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ITALY UPDATE 3 months Marketing Plan Chiara Di Iorio

ITALY UPDATE 3 months Marketing Plan Chiara Di Iorio. The Marketing Plan. The Marketing Plan for next 3months is structured as follows : Marketing Timeline Marketing Plan FireEye ForeScout Imperva Palo Alto Sophos Tufin ZScaler. Marketing Timeline. LEGEND. Technical Training.

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ITALY UPDATE 3 months Marketing Plan Chiara Di Iorio

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  1. ITALY UPDATE 3 months Marketing Plan Chiara Di Iorio

  2. The Marketing Plan • The Marketing Plan for next 3months is structured as follows: • Marketing Timeline • Marketing Plan • FireEye • ForeScout • Imperva • Palo Alto • Sophos • Tufin • ZScaler

  3. Marketing Timeline LEGEND Technical Training Workshop Events Publication ABI Lab Qualification Drive Telemarketing

  4. FireEye Main Priorities • Partners resellers recruiting – Target 10 partners certified • Awareness • Actions • - Recruiting • 1 day Technical seminar for prospect resellers pre selected by EN and run by our internal system engineers. 3 Planned in April, May, June. • Awareness • 1 Publication. Interview on ICT magazine. Planned in June • Events • Mobile Enterprise Ecosystem - June 4th Milan • Digital Data Security – June 12th Rome

  5. ForeScout Main Priorities • Awareness • Actions • - Awareness • 1 Publication. Interview on Office Automation magazine. Planned in April • Events • Mobile Enterprise Ecosystem - June 4th Milan

  6. Imperva Main Priorities • New Business Opportunities • Actions • - ABI Lab • ( www.abilab.it) ABI Lab is the Center of Research and Innovation for the Bank promoted by the Italian Banking Association with a view to cooperation among banks technology partners and institutions. The goal is to create a channel of communication between banks and technology partners, to raise the level of awareness about the opportunities offered by new technologies. Visibility with the CIOs of the major banks in Italy. Initial sponsorship planned for April, May and June. • Technical Training • 5 days technical training run by EN for 15 end users in our partner location (Reply SpA). Planned from April 15th to April 19th.

  7. Palo Alto Main Priorities • Prospects Recruiting • Awareness • Partners Incentivation • Actions • - Recruiting • Ultimate Test Drive. Half Day workshop developed to move prospects to an eval/AVR by providing them with hands-on experience. Grand Prize drawing for all attendees that sign up for an eval/AVR. 1 Planned beginning of May • Awareness • Mobile Enterprise Ecosystem - June 4th Milan • Drive • Campaign started in March. 150 points for qualified meetings with Deal registration until May.

  8. Sophos Main Priorities • Prospects Recruiting • Awareness • Partners Incentivation • Actions • Recruiting/Awareness • Sophos Complete Security Day On the Road. EN to sponsor 1 stop in Turin with complete access to database of attendees. • Events • Mobile Enterprise Ecosystem - June 4th Milan • Drive • Campaign started to be started in May. 2000 points as budget.

  9. Tufin Main Priorities • Awareness • Actions • Awareness • 1 Publication. Interview on ICT magazine. Planned in May

  10. Zscaler Main Priorities • Business Opportunities • Actions • Business opportunities • Telemarketing activity running from January to April

  11. EN Italy – Mobile Enterprise Ecosystem

  12. Best Idea/activity

  13. Best Activities • High visibility in March covering ALL MAJOR EVENTS held in Italy: • ICT EVENT March 5th Milan (also ForeScout) 295 attendees • Mobile Business Experience, March 27th – Milan (also Zscaler and AeroHive) 361 attendees • CyberCrime Event, March 27th – 28th - Rome (also FireEye and ForeScout) with speaking slot. More than 500 attendees

  14. Best Activities Exclusive Networks Italia on LinkedIn:

  15. Biggest Challenge

  16. EN visibility • Lack of CRM and automated EDM system • Process in place so far includes separate communication sent by sales team with no detailed or automated reports.

  17. Arbor Results

  18. EDM1 - Database Size - 2635 contacts - Sent e-mails - 2.163 contacts - Openrate total - 467 contacts (21.37%) - Survey Link Click rate - 18 contacts - Surveys - 7 Arbor Results

  19. Arbor Results EDM 2 • - webinar 1 • registration links opened 57/ registered 12 /attended 8 /question 1 • - webinar 2 •  registration links opened 33 / registered 11 /attended 5 / question 1

  20. EDM3: - Database Size: 2635 contacts - E-mails to send     2286 contacts - Openratetotal      554 ( 25.53%) - Documents Link Click rate – 23 contacts - Survey Link Click rate - 7 contacts - Arbor DDoS Survey – 2 - Arbor DDoS Download – 8 Arbor Results

  21. EDM4: Arbor Results

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