Belux Marketing 2013 3 months marketing plans – Recurring activities: Monthly eDM towards endusers...
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Transcript of Belux Marketing 2013 3 months marketing plans – Recurring activities: Monthly eDM towards endusers...
Belux Marketing 2013
• 3 months marketing plans– Recurring activities:
• Monthly eDM towards endusers + Channel (25.000 contacts)
• Monthly Partner Newsletter (7000 contacts)• Social Media (Twitter, Linkedin, FB)
Our goal =
Do more business
End Userlead generation
Reseller recruitement +
Training & certification of
existing resellers
Our marketing approach
3
4 types of marketing:– Customer Development
• Active Resellers
• Focus Resellers
– Market Development• Prospect Resellers (reseller recruitement)
• End users (leadgeneration)
– Product Marketing
– Corporate MarCom
Our marketing approach
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Active Resellers– eDM campaigns– Community events:
• Marketing-meets-Marketing• Sales-meet-Sales• Technical-meets-Technical
– Solution workshops (Security, Networking, …)– Certification days (on vendor level)– DRIVE Reward Programm
Focus Resellers (top 40)– Same as Active resellers + :
• personal approach via channel manager
• Invited for special events/incentives
• Invited on VIP events
Customer development
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Reseller recruitement– eDM campaigns
– Roadshows
– Solution workshops
– Vendor events
– 3rd party events (LANnews, Business-meets-it, TMAB, …)
End user leadgeneration (directly)– eDM campaigns
– Telemarketing
– Seminars & workshops
– Proof of Concept
– 3rd party events
Market development
10
Joint-marketing with resellers– Co-branded eDM campaigns
– Telemarketing:• we book the agency and do the briefing
• reseller provides the dbase and does the follow-up
– Seminars, workshops and events• Seminar-in-a-box can be offered
• if reseller organizes everything, we can provide:– Materials for the inviation
– Speaker
– Collateral, gadgets, …
– Incentives/VIP events• Customized/relational events can be set up in agreement with the reseller and for a
limited number of selected customers
Market development
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Marketing on product/vendor level:
– Incentive programs (DRIVE Reward Programm)– Promotions– Product mailings– Vendor/product websites– Proof of concept– Product seminars & workshops– webinars
Product marketing
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Corporate MarCom
Communication tools:– Monthly e-newsletter– Monthly pricelist newsletter– Monthly training newsletter– Monthly eDM’s– Corporate Website (+ solution sites)– Social Media (LinkedIn, FaceBook, Twitter, …)– Collateral (solutions guide, product guide, …)– PR
Events:– Partner event / Solutions day– CEO Roundtable– Get-together (sales-meet-sales, technical-meets-technical)– 3rd party events/fairs/exhibitions
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Partner Newsletter:
- Monthly- 7000 channel contacts Belux- Promotions, campaigns, training,
events
16
Security & Networking Newsletter:
- Monthly- 7000 channel contacts Belux- 12000 enduser contacts Belux- Product news, whitepapers, trial
downloads, training, events
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Belux Marketing 2013
Upcoming events (April-May-June)• 10 lunch & learn sessions (Fortinet, Proofpoint,
Aerohive, Nutanix)
• MEE seminar
• Callout (as follow up of activities)
• 6 Joint-seminars with resellers
Belux Marketing 2013
Best activity realised in the past months:• InfoSecurity & Storage Expo:
• 429 pre-registrations (best result of all exhibitors)• VIP drink on booth days: 150 guests• 74 meetings scheduled for our vendors• Total of +/- 450 people visited our booth
Belux Marketing 2013
Biggest challenge faced• A lot of activities:
– Preparations for InfoSecurity & Storage Expo– Ongoing corporate marketing– Workshops, seminars– Joint marketing with resellers– Arbor campaign– Business & Channel development for Nutanix– …
• But not a lot of time …• So some activities are not yet launched (e.g. DRIVE)
Belux Marketing 2013
Biggest challenge faced• A lot of activities:
– Preparations for InfoSecurity & Storage Expo– Ongoing corporate marketing– Workshops, seminars– Joint marketing with resellers– Arbor campaign– Business & Channel development for Nutanix– …
• But not a lot of time …
= some activities are not yet launched (e.g. DRIVE)