Productivity review Marketing Plan Onboarding and Retaining MDF Channel Events Director’s Club Collateral Updates (Presentations, Pricing, Competitive) On Demand Brochures Giveaways Contract NFR Unit Training Recruit Sales Pack Special Offers New Product Introduction Sales Incentives MDF Campaigns

Campaign Management Plan Prepare Execute Measure Report Leads to Sales Leads to Sales 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 Name Type Objective Budget Campaign Resources TimeFrame Response Lead Revenue Planned Actual Start End Approval Internal external Description Prepare Vendor Selection Communicate Budget ArtWork and Content Comms and IT Internal Partners Ready Commit

Campaign Execution Execution Monitor Launch/Schedule Debrief Done Measure Conversion rate End Agents Customers Contacts Qualified Leads Leads to Sales Leads to Sales Review rejects Sales cycle

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 Lead Quality

Channel Productivity Partner Marketing Plan – Objectives – Campaigns – Organisation – Financials Channel Review – Web site, landing pages etc.. MDF – Menu of programs

Registration Tradeshow or Web ClickThru etc.. Inside Sales Whitepaper Analyst Report Testimonial Webinar Seminar Newsletter Twitter Video ThankYou For Interest ThankYou For Interest Same day Next day Three days one week two weeks One month Opt In

Channel Programmes

SFDC

Sales Cycle Campaign Leads Call Meeting POC Partner Objectives Budget in place Decision process understood Timeframe Competitive Desktop demo Pre-site info Permissions Forecast Proposal Case Study PO Presentation Objections Trial Close