marketing meeting 18 th january 2013. agenda timetopicpresenter 12.00 – 12.20drive...
TRANSCRIPT
AgendaTime Topic Presenter
12.00 – 12.20 DRIVE introduction Elsa12.20 – 1.00 DRIVE training Tanya1.00 – 1.30 Fast Lunch for Fast Drivers1.30 – 2.00 Q&A All2.00 – 2.30 DRIVE your car – how to launch locally Elsa2.30 – 3.00 Coffee Break
3.00 – 3.30 UK DRIVE experience Caroline3.30 – 4.00 DRIVE stakeholders presentations and Promos James&Elsa4.00 – 4.15 PR Review & messaging Barrie4.15 – 5.00 Enterprise Mobility Ecosystem Barrie 5.00 – 5.15 Company update Oliver5.15 – 5.45 Marketing update/ Regions updates Barrie5.45 – 6.00 Round up ( Arbor & other campaigns) Barrie
6.00 Q&A and discussion
Welcome to DRIVEAgenda – DRIVE introduction, training & launch 12.00- 2.30
•DRIVE: is it a new Ferrari adv or a Marketing Program??
•What? Who? Why?
•How to DRIVE – The program in a live demo and Q&A
• Fast lunch for fast drivers
•Q&A
•DRIVE your own car – How to launch the program locally
DRIVE, is it a new Ferrari adv or a Marketing Program?An incentive marketing program for our Vendors and Resellers: Rewarding Resellers for setting qualified
meetings with end users Allocating Vendors marketing investments Accelerating business development for
Vendors, Resellers and Exclusive Networks Innovating Channel Marketing -optimizes the
marketing effortThe Market Accelerator
One Touch Many Connections
What? - DRIVE anatomy
Vendors promotions set up to reward resellers booking qualified
meetings
A full-catalogue of rewards and prepaid cards available on the
online DRIVE shopAn easy ‘self-service portal’ to manage promotions, meetings
and points
How it works
Vendor create the promotion in Drive
Resellers join the promotion and organize meetings with end users
Meetings with end userstake place.
Resellerslog the meetings into Drive
Vendor and Exclusive Networks approve or decline the meeting
Resellers earn
points!
• All the players benefits of faster Sales Engagement • Closer relationships and accelerated knowledge transfer• Easy to track activities• Gets VAR Management Buy-in
Vendor Set up DRIVE promotions
VAD Manage the program locally
VAR Book qualified meetings
Customers
Prospects
…..
Who? - DRIVE Target HOW DO THEY JOIN DRIVE?
and others
Why?The business challenge
SALES
End users
VARs
Mar
ketin
gLe
ads
Gen
erati
on
• Gartner says “the IT security services market in Europe is mature”• VARs have direct access to end users and play a key role in the Vendors and VADs sales cycle • Campaigns to engage VARs need an innovative and measurable approach
SALES
SALES M
arke
ting
Lead
s G
ener
ation
• DRIVE is the program to strengthen the partnership with Vendors and provide a premium access to the resellers market
Vendors
Who Wins
• VARs – They receive Points towards
Campaigns and NFR etc • VAR Individuals – Rewarded for New Sales Opps
• Vendors – Higher Quality Sales leads – Measurable ROI
• All Sales Super Heroes !
DRIVE your own carLaunch DRIVE locally
Stage 1
• Get familiar with the local DRIVE portal and the collaterals in the “Launch Package”
Stage 2
• Customize the local portal as per indicated in the DRIVER GUIDE (to be shared at the end of this training)
Stage 3
• Schedule meetings with the local marketing contact at the vendors to present the opportunity to join DRIVE
Stage 4
• Define your launch plan. Take advantage of the collaterals and set up the activities to promote DRIVE to the resellers
Stage 5
• Go live!
Country support provided by the [email protected]
Countries are the real Super Heroes!
Marketing managers are the Local Admin Contacts. Follow the process below to launch locally
DRIVE call to actionLocal EN admin to manage:
• the portal• Customize homepage with a welcome message• In the promotions tab – include the list of sales accounts in your country• Invite reseller companies and track the acceptance rate• Flag promotions as “Pole position “
• the process• Ask the Vendors to join the program and set up promotions• Define a launch plan for the resellers – EDM, events, social media…• Agree with the central DRIVE PMs on the reporting