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PR Review… Q2 & Q3 ’ 13

PR Review… Q2 & Q3 ’ 13. Mark Waite Managing Director Cohesive Communications. Hot off the press – Q2. April Nutanix appointment May MEE Roadshows June Q1 financials (Big Security) Group COO appointment. Hot off the press – Q3. July MEE survey findings September (in production)

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PR Review… Q2 & Q3 ’ 13

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  1. PR Review…Q2 & Q3 ’13 Mark WaiteManaging DirectorCohesive Communications

  2. Hot off the press – Q2 • April • Nutanix appointment • May • MEE Roadshows • June • Q1 financials (Big Security) • Group COO appointment

  3. Hot off the press – Q3 • July • MEE survey findings • September (in production) • Arbor survey findings • In denial about modern DDoS threats • H1 financial results

  4. Q2 & Q3 coverage…

  5. Q2 & Q3 coverage by country 61

  6. In the pipeline… • Q3 • Half year results press release • New hire (Director of Corporate Development) • Secureway acquisition & funding • 'When the app is free…' and 'Rapid Response Remediation' opinion articles • Q4 • Passport launch  • CARM launch  • Two more acquisitions • European media tour with Barrie & Olivier

  7. Exclusive Networks GroupEuropean PR Audit

  8. Objectives • Create a dashboard view of the infrastructure and processes for PR outreach and ongoing communications with the trade media in each European territory • Understand who undertakes PR activity and the current practices for pitching/distribution of Exclusive Networks Group • Status for the level of understanding around the Exclusive Networks proposition in each market • Identifying key target publications valuable to the brand, and the degree to which relationships exist and might be leveraged for greater understanding and exposure

  9. PR Audit #1

  10. PR Audit #2

  11. Findings • Exclusive Networks Group press releases are received best when they relate to results, acquisitions and major vendors • Media contact is happening in most territories • In some places, media awareness/understanding is very high but overall the picture is still good though with work still to do • Those who don’t have external PR support say they need it, and those who do want more!

  12. Follow up questions for discussion • Do your local media value relationships, or is a purely commercial model? • What is happening over and above press release distribution? • How would you like Exclusive Networks Group press releases to change, if at all? • How could your/your agency support the requirement to arrange a schedule of media briefings for Olivier as part of a pan-EMEA tour?

  13. Message of the moment… • …the only pan European VAD still standing

  14. Messaging hierarchy…

  15. What makes a Super VAD • Partners • Top 3 key value-added distribution attributes • 1st – Technical Excellence • 2nd – Marketing Support • 3rd – Credit Facilities • 70% lead gen as #1 need • 66% proxy in pre-sales • 64% post-sales support • Only 16% associated value-adding competence with big distributors • Analyst • Superior financial strength • Ability to create Sales Opps thru Mktg • Staying 2 to 3 steps ahead of tech trends • Integrated approach with reseller partners • The ability to create and enable the channel for vendors • Professional/consulting services • De facto pre-sales for partners

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