1. 1 Demand Generation It is simplicity that makes the uneducated more effective than the educated when addressing popular audiences. Aristotle

2. 2 Demand Generation After this session, you should be able to: 1. Identify and assess opportunities for generating leads 2. Assess web options for cost effectiveness and ROI 3. Leverage PR and word-of-mouth to achieve ‘viral’ marketing Objective: When it all comes together and you successfully strategize and execute your approach to market, you will be the provider of choice for your defined market segments.... and it will be a clear choice.

3. When _____ is the Provider of Choice to ‘____’, what does that mean in regards to: Valued customer relationships –Case studies –Media/PR –Product evaluation and testing –Steering assessment/trusted adviser PPC –PPC first – learn from PPC to create effective SEO SEO –Use terms found to be effective through PPC to drive SEO strategy Blogs, wikis and community site participation –SaaS Camp Events attended Public relations strategy –Research Relationship with Microsoft Newsletters Email Advertising

5. Traffic versus Conversion Option 1 Double spend to $8,000 Double Traffic Conversions increase to 400 Option 2 Keep spend constant Conversion rate to 4% Traffic remains constant Conversions increase to 400 Existing Situation $4,000 per month spend 10,000 new customer leads 2% conversion leads to 200 sales

6. Case Study: Demand Generation ExpediaTrip Advisor PPCSEOPPCSEO Zurich Hotels 3NA 4 Marriott Zurich NA 3 Hilton Zurich NA 22 Geneva Hotels 2NA 2

7. Pay Per Click Paid search based on select keywords –Bid on desired keywords –Searches that include keywords result in special placement of brief text ad –Pay only for clicks on your ad Most cost efficient form of advertising –Pay only for results –Revise/eliminate poor ads and keywords and test in ‘real time’ –Set budget limitations

8. Pay Per Click Focus on keywords –High relevance is key Match them to all offering components, target markets, site content, meta tags Remember ‘so what’ factor, customer speak –Track performance and change accordingly Focus on top 3-5 search engines –Include engines local to your country/market Incorporate special landing pages –For high relevance, high conversion, tracking

12. Search Optimization (SEO) Pre-qualified, ‘self’ qualified leads for free Longer site visits Ongoing high exposure Build brand equity Competitive advantage Customers are pre-qualified and self-qualified as they are searching for their specific needs. Very low cost, high volume; can scale very quickly. Reach new markets and uncover prospects you might otherwise never find. Unique benefits of Web Search

13. Search Optimization – Links Submit to directories that appeal to your market Provide valuable information Cross link your site to relevant sites –Link partners –Link services 6 Tips Before You Submit... Have your own domain name Site name must match domain name Check for bad links & JavaScript errors Display Contact info in plain view Have secure ordering/shopping cart Include links to company policy terms

14. Search Optimization Basic optimization recommendations –“Title Tag” should include primary keyword(s) –“Meta Description” tag should include most wanted keywords but don’t overload Perhaps losing importance, but don’t neglect –Content most important factor for SEO Page copy should be at least 200 words Include primary keyword(s) in beginning and closing paragraphs/sentences of text Include primary keyword(s) in headings, hyperlinks and bulleted text

15. Public Relations Utilize online avenues for free/low cost press release distribution –U.S. examples: Business Wire, PR Web, PR Newswire Best coverage is newsworthy –Based on audience needs, not your needs –Tell a story, about something the news audience cares about ‘Free’ (except for outside agency fees if you use one) Considered unbiased and therefore more trustworthy Unique benefits of Public Relations

16. Advertising Can be very expensive and better for generating awareness than leads Best options: –Online banner ads and paid search –Print ads in niche publications for target markets – less costly, more focused –Include specific offer, call to action Can target your ad so that it is seen/heard by the right audience You control the message completely, say what you want. Unique benefits of Advertising

17. Events Select shows of your target markets Take integrated, comprehensive approach –Submit white papers, speaker queries –Use to announce/launch new service –Leverage advertising and PR options –Pre-show mailing –Post-show follow-up Face-to-face interaction with prospective customers. Uncover opportunities for new partners, distribution channels, offerings and more. Position your company as experts and active, visible participants in a given market. Unique benefits of Events

18. Promotions Tap into existing customer base for cross-selling/upselling with promotional offers Use promotional items like pens with logos/URLs to build awareness and buzz Work with existing partners and distribution channels to offer joint promotions and ‘total solutions’ for market Create ‘buzz’ and interest. Find what compels prospects to make buying decision and use to reduce time to sale. Strengthen relationships with partners and sales channels. Unique benefits of Promotions

19. Viral Marketing Positive word of mouth –Make customer satisfaction #1 priority always –Give customers referral incentives High visibility –Blogs, Papers, Presentations, Articles –Make your company the ‘go to’ experts for on demand in your segment

20. Marketing Communications Develop benefit-driven versus feature-driven key messages Select vehicles that reach target markets Choose right vehicle for right time –PR for leveraging newsworthy events –Direct mail for specific offers to specific audiences Convey key messages consistently –Across all vehicles, all the time

21. Additional Marketing Vehicles Public Relations Advertising –Print –Web banner and PPC –Radio/TV Direct Mail Websites Blogs Word of mouth Brochures Promotional Items Partnerships Tradeshows and conferences Speaking engagements Articles Causes and special interests Customer invoices Microsoft –Case studies –Events