ecoast can assist with and telemarketing list rentals. Registration Services Managing your event registrations has never been easier and more cost effective than with ecoast. We have designed a unique process that provides you with a customized registration site that ties directly into a secure, online lead management portal. Your Customized Registration Site Includes: Your logo Event description Agenda and contact information Ability to customize registration questions Messaging ecoast will help you to develop the best message to use before, during and after the event. We encourage you to plan for multiple touches between you and your prospects, using a variety of marketing methods. Telemarketing Our telemarketing agents will boost your audience registration by making professional calls on your behalf. We will also make reminder phone calls to those who register for your event contributing to a successful event and adding to your bottom line ROI. Pricing Event Audience Acquisition 10 registrations (partner portion)- $ registrations (partner portion)- $

14 RAM Marketing RAM is a full service marketing company that specializes in setting highly qualified appointments for your sales representatives. Our areas of expertise are computer hardware and software, telecommunications products and services, clean energy marketing, business capital and deregulated utilities. Facilities RAM Marketing, Inc. is located at Flowerfield Business Campus, Building 1 Suite 10/12, St. James, NY Our facility houses 75 stations and we currently employ 60 people. Our clients range from local businesses to the Fortune 500. Experience Communications and Storage Appointment setting and customer services functions for Cablevision/Lightpath. Cablevision/ Lightpath provides local dial tone to major corporations located in the prime commercial areas of Long Island, New Jersey and Southern Connecticut. In addition we ve handled all inbound calls for Cablevision s Optimum On Line Products (Internet Access). We have conducted extensive national lead generation programs for 3Com, Avaya Communication, Dell EqualLogic, NetApp Storage, Compellent, Hitachi Data Systems and Hosted Voice over IP for Covad Communications, and Reignmaker Communications. Experience Energy In the utility field we have a long history marketing deregulated natural gas for NICOR, Utilicorp United (EnergyOne), PSE&G and Wheeled Electric Power. Currently we are in our 10th year setting sales appointments and a variety of other marketing projects for National Grid in New York, Massachusetts, and New England, Excelon Corp (PECO) in Philadelphia, and Community Energy in New Jersey and Massachusettes. 14

15 Experience Finance Our experience in finance includes projects for General Electric Credit, The First Bank of Long Island and many mortgage companies. It includes setting appointments for revolving lines of credit, term loans, secured accounts receivable, inventory and fixed assets, factoring and general business account acquisition. Experience Medical For over 11 years RAM has provided marketing support for a number of area and regional hospitals and practices. This includes monitoring and taking action on information hot lines, customer service lines, and response to all types of media advertising. We are experts at managing the sensitive calls that medical marketing generates. We take the call far beyond a typical answering service with the emphasis on driving hospital and practice revenue. General Staff and Support Dedicated veteran representatives under direct supervision staff all our projects. Each member of the Dell Team will bring the key skills necessary for a successful project. Our goal is for you to have as much direct contact with our staff as possible. We have received consistent praise in our ability to deliver consistent quality leads in all areas that result in direct increased revenue while at the same time maintaining our cost of leads within the targeted budget. We have clients with whom we ve been working for 13 years without a contract; they just keep working with us. Campaigns and pricing for Dell Storage Products and Services Outbound calls for Dell product offerings - $40/hour, minimum 100 hours. This will generate 6-12 appointments. Calls for prospects to attend a Lunch and Learn type presentation, register them, have an attendance of 15 prospects, call and make appointments with registrants who did not attend. Project cost: $4000. Drive prospects to a webinar. Project cost: $4000 Take inbound customer service or web inquiry calls: $1.00/minute. 15

16 Televerde Powerful, Scalable, Integrated Dialogue & Digital Services and Support Demand Creation Nurture Exactus Data Research Specialty Marketing Reporting Consulting Company Profile Headquartered in Phoenix, Arizona Innovative integrated demand strategies since 1995 Workforce of 350+ in 5 Knowledge Centers and corporate office Engagements with more than 1,600 clients since inception Privately held, high-growth company Innovative business model that drives results Generation of $2B in net new sales revenue for Clients Net promoter score is 93.5% for the past 3 years in 12 areas of service One of only 12 companies SiriusDecisions certified in the US Depth of expertise with long-tenured employees Dedicated Dell certified team of inbound/outbound calling agents Supporting Dell marketing across all solutions since

17 Televerde 3D Competencies Integrated Approach to Optimizing Demand Creation & Discovery 17

18 Dell Partner Programs Overview Dell Events Plus Programs Bundled programs that includes inbound/outbound recruitment, contact data, management of registration process, confirmation calls and interest reports. Dell Appointment Setting Programs Schedule meetings within target accounts with high level IT contacts (Director or higher) who have compelling needs/interest in speaking with Dell partners. Dell Lead Qualification Programs Phone qualify inquiries (responders/hand raisers) according to a predetermined criteria based on prospect level of interest and partner s needs. Dell emarketing Programs Digital outreach program that includes contact data, follow up qualification calls and content development as needed. Dell Webinar Hosting Services Hosting and presentation of on demand branded webinars that includes driving attendance, contact data and follow up calls. 18

19 Dell Events Plus Programs Recruitment, registration and confirmation of targeted attendees for your face-to-face or online marketing and customer events. Standard Features Access to target data sets of accurate organizational records and decision-making contacts Consultation on event recruitment strategy, target market selection, and messaging Dedicated campaign management and knowledgeable market specialist team Registration for future or other events Registrant confirmations and reminders via phone and/or Identification of interest and/or sales opportunities for all non-attendees Secure, web-based portal for delivery of registrations, data and campaign performance metrics Program Options Package One: $2,750 (5-10 attendees) Package Two: $1,825 (3-7 attendees) Dell Appointment Setting Programs Pre-qualified meetings with targeted decision-making/influencing key contacts Standard Features Access to target data sets of accurate organizational records and decision-making contacts Consultation on market selection, data, messaging and campaign strategy Dedicated campaign management and knowledgeable market specialist team Ongoing team training, progress reviews, and campaign refinement Live call monitoring and branded inbound call services Secure, web-based portal for delivery of new sales appointments and associated data Comprehensive, metrics-based campaign performance reporting Program Options Package One: $6,000 (8-10 appointments) Package Two: $3,450 (4-6 appointments) 19

20 Dell Lead Qualification Programs Qualification and prioritization of leads from your internal marketing program respondents and other lead sources Standard Features Identification of interest, needs, decision-making capacity, qualification level, and other criteria Data matching to ensure accuracy of contact information and associated data Consultation on messaging and campaign strategy Dedicated campaign management and knowledgeable market specialist team Ongoing team training, progress reviews, and campaign refinement Live call monitoring and branded inbound call services Secure, web-based portal for delivery of qualified sales leads Comprehensive, metrics-based campaign performance reporting Program Options Package One: $7,325 (qualification calls into up to 600 responder leads) Package Two: $5,300 qualification calls into up to 400 responder leads) Dell emarketing Programs On-demand, solutions that optimize your market impact and lift the performance of your demand generation programs Standard Features Applications for mass-targeted sends and 1:1 fulfillment Full campaign management, including planning, design, deployment and reporting List and data management, including list formatting, de-duping, exclusions and segmentation Robust metrics reporting, including deliverability, opens, click-thru s, opt-outs, bounces HTML design templates customizable for consistency with Dell brand stylization Consultation on best practices for design, content and timing Multiple options for branded from domain addresses and full compliance with CAN-SPAM Program Options Package One: $3,000 (up to 15,000 s delivered 4 sends) Package Two: $2,450 (up to 5,000 s delivered 2 sends) Note: Pricing does not include data contact data is available for $0.80 per record and includes data guarantee. 20

21 Dell Webinar Hosting Services Hosting Service provides a interactive, end-to-end online solution ideally suited to engage and inform your key customer and prospect audiences conveniently and economically. Standard Features Robust streaming audio-only and streaming audio + video capabilities Controlled chat and Q&A features allowing for 1:1, partial or full audience replies Branded online registration, confirmations and reminders Audience polls and surveys Metrics reports tracking registration, attendance and stay rates for online and archived events Professional consultation on webinar best practices Telephone bandwidth and web usage expenses billed on actual amounts used Program Options Package: $2,300 per webinar (15% discount for 10 or more hosted events) Note: Pricing does not include recruitment services see Dell Events Plus Program for pricing details. Additional Services & Solutions Consulting Services: Nurture Strategies Data Strategies Branding & GTM Strategies Integrated Marketing Strategies Specialty Marketing Services: Content Development Direct Mail Design & Distribution Event Planning & Management Web Development Web Chat 21

22 Nurture Services: Automated Nurturing Tools Digital Based Strategies Inbound Web Visitors Data Services: Contacts by Technology Install Contacts by Functional Role Contacts by Title Data Cleansing & Enrichment Data Access & Utilization Note: Televerdedata leasing services include an error-free guarantee Research Services: Sales Optimization Account Profiling Competitor Profiling Customer Sat & Loyalty Open & Closed Opportunity Analysis Account-Based Marketing 22