idg korea lead generation 2013 - print
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IDG KoreaLead-Generation
“It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.”
Charles Robert Darwin (1809-1882)
COPYRIGHT 2013 INTERNATIONAL DATA GROUP KOREA. ALL RIGHT RESERVED Grow With IDG
1.IDG
2.B2B BUYER A. PURCHASING CYCLE
B. INFO. CONSUMPTION
3.LEAD GENERATIONA. Client – SFDC Process
B. IDG Lead Generation Service Coverage
4.IDG LEAD GENERATION SERVICE & PRODUCTS
CHART
3
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GLOBAL PRESENCEIDG
Reaching more than 280 million technology buyers in 97 countries
In one of the most important markets for
online advertising, IDG offers total regional monthly
impressions of 99 million in the U.S. and Canada.
2 Countries
With a presence in 16 countries in this rapidly
growing technology market,
IDG offers total regional monthly impressions of more than 12 million.
16 Countries
With a presence in 34 countries, Europe
represents IDG’s largest regional audience, with
monthly online impressions of 328 million and print
circulation of more than 2.4 million.
34 Countries
As one of IDG’s fastest growing markets, IDG’s audience in 22 countries in Asia/ Pacific includes
81 million monthly online impressions and print circulation of 2.6
million.
22 Countries
With total regional monthly impressions of 27 million, IDG’s sites
in 22 countries reach the highly developed markets of the Middle
East and rapidly emerging markets in Africa.
22 Countries
4
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PORTFOLIOIDG
5
COPYRIGHT 2013 INTERNATIONAL DATA GROUP KOREA. ALL RIGHT RESERVED Grow With IDG
KOREA MEDIUMIDG
IT World & CIO Korea
한국 IDG 의 IT World 와 CIO Korea 는 국내 기업의 IT 부서의 임원 및 실무 담당자들을 위한 국내 및 해외 IT 정보를 제공하는 전문 B2B 미디어 사이트입니다 .
IT World KoreaURL: www.itworld.co.kr
월별 UV: 221,600월별 PV: 2,113,300Pages / Visit : 2.75평균 방문 체류 시간 : 2 분등록 회원 : 50,000구독자 : IT 전략 결정권자 , IT 부서 임원 , 실무진 및 전문가
CIO KoreaURL: www.ciokorea.com
월별 UV: 33,400월별 PV: 476,700
Pages / Visit : 2.49평균 방문 체류 시간 : 2 분 14
초등록 회원 : 8,000
구독자 : CIO, CSO, CISO, IT 전략 결정권자 , IT 부서 임원 ,
및 전문가 • 고정적 충성 방문자 비율 34%
• IT 키워드 검색을 통한 방문자 비율 66%
6
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KOREA MEMBERSIDG
IDG 온라인 회원 [Qualified Members]: 58,000+ * 총 회원 : 80,000+ | 개인 및 소속 기업 상세 정보 등록 회원 58,000+
0.0%
5.0%
10.0%
15.0%
20.0% 16.7% 16.7% 15.9%
8.7%6.2% 6.0% 4.7% 4.0% 3.8% 3.2% 3.1% 3.0% 2.9% 2.7% 1.2% 1.1%
32.9%
9.9%
16.8%
11.2%
16.4%
12.9%
1-4950-99100-499500-9991000-49995000+
7.2%4.0%
8.4%
30.4%18.8%
14.1%
11.0%
6.0% 사장급
이사급 이상 임원
이사급 임원
부장급 임직원
과장급 이상 임직원
대리급 임직원
대리급 미만 임직원
기타
기업 규모 직급
산업
7
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B2B BUYER: PURCHASING CYCLE
Need
Go
/ No-
go
Proje
ctM
anag
emen
tNee
d Ana
lysis
Find
Sol
utio
ns
Evalu
ate
Solut
ions
Recom
men
d
Vend
or
Appro
val o
f
ROI/T
CO
Choice
of
Vend
or
Fina
l App
rova
l
Ord
er
Impl
emen
tatio
n
CEO/ Board of
Directors
Business
Management
End-Users
CIO / IT
Management
System Managers
IT Technicians
8
B2B BUYER: INFO. CONSUMPTION
B2B BUYER: INFO. CONSUMPTION
Information Relied on for Each Stage of the Purchase Process
Determinethe Business
Need
Determine Technical
Requirements
Evaluate Products/Services
Recommend& Select Vendors
SellInternally
Authorize/ Approve
Feature article about trends, strategies, management 44% 23%Technology news 39% 44% 48% 30% 15%Feature article about technologies 38% 45% 15%White papers 35% 44% 50%Case studies 34% 48% 23% 16%Analyst research (e.g., IDC, Gartner, Forrester) 48% 33% 25% 17%Interviews with technology experts 43% 32% 16%Third-party market research (e.g., publisher or custom commissioned, focus group) 15%Opinion columnsROI tool, calculator, other assessment tool 33% 26%Discussions in forums/online communitiesProduct demo/product literature 42% 60% 41% 26% 21%Product testing/reviews/opinions 41% 63% 43% 24% 26%Buyer's guides 48% 30% 15%How-to content/information 45% 51%Vendor directories
Establishing need and benefit
Selecting product and vendor
Internal justification and purchase
B2B BUYER: Summary
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CLIENT–SFDC ProcessLEAD GENERATION
12
Web Form
Lead Capture
Web Site Visitors
Inbound Calls
Lists
Plan and ExecuteMarketing Campaign
• Display AD• Google ADwords• Email Marketing• Direct Mail• Cold Calls• Partners• Events• Trade Shows• PR
• Set up auto-response emails - ”Thank you for your interest” - Your trial information - Event details - White papers
• Set up lead assignment rules - Geography - Company size - Product of interest
• Purchased list• Trade show• Legacy data
• “Contact me” request• Free trial• Event registration
• Organic Web traffic• AdWords referrals• Email responses• White Paper Download
• Yellow pages• Google Maps• Word-of-mouth referrals• Social
Create New Leads
• Partner Company DB• If one doesn’t exist, create a new lead
Top Search Terms Leads by SourceCampaign ROI Lead Quality
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CLIENT–SFDC ProcessLEAD GENERATION
13
Qualified?
Set up different views to manage your leads. For example, today’s leads or leads sorted by lead type.
YesWhen working a lead, set up a series of tasks, which might vary based on the type of lead. For example: Day 1: Personalize mass emailDay 2: Call/voicemailDay 4: Call/voicemailDay 7: Personalize mass email
Establish Contact?My Open Leads Duplicate Lead? Working Leads
The find duplicate leads
Compare duplicated lead captured sources.
YesNo
Use email marketing and call downs to re-market to your archived leads.
Keep an archive of your dead leads.
No Create a set of qualification questions, such as current situation, product of interest, timeframe, key decision makers
If the lead is qualified, convert it into a contact, with an associated opportunity and account.
Converted Leads by Month
Lead by Status Lead Conversion %
Top Sales Reps
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CLIENT–SFDC ProcessLEAD GENERATION
14
Presentation Proposal Negotiation WonYesNo
Open Opportunities
Monitor opportunities reports and dashboards to keep track of top deals
Customize process to fit internal sales methodologies and processes, making it easier to monitor sales pipeline.
Use email marketing and call downs to re-market to your archived opportunities.
Keep an archive of your dead opportunities.
Lead Generation Campaign Process provides 360-degree view of your marketing campaigns, helping you build strong, lasting customer relationships.
Sales
Support
Marketing
New Customers
Month-to-Date Trending
Closed Business by Month
Top Sales RepsTop 10 Deals
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CLIENT–SFDC ProcessLEAD GENERATION
15
Top Search Terms Leads by SourceCampaign ROI Lead Quality Converted Leads by Month
Lead by Status Lead Conversion %
Top Sales Reps Month-to-Date Trending
Closed Business by Month
Top Sales RepsTop 10 Deals
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IDG Lead GenerationService Coverage
LEAD GENERATION
16
IDG Products Services
Top Search Terms Leads by SourceCampaign ROI Lead Quality Converted Leads by Month
Lead by Status Lead Conversion %
Top Sales Reps Month-to-Date Trending
Closed Business by Month
Top Sales RepsTop 10 Deals
• Qualified Lead-Generation
• Conference (Off/Online)• Custom Seminar
(Off/Online)• Whitepaper Lead
Generation• Custom Content Lead
Generation• List Rental• Display AD
Client Coverage Area
• Open Opportunities• Meeting Arrangements • Presentation• Proposal /Quotation• Negotiation• Client Management
• General Lead Generation
• Lead Nurturing
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Tony LeeAccount Manager | Strategic Marketing ServiceIDG Korea
Telephone: +82.2.558.6924Mobile: +82.10.2053.2413Email: tony_lee@idg.co.kr
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