virtual causeway general overview jan2010
TRANSCRIPT
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• Technology Companies in North America• Customer Relationship Management• Demand Generation Performance Improvements
WHO WE AREWHO WE ARE
A sales and marketing services firm with a focus on:A sales and marketing services firm with a focus on:
Ultimately enabling technology companies Ultimately enabling technology companies
to bridge the gap that allows to bridge the gap that allows targetstargets and and
prospectsprospects to become your to become your customerscustomers
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In September, 2005, In September, 2005,
Virtual Causeway Virtual Causeway
was Named as One of was Named as One of
CanadaCanada’’s 50 Fastest Emerging s 50 Fastest Emerging
Growth Companies by Growth Companies by
PROFIT MagazinePROFIT Magazine
PROFIT HOT 50PROFIT HOT 50
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In June, 2007, In June, 2007,
and again in June 2008, and again in June 2008,
Virtual Causeway Virtual Causeway
was named to the PROFIT 100 was named to the PROFIT 100
Ranking CanadaRanking Canada’’s Fastests Fastest--
Growing Companies by fiveGrowing Companies by five--yearyear
revenue growth, the PROFIT 100 revenue growth, the PROFIT 100
profiles the countryprofiles the country’’s most s most
successful growth companies. successful growth companies.
PROFIT 100PROFIT 100
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Definition:Definition: When a company transfers responsibility When a company transfers responsibility for a business process to a supplier, usually on a for a business process to a supplier, usually on a
long term basislong term basis
“By outsourcing, you limit distractions – gaining efficiency in the parts of your business that really matter” Fortune Magazine
OUTSOURCINGOUTSOURCING
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•• ConsistencyConsistency
WHY OUTSOURCE?WHY OUTSOURCE?
•• Domain ExpertiseDomain Expertise
•• ScalabilityScalability•• Expansion Expansion –– instant instant ‘‘onon’’•• New Market PenetrationNew Market Penetration
•• ResourcesResources•• $$$$$$•• TimeTime•• PeoplePeople•• InfrastructureInfrastructure
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•• Technology FocusTechnology Focus
•• CostCost
•• FlexibilityFlexibility
•• Customer ServiceCustomer Service
•• Founded by exFounded by ex--Sybase employees/mgmtSybase employees/mgmt
VIRTUAL CAUSEWAY VIRTUAL CAUSEWAY
VALUE PROPOSITIONVALUE PROPOSITION
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Virtual Causeway Focus AreasVirtual Causeway Focus Areas•• Enterprise Technology Systems, Technology Hardware, Enterprise Technology Systems, Technology Hardware, IT Solutions/ServicesIT Solutions/Services•• Targeting Verticals such as; Financial Services, Healthcare, Targeting Verticals such as; Financial Services, Healthcare, Manufacturing, Pharma, Retail, Telco, etc.Manufacturing, Pharma, Retail, Telco, etc.
EmployeesEmployees•• Post Secondary EducationPost Secondary Education•• Reps with up to 15 Years TeleReps with up to 15 Years Tele--ExperienceExperience•• University RelationshipsUniversity Relationships
CRM ExperienceCRM Experience•• Salesforce.com, Siebel, Goldmine, ACT, etc.Salesforce.com, Siebel, Goldmine, ACT, etc.
VIRTUAL CAUSEWAY VIRTUAL CAUSEWAY
VALUE PROPOSITIONVALUE PROPOSITION
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• The Virtual Causeway headquarters location and contact center is located in the City of Waterloo, Ontario, Canada• Waterloo is the driving force behind Canada's Technology Triangle (CTT)
Operation FacilityOperation Facility
FACILITY LOCATIONFACILITY LOCATION
• Virtual Causeway also maintains sales offices in:• The Boston Area• The New York City Area• The Washington DC Area
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ABOUT VIRTUAL CAUSEWAYABOUT VIRTUAL CAUSEWAY
Three Core Businesses Centered Around Three Core Businesses Centered Around Demand Generation ExcellenceDemand Generation Excellence
–– Marketing ServicesMarketing Services•• Creation, Qualification & Ranking of Suspects and Prospects Creation, Qualification & Ranking of Suspects and Prospects
•• Event RecruitmentEvent Recruitment
–– Business Development ServicesBusiness Development Services•• Development of Prospects through Appointment SettingDevelopment of Prospects through Appointment Setting
–– Market Research ServicesMarket Research Services•• Data Collection via Telephone or WebData Collection via Telephone or Web--Based SurveysBased Surveys
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MARKETINGMARKETING
Solutions & ServicesSolutions & Services
•• List Building/Database CleansingList Building/Database Cleansing
•• Event RecruitmentEvent Recruitment
•• Lead Qualification & RankingLead Qualification & Ranking
•• Inbound Service HotlinesInbound Service Hotlines
•• ““Rapid Response Prospect CareRapid Response Prospect Care””
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BUSINESS DEVELOPMENTBUSINESS DEVELOPMENT
Solutions & ServicesSolutions & Services
•• Lead GenerationLead Generation
•• Appointment SettingAppointment Setting
•• Channel RecruitmentChannel Recruitment
•• Customer ProfilingCustomer Profiling
•• ““Integrated Prospect CareIntegrated Prospect Care””
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MARKET RESEARCHMARKET RESEARCH
Solutions & ServicesSolutions & Services
•• Phone and Web Survey ExecutionPhone and Web Survey Execution
•• PrePre--Screen Appointment SettingScreen Appointment Setting
•• Survey Design and TestingSurvey Design and Testing
•• Data Reporting (SPSS/Excel)Data Reporting (SPSS/Excel)
•• Basic Data AnalysisBasic Data Analysis
•• Panel Recruitment and MaintenancePanel Recruitment and Maintenance
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MarketingMarketing
ServicesServicesBusinessBusiness
DevelopmentDevelopment
Market ResearchMarket Research
SERVICESSERVICES
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• The pipeline is a metaphor used by sales and marketing departments when describing the lead process-from lead generation to lead qualification and lead closure.
• It is a way of describing the process of winnowing down a target audience to a very specific portion of this audience that will actually purchase goods and services.
• The objective of the pipeline is to increase a company's customer base through a predictable rate of closure, and a predictable rate of expense or Return on Investment.
Target Audience
Installed Base
Universe
THE ANATOMY OF THE PIPELINETHE ANATOMY OF THE PIPELINE
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• Client Responsibility (or Virtual Causeway can assist)
– Define target market
– Deliver ongoing marketing campaigns
• Reference, success stories
• Email, direct mail
• Seminar, web cast, demo
– Sales process
Target Audience
Installed Base
UniverseDefine audience
Deliver marketing
Sales process
THE ANATOMY OF THE PIPELINETHE ANATOMY OF THE PIPELINE
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• Virtual Causeway’s Expertise
– Joint list development
– Qualify prospects for marketing/sales activities
• Seminar, web cast, demo or appointment
– Score prospects and drive to sales
– Deliver prospect DB for ongoing marketing and sales efforts
Target Audience
Installed Base
UniverseList development
Push suspects to marketing
Score prospects, drive to sales
Deliver prospect DB
THE ANATOMY OF THE PIPELINETHE ANATOMY OF THE PIPELINE
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• Seamless Program
– Ongoing sales development
– Joint management
– “Instant-on” capability
– Shared risk
Target Audience
Installed Base
Universe
List development
Drive leads to marketing
Score prospects, drive to sales
Deliver prospect DB
Define audience
Deliver marketing
Sales process
THE ANATOMY OF THE PIPELINETHE ANATOMY OF THE PIPELINE
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THE IMPORTANCE OF LIST THE IMPORTANCE OF LIST
BUILDING & LEAD GENERATIONBUILDING & LEAD GENERATION
•• Contact Lists are the Key to Successful Marketing ProgramsContact Lists are the Key to Successful Marketing Programs
•• Avoid a Avoid a ““DroughtDrought”” �������� Improve Lead Quantity and QualityImprove Lead Quantity and Quality
•• Contact Generation = Healthy Sales FunnelContact Generation = Healthy Sales Funnel
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CLIENT LIST (Partial)CLIENT LIST (Partial)
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List Development
Lead Generation
Customer Profiling‘Business Development’
Global Research Projects
Multiple Languages and Time Zones
Survey Execution: Phone & Web Based‘Global Market Research’
List Build/Lead Generation
Event Coordination/Registration
Market/Industry Research ‘Lead Generation and Event Registration’
Project DescriptionClient
CASE STUDIESCASE STUDIES
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CONTACT INFOCONTACT INFO
William Clark (CoWilliam Clark (Co--Founder)Founder)
VP, Sales/Business DevelopmentVP, Sales/Business Development
bill@[email protected]
978978--372372--50625062
Rick Endrulat (CoRick Endrulat (Co--Founder)Founder)
COO/PresidentCOO/President
rick@[email protected]
519519--886886--1600 x6221600 x622