BIG DEMAND GENERATION LITTLE BOOK OF THE

Transcription

1 LITTLE BOOK OF BIG THE DEMAND GENERATION Panovus 2013

2 Contents Introduction 4 Our services 6 Consulting 7 Data insight and management 8 Demand generation 9 Telemarketing 11 Channel enablement 12 Creative services 13 Marketing automation 14 Training/workshops 14 Event management 15

3 managing a 30%+ churn in our marketing data is a challenge we can t ignore, or there is a direct impact on our results Sales Director Software EMEA Introduction The life blood of any business is sales. Panovus are completely focused on generating demand for the services our clients provide to their customers. It s clear and simple, by creating engaging communication and delivering to the right audience, that s it, job done, right? Not quite. Generating and managing a continual flow of rich return opportunities into your sales pipeline takes planning, creativity, know how, process, communication and energy. It s not a single project approach but a sustained, continual programme of activity. That s where Panovus are the experts. From initial consultation to conceptual creativity, data management, analytics, programme delivery, prospect nurturing to sales ready leads, we deliver for you. more than 85% of calls we make have gatekeeper or voic , we ve found new ways to engage with target audience Team Leader Panovus 4 5

4 panovus, the B2Builder of technology and professional services sales Our services Consulting Data insight and management Creative services (offline, online and digital) Demand generation Telemarketing Marketing automation Training Event management 6 Consulting Every project we touch involves a consultative phase. What do they want to do, where do they want to be and who should they be talking to? Before any programme starts, we spend a lot of time asking questions and listening before we create the master plan. We re small enough to be nimble, flexible and market appropriate but large enough to handle the needs of growing organizations, who may be short on resources, and blue-chip corporates with virtual teams based all over the globe. Because we operate a modular approach to our services, we can be a complete out-sourced marketing department, or provide plug-in support that can flex as need and budget dictate. The management team at Panovus are a stellar group of talented and seasoned individuals, honed from global roles in technology and professional services and their combined experience can be drawn on at any time to plan your strategy and deliver it. Marketing strategic planning Project logistics Focus group facilitation Training Project Management to know where you are going, first you need to know where you are 7

5 Data insight and management Data sits at the heart of any business, connecting you with your potential buyers and managing your everyday customer interactions. We know that any successful demand generation or pipeline plan requires not just good data to feed the churn but great data management to keep results optimized. Data audit/analysis Contact research and acquisition Propensity modeling Cleansing and enhancement Market intelligence Hosting Segmentation Management, reporting and analysis we know that data is mission critical, so we address it right at the start of any project we know that demand and lead generation are pivotal, so we deliver solutions from root to fruit. ROI comes as standard Demand generation Demand generation is a ravenous beast that needs constant feeding to generate results. Identifying, engaging and answering the need of a customer requires planning, creativity and managed execution of programmes in an integrated, customer centric way. Strategic planning/consultancy Creative services Marketing automation Telemarketing Profiling Nurturing Closed loop tracking Funnel/pipeline management Inside sales Data management 8 9

6 Telemarketing Panovus telemarketing communicators are multi-cultural, multi-lingual, dynamic individuals. Trained graduates of the Panovus Academy*, they are also tech-savvy with an eye for moving targets. Our team have thousands of hours invested in working within the technology industry and are fully immersed in the vocabulary needed to engage your customer audience. Profiling Data cleansing/acquisition Outbound/inbound sales Campaign follow up/response engagement Closed loop tracking Lead nurturing Reporting/analytics Multi-language a conversation is still the best way to determine customer needs, status and readiness to purchase and cannot be ignored in the sales cycle * Panovus Academy is our in-house accreditation training 10 11

7 we understand that your channel is an extension of your team. we help them to fly your flag and bring in business Creative services Determining your message, making sure it s customer-centric and producing engaging, crafted campaigns in digital and offline format that maximise response is standard practice for our creative team. We ve won awards for our campaigns and our team know how to make offline and online deliverables work for brand, for lead generation and marketing communication. Channel enablement Bolster your profits by supporting your partners Our B2B channel solutions help to identify new mutually-beneficial relationships, create opportunities, build loyalty, motivate profitable behaviour and maximise sales. Partnerships are an extension of your organisation. They provide you with greater reach into more markets and expose your products and services to a wider audience. Do you need to grow your Channel? What does the ideal partner look like? How do you attract them to your portfolio? Once they re on board, they re your advocates. What can be done to make it second nature for them to support you, to drive sales and keep your company top of mind? How we can help: We can work with you and your Partners to develop a successful programme upon which to build a mutually-profitable and long-lasting relationship. Partner acquisition programmes High impact enablement programmes Easy-to-digest sales tools Lead generation Engagement strategy Value proposition development Business performance improvement Brand development Copywriting Campaign creation Content design (print/online/ digital/social) Collateral creation creativity is as much about the thinking we do before we start to design, as it is the time on the finished article 12 13

8 Marketing automation Marketing automation is a powerful way to deliver demand generation campaigns but the resources required to drive the tool shouldn t be underestimated. We work with our clients to help them integrate, replicate or even mirror marketing automation into plan, whatever it takes to build a sustainable pipeline. Utilising the Panovus Engine to rollout programmes on a global basis enables end-to-end management of campaigns with full reporting and analytics as part of our ROI. Marketing automation engine Planning Workflow and timetable management Multi-nurture campaigns Multi-layered message management Tracking Complete flexibility Integration with CRM system Reporting and analytics Training/workshops We are firm advocates of spreading the word and can develop training modules for our clients in telemarketing or facilitate workshops to underpin marketing programmes, so that teams are all onboard with demand generation campaigns, brand messaging and workflow. Branding workshop facilitation Marketing plan workshops Telemarketing and internal sales training Event management Events are not simply about hosting a fantastic party. What about the reason for the event, the message within, the invitation, driving up attendance, ensuring great logistic management and following up for opportunity reporting post-event? Our project management team are masters in the delivery of event logistics and management. From channel forums to gala sales awards and product launches, we ve worked with budgets big and small, taking the heat and the burden away from busy client schedules. Promotion/brand/message Event theme Attendance drive Event logistics Delegate management Follow-up nurturing 14 15

9 B2B marketing solutions in a digital world Panovus Limited Atlantic House Imperial Way Reading RG2 0TD [email protected] Panovus 2013