IDC Go to Market Programs
Transcript of IDC Go to Market Programs
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Mary Ann Daneke, IDCPhone: (732) [email protected]
IDC Go-to-Market Services Overview
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GMS Team OverviewGMS Team Overview
A team of global marketing consultants within IDC that help you reach prospects by leveraging the IDC brand.
We deliver programs from a single call-to-action to a broad, multi-touch, global media campaign.
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Channel education/marketing
Partner education/marketing
Sales management
Sales education
Sales support
Sales assets
Lead generation
On-line marketing
Field marketing
Events
Corporate websites
Partner or Channel portals
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Premium Content for Premium TargetsPremium Content for Premium Targets
IDC’s thought leadership and brand help our clients reach their target audience:
On the Web where they search
Through the media they read
At events they attend
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Suggested Program: IDC Content Mapped to the Buying CycleSuggested Program: IDC Content Mapped to the Buying Cycle
Investment Need
Identification and Initial Shortlist Research
Decision Team
Creation
Business Case
Development
Final Recommend-
ation and
Decision
RFPGeneration
ShortlistCreation
Proposal and Vendor
Review
Passive exposure
Active exposure-
general education
Purchase Deploy Assess
Awareness-General
Education
Consideration-Specific to a Considered Purchase
Preference Purchase Post-Purchase
ROI Tools, Interactive Workbooks
Video White Papers, iViews,and
Audio/Video WebcastsWhite Papers,
Executive Briefs and Workbooks Customer
Case Studies
Boardroom Communication
Presentation
Video Podcasts
Analyst Connection
Customer Newsletters
Executive Seminar
Event
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IDC Content Mapped to the FunnelIDC Content Mapped to the Funnel
Convert
Engage
Attract
White Papers, Executive Briefs
Video Podcasts
Analyst Connection
Customer Case Studies
IDC Speakers
Video White Papers, iViews, and Audio/Video
Webcasts
ROI tools, Boardroom Communication
Presentation
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Integrated Campaign SupportIntegrated Campaign Support
IDC-branded and localized assets bolster your sales + marketing programs
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YOUR AUDIENCEDEVELOPMENT
Brand PowerThought Leadership
and Research
Global
Local
Regional
IDC CONTENTAND SPEAKERS
YOUR WEBSITE
AND MARKETINGPROGRAMS
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Support for Any Country or LanguageSupport for Any Country or Language
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Global-USLaura Nurzynski
EMEAElissa Simpson
[email protected] Asia PacificIsabelle Chan
CanadaJulie Tiley
Central America/Latin America
Alejandro Floreán Rodrí[email protected]
1,000 IDC analysts provide global, regional, and local expertise on technology and
industry opportunities and trends in over 110 countries worldwide
Copyright IDC. Reproduction is forbidden unless authorized. All rights reserved.
IDG Connect Lead Generation ServicesIDG Connect Lead Generation Services
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Consolidates the global IDG audience and provides additional data network access based on target audience
Leverage an expandedData Network of 35 million
prospects
Reach prospectsin 76 countries
IDG Connect Lead Generation ServicesIDG Connect Lead Generation Services
Company Size Data1-99 employees: 28%
100-999 employees: 31%1000+ employees: 41%
Audience Profile DataExecutive/ Sr. Management: 26%Business Decision Makers: 16%
IT Decision Makers: 58%
IDG Connect Core Database11.4 million global opt-in names
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Marketers often have very specific campaign objectives to meet a refined target audience. IDG Connect provides programs that meet strict criteria and include:
Targeted Lead Generation CampaignsTargeted Lead Generation Campaigns
Key Account Programs: We map your target account list against our extensive database and provide you exclusively with prospects from your named accounts.
Vertical Market Programs: Do you go to market by specific vertical segments like healthcare, financial services or government? Or perhaps you are launching a new campaign with multiple vertical segments? We provide leads aligned to selected vertical targets.
Job Titles: Trying to reach beyond the IT Decision maker into CFO, CIO, VP of HR? IDG Connect can deliver a comprehensive audience of decision makers and influencers that typically purchase your offerings.
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Case Study: Increasing Lead QualityCase Study: Increasing Lead Quality
Who A top five global technology company
Problem Previous high volume campaigns focused at SMB resulted in suspects, but yielded low rate of sales-ready active prospects
Goal Improve the quality of prospects passed to sales
Solution IDG Connect applied client-defined scoring system to evaluate initial leads based on respondent role, solution interest and purchase timeframe. Prospects were nurtured over a six week timeframe with an asset-led triggered email campaign.
Results Of the 1,500 campaign leads, 69% scored at the highest qualification level and yielded the following:
42% were VP of IT and higher; 77% IT Management
93% were Decision Makers or Influencers
47% had solution-specific purchase plans in <12 months
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Go-to-Market with IDCGo-to-Market with IDC
For more information contact your IDC Account Representative
Mary Ann DanekeSales [email protected]: 732-388-3441