Integrated Marketing Services IMS 360 Group New Buying

Integrated Marketing Services: IMS 360 Group

New Buying Paradigm 85% of B 2 B customers are doing internet research before making a purchase!

How Marketing Aligns The Sales And Buying Processes Customer aware of business needs. Sales target the wrong Customers/Prospects with the wrong message. What are customers thinking and what resources they use? Customers self-researching the solutions before meeting with a sales rep. WIDER NET: Leverage multiple channels of communications so Suspects find you. RIGHT PLACE, RIGHT TIME: Dictate the places your customers can learn more about your solutions. STAY RELEVANT: Prove your company value to prospects that are still unsure why to buy. 1) Sales - Not enough appointments. 2) Sales - Poor qualification of Customers/Suspects. How does marketing align the sales and buying processes to fix your sales woes? Customers meet several VAR competitors and want quotes and validation. DEEPER & WIDER: Position company’s entire offering and keep your organization top of mind. 1) Sales forecasts poorly qualified prospects. What challenges are sales facing? 2) Neglects to truly prove value to your solution and company. 1) Customers make purchase 2) Pigeon-hole your capabilities Sales struggles to introduce additional solutions.

Bridging the Gap The only way to close those gaps is by intelligent, integrated marketing

Dedicated Marketing Consultant Alignment of Sales & Mktg. = 31. 6% Y/Y A Strategic Business Approach Growth! ize im Opt te u c xe E e Plan & nag a M n g i l. A nt e m Bus 5 • Metrics tracking & Lead Mgmt. Tool • Campaign management & adjustment • Sales Growth & ROI • Establish budget allocation • Activity milestone management • Platform message/Ldg. Pages set-up • Integrated Campaign recommend. • Finalize marketing activities • Timelines & accountability • Opportunity analysis • Technologies, Verticals, and Segment • Business goals & objectives

Marketing Journey

Using IMS messaging, a multi-touch Email, Banner, and Direct Mail was created to generate interest around their Cloud offering to a group of targets All suspects that responded positively to the Location: Eastern US message were driven to a dedicated landing page. Company Size: 2 Sales Reps, 5 Engineers Awareness Target Each suspect was then Needs: Qualifying suspects, getting deeper and wider in Where to research? called upon by the E-mail / Web Direct Mail existing accounts, keeping customers up-to-date customers’ sales on new offerings, more targeted marketing. Consideration representatives. Suspect Buying Process Sales Process Customer Success Story How to learn more? Landing Page Call Campaign Technology: Cloud The IMS Consultant also recommended putting Preference Manufacturers: Cisco, VMWare together a local customer Prospect Why Buy from You? success story to include on Case Study all media, and also had a Based on their needs and technology focus areas, their IMS 360 formal document to use as Loyalty consultant developed a strategy and helped execute that strategy sales follow-up. Customer alongside them… Why Stay? Social Media Newsletter End Results: 10% Messaging Interest Rate 2 New Customers, and Increased Pipeline Close to 100% Cisco Revenue Increase To stay relevant and to allow existing customers to hear about what else they do, IMS 360 helped them plan and execute a social media strategy as well as a newsletter.

What It Would Cost You Resources Marketing Consultant Sales Consultant Social Media Assistant Email Marketer Selling SEO Ninja Nurturing Upselling Automation Platform Growing Lead Notifications Marketing Email Campaigns Marketing Templates Ad. Words Campaigns People Cost / yr $80, 000 $6, 000 Process Tools $20, 000 Total $106, 000

Getting Started with IMS 360 Group Base packages and additional services To get started…choose a package: (One-Time Setup fee of $495)

Getting Started with IMS 360 Group Base packages and additional services Additional Marketing Services Microsites: Up to 3 page Microsite with domain and hosting Web Development: Creation of Web Pages SEO: Search engine optimization services Creative Services: Custom Artwork and Copywriting Lead Qualification: Follow-up on warm leads created by marketing activities List Services: Purchase target lists and list management Re-Marketing: Market to people online based on the pages they visited Additional Sales Services Special Reporting: Weekly reports/Different Visual Reports w/ Graphs, etc. MDF Management: Manage Manufacturer Co-op funding on your behalf Sales Consulting: Live or virtual sales consulting for your sales team Next Steps & Suggestions

RESOURCES

Getting Started with IMS 360 Group Base packages and additional services Next… Define your most profitable business focus and target markets: By leading with your value proposition and not your manufacturers, your consultant will work with you to determine the most profitable solutions and target markets to focus on. Finally…Choose your activities and messaging: Once you select your package and targets, you and your IMS 360 marketing consultant will determine the appropriate activities and messaging to create your integrated marketing plan. From a messaging standpoint, you can choose to use our targeted messaging and campaigns around Managed Services, Cloud, Security, Data Center, Networking, or Mobility/Wireless. Alternatively, you can use your own messaging, or a hybrid of both. As you execute your plan, we’ll work with you to ensure sales and marketing alignment. What is an Activity? An activity is a marketing tactic that is executed as part of your integrated campaign. Our activities include Email, Direct Mail, Banner Ads, Print Ads, Landing Pages, Event Management, Lead Nurturing, Search Engine Marketing, and Social Media.

Citrix Silver Promotion Package Citrix Silver Offer Details Silver 3 mos + Setup fee; receive $300 in media spend Gold 3 mos + Setup fee; utilize setup fee for media spend, if renewed beyond 3 mos receive another $500 in media spend Platinum 3 mos + Waive Setup fee; $1 K in media spend Notes: • Citrix is subsidizing these IMS 360 programs • Funding will come through IMS 360 so that Citrix MDF/Co-op billing is avoided • Promotion only available while there are funding dollars available *Details finalized by Robert Keller at 9/19/12

Activities E-mail / Web Print Ad Direct Mail Landing Page Call Campaign Video Microsite Event Case Study Social Media Newsletter Blogging

Getting Started with IMS 360 Group Base packages and additional services The Silver Package also includes: Planning & execution services: Marketing mix and campaign planning based on initial consultation with IMS 360 Consultant as well as branding and personalization of marketing assets based on IMS 360 best practices Lead Mangement & Reporting: As the marketing activities create responses, forms, and phone calls, IMS 360 will help you manage the leads in our platform. Campaign optimization: As the monthly activities end, Choose up to 4 Activities* per month Includes everything in the Silver Package plus: Target Market Analysis: Your IMS 360 Consultant will walk through your target markets and verticals and talk with you about the current business you do, as well as the markets' potential. A report that will show your findings will be provided for you to take back to your teams. Enhanced Activity Choices: The gold package gives you the ability to choose Search Engine Marketing and Social Media activities as part of your marketing mix. Platinum Package: $1999/mo Choose up to 2 Activities* per month Gold Package: $999/mo Silver Package: $499/mo To get started…choose a package: (One-Time Setup fee of $495) Choose up to 6 Activities* per month Includes everything in the Gold Package plus: Vendor Marketing Coordination: Our experienced consultants understand that you many not only be marketing with us. As a platinum customer, we will coordinate with your existing marketing vendors to ensure effective execution and consistent messaging. Enhanced Activity Choices: Platinum customers can choose SEO as a part of their activities. Also, customized lead nurturing campaigns for customers who aren't ready to buy just yet.

d Tra keting r Ma Target ds Lea P GA Suspect Lead Entrance P GA Where to research? E-mail / Web • • • Print Ad Direct Mail Buyers in full control Suspects have access to information 24/7 Consideration Traditionally, marketing happens at the Diagnosing their own problems Prospects researching throughout the sales cycle Decides the timingera of VAR’s Most transparent ever engagement leads would. Landing Page be pushed. Call Campaign through the Video Know the solutions and pricing Buyers are engaging later and more informed sales funnel. Widening disconnect of buying/selling Less established value, commoditizingprocesses the sale Diagnosing their own problems Prospects researching throughout the sales How to learn more? beginning of the sales process and Why Buy from You? P GA Customer Lead Entrance Awareness Preference Prospect Lead Entrance Buying Process Sales Process al n The only way to close those gaps is by intelligent, integrated marketing o i it Loyalty Where are the gaps Event Microsite between your sales reps and the buyers? Case Study Why Stay? Social Media Newsletter Blogging

Resources: � SEO Pricing: https: //docs. google. com/a/ims 360 group. com/open? id=0 Bww. HYEw. FMVFamtfa. EZUWm 9 MZ 0 E

Integrated Sales and Marketing • The People: who have expertise develop a plan and strategy to align the sales and marketing efforts of your organization. • The Process: of putting together a cohesive marketing and sales plan, and executing under one umbrella. • The Tools: A single platform to market to customers and prospects when, where, and how they want to be touched.

New Customer Journey: http: //www. structuredweb. com/sw/swchannel/Customer. Center/docum ents/9619/24633/New_Customer_Journey. pdf Existing Customer (Nurture) Journey: http: //www. structuredweb. com/sw/swchannel/Customer. Center/docum ents/9619/24633/Existing_Customer_Journey_(Nurture). pdf