Integrated Marketing Services: IMS360 Group

1. Integrated Marketing Services: IMS360 Group

2. New Buying Paradigm 85% of B2B customers are doing internet research before making a purchase!

3. How Marketing Aligns The Sales And Buying Processes How does marketing align the sales and buying processes to fix your sales woes? WIDER NET: Leverage multiple channels of communications so Suspects find you. What are customers thinking and what resources they use? Customer aware of business needs. RIGHT PLACE, RIGHT TIME: Dictate the places your customers can learn more about your solutions. Sales target the wrong Customers/Prospects with the wrong message. Customers self-researching the solutions before meeting with a sales rep. STAY RELEVANT: Prove your company value to prospects that are still unsure why to buy. 1) Sales - Not enough appointments. 2) Sales - Poor qualification of Customers/Suspects. DEEPER & WIDER: Position company’s entire offering and keep your organization top of mind. Customers meet several VAR competitors and want quotes and validation. 1) Sales forecasts poorly qualified prospects. 2) Neglects to truly prove value to your solution and company. • Customers make purchase • 2) Pigeon-hole your capabilities What challenges are sales facing? Sales struggles to introduce additional solutions.

4. Bridging the GapThe only way to close those gaps is by intelligent, integrated marketing

5. Dedicated Marketing Consultant A Strategic Business Approach Alignment of Sales & Mktg. = 31.6% Y/Y Growth! • Metrics tracking & Lead Mgmt. Tool • Campaign management & adjustment • Sales Growth & ROI • Establish budget allocation • Activity milestone management • Platform message/Ldg. Pages set-up Optimize Execute • Integrated Campaign recommend. • Finalize marketing activities • Timelines & accountability Plan & Manage • Opportunity analysis • Technologies, Verticals, and Segment • Business goals & objectives Bus. Alignment

6. Marketing Journey

7. Using IMS messaging, a multi-touch Email, Banner, and Direct Mail was created to generate interest around their Cloud offering to a group of targets Customer Success Story All suspects that responded positively to the message were driven to a dedicated landing page. Each suspect was then called upon by the customers’ sales representatives. Location: Eastern US Company Size: 2Sales Reps, 5 Engineers Needs: Qualifying suspects, getting deeper and wider in existing accounts, keeping customers up-to-date on new offerings, more targeted marketing. Technology: Cloud Manufacturers: Cisco, VMWare Based on their needs and technology focus areas, their IMS360 consultant developed a strategy and helped execute that strategy alongside them… Sales Process Buying Process Target E-mail / Web Direct Mail Suspect The IMS Consultant also recommended putting together a local customer success story to include on all media, and also had a formal document to use as sales follow-up. Landing Page Call Campaign Prospect Case Study Customer Social Media Newsletter End Results: 10% Messaging Interest Rate 2 New Customers, and Increased Pipeline Close to 100% Cisco Revenue Increase To stay relevant and to allow existing customers to hear about what else they do, IMS360 helped them plan and execute a social media strategy as well as a newsletter.

8. What It Would Cost You Resources Cost / yr Marketing Consultant Sales Consultant Social Media Assistant Email Marketer SEO Ninja Selling Nurturing Upselling Growing Marketing Automation Platform Lead Notifications Email Campaigns Marketing Templates AdWords Campaigns People $80,000 $6,000 Process Tools $20,000 Total $106,000

9. Getting Started with IMS360 Group Base packages and additional services To get started…choose a package: (One-Time Setup fee of $495)

10. Getting Started with IMS360 Group Base packages and additional services Additional Marketing Services Microsites: Up to 3 page Microsite with domain and hosting Web Development: Creation of Web Pages SEO: Search engine optimization services Creative Services: Custom Artwork and Copywriting Lead Qualification: Follow-up on warm leads created by marketing activities List Services: Purchase target lists and list management Re-Marketing:Market to people online based on the pages they visited Additional Sales Services Special Reporting: Weekly reports/Different Visual Reports w/ Graphs, etc. MDF Management: Manage Manufacturer Co-op funding on your behalf Sales Consulting: Live or virtual sales consulting for your sales team Next Steps & Suggestions

11. RESOURCES

12. Getting Started with IMS360 Group Base packages and additional services • Next… Define your most profitable business focus and target markets: • By leading with your value proposition and not your manufacturers, your consultant will work with you to determine the most profitable solutions and target markets to focus on. • Finally…Choose your activities and messaging: • Once you select your package and targets, you and your IMS360 marketing consultant will determine the appropriate activities and messaging to create your integrated marketing plan. From a messaging standpoint, you can choose to use our targeted messaging and campaigns around Managed Services, Cloud, Security, Data Center, Networking, or Mobility/Wireless. Alternatively, you can use your own messaging, or a hybrid of both. As you execute your plan, we’ll work with you to ensure sales and marketing alignment. • What is an Activity? • An activity is a marketing tactic that is executed as part of your integrated campaign. Our activities include Email, Direct Mail, Banner Ads, Print Ads, Landing Pages, Event Management, Lead Nurturing, Search Engine Marketing, and Social Media.

13. Citrix Silver Promotion • Notes: • Citrix is subsidizing these IMS360 programs • Funding will come through IMS360 so that Citrix MDF/Co-op billing is avoided • Promotion only available while there are funding dollars available *Details finalized by Robert Keller at 9/19/12

14. Activities E-mail / Web Print Ad Direct Mail Landing Page Call Campaign Video Microsite Event Case Study Social Media Newsletter Blogging

15. Getting Started with IMS360 Group Base packages and additional services To get started…choose a package: (One-Time Setup fee of $495)

16. The only way to close those gaps is by intelligent, integrated marketing Leads GAP GAP GAP Traditional Marketing Sales Process Buying Process Target E-mail / Web Print Ad Direct Mail Suspect • Buyers in full control • Diagnosing their own problems • Decides the timing of VAR’s engagement • Know the solutions and pricing • Widening disconnect of buying/selling processes • Suspects have access to information 24/7 • Prospects researching throughout the sales cycle • Most transparent era ever • Buyers are engaging later and more informed • Less established value, commoditizing the sale Traditionally, marketing happens at the beginning of the sales process and leads would be pushed through the sales funnel. Landing Page Call Campaign Video Lead Entrance Prospect • Where are the gaps between your sales reps and the buyers? Microsite Event Case Study Lead Entrance Customer Lead Entrance Social Media Newsletter Blogging

17. Resources: • SEO Pricing: https://docs.google.com/a/ims360group.com/open?id=0B-wwHYEwFMVFamtfaEZUWm9MZ0E

18. Integrated Sales and Marketing • The People: who have expertise develop a plan and strategy to align the sales and marketing efforts of your organization. • The Process: of putting together a cohesive marketing and sales plan, and executing under one umbrella. • The Tools: A single platformto market to customers and prospects when, where, and how they want to be touched.

19. Marketing Journey New Customer Journey: http://www.structuredweb.com/sw/swchannel/CustomerCenter/documents/9619/24633/New_Customer_Journey.pdf Existing Customer (Nurture) Journey: http://www.structuredweb.com/sw/swchannel/CustomerCenter/documents/9619/24633/Existing_Customer_Journey_(Nurture).pdf