Arrow Oracle Marketing Q3 FY11

Build Pipeline in Q3 for more Q4 Revenue Welcome! Arrow Marketing – Robbi Virdi: or Q3 Marketing Programs – Executive Event Management: Xactly IT – Online Lead Generation & Lead Nurturing : HubSpot – High End Appointment Setting: Sales Activation

Executive Events Xactlyit Marketing Scott Marshall

Services Overview Xactlyit is a marketing services firm that provides creative development, copywriting, prospect database, marketing, telemarketing, web marketing, and event- related services to technology companies and their channel partners. Xactlyit Event Services include: – Graphic development and design of the HTML based invitation ( HTML will be appropriate for delivery) – Copywriting services – Customization of back-end registration system supporting the event – On-demand, real-time partner access to the registration list – Prospect lists and blast services – Telemarketing services – Turn-key audience-recruitment services (20 registrants is a sweet spot) – Event design and management xactlyit company confidential

Standard HTML Design (examples) xactlyit company confidential Wide variety of graphic options Will be influenced by partner’s existing branding or any invitation samples that are provided us

Deluxe HTML Design (examples) xactlyit company confidential We attempt to capture the appeal of the event graphically. This is the “event as star” approach. Best used with higher-end customer type events. Copy typically needs to be concise to work best with this high-impact approach

Registration System  Confirmation s are provided to registrant with copies to designated partner staff  Confirmation provides link to map/directions and automatic sync to calendar.  Partner has the option to gracefully limit the total registration, by creating a wait- list, if they are constrained by space at the event.  Partner will be given a link for on-demand access to the updated registration list in real-time.  reminders can be scheduled for auto-delivery to registrants xactlyit company confidential

Registration System Features 8/17/2015 xactlyit company confidential  Reg Page System provides links for Calendar Sync and Google Maps to venue  Confirmation s to registrants with copies to designated partner staff  Can gracefully limit the total registration, by creating a wait-list, if they are constrained by space at the event.  Partner gets on-demand access to the updated registration list in real-time.  reminders can be scheduled for auto-delivery to registrants

Sample Confirmation xactlyit company confidential Note: reminders can also be scheduled

Access to Registration Reports xactlyit company confidential Partner/Arrow will have login credentials to access registration lists and export to CSV/Excel in real-time

Audience Recruitment  Appropriate for a high-impact event, where a deluxe invitation has been generated, and where there is a desire to attract qualified prospects…  Xactlyit will leverage its prospect database (750,000 IT-related contacts across 85,000 companies), the deluxe invitation, and telemarketing to generate approximately 20 registrants to partner’s event.  20 registrants will yield 12 to 15 attendees.  Registrants, as defined, will conform to partner’s target audience definition xactlyit company confidential

Event Design and Management  An experienced professional event designer and manager will orchestrate/run partner’s event  Partner retains responsibility for: – Business content delivered at the event – Delivery of the content – Assigning a principal point of contact for decision-making on event- related matters  Note: cost of the event manager is for event planning services only and does not cover food, beverage, event tickets, parking, giveaways, etc.  Require at least 30 days advance notice from date of event xactlyit company confidential

Service Pricing 13 A la Carte Items Packaged Items

Xactly IT Marketing Questions? Contact: Please contact your Arrow Oracle Sales Rep for further information or to set a meeting with Xactly IT Scott Marshall:

Online Lead Generation & Lead Nurturing Hubspot Heather Ryan/Andrew Pitre

What this presentation covers How lead generation is shifting How to generate leads online Arrow’s lead generation campaign How it is implemented Expected Results & ROI

Traditional Marketing is being blocked Annoying Salesperson

The Market Is Here Now

Lead Nurturing Social Media SEO Blog Analytics Sales Tools Landing Pages Website How Do You Generate Leads Online?

Complicated & ConfusingEasy & Integrated What do we offer for lead generation?

Arrow Inbound Lead Generation Campaign Drive qualified traffic to your site Use HubSpot SEO tools to optimize your site Drive qualified traffic to your site Use HubSpot SEO tools to optimize your site Convert leads directly through your website Use offers (white papers and demos) and landing pages to capture visitor information Convert leads directly through your website Use offers (white papers and demos) and landing pages to capture visitor information Import your current leads & nurture them Take existing leads and give them offers to drive them back to you via marketing Import your current leads & nurture them Take existing leads and give them offers to drive them back to you via marketing Measure your results and determine your ROI Determine what offers drive leads Measure your results and determine your ROI Determine what offers drive leads

Overview of the Implementation 1.Install HubSpot tracking code on your website 2.Create / optimize landing page(s) for offers to capture new leads 3.Setup marketing campaigns for existing leads 4.Optimize your website to drive qualified visitors 5.Run reports to monitor success Install HubSpot Tracking Install HubSpot Tracking Create a Landing Page Nurture Existing Database Optimize Site to Drive Qualified Traffic Analyze Results

The Key is to Measure Your Results Your time is valuable, so we built HubSpot to focus your efforts

ROI MIT study shows: HubSpot customers get 420% more leads after using HubSpot for 5 months Learn more at:

BlogSEO Social Media Monitoring Analytics Marketing Automation ITExpertise Radian6 Wordpress Eloqua IT Guys Marketing Sherpa Marketing Sherpa You are covered for all online lead generation Google Analytics Google Analytics SEO consultant

Campaign Costs Arrow’s Lead Generation from HubSpot is based on an annual contract rate of $12,000. (a 33% discount off list) Payment can be broken up into 6 month segments

Hubspot Questions? Contact: Please contact your Arrow Oracle Sales Rep for further information or to set a meeting with Hubspot Heather Ryan:

High End Appointment Setting Sales Activation Virginia Livingston

Sales Activation is an affordable, systematic prospecting and lead generation process that delivers a steady stream of actionable sales opportunities, nurtures long-term leads to sales-readiness and demonstrates measurable ROI. It’s what the CEO and CFO expect: More sales and revenue What is Sales Activation?

Variety of Services Database Conditioning, Qualification Prospecting Lead Generation Lead Nurturing Appointment Setting Customer and/or Partner Profiling New Product Announcements Upsell/Cross-Sell/Maintenance Renewals Tradeshow Lead Qualification Audience Acquisition Market Research

Three activities for the price of one Combines a coherent mix of marketing and sales elements, including: – Database conditioning and qualification. Update existing customer database, uncover net new prospects, and deliver a Database-on- Demand™ at campaign conclusion – marketing done right. Consistent delivery of targeted ommunications to net new prospects and customers. (We don’t worry about SPAM filters!) – Prospecting, lead generation, and lead nurturing. Resulting in short- term and long-term sales opportunities, and a forecast you can trust.

Sample Three-month Campaign Campaign Objective: Develop and implement a prospecting and lead generation campaign for an Oracle partner to drive awareness and preference for Oracle’s software portfolio, and schedule a stream of highly-qualified appointments and leads for the partner. Deliverables: Create a Database-on-Demand™, beginning with list consolidation, formatting, conditioning, qualification Develop call scripting and probing questions Message Map that pre-schedules existing marketing communications to be delivered to prospects during campaign Conduct prospecting, lead generation, lead nurturing Create opt-in list of addresses (No charge) Schedule 3 – 4 highly-qualified (BANT) appointments per month Identify and nurture a series of qualified short-term leads, future leads, and validated suspects Develop timely, accurate appointment detail & lead records to assure smooth hand-off to sales Lead Support Services, including formal lead distribution, lead follow-up, appointment rescheduling (as necessary) Formalized lead distribution to partner organization Weekly executive dashboard and tracking report, containing key metrics and lead analysis Weekly (live) status review with partner’s key stakeholders to review campaign progress/process improvement

Budget Budget: One-time set-up fee: $1000 Message Map Development$1000 (for three-month period) 3 – 4 appointments per month$ 3,500/month 6 – 8 appointments per month$ 6,500/month 9 – 12 appointments per month$ 9,500/month Each campaign is tailored to meet your budget and sales objectives. Ala carte campaigns accommodated.

Re-cap: Why Sales Activation? Sales Activation = Sales NOW -- and a year from NOW Sales and marketing work together to achieve results and ROI Message Map TM assures consistent communication that drives awarenessand builds credibility Database-on-Demand TM becomes a quantifiable corporate asset The more qualified the leads, the more predictable the pipeline Uncover and track qualified leads through sales conversion Justify (even reduce!) marketing spend Document marketing contribution to sales and ROI

Sales Activation Questions? Contact: Please contact your Arrow Oracle Sales Rep for further information or to set a meeting with Sales Activation Virginia Livingston:

Next Steps 1.Contact your Arrow Oracle Group Sales Rep to set up a meeting 2.Discuss funding options that are available to help offset marketing costs 3.Develop a plan with our Arrow marketing team – use the suggestions/programs discussed today or customize your own! 4.Watch your pipeline fill with new opportunities! 5.Increase your Oracle sales in Q3 and Q4! 6.Questions? Contact Robbi Virdi, or