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Onboarding and Retaining

Onboarding and Retaining. Campaigns. Channel Partner. MDF. MDF. New Product Introduction. Productivity review. Special Offers. Marketing Plan. Sales Incentives. Giveaways. Director’s Club. Channel Events. On Demand Brochures. Sales Pack. Collateral Updates

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Onboarding and Retaining

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  1. Onboarding and Retaining Campaigns Channel Partner MDF MDF New Product Introduction Productivity review Special Offers Marketing Plan Sales Incentives Giveaways Director’s Club Channel Events On Demand Brochures Sales Pack Collateral Updates (Presentations, Pricing, Competitive) Training NFR Unit Contract Recruit

  2. Campaign Management Is this campaign similar to another one? What Results can we expect? What will it cost in financial and other resources? Do we have budget? Is there a timing conflict? Plan Prepare Sales automation experience? Execute Leads to Sales Measure Report

  3. Planning Campaigns The Plan Description Name Type Campaign Planned Actual Budget Prepare Internal external Budget Commit Resources Vendor Selection Start End TimeFrame Response Lead Revenue ArtWork and Content Objective Comms and IT Approval Internal Partners Communicate Ready

  4. Campaign Execution Execution Launch/Schedule Monitor Measure Agents Customers Contacts Debrief Done Conversion rate Qualified Leads Leads to Sales Sales cycle Review rejects End

  5. Budget and Measurement Budget • Yearly Plan, Quarterly approval • Measurement • New Partners • Leads • Events: Seminars/Webinars • Campaigns • ROI per Campaign • Contacts per Campaign • Leads per Campaign Lead Quality Campaign ROI Top Search Terms Leads by Source

  6. Channel Productivity • Partner Marketing Plan • Objectives • Campaigns • Organisation • Financials • Channel Review • Web site, landing pages etc.. • MDF • Menu of programs Budget

  7. Drip marketing across the lead life cycle Analyst Report Whitepaper Tradeshow or Web ClickThru etc.. Twitter Webinar ThankYou For Interest Testimonial Video Newsletter Registration Seminar Lead Cycle Opt In Same day Next day Three days one week two weeks One month Sales Cycle Inside Sales

  8. Channel Programmes

  9. SFDC Create Campaign Reports

  10. Sales Cycle Campaign Leads Call Partner Meeting Pre-site info Permissions Objectives Budget in place Decision process understood Timeframe Competitive Desktop demo POC Case Study Proposal Presentation Objections Trial Close Forecast PO

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