Winn Overview
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The company has been providing B2B marketing solutions for over 30 years, focusing exclusively on technology clients. They offer integrated demand generation and lead nurturing campaigns using a variety of services including database development, outbound calling, email fulfillment, and reporting. Their approach is to continually measure campaign performance, analyze results, and refine processes to optimize lead generation and sales pipeline.
Winn Overview
- 1. Effective B2B Marketing Solutions Demand Generation / Lead Nurturing Solutions Designed to Optimize Your Pipeline
- 2. Company Background Founded in 1990 B2B Marketing Specialists Focused Exclusively on Technology Supported over 750 technology clients Conducted Thousands of Demand Generation Initiatives Best Practices based on experience: Proactive Client/Vendor Communications Integration of Direct Marketing Initiatives Focus on Messaging and Audience Leveraging Data Analytics Pre/During/Post Campaign
- 3. Differentiators Technology Focus Human Capital / Knowledge Assets Business Process / Flexibility Employee Longevity Client Stability Data Assets
- 5. Credentials Preferred Vendor for: All trademarks, trade names, and service marks represented herein are the property of their respective owners.
- 6. Approach Integrated Campaigns: Program Setup Scripting/Messaging Database Development Outbound Calling Inbound Support Email Fulfillment Reporting
- 7. Demand Generation Suspects Appointments Rep Calls Event Registrations Literature Requests Invalid Unresolved Client Client Client / Winn Winn Winn Winn Research Demand Generation
- 8. Benefits Higher quality database Reduced list acquisition/maintenance costs Consistent lead flow Shorter sales cycle Lower cost per lead Improved Project ROI
- 9. Lead Nurturing A Strategic / Long Term Demand Generation Component that integrates and leverages direct marketing investments. Data profiling (prospects/ customers) Suspect Scoring Focus Audience (vertical/ title/ product)-Messaging Defined Nurturing Rules Execute Demand Generation Initiative Execution of Suspect Nurturing Execution of Lead Nurturing ...evolving model : measure/analyze/refine Continual process improvement
- 10. Lead Nurturing Process © Copyright 2009 Winn Technology Group, Inc. All rights reserved. Lead Nurturing Event Registrations Channel Leads Integrate Event Calander A /B Actionable Leads 1-6 months Demand Generation Live Appointments Conference calls Web Meeting Telemarketing eMarketing Event Marketing Web Leads Event Leads Advert/DM Leads LEADS CYCLED BASED UPON SUSPECT SCORE AND LEAD STATUS INTEGRATED / MULTI TOUCH LEAD DEVELOPMENT PROCESS TO ALL SUSPECTS IN UNIVERSE SCORE/STATUS UPDATE Suspect Base
- 11. Channel Marketing Support For: Manufacturers Distributors Solution Providers VAR’s/Resellers ISV’s Systems Integrators Channel Marketing Programs Partner Recruitment Strategic Market Planning
- 12. Event Promotion and Registration Tele-promotion Outbound Inbound Confirmation Calling Direct Mail Email Delivery Tracking Reporting Development and Hosting of Registration Sites
- 13. Appointment Setting Appointment Types Face-to-face Conference Calls Online Meetings Delivery Options Hot Transfer Calendar Integration Pre-arranged Time Block CRM/SFA Entry
- 14. Inbound Services Integrated Bundled w/ Programs Direct Call Routing Stand-alone Dedicated Reps Level 1 Support Customized Numbers Message Testing
- 15. WinnEnterprise Database Proprietary Database Internet & Tele-research >325,000 Contacts All Verticals Represented F1000, Enterprise, Mid-market US, Canada 50% IT, 50% Line of Business
- 16. Database Development Establish Criteria Map Against WinnEnterprise Append Technology Data Additional Sources Available Off-phone Research Tele-verification Merge/Purge/De-dupe
- 17. List Scrubbing Merge/Purge/De-dupe Off-phone Research Tele-verification Standard Fields: Demographics – Name, Title, Address, Phone, Email, etc. Firmographics – Employee Size, SIC, Revenue
- 18. Corporate Profiling Penetrate National/Named Accounts Off-phone Research Tele-research Intelligence Gathered: Financials Divisions/Subsidiaries Key Contacts/Technologies
- 19. Reporting Real-time Hot Lead Delivery Weekly Productivity Report Excel/CSV File SFA/CRM Uploads Online Reporting Option Executive Summary
- 20. Lead Distribution DemandView Lead Distribution Proprietary Lead Reporting Tool Online Interface 24/7 Campaign Status Data Analytics Custom Distribution to: Direct Sales Channel Partners Regional Reps
- 21. Primary Research Design & Methodology Research Framework Methodology Development Sample Design Script Development Primary Research Tele-research Email Web Surveys
- 22. Customer Satisfaction Performance Measurement Sales/Marketing Process Implementation Brand/Product Agent Customer Service Tech Support Reputation/Image
- 23. Win/Loss Analysis Comparative Measurement You vs. Key Competitors What initiated solution evaluation? Which marketing vehicles were most effective? Factors in creating short list Key product features SWOT Comprehensive Analysis/Reporting
- 24. Email Marketing WinnMail Proprietary Tool Compliments Lead Campaigns Uplift in Lead Rates Message Testing Tracking Capabilities Opens Click-throughs
- 25. Contact Information Main: 727-789-0006 Toll Free: 800-444-5622 Fax: 727-789-0638 URL: www.winntech.net