Lead Generation Program Overview 2008

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                                                            Lead Generation
                                                           Program Overview

                                                                                           2008




                                                                          Partner Smart.                                        ™



Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.   000000_1
                         End-User Lead Generation
      New program in 2007
      Leverages:
        – Ingram Micro’s premier database of end-users based on
          purchases
        – Ingram Micro’s most strategic reseller partnerships
      Program designed to create end-user awareness and
       ultimately drive demand for our vendor’s products and
       services
      Ingram Micro scores, qualifies leads, and provides turn-key
       lead deployment and feedback reporting with our resellers
      Lead Generation is a key asset to help vendors develop
       partners and drive loyalty

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                         Lead Generation:
                         Services We Offer
                                                                                                                                                    Customer Lists
      Target customer data
      Custom campaign strategy & development
               – End-user lead generation
               – Partner recruitment & training
                                                                                                                                                               Campaigns
      Outbound marketing
               – Email                                                                                             eMail & Telemarketing

               – Direct Mail
               – Telemarketing
      Inbound lead capture & distribution                                                                                                            Lead Capture Portals

      Lead follow-up through closed sale
      Custom events & activities                                                                                               ROI Reporting


      Program performance reporting                                                                                                                   Partner Development



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                         Our Unique Strength

     Target List: Known buyers of IT products
     IT marketing expertise
     Reseller partnerships facilitating co-marketing and
      lead deployment through VARs
     Marketing campaign expertise
     Cost effective outbound models




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                         Types of Lead Gen Programs
      Broad enterprise focused campaigns
      Highly targeted to end-users based on very specific
       attributes including vertical market, company size, location,
       contact/title, etc
      Sales conversion campaigns featuring special offers and
       incentives
      Long-term awareness/education and end-user development
       campaigns for sophisticated products
      Reseller focused co-marketing campaigns to net-new end-
       user prospects on behalf of strategically defined resellers
       (on a geographic basis)



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                         Campaign Measurement
      Marketing Campaign                                                                               Sales Pipeline
               –     Sends                                                                                       – Leads Captured (registrations &
               –     Delivered                                                                                     form completions)
               –     Opens*                                                                                      – Contacted / In-Process
               –     Click Through                                                                               – Pipeline: Info Only
               –     Document Downloads                                                                          – Pipeline: Consideration
               –     Video/Flash Demo Clicks                                                                     – Pipeline: Evaluation
               –     Webex Registrations                                                                         – Pipeline: Pricing/Proposal
                                                                                                                 – Pipeline: Pending Approval
                                                                                                                 – Closed: Won
                                                                                                                 – Closed: Lost
                                                                                                                 – Closed: No Interest




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                         Typical Launch Process
                                                            1. Capabilities
                                                            2. Input session
                2 Weeks                                     3. Proposal / campaign strategy
                                                            4. Budget approval
                                                            5. Creative brief (strategy & tactics)
                 4 Weeks                                    6. Creative development
                                                            7. List pull and prep
                                                            8. Creative approval
          1-2 Weeks
                                                            9. Testing
                2 Weeks                                     10. Reseller training & prep
                                                            11. Launch


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                             Sample Lead Profile


                                                                                                        Company (address/tel/url)
                                                                                                        Primary Contact (name/title/tel#/email)
                                                                                                        Intelligence Summary
                                                                                                        Product Solutions Interest
                                                                                                        Purchase Timeframe/Cycle
                                                                                                        Brand Preference/Usage
                                                                                                        Installed Products/Existing Platform
                                                                                                        Decision Maker Role
                                                                                                        Preferred Reseller
                                                                                                        Additional Information Requested
                                                                                                        Additional Contacts (decision makers)
                                                                                                        Date Captured
                                                                                                        List Source
                                                                                                        Existing Reseller Name/ID
                                                                                                        Campaign Source

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                         Process: Lead Scoring

IMTellitrack Sales Opportunity Criteria (Sample)                                                                     Process Objective:
                    SF.com             IMTellitrack       Program 1:        Program 2:         Program 3:                      –             Provide a consistent measurement
                    Reseller           Sales              High-End          Commodity          Strategic                                     for lead quality
                    Monitoring         Opportunity        Enterprise                           Solution
                                                                                                                               –             Enable immediate identification of
 Lead Stage         Just               Serious            Qualified         Immediate          Any
                                                                                                                                             the best leads
                    Looking            Interest           opportunity       purchase
                                                                                                                               –             Enable customized lead
 End-User           Small              Large IT           Fortune           Any                Any
                                                                                                                                             distribution & response tactics
 Profile            Business           Opportunity        Only
                                                                                                                               –             Defines which leads are entered
 Product            Low Price,         Solutions,         SKUs or           SKUs or            Specific
                    Commodity          High ASP           Category          Category           SKU                                           into IMTellitrack
 Opportunity        Small (1-5         Large (5,          $25,000+          $50,000            $10,000+
 Size $             units)             25+ units)
                                                                                                                     Process Details
 Purchase           Long Term          Immediate          0-6 Months        0-60 Days          Any
 Timeframe                                                                                                                     1.            Define scoring criteria based on
                                                                                                                                             original campaign strategy
                                                                                                                               2.            Meet with Sales Gatekeeper
 Lead               Description                       Purchase                         Quantity Rating
 Type                                                 Timeframe                                                                              committee to define scoring
                                                                                                                                             criteria for each campaign
 A-Lead             Qualified, specific               Hot: 0-60 Days                   Large: 25+ Units                                            Define scoring criteria for IMTellitrack
                    opportunity identified            Warm: 2-6 Months                 Medium: 5-25 Units                                           Sales Opportunity
                                                      Cold: 6+ Months                  Small: 0-5 Units                                            Define scoring criteria for lead
                                                                                                                                                    distribution to “preferred” partners
 B-Lead             Requested more
                    information,
                    registered on portal
 C-Lead             Just looking, no
                    immediate interest


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                         Custom Ingram Micro
                         Lead Deployment Process/System




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                            Process: Feedback Request &
                            Update Feedback                                                                                                             Lead
                                                                                                                                                      Deployment



                                                                                                                               SF.com                  View Daily
                                                                                                                              Feedback                   Queue
     Process Objective:                                                                                                        Queue
               –           Confirm reseller has accepted, is working on the lead                                                                        Feedback
               –           Determine lead quality (from Reseller)                                                                                       Request
               –           Get specific lead status feedback from reseller                                                                                                    Yes
               –           Identify actual sales opportunities                                                                                         Feedback No Follow Up
                                                                                                                                                       Received?    Queue?
               –           Identify closed sales
                                                                                                                                                       Yes                    No
               –           Log activity to create follow up queues and to produce
                           lead status and feedback reports                                                                                     No Qualified or          Lead Hold
                                                                                                                                                   In Process           No Response
     Process Details                                                                                                                                Yes
               1.          View daily lead feedback queue (SF.com) and send                                                                             Update           Re-Assign
                           feedback requests to resellers.                                                                                            Lead Status          Lead

               2.          Hot Lead Queue
               3.          No initial lead feedback response from reseller after 48                                           Close Lead        No       Sales     In Process
                                                                                                                              (Won/Lost)              Opportunity?
                           hours and 2 attempts results in lead re-assignment.
                           Reseller put on lead hold.                                                                                                   Yes
                                                                                                                                                      Load/Update        Follow Up
               4.          No feedback from reseller lead in process results
                                                                                                                                                       IMTellitrack       Queue

                             Daily Feedback Queue
                                                                                                                                                        IM Sales
                             •All Leads: 7 Days after deployment                                                                                       Notification
                             •All In-Process Leads
                                     •Hot A-Leads: Every 14 Days                                                                                       IMTellitrack
                                     •Warm A-Leads: Every 21 Days                                                                                   Sales Opportunity
                                     •Cold A-Leads: Every 30 Days                                                                                        Process
                                     •B/C Leads: Every 30 Days

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                         Ingram Micro Reseller Lead Grid

                                                                                                                             Lead
      End-User                              Lead Gen                                   Lead                                                                    Feedback
                                                                                                                          Deployment
      Database                              Campaign                                  Capture                                                                    Portal
                                                                                                                            System


                                                                                                            Email          Phone                IMTellitrack


                                                                       Reseller
                                                                                                                 Reseller
                                                                      Lead Grid
               Special                                                                                                                              IM Sales
                TBD
                                                    SMBA                                                                                             MDM
                                                    3,407
               GovEd                                                                   VTN                                                          Manila
               2,289                                                                   404
                                           SysArchitects
                                              3,407                                                    Ingram lead gen programs integrate
                                                                                                       with our reseller communities

                                                                                                                                                                          ®
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                         When to consider
                         Ingram Micro Lead Generation
     New product launch or technology introduction
     Important product transitions
     Webinar & event recruitment
     Targeting specific/vertical markets
     Identify top prospects for revenue growth
     Provide leads to partner base




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                         Lead Generation Team
    Brett Werner                       Director,                                 Sales                                                  X21069
                                       Direct Marketing                          Program Strategy                                       brett.werner@ingrammicro.com


    Carol Jung                         Sr. Manager,                              Sales                                                  X22314
                                       Lead Generation                           Program Strategy                                       carol.jung@ingrammicro.com
                                                                                 Program Management
    Patsy Dowling                      Database Marketing                        Data Management                                        X22329
                                       Manager                                   Project Management                                     patricia.dowling@ingrammicro.com
                                                                                 Reporting
    Chad Puro                          Marketing Manager                         Program Management                                     X22377
                                                                                 Lead Deployment                                        chad.puro@ingrammicro.com
                                                                                 Lead Grid Management




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                                                                        Partner                          Smart.™
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