Virtual Causeway. Lead Nurturing and Progression - Basic Package

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Virtual Causeway

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Who is Virtual Causeway?

Virtual Causeway is a sales and

marketing services firm focusing on



Business to Business Markets



Online and Offline Services



Technology and Strategic Consulting

Virtual Causeway Fast Facts • 11 years of industry experience • Located in Waterloo, Ontario • Named one of Canada’s fastest growing companies by Profit 100 in 2005, 2007 and 2008 • Over 1 million leads generated!

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Uniquely Positioned Marketing Partner

Domain Expertise

 Previous Sybase Product, Channel & Marketing Management on staff

 Previous SAP/BOBJ Project, Partner, Sales Management on staff

 We understand your partners and your target market!

Sales and Marketing Performance

 Pay for Performance Methodologies

 Strong fit with SAP program methodologies and P4P

Supported 100s US and Canadian SAP, Sybase and SAP Partner Programs!

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Virtual Causeway has assembled a team of highly skilled individuals:

 Business Development Specialists – Are individuals that have years of

experience in outbound promotion of complex products and services. They are skilled at developing initial dialogues, generating leads, recruiting for events and setting appointments with targeted individuals within the prospective companies. Over 1 Million qualified leads generated!

 Project Lead – Responsible for the day-to-day logistics of the campaign including

calendar management, project coordination, and coaching other team members to make your program successful. Our team has worked with over 300 clients.

 Campaign Manager – As your primary contact, the Campaign Manager will be

responsible for making sure the project is on track by managing the logistics of your campaign including calendar management, campaign setup and tracking. Campaign managers have years of experience in promoting SAP, Sybase, BI and Business Objects campaigns. Our team has managed 1000s of campaigns and helped to launch 100s of products.

 Executive Team – Virtual Causeway’s Executive Team is made up of former sales

and marketing executives from innovative technology companies such as Sybase, and Cognos.

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SAP and Sybase Product Experience

SAP Product Experience

 SAP ERP Platforms

– SME and Enterprise

 BI Platforms  BI Dashboards

 Business Objects Data Integrator  SAP Crystal Solutions

 Mobile

Sybase Product Experience

 Database Management  Data Warehousing

 BI and Analytics Platforms  Modeling & Development  Mobile

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Lead Nurturing and Progression – Basic

Package

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Lead Nurturing and Progression – Basic

Package Overview

For North America Channel Partners only, this end-to-end, multi-touch marketing offer will be executed by an SAP Certified Marketing Agency. The following activities outline the flow of the lead generation process:

 Provide lead generation using qualification questions to assess the market

potential of the prospects and ultimately understand their lead potential.

 Establish qualified contact entry points for the sales force to pursue.  Develop the prospects or leads based on qualification questions.  Guaranteed 2 telephone meetings generated/facilitated.

 Any time-sensitive leads will be transitioned to client by an agreed-upon

method.

 Generate measurable and repeatable results that impact the overall Return

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What to Expect

 Partner provided list of up to 40 prospects or leads (L2/L3/L4) generated within the past 12 months.

 Outbound teleprospecting with up to 6 attempts per contact.

 Guaranteed 2 telephone meetings generated/facilitated.

 Execution Timeframe: 3 Months

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Additional Program Information

 Marketing Messaging:

– SAP Solution Specific Marketing Messaging tailored to the Partner’s target audience and industry.

 Marketing Assets:

– Teleprospecing call guide, email development and execution, lead nurturing and progression, etc.

 Marketing Offers:

– Primary: SAP Solution Specific Offer – Secondary: SAP Solution Specific Offer

 Service Inclusions:

– Virtual Causeway will design and execute a closed loop lead nurturing and progression program to facilitate at least 2 phone meetings with the

Partner for any of SAP‘s Products and Services.

 The following campaigns and/or solutions are eligible for this marketing

offer:

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Program Deliverables

 Partner provided list of up to 40 prospects or leads (L2/L3/L4) generated

within the past 12 months.

 Outbound teleprospecting with up to 6 attempts per contact.  Email deployment with partner information sent.

 Lead nurturing and progression.

 Guaranteed 2 telephone meetings generated/facilitated.  Campaign management and execution.

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Lead Generation Process

Once the Virtual Causeway Business Development Specialist has spoken with and qualified the prospect, the following process is followed:

 A lead scorecard is created, outlined in the Lead Score Card section of this

document, that fully defines the definition of an acceptable lead.

 Any time-sensitive leads will be transitioned to client by an agreed-upon

method.

 The SAP Partner must notify Virtual Causeway within 48 hours of receiving

the Lead if the opportunity does not meet the qualification criteria outlined within the Lead Score Card of this presentation.

 If it is deemed unqualified, Virtual Causeway will replace it with another.  If the Partner chooses to not follow up with the lead, the lead will be deemed

‘accepted’ and ‘counted’ accordingly.

 We very much become an extension of your team.

 Virtual Causeway values your feedback. We work with you to ensure the

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Working Together

All of our programs are supported directly by our SAP Program Team and will be assigned a Campaign Manager & Project Lead. We realize you are busy, our goal is not to tax your already busy team!:

 As your primary contact, the Campaign Manager is responsible for making

sure the program is on track by managing the logistics of your campaign and ensuring that service levels are met. In addition, we aim to identify areas of program improvement and make ongoing recommendations. We strive for quick turnaround to standard questions/issues.

 As your secondary contact, the Project Lead is responsible for the day-to-day

logistics of the campaign including calendar management, project

coordination, and coaching other team members to make your program successful. Less than 24-hour turnaround to standard questions/issues.

 Our clients are set up on our confidential client site to view weekly lead

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Data Exchange

 Full data export in Excel or CSV to be provided to the client upon completion

of program.

 Data export list to include all data fields captured or updated.

– This includes new contacts built or added by Virtual Causeway during the program.

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Partner Benefits Include

 Exclusive 100% MDF reimbursement for this campaign.  Fast time to-market and predictable ROI.

 End-to-end campaign management. Including:

– Program setup including; project management, project strategy session, data import/export, CRM setup, all reporting setup and delivery, and team training.

– Lead management fees includes all calling activities including long distance fees.