Get documents about "Marketing Through Partners - TSL Channel Marketing
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Company Size and Growth
www.tslmarketing.co.uk
2009 2010 (E)
Europe 21 33
North America 75 120
R.O.W. 50 70
Total 146 223
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Overview of Proposal
www.tslmarketing.co.uk
Overview of TSL
Overview of Client Tactics & Campaigns 2009
“Marketing Through Partners” 2010
T.E.A.M. Workshop
Review
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
TSL Tactics and Value Add
www.tslmarketing.co.uk
• “Interest Based Marketing” and PURL’s
• Microsites and WebChat
• Event Marketing and Webinar Management
• Lead Generation With Service Level Agreements
• Formal Sales Engagement / Warm Handover Process on Leads
• Email and Direct Mail Marketing
• Segment Probability Analysis and Win/Loss Analysis
• T.E.A.M. Workshop
• Full KPI Responsibility
• Lead Nurturing, Management & Closed Loop Reporting
• Search Engine Optimisation & Tech Portals (e.g. www.crm-erp.com)
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Campaigns Review - 2009
www.tslmarketing.co.uk
• Integrated Lead Generation and Sales Engagement
• Multilingual Telemarketing, Direct Mail, Lead Management, SLA
• Segment Probability Analysis
• Business Partner Co-Marketing – Volume
• Recruitment, Enablement and Proving ROI
• Business Partner Co-Marketing - Strategic
• BP Consulting Workshops & Accountability
• Pan European, Multilingual “Teleweb” (Webchat + Phone)
• “Interest Based Marketing”
• Marketing Training Videos for Co-Marketing Tools
• Google Adwords, SEO, Social Media, Web Design
• Event Marketing & Webinar Management
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Integrated Lead Generation & Sales Engagement
www.tslmarketing.co.uk
• Two Hour Marketing Consulting Workshop
• Messaging, Collateral, Sales Engagement Process, Lead Management
• Two Hour Training Session
• Experienced IT Telemarketing Staff
• List Research, Purchase, Development, Cleaning
• Direct Mail, Email and pURL Development and Execution
• Telemarketing Lead Generation Implementation (w. SLA)
• Sales Engagement with Clients Sales Team
• Segment Analysis, Message Refinement, Process Refinement
• Lead Management, Closed Loop and ROI
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Business Partner Co-Marketing (Mid-Market)
www.tslmarketing.co.uk
• TSL is Responsible for thousands of IBM BP’s
• The buck stops with TSL !
• TSL must hit target number of campaign launches and ROI
• 15 Dedicated BP Recruitment and Enablement Staff
• 100% Funded by TSL
• With Sales Quota tied to BP campaign launches
• Not Solely Telemarketing or Lead Generation
• Consulting, Support and Training is Critical
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Business Partner Co-Marketing (Strategic)
www.tslmarketing.co.uk
• Integrated Marketing Campaign
• Co Website + Webchat + Adwords + SEO + Social Media
• www.juniperibm.com > Registration > Follow Up
• Email List Purchase + Email Marketing + Direct Mail
• Telemarketing Lead Generation Implementation
• Sales Engagement with Both Clients Sales Team
• Message Refinement, Process Refinement
• Lead Management and ROI
• Segment Potential Probability Analysis
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Other Campaigns
www.tslmarketing.co.uk
• Marketing Training Videos for Co-Marketing Tools
Multilingual localised video and supporting collateral
• Google Adwords, SEO, Social Media, Web Design
UK, France, Germany, Italy, Spain, Ireland (to date)
• Event Marketing
Event Registration Software (Self-Service & Payment Processing)
Webinar Setup and Management
Direct mail and email marketing
Telemarketing
Post Event Lead Generation
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Overview of Proposal
www.tslmarketing.co.uk
Overview of TSL
Overview of Client Tactics & Campaigns 2009
“Marketing Through Partners” 2010
T.E.A.M. Workshop
Review
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Typical Barriers To Partners Engaging
www.tslmarketing.co.uk
• “We Don’t Have Time”
• “We Have Already Spent Our Marketing Budget”
• “We Don’t Have The Resources”
• “We Really Don’t Know Where To Start”
• “It’s Too Much Hassle – I Don’t Even Know How To Claim”
• “Other Vendors Marketing Campaigns Are Better / Easier”
• “There is Little or No Co-Funding”
• “The Minimum Project Size is Too Large”
• “It Will Take Too Long To Make An Actual Sale”
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Typical Barriers To Partners Successful Implementation
www.tslmarketing.co.uk
• One Off Marketing – No Relationship Building
Majority of Leads Are Long-Term & Need Nurturing.
• Poor Messaging and Weak Alignment of Multi-Tactics.
• Misaligned With VENDOR Messaging.
• Do Not Capitalise on VENDOR Investment
e.g. co-marketing tools.
• Naive Approach to Data
Expect it to be accurate!
• Weak Sales Engagement / Handover of Leads
• Poorly Planned Campaigns (Fail to Plan, Plan to Fail)
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Barriers To Engaging & Implementing – TSL Solution
www.tslmarketing.co.uk
• TSL Treat Partners With “Kid Gloves”
• Lower Investment Over a Longer Period
• Free Training and Support
• Free “Marketing With VENDOR” T.E.A.M Workshop
TSL Help Partners Utilise VENDOR Co-Marketing Tools & Messaging
TSL Helps Partners Develop a VENDOR Co-Marketing Calendar
TSL Help Partners Implement VENDOR “Best Practice”
TSL Help Partners Complete VENDOR Admin
TSL Help Partners With VENDOR Reporting & ROI
TSL Help Partners Engage With VENDOR Sales Staff
• TSL and VENDOR “Raise The Game” for Marketing
Bring “Big Company” Marketing to SMB Sized Partners
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
The Cost to VENDOR of Using TSL in 2010
www.tslmarketing.co.uk
VENDOR Will Actually Reduce Its
Costs By Using TSL.
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
How Can It Possibly Be Free to VENDOR?
www.tslmarketing.co.uk
• TSL Will Utilise Our Own Team to Recruit VENDOR Partners
Into Co-Marketing Campaigns (VENDOR Currently Pays For
This).
• VENDOR Already Commits Funding To Co-Marketing.
• TSL Makes Its Money By Keeping VENDOR Partners Happy
and Launching Long Term Campaigns With TSL.
• If TSL Fail, TSL Has More To Lose Than VENDOR.
• TSL Has Seven Years Experience Of This Approach For Major
Technology Vendors And Are Confident of Success.
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
What Would A Co-Marketing Campaign Look Like?
www.tslmarketing.co.uk
• VENDOR Positioned “T.E.A.M” Marketing Workshop
Output is clear targeting, messaging, tactics and sales engagement
Focus on Partner Expertise: Vertical Industry / Solution Focus
• Implementation of VENDOR Co-Marketing Materials
• May be adapted for “Interest Based Marketing”
• Sourcing and Cleaning Data
• Launch of EDM and Telemarketing
• Identification of Leads and Subsequent Sales Engagement
• 10% SLA on 80% of Target
• Reporting of Leads & Pipeline into Partner and VENDOR CRM
• Satisfaction Survey, Proof of ROI and Planning of Next Campaign
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
What Would The EDMT Element Look Like?
www.tslmarketing.co.uk
• Workshop, EDM and Telemarketing to 100 Companies
• Three Contact People Per Company (= 300 Contact People)
• Up To Three Telemarketing “Passes” To Each Contact
• = up to 900 calls
• Standard Lead Rates Expected:
3% “A Lead” – BANT, With Decision Expected in 6 Months
3% “B Lead” – BANT, With Decision Expected in 12 Months
7% “A Lead” – Interested, Nurturing Opportunity
• Conference Calls Set Up For Sales Team Where Possible
• Investment: €6,000 (€2k VENDOR, €4k Partner)
• Extras: Microsite, PURLs, Webinar, WebChat, Int. Mktg.
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Expanded CRM Manages Everything
www.tslmarketing.co.uk
Fully Integrated Multi Tactic
Approach For Long Term Lead
Progression
Integrated
Micro Web
Sites
Events & Integrated
Multilingual
Webinars Webchat
Hosted
CRM
Integrated Integrated
Lead Email
Management Micro Marketing &
Direct Mail
Messaging
Integrated
SEO and
Telemarketing Google
Adwords
Social Media
(Twitter etc)
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Overview of Proposal
www.tslmarketing.co.uk
Overview of TSL
Overview of Client Tactics & Campaigns 2009
“Marketing Through Partners” 2010
T.E.A.M. Workshop
Review
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
The TSL T.E.A.M Workshop
www.tslmarketing.co.uk
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Business Partner Workshops & Accountability - Example
www.tslmarketing.co.uk
• Proven Success at Multiple Mid Market BP’s
• Performance Guarantees & Financial Accountability
• BPRE success
• Overhead Performance Guarantees
• Campaign Guarantees
• VENDOR & BP Customer Satisfaction Accountability
• Post Campaign Surveys and Satisfaction Rating Targets
• Overall ROI Accountability
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Message Development –”T.E.A.M” Workshop Success
www.tslmarketing.co.uk
“All of us at ICS were extremely happy with the results
we achieved from the T.E.A.M. Workshop. We will
continue to use all of this information in our
marketing campaigns going forward. I highly
recommend this workshop to other business
partners.”
Steve Pestillo, Marketing Director, ICS.
(IBM Business Partner)
“We couldn’t be happier. TSL’s T.E.A.M. Workshop made it possible for my
business partner (ICS) to develop effective messaging for our co-marketing
campaigns and ICS has executed those campaigns to the full extent, resulting
in business growth in my territory. Both myself and ICS expect a lot of further
growth from this workshop.”
Greg Allen, IBM Business Partner Manager.
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
VENDOR Partner Feedback
www.tslmarketing.co.uk
“TSL have been a great help in guiding
our telemarketing campaigns. Their
feedback, ideas and analysis have helped
us to continuously improve our
campaigns, and increase their impact on
results."
Julie Aherne
Head of Marketing Communications
QUMAS
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Overview of Proposal
www.tslmarketing.co.uk
Overview of TSL
Overview of Client Tactics & Campaigns 2009
“Marketing Through Partners” 2010
T.E.A.M. Workshop
• Review
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Review of Proposal – Key Elements
www.tslmarketing.co.uk
• T.E.A.M. Workshop
• Partner Training & Support Throughout
• Accountability for ALL
• Common Message and Go-To-Market Strategy
• Long-Term Campaigns (Relationship Marketing)
• SLA’s, “Warm Handover” to Sales, Closed Loop Reporting
• KPI Commitment and Proving ROI
• Partner and VENDOR Satisfaction Surveys
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
Why TSL?
www.tslmarketing.co.uk
• We Are A World Leading IT Channel Marketing Agency.
• We Are A Major Channel Marketing Agency for IBM
Worldwide.
• We Have 11 Years IT Channel Marketing Experience.
• We Already Implement Demand Generation Campaigns
for VENDOR Partners Worldwide.
• We Have a Proven Methodology With Proven Success.
• We Will Immediately Save VENDOR Money By Taking
Over Part Of The Current Process – for Free!
• We Only Win If VENDOR And Partners Win.
• We Are Ready To Go…..Today !
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
TSL – Part Of The Agency Team
www.tslmarketing.co.uk
• Dependence On Single Provider Is Unnecessarily Risky
• All Partners May Not “Click” With a Single Agency
• Agencies Can Develop Proficiency in Specific Technologies
• Different Agences Can Bring Different Value Add
• Conflict of Interest If One Agency Is Running Exact Same
Campaign at Same Time For Multiple Partners.
• TSL Can Provide “All Round” Support:
Telemarketing and Event Promotion
Direct Mail and Email Marketing
SEO , Google Adwords and Social Media Management
Website Development and Webchat Support
Consulting, Coordination and Support
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
www.tslmarketing.co.uk
Case Studies & White Papers
• On Request- USA and EMEA:
Sun / Oracle Partner Marketing
IBM
Unisys
AllFinanz
Sungard
Hubwoo
www.tslmarketing.co.uk/casestudies.html
• White Papers and Research:
www.tslmarketing.co.uk/salesleadresearch.php
For More Information, contact: Michael Kelly - +353 (0)5991 36700 mkelly@tslmarketing.co.uk
