qe dbaton corporate overview
DESCRIPTION
TRANSCRIPT
Demand Generation Services to Technology Companies
QEDbaton Corporate Overview
Beyond Commitment
QED Enabled Services Pvt. Ltd. 3rd Floor, Atria,Baner Road,Pune - 411045, INDIATel: +91 - 20 – 40711000www.qedbaton.com
Challenges Technology Companies face todayBeyond Commitment
Fo
reca
sted
Gro
wth
in G
lob
al IT
S
pe
nd
s
Glo
ba
l IT S
pe
nd
s
Current Situation
Most client market economies are under negative growth: USA - 2.8%, Japan - 3.6%, UK - 2.6%
US government gets more protectionist. H1B’s & L1’s affected
Contract values are shrinking & contract re-negotiations are the order of the day
Outlook
New verticals like Utilities, Government & Healthcare emerging
Emerging Markets are driving IT Growth
Decision making is getting decentralized leading to more opportunities
Source: IDC , HIS Global Insight
Impact on Sales & Marketing Organizations within Technology CompaniesBeyond Commitment
“What Keeps B2B CMOs Awake At Night ?”
Source: Forrester Research Inc.
Sales & Marketing Challenges Technology Companies face todayBeyond Commitment
Source: QED baton’s Sales & Marketing Best Practices Survey 2009
Source: QED baton’s Sales & Marketing Best Practices Survey 2009
Source: Bridge Group Inc
80% of all leads go onto to make a “Buy” decision in 12-24 months
Critical Alignment Challenges between Sales & Marketing :
- Lead definition- Lead scoring and qualification- Nurturing programs that deliver sales – ready
leads
Inside Sales- A critical function today• Adoption of SAAS as a business model among technology product
companies.• Increasing pressures on lowering the overall cost per sale. Big
Salaries and big travel expenses are no longer available to Sales & Marketing functions.
• The Advent of technologies such as • Go to Meeting• Salesforce.com• Eloqua / Marketo
• Increasing adoption of Social media & Networking sites as a tool for lead generation.
Gaps/ Challenges in Sales organizations
• Sales Support not staffed with “Right Resources”
• New Market Penetration Slow
• Lose out to Tier 1 Providers
• Lack of Uniform “Sales Support” across the Sales Organization
Gaps/ Challenges in Marketing organizations
• Inadequate Market & Competitive Intelligence
• Very few enquiries through website
• Overstretched Budgets
• Marketing not staffed with “Right Resources”
• Generating Quality Leads
Fact Sheet
Team Size 120+Active Clients 22Total Clients 70+Experience: 175+ Man YearsLocation - India
Company Profile- QEDbatonBeyond Commitment
About QEDbaton
A part of QED Enabled Services Private Ltd., QEDbaton provides integrated demand generation services to global technology companies. Since 2004, QEDbaton has worked with more than 70 technology companies assisting them with their new market penetration strategies across the geographies of US, UK, Europe, APAC, Middle East and Australia.
Using an optimum blend of various direct marketing tools, technologies & value added partners, we aim at delivering higher number of quality leads within your existing sales and marketing spend. And help you realize an overall reduction in the “Cost per Lead” section. We further that by actively generating high quality business opportunities for your sales team to act upon through a structured appointment setting and lead nurturing process.
Geography CoverageUS ( 65%) Europe { UK, Benelux, Nordic, Germany, France} ( 25%) APAC / ME/ India ( 10%)
• Over five years of focused experience providing services to Technology companies, with a client port folio of more than 70 software product/ services companies. • Well established, mature, and credible business model.• High quality services with a tremendous cost advantages due to global delivery model• Global reach from a single location.• Non English speaking skilled manpower ( French and German) • Services portfolio includes a blend of relevant services that would help accelerate clients sales process, where QED tries to
encapsulate and integrate multiple demand generation functions so as to provide an integrated solution to assist technology companies
Client Profile
IT Services/Product CompaniesLargest Client: USD 4 Billion+ Services Co.Smallest Client: Start UPLongest Client Engagement : 4 Years +
QEDBATON- INTEGRATED DEMAND GENERATION SERVICESBeyond Commitment
Sales & Marketing Diagnostics
Market Scoping
Lead Management
3. Competitor Analysis
4. List building & Contact discovery
1. Evaluating markets vis-a-vis your services / Product lines
2. Market sizing and profiling
Lead Generation
- EDM ( Email Marketing)- Web Marketing ( SEO, White Papers, Webinars)- Events Strategy- Tele Marketing/ Inside Sales (Appointment Setting)- B2B Surveys- Strategic Account Profiling- Channel Partner Development
Lead Nurturing
- Lead Classification- Campaign design, & response management- Lead Scoring & Lead Qualification- CRM/ SFA Synchronization- Lead Allocation
- Understanding existing Sales &
Marketing organization
- Benchmarking against industry best practices
- Sales funnel analysis
- Execution Strategy plan &
recommendations
QEDbaton’s Impact on Sales & Marketing OrganizationsBeyond Commitment
What do you get by engaging with us
A detailed month on month Sales & Marketing activity plan aligned to the annual revenue goal
A lead scoring mechanism to determine which leads go to Sales and which leads go into a Nurturing program
Key metrics to measure effectiveness of activities undertaken and determine ROI on diverse activities including activities which have traditionally been considered intangible.
Execution of diverse Sales & Marketing activities to deliver on the Activity plan laid out
Integration of Sales & Marketing
Realistic Goal Setting
Defining Key Metrics for Sales & Marketing activities
Execution of Sales & Marketing activities
QEDbaton GrowthBeyond Commitment
2004 2005 2006 2007 2008 20090
20
40
60
80
100
120
9
35
56
72
87
110
49
23
36
47
58Number of Employees
Number of ClientsTransactional Partner
Tactical Partner
Strategic Partner
Sales & Marketing Diagnostics
Sales & Marketing Alignment
Sales & Marketing Plan Execution
Inside Sales Support
Event Enrollment & Follow Up
Strategic Account Profiling
Appointment Setting
Inbound Lead Qualification
List Building
QEDbaton Process ExcellenceBeyond Commitment
TRAINING
Service Delivery Managers
Subject Matter Experts
Appointment Setting
SurveysSales
IntelligenceWeb
MarketingEvents
List Building & Contact
DiscoveryEDM
Service Delivery Teams
QEDbaton Center’s of Excellence
Service Delivery through Process Efficiency and Innovation Our Value
Recruitment Benchmarking: Over the past 6 years we have interviewed over 3000 people and have developed a rigorous process for finding the right fit candidate.
Training:We have developed a series of training modules which not only cover the technology aspect of the business but also help develop those essential sales skills of the recruits.
Employee Development:The multi tiered delivery structure we follow promotes horizontal growth for our employees. Internal and External Training Programs equip them with the best in class knowledge to excel at work.
Technology:Our constant endeavor is to make our processes more efficient through the use of technology. All our technology is custom built around our unique process framework.
Process Framework:Our process framework is built around our experiences working with over 70 technology companies worldwide. Over the past 6 years we have defined, built and refined the framework to derive the best results.
CustomerQED baton
Account Management
Team
QED baton Leadership
Team
QED baton Business
Development Team
Beyond Commitment
Chart: Vertical Wise Campaign Splits- 2008
QEDbaton –Experience Matrix
Opportunities Identified
Beyond Commitment
Demand Generation - Case Study
The Client
Is a $ 1 Billion IT services company. The company is a GE Offshoot with more than 30000 employees spread across 18 countries. The client is a global leader when it comes to BPO/KPO services & IT services. The client sales team was looking for some support in terms of organization profiling, lead qualification and appointment setting. It was expected that through this initiative, the team would be able to accelerate the sales process.
Business Need
To drive sales revenue through penetrating the US 500 Million- $2 Billion companies from the target verticals and widen the sales funnel through
a) Target Market identification, Database Building and Intelligence capture through Primary Research.
b) Target Account tracking through primary and secondary research to glean intelligence
pertaining to IT Landscape, Organisational structure and current vendors
c) Engage key decision makers in a dialogue using a consultative selling approach and
delivering value proposition addressing their pain or interest areas.
d) Setting up Face-to-Face meetings with the decision makers .
Results & Deliverables
Over the last 2 years, a team of 7 inside sales representatives have been working closely with the client sales team in the US geography. QED’s team has been instrumental in giving major breakthroughs into Fortune 100 companies in the US. The team has generated more than 300 meetings over the past 2 years. Additionally, the QED team has also been instrumental in driving traffic for the Genpact team around key events such as the Oracle Open World, and the SAP Sapphire.
Sample Clients & Case Studies
Beyond Commitment
Market Entry Strategy report- Case Study
The Client
Poli-Film is one of the leading manufacturers of high end specialty packaging materials. With manufacturing sites in Germany, France and the USA, Poli-Film serves customers from the Steel, Aluminum, plastic sheet and automotive industries.
Business Need
Poli-Film had their presence in India via their distributors and it was observed by the management that there is a good demand for surface protection films in the Indian market based on their distributor’s feedback. The management wanted to gauge the potential of Indian market for their product and they employed QED research services for the same.
Methodology& Deliverables
Information was gathered using primary and secondary research techniques. The data collected was converted into meaningful data by means of Statistical Analysis. The same was analyzed with the help of industry experts so as to present the strategy and roadmap to Poli-Film’s management to penetrate the Indian market.
Results
A detailed India market report was submitted which helped the Poli-Film management in gauging the appropriate entry strategy to address the Indian surface protection film market
Sample Clients & Case Studies
Beyond Commitment What our clients have to say about us.........
“QEDbaton has extended my work week by making calls to find contacts, sift through them to find the right players, and determine whether they are worth my time. They understand Strategic Selling and how to find and leverage contacts at all levels . Unlike telemarketing firms, their team works with me continuously to execute my account penetration strategy and to articulate our value proposition based upon the role of each person they contact. While I am on the road or busy making presentations they are always working to find active projects so I can maximize face-to-face contact with my best prospects”
Ken Swienberg VP Sales (US)… Tavant Technologies, USD 60 Million IT Solutions company
“The pre-work in terms of research on the customers, the lead sheets they provide us with, and rigor around understanding our offerings are truly appreciated. I would rate QEDbaton’s ability to provide sales ready opportunities as excellent.”
Jon Simon VP Sales (USD 1 Billion IT/ ITES company)
“QEDbaton’s ability to build relationships with the target audience is outstanding. They are doing a good job of opening doors for us in the accounts we had prioritized.”
Director Sales-US KPIT Cummins Infosystems Limited
“It has been a great experience both in terms of professional services offered as well as the personal touch in all communications. The result delivered was exactly the way expected and clearly showed the effort put in by the entire team. We are also extremely satisfied with the timeliness of the core project as well as readiness to adapt to last minute requirement adjustments. Service delivered with professionalism.”’
Amar Saleem - Marketing Middle East, Honeywell Building Solutions
Beyond Commitment Rationale for Outsourcing Sales & Marketing Activities
•Sales & Marketing activities are specialized functions which require a combination of Sales Acumen, Perseverance, Effective Communication and most importantly Domain Knowledge.
•Specialized vendors bring Process maturity, Robust Quality and knowledge of the relevant Best Practices.
Performance and Expertise
•The total cost of ownership of an In House sales & marketing activities engine is more expensive in the long run vis-à-vis executing a similar project with a Vendor.
Cost Advantage
•Professional Vendors provide access to proprietary Market Intelligence, Databases, Contacts and analytics collected and analyzed over many hundreds of man years.
Access to Proprietary Resources
• By the virtue of having engaged a specialized Outsourced Sales & Marketing activities partner the have the liberty of ramping –up and ramping-down the engagement size at short notices as per business pressures.
• Companies get access to a larger and more diverse (Skill sets, Language, domain ) set of man power.
Skilled manpower
Flexibility
Access to Proprietary Resources
Cost Advantage
Performance and Expertise
Beyond Commitment THANK YOU
QED Enabled Services Private Limited
3rd Floor Atria, Baner Road
Pune : 411007 , INDIA
URL: www.qedbaton.com
Email: [email protected]
Phone: 9120 40711000