6. What We Do SiriusDecisions provides research and advisory services focused on the operational intelligence sales and marketing executives need to maximize top line growth Value Proposition
11. Buying Cycle SiriusDecisions Buying Cycle Source: SiriusDecisions One: Loosening of the Status Quo Two: Committing to Change Three: Exploring Possible Solutions Four: Committing to a Solution Five: Justifying the Decision Six: Making the Selection Early Stage Middle Stage Late Stage
16. Reason for Response Sirius Perspective: IT executives respond to campaigns more often when they have a defined need and see a solution. Primary Reason for Campaign Response Source: SiriusDecisions, End User Tactic Survey Rank Reason for Marketing Response 1 Have a defined need for the product/service being offered 2 Research for a possible future purchase 3 Interesting marketing message that resonates with business needs 4 Campaign comes form a company that I know and trust 5 Previously read about the product/service in another source I find reputable 6 Campaign forwarded by boss 7 Campaign forwarded by trusted colleague/friend
23. Buying Cycle Sirius Perspective: In the later stages of the buying cycles prospective clients are looking for confirmation. Source: SiriusDecisions, End User Tactic Survey Late Stage - Sources
24. Tactics In Buying Cycle All Stages - Tactics All Stages - Source Influence Research Advise Source: SiriusDecisions, End User Tactic Survey Stage Response Pattern Webinars Industry Analysts Trade Publications Peers Search Consultants Early Influence X X X X X Middle Research X X X X Late Advice X X X X X
31. Session Topic Mktg Activities Sales Leads $ Influence Revenue Generating demand for your Company’s products or services
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33. Experience Continuum vs. Point Campaigns Have YOU experienced the entire process of considering and purchasing your company’s products or services?
34. Leverage Technology Campaign Automation, eMail & Data Mgmt Report Generation Web Blogs, RSS Advertising Events/ Web/Seminars Email Direct Mail Automated Cultivation Campaign Conception
38. Control Community Touch Frequency: Configure Salesforce.com for email alerts Communities A new Campaign has been created in Salesforce that will target your community.
39. Generating Demand Inquiries Sales Ready Prospects $ Influence Revenue Cultivate the inquirers’ interest into true Sales ready prospects
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43. Increase Event Participation Use a multi-touch Process Initial Invitation Yes No Confirm with reasons to attend Reminder with Easy Access Still Time with reasons to attend Sorry you couldn’t attend with replay & offer Register ?
44. Leverage Use of Auto-Responders Keep dialog going with real-time interest