Marketing Growing PainsMarketing Growing Pains

The IEEE Boston Entrepreneur’s Network

IEEE: “Marketing Equals Money” dmEDGETM Distributed Marketing Solutions

Marketing Equals Moneyg q yGrowing an Organization

THE BAD NEWS………………………………………

……………It’s Never Easy

…………………..Always New Issues

.………………………They Never GO AWAY

…………………You Will Never Have It FIGURED OUT!!

IEEE: “Marketing Equals Money” dmEDGETM Distributed Marketing Solutions

Marketing Equals Moneyg q yGrowing an Organization

THE GOOD NEWS………………………………………

……………You’re No Different Than Every Other EntrepreneurEntrepreneur

…………………..We Have ALL Been Through IT!

………………………We May Not Have All Of The Answers But We Have A WAY Of Solving Problems!!But We Have A WAY Of Solving Problems!!

…………………Rest Assured-Everything Can Be FIGURED OUT!!

IEEE: “Marketing Equals Money” dmEDGETM Distributed Marketing Solutions

Marketing Equals Moneyg q yGrowing an Organization

SUBJECT:RECENT LEARNING EXPERIENCE….TYPICAL BUMP IN THE ROAD

WHO WE ARE

THE MARKETING PROBLEMTHE MARKETING PROBLEM

THE MARKETING SOLUTION

IEEE: “Marketing Equals Money” dmEDGETM Distributed Marketing Solutions

Direxxis OverviewWho We Are

DIREXXIS is a direct marketing services and technology provider.Founded in 2003 by industry leadersFounded in 2003 by industry leaders.Headquartered in Needham, Massachusetts.

DIREXXIS dmEDGETM Marketing PortalDIREXXIS Marketing Data and DatabasesDIREXXIS Marketing Analyticsg yDIREXXIS Creative and Graphic DesignDIREXXIS List Management DIREXXIS Printing and Production

O GOur dmEDGE marketing solution is complete, integrated, and innovative.Full line of marketing services that extend our offerings to specifically meet our customers’ needs.

IEEE: “Marketing Equals Money” dmEDGETM Distributed Marketing Solutions

IEEE: “Marketing Equals Money” dmEDGETM Distributed Marketing Solutions

IEEE: “Marketing Equals Money” dmEDGETM Distributed Marketing Solutions

IEEE: “Marketing Equals Money” dmEDGETM Distributed Marketing Solutions

IEEE: “Marketing Equals Money” dmEDGETM Distributed Marketing Solutions

Direxxis OverviewThe Marketing Problem

SITUATION: 2.5 years into the business, DIREXXIS was faced with a marketing issue that was impacting business development and needed to be addressedissue that was impacting business development and needed to be addressed immediately.

AUDIENCE: Typically we are selling to group of decision makers: Marketing/Information Technology/Finance.g gy

We were marketing our dmEDGE marketing solution based on our “Great Idea”-technological functionality within the solution.

PROBLEM: We were confusing our potential clients during the sales process with too much functionality and no perceived “fit” for their business. No one understood what the technology meant for the business which also meant they could not sell the solution internally for funding and acceptance.

SOLUTION: We transformed our message to a high level summary of benefits and ROI Statements.

IEEE: “Marketing Equals Money” dmEDGETM Distributed Marketing Solutions

dmEDGE Overview

dmEDGETM D i s t r i b u t e d M a r k e t i n g S o l u t i o n

dmEDGE Solution Modules-THE MARKETING PROBLEM

dmEDGE Marketing Portal Modules

Ad BuilderModule

DataBuilderM d l

Comm.BuilderM d l

ReportBuilderM d l

AccountingModule

Integration& Security

M d l

CoreApplication Module Module Module Module Module ModuleApplication

ApplicationServer

(front end)

Ad Creation/Customization List Upload Data

DeliveryUsage

ReportsCorporate

BillingSingle

Sign-On(front end)

DatabaseServer

(back end)

Ad Output/Download

ProspectData

(live counts)

Bulk OrderDelivery

ProfileReports

Credit CardProcessing

CRMIntegration

Ad Data Email Custom Account BusinessTechnology

UserInterface

Ad ElectronicFulfillment

Client Data(live counts)

Direct MailCommunication

Delivery

MatchbackReports

Co-OpFunds

VendorIntegration

AdAdministration Integration

ToolsCommunication

Delivery

CustomReports Balances/

LimitsRules/

Permissions

TechnologyManagement

dmEDGE Administration

IEEE: “Marketing Equals Money” dmEDGETM Distributed Marketing Solutions

dmEDGE Overview d EDGE Di t ib t d M k ti S l ti THE MARKETING

dmEDGETM D i s t r i b u t e d M a r k e t i n g S o l u t i o n

dmEDGE Distributed Marketing Solution-THE MARKETING SOLUTION

dmEDGE is a comprehensive marketing solution designedmarketing solution designed to support organizations with decentralized sales and marketing needsg

User friendly system designed for non-technical users

Hosted web based solutionHosted web based solution required no client IT maintenance or support

Turn key solution providesTurn key solution provides complete end-to-end programs

Designed to be extremely flexible and configurable g

Rapid implementation plan

IEEE: “Marketing Equals Money” dmEDGETM Distributed Marketing Solutions

dmEDGE Solution OverviewC ti L i M k ti M d l THE MARKETINGContinuous Learning Marketing Model-THE MARKETING SOLUTION

Continuous Learning Cycle:DESIGNProgram

EXECUTEBUILD

Data and information flow allow roll out of successful marketing

EXECUTEProgram

BUILDUniverse

dmEDGE

programs

Continuous learning model d i d t hContinuous

LearningMarketing

designed to enhance programs as they mature

Increased program complexityDecreased level of effort

DELIVER

CAPTUREData

ANALYZEProgram

Decreased level of effort

Results driven platformDELIVER

Leads

IEEE: “Marketing Equals Money” dmEDGETM Distributed Marketing Solutions

DIREXXIS MARKETING PROBLEMHow we solved the problem

Listening!!!.......Listening!!.........Listening!!

Prospect reactions/feedbackProspect reactions/feedbackCustomer surveysIndustry experts-Analysts

Lesson: Stick to the Business Model and listen to the market! Remember: The technology is not the solution-it solves the

business problem!