Actus International

Actus International

Demand Generation Services

Tech Start-ups & IT Vendors & Tech Consultancies

https://twitter.com/Luis_Villar

http://www.linkedin.com/company/actus-international


Index

• Actus International• Solutions• Methodology• Positioning and Key Differentiators• Clients• Contact


1. Actus International• Who we are: Actus International is a B2B technology marketing agency

specializing in demand generation for IT Vendors, SIs and Consultancy Firms. • Mission: to contribute and facilitate the growth of technology organisations

through the identification and generation of new business opportunities. • Vision: to become a global reference in demand generation services for

technology companies, from start-ups to corporations. • Attributes: consultative, expertise, integrity, trust, performance, flexibility• GEO: EMEA wide coverage, with native business development consultants.• Clients: LANDesk, Websense, triCerat, NSFOCUS, Bluefin Solutions.


2. Solution: Database

Challenges Solution Benefits•Obsolete, outdated database. •Poor communication with old and new clients. •Unable to launch effective marketing campaigns.

•Database cleansing or new database setup according to the specific needs of the client: territory, industry, job title, contact address, telephone, email etc

•Improved communication with old and new clients.•Opportunity to identify new business opportunities in existing accounts.•Opportunity to engage with new prospects


2. Solution: Sales Lead GenerationChallenges Solution Benefits•Difficulties in generating demand and new business opportunities.•Inadequate, limited internal resources (sales&marketing).•Inadequate, poor performing external resources (partners&agencies).•Poor lead quality and conversion rates, poor lead follow-up by sales and/or channel.•High total cost per sales accepted opportunity.

•Generation of new business opportunities by:•Identifying the key contact (s) in each target account.•Establishing business needs, current situation, priorities, strategies, decision making and budget approval processes.•Presenting the product or solution (s) of the client as it relates to the prospect's unique requirements.•Facilitating a next step between the client and the prospect.•Recommended for developing a solid sales pipeline with a short to mid term view.

•Access to new clients and business opportunities.•Cost savings by freeing up internal resources and sales cycle acceleration.•Strong sales and channel BUY IN, enabling business growth through direct and indirect channels.•Increased marketing ROI, reduced cost per accepted sales opportunity.


2. Solution: Partner Recruitment & Development

Challenges Solution Benefits•Limited or no presence in targeted countries•Overreliance in one or two poor performing partners•Difficulties to engage with new partners

•Partner Recruitment: OEMs/VARs/Integrators.•Partner Development: Certification & Qualification, Partner Account Management, Channel Marketing, Lead Generation, Lead Routing, Lead Nurturing•EMEA & Americas coverage

•Increased brand awareness and footprint in the selected territory through the channel•Establishment of strategic alliances in target territories•Access to new clients and business opportunities through the channel


2. Solution: Strategic Appointment SettingChallenges Solution BenefitsDifficulties in generating demand and new business opportunities.•Inadequate, limited internal resources (sales&marketing).•Inadequate, poor performing external resources (partners&agencies).•Poor lead quality and conversion rates, poor lead follow up by sales and/or channel.•High total cost per sales accepted opportunity.

•Generation of new business opportunities by:•Identifying the key contact (s) in each target account.•Establishing business needs, current situation, priorities, strategies, decision making and budget approval processes.•Presenting the product or solution (s) of the client as it relates to the prospect's specific requirements.•Facilitating a sales meeting between the client and the prospect.•Recommended for generating a solid sales pipeline with quick wins.

•Access to new clients and business opportunities.•Cost savings by freeing up internal resources and sales cycle acceleration.•Strong sales and channel BUY IN, enabling business growth through direct and indirect channels. •Increased marketing ROI, reduced cost per accepted sales opportunity.


2. Solution: Key Account ProfilingChallenges Solution Benefits•Difficulties in generating demand and new business opportunities.•Inadequate, limited internal resources (sales&marketing).•Inadequate, poor performing external resources (partners&agencies).•Poor lead quality and conversion rates, poor lead follow up by sales and/or channel.•High total cost per sales accepted opportunity.

•Delivery of a complete business profile into each account including:•Organizational structure and business units. •Key contact name (s) in each business unit, including roles and responsibilities.•Business needs, current situation, priorities, strategies, decision making and budget approval processes.•Presentation of the product or solution (s) of the client as it relates to the prospect's unique requirements.•Next step between the client and the prospect.•Recommended to clients with complex value propositions and long sales cycles.

•Introduction of the client's product or solution (s) to the key contact (s) in each account.•Cost savings by freeing up internal resources and sales cycle acceleration.•Access to key strategic intelligence in each target account, including competitors, strategies, priorities and business plans. •Access to new business opportunities in key accounts, supporting sales and marketing efforts.


3. Methodology• Sales & marketing strategy: we review with the client the sales and marketing strategy prior

to any activity, sharing our experience and knowledge of account penetration in different industries at local and international level.

• Account research: we use social media, sales and business intelligence tools in preparation for each call.

• Message (s) : we adapt the message (s) making it relevant to the prospects and their unique needs.

• We identify the appropriate individual (s) for your product or solution.• We establish their business needs, current situation, priorities, strategies, decision-making

and budget approval processes. • We present the product or solution (s) of the client as it relates to the prospect's specific

requirements. • We facilitate a next step between the client and the prospect.• We work in close alignment with sales and/or channel.


4. Positioning and Key DifferentiatorsActus International

Messaging

Topic Traditional telemarketing agency

Cold callingWell, not quite. We make informed calls by leveraging sales, business and social media intelligence. We respect the prospect's time and prepare each call carefully. Result: the prospect is prepared to engage.

Agents are usually encouraged to play the numbers game, make as many calls as possible, with little or no prep work. Result: the prospect is disengaged and wants to finish the conversation. Risk of missing business opportunities and damage to your brand and reputation.

Script

We do not follow a script, but rather adjust the conversation and make it RELEVANT to the individual with whom we are talking. We understand the client's value propositions in detail and the industry we are in. Our senior consultants are able to have peer to peer, meaningful discussions with senior decision makers and influencers from all verticals and account sizes. Result: the prospect opens up and shares key information around business pains, priorities and strategies.

Agents rarely go out of the script, they do not feel comfortable, often sound robotic and disengaging. Result: the prospect is disengaged and wants to finish the conversation. Damage to your brand and reputation.

We are able to convey and adjust multiple messages adopting a consultative and dynamic approach. We first identify the right contact (s), listen carefully to their needs, and then adapt the message (s) and present a solution (s) based on who we talk to and what we hear. Result: the prospect is qualified and the business need is clearly identified.

Agents limited to predefined messages, rigid approach, one size fits all, unable to engage in meaningful discussions. Result: loss of business opportunities and damage to your brand and reputation.

Local expertise

Our consultants have many years' experience of working with key decision makers and C-executive in the target territory. We work exclusively with native consultants, experts in technology and their territory. Result: greater chance to uncover new business opportunities.

The level of experience and local market knowledge of each agent varies. Agencies tend to spread resources across regions with little or no knowledge of the local market. Result: loss of business opportunities and damage to your brand and reputation.

Conversion rates

Our experience tells us that top sales and marketing consultants can deliver up to 5 times more accepted opportunities than telemarketing agents under the same conditions. Result: lower cost per accepted opportunity compared to traditional marketing agencies.

Agents' performances tend to vary a lot. For each top performer, you might get 6 or 7 who do not deliver optimal results. Result: sky high cost per accepted opportunity.

Sales perception

We build long term relationships with your sales reps and partners. We listen to their concerns and work TOGETHER to support them and enable their sales to increase. Result: BUY-IN and commitment from sales reps and partners to make a success of the activity.

Agents often have little or no experience of working with field sales or channels. Sales perceives them as weak and do not trust them. Result: sales, marketing and channel are not aligned, leading to loss of business opportunities.

Overall ROI

Low cost per accepted opportunity compared to traditional marketing agencies. The cost of the activity relates to the number of opportunities booked, not the number of calls, contacts or time spent. Result: low risk, high ROI.

Agencies usually work on either contact/account based or hourly rate pricing models, rarely against results. Result: high risk, low ROI.


CLIENTVALUE

PROPOSITION CHALLENGE SOLUTION ROI

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Channel Growth

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Channel Recruitment

Strategic Appointment

Setting

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New PartnersOnboard


5. Clients


Desktop Virtualization

Vendor


Actus Europe Ltd

27/31 Clerkenwell Close (5 min from Silicon Roundabout, Old Street)

London, EC1R 0AT United Kingdom

+44 20 8743 9854

[email protected]

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6. CONTACT

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https://twitter.com/Luis_Villar

http://www.linkedin.com/company/actus-international

Actus International

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