idg korea lead generation 2013 - print

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


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


PORTFOLIOIDG

5


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

http://www.itworld.co.kr/

http://www.ciokorea.com/


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


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


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



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



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



15

Top Search Terms Leads by SourceCampaign ROI Lead Quality Converted Leads by Month


Top Sales Reps Month-to-Date Trending




IDG Lead GenerationService Coverage

LEAD GENERATION

16

IDG Products Services

Top Search Terms Leads by SourceCampaign ROI Lead Quality Converted Leads by Month


Top Sales Reps Month-to-Date Trending



• 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

COPYRIGHT 2013 INTERNATIONAL DATA GROUP KOREA. ALL RIGHT RESERVED Grow With IDG17

Tony LeeAccount Manager | Strategic Marketing ServiceIDG Korea

Telephone: +82.2.558.6924Mobile: +82.10.2053.2413Email: [email protected]

idg korea lead generation 2013 - print

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