Onboarding and Retaining

Productivity review

Marketing Plan

Onboarding and Retaining

ChannelPartner

MDF

Channel Events

Director’s Club

Collateral Updates (Presentations, Pricing, Competitive)

On Demand Brochures

Giveaways

Contract

NFR Unit

Training

Recruit

Sales Pack

Special OffersNew Product Introduction

Sales Incentives

MDF

Campaigns

Campaign Management

Plan

Prepare

Execute

Measure

Report

Leads toSales

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?

Sales automation experience?

Planning Campaigns

The Plan

NameType

Objective

Budget

Campaign

Resources

TimeFrame

ResponseLeadRevenue

PlannedActual

StartEnd

Approval

Internalexternal

Description

Prepare

Vendor Selection

Communicate

Budget

ArtWork and Content

Comms and IT

InternalPartners

Ready

Commit

Campaign Execution

Execution

Monitor

Launch/Schedule

Debrief

Done

Measure

Conversion rate

End

AgentsCustomers Contacts

Qualified LeadsLeads toSalesReview rejects

Salescycle

Budget and Measurement• Yearly Plan, Quarterly approval• Measurement– New Partners– Leads– Events: Seminars/Webinars– Campaigns• ROI per Campaign• Contacts per Campaign• Leads per Campaign

Top Search Terms

Leads by Source

Campaign ROI

Budget

Channel Productivity• Partner Marketing Plan– Objectives– Campaigns– Organisation– Financials

• Channel Review– Web site, landing pages etc..

• MDF– Menu of programs Budget

Lead Cycle

Drip marketing across the lead life cycle

Registration

Tradeshow orWeb ClickThru etc..

Inside SalesSales Cycle

WhitepaperAnalyst Report

TestimonialWebinar

Seminar

Newsletter

TwitterVideoThankYouFor Interest

Sameday

Nextday

Threedays

oneweek

twoweeks

Onemonth

Opt In

Channel Programmes

SFDC

CREATE CAMPAIGN REPORTS

Sales CycleCampaign

Leads

Call

Meeting

POC

Partner

ObjectivesBudget in placeDecision process understoodTimeframeCompetitiveDesktop demo

Pre-site infoPermissions

Forecast

Proposal

Case Study

PO

PresentationObjectionsTrial Close