Virtual Causeway Inbound Lead Engine SME (6 Month) Premium Package

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Virtual Causeway

Inbound Lead Engine SME (6 Month) – Premium Package

Rick Endrulat – President

Marlene Keay – Manager, Business Development Services

April 10, 2013

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Agenda

Why Virtual Causeway

Who is Virtual Causeway

Uniquely Positioned Marketing Partner

Virtual Causeway Team

SAP and Sybase Product Experience

Our Media Expertise

Our Clients

Inbound Lead Engine SME (6 Month) – Premium Package

Create Demand and Drive Awareness to Your Brand

Package Overview

What to Expect

Additional Program Information

Lead Generation Process

Working Together

Additional Add-on Services

Lead Score Card

About Act|On

Partner Benefits

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Who is Virtual Causeway?

Virtual Causeway is a sales and

marketing services firm focusing on

Virtual Causeway

Fast Facts

•

11 years of industry

experience

• Located in

Waterloo,

Ontario

marketing services firm focusing on

Business to Business Markets

Online and Offline Services

Technology and Strategic Consulting

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

Unique combination of online lead generation expertise with

teleprospecting

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

Proven Track Record over 11 years in the market!

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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!

Digital Marketing Specialist

– Responsible for implementing the inbound marketing

tactics including marketing automation, website management, SEO, content development,

blogging tools, copywriting, and email marketing. Our team has worked to generate 1000s

of leads online.

Virtual Causeway Team

of leads online.

Project Lead

– Responsible for the day-to-day logistics of the campaign including 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

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Digital Marketing Experience

• Fully integrated inbound and outbound marketing

campaign and management system

• Tele-prospecting and telesales outreach

• 200% increase in new leads; 50% increase in

number of opportunities; 90 day ROI

• Website Design/Re-launch

• Fully Integrated Marketing System

• Email Marketing, Newsletter, Lead Nurturing

• 50% increase in leads; 50% increase in number

of opportunities; increased close rate

• Email Marketing Solution

• Lead Nurturing, Sales Integration

• 100% increase in leads; 25% increase in number

of opportunities

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Some of Our Clients

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Inbound Lead Engine SME (6 Month) – Premium Package

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Leverage This Full Service Package to Create

Demand and Drive Awareness to Your Brand

The

Inbound Lead Engine SME

is designed for partners who are looking to

implement an inbound marketing program and want a guaranteed lead

deliverable.

This fully integrated marketing program is designed specifically for small to

mid-sized* companies who are looking to leverage a Marketing Automation tool and

develop an digital marketing strategy.

Virtual Causeway’s turn-key program provides inbound marketing activities,

qualified leads and target contacts all powered by Act|On's leading marketing

automation solution.

It's everything you need to get found, become a thought leader, and grow your

sales pipeline.

* This package is designed for small to mid-sized SAP partners – if you are a Large

Enterprise SAP partner please see the LE package option.

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Inbound Lead Engine SME (6 Month) –

Premium Package Overview

For North America Channel Partners only, this end-to-end, multi-touch marketing program will

be executed by an SAP Certified Marketing Agency.

The following outlines program lead flow and deliverables:

Marketing strategy and plan consultation with up to 12 hours of consultation services.

2 weeks for setup including planning and strategy development and marketing automation

implementation.

Implement Act|On marketing automation platform to manage all inbound marketing

activities including; emails, landing pages, forms, lead qualification, lead nurturing, lead

scoring, and campaign analytics and dashboards.

Source 3,000 target contacts for program engagement, nurturing, and qualification.

– Virtual Causeway will also supplement with data from their Prospect Intelligence

Database, matching partner target list against our Proprietary Data Warehouse to fill in

the gaps, add new contacts, scrub any bad records, etc.

– As prospects ‘opt-in’ they would be available for future sales and marketing campaigns

conducted by the partner.

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Inbound Lead Engine SME (6 Month) –

Premium Package Overview Continued

Inbound Marketing

– Create content to drive traffic and establish thought leadership by publishing four blog

posts per month.

– Create two monthly outbound email campaigns to target new or existing prospects

with conversion tactics such as events, promotions, content, etc.

– Continually optimize website, and content collateral, for search engine optimization

(SEO) as measured in search-engine sourced website visits as well as search engine

ranking results.

– Copywriting is executed by Virtual Causeway with content direction from partner such

as; copy, direction on layout, imagery and content to drive optimal results, traffic and

leads.

– Virtual Causeway will continually test and optimize keywords, content, and campaigns

to maximize conversion rates and lead quality.

Outbound Marketing

– Telephone outreach to leads generated through online campaigns to assess the

market potential of the suspects and ultimately understand their lead potential.

– Establish qualified contact entry points for the sales force to pursue.

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Inbound Lead Engine SME (6 Month) –

Premium Package Overview Continued

Additional Inbound Lead Engine SME Program Inclusions:

– Blogging Platform, Landing Page Builder & Hosting, SEO Tools, Anonymous Website

Visitor Identification, Social Media Monitoring, Email Manager, Lead Management and

Intelligence, Lead Grading and Lead Nurturing, List Segmentation, Social Media, Blog

and Closed-Loop, Marketing Analytics, Website, Blog, CRM integration, additional API

for custom integration, etc.

Inbound Lead Engine SME Exclusions:

– CMS and website Hosting/Management (available as add-on package).

Continuous improvements during campaign to optimize conversions.

Weekly reporting.

Campaign management and execution.

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

Generate measurable and repeatable results that impact the overall Return on Marketing

Investment.

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What to Expect

Inbound and Outbound Lead Generation

– Marketing strategy and plan consultation with up to 12 hours of consultation services.

– 6 month Marketing Automation System Subscription to Act|On.

Qualified Leads: 55

– Qualified Leads (L3): 22

– Qualified Leads (L2): 33

Cost Per Qualified Lead: $454

Execution Timeframe: 6 months

– 2 weeks for setup including planning and strategy development and marketing

automation implementation; 6 month program

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Additional Program Information

Marketing Messaging:

– SAP Solution Specific Marketing Messaging

Marketing Assets

:

– Marketing automation content, blog posts, email templates, teleprospecting

call guide, target contact and account list, etc.

Marketing Offers:

– SAP Solution Specific Offer

Service Inclusions:

– Virtual Causeway will design and execute a closed inbound lead generation

program targeted to drive qualified leads for any of SAP‘s Products and

Services.

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

offer:

– ALL SAP Products and Services

Partner Requirements:

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Additional Program Information

Extension Option:

– Option to extend current program for 6 months.

– Additional 6 month Marketing Automation System Subscription to Act|On.

– Additional Qualified Leads: 55

Qualified Leads (L3): 22

Qualified Leads (L2): 33

– Cost Per Qualified Lead: $272

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Lead Generation Process

Once an inbound lead has been generated using our digital tools, content and

campaigns, a Virtual Causeway specialist engages the lead, qualifies the prospect,

and subsequently executes the following:

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

program is a success!

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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 project coordination, and coaching other team

members to make your program successful. Less than 24-hour turnaround to

standard questions/issues.

Our clients are setup on our confidential client site to view weekly lead

generation progress.

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Additional Add-on Services

Additional add-on services are available to supplement the Inbound Lead Engine

program. All are available as standalone services.

Content Creation Add-on

– $2,000/ month – monthly commitment

– Blog Copywriting - 4 posts, 1 interview, 1 day per month

– Content Creation – 2 to 4 page download or video or webinar

Marketing Automation Add-on

– Monthly Pricing – Contacts and License - Client/ partner would manage their

instance

– 90 day commitment, then 30 days notice after that period

– 2,500 contacts = $450/ month

– 5,000 contacts = $600/ month

– 10,000 contacts = $800/ month

– Pricing only available from Virtual Causeway (discounted by vendor

specifically for offering to SAP partners) – Discounted approximately 85% of

list price.

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Additional Add-on Services Continued

Content Management System/ Web Hosting Add-on

– Minimum 6 month commitment

– $1,500 setup fee

–

CMS setup, integration, initialization

– $350/ month

–

Monthly Website hosting and maintenance

–

Includes SEO refinements and optimization, page corrections and updates,

–

Includes SEO refinements and optimization, page corrections and updates,

event setups, etc.

– Website Creation and Design is additional fee

Additional Customized Services Available

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Lead Score Card

Prospect will meet standard lead criteria and/or will have requested information

regarding the partner. Lead criteria:

Budget

– Identify that the decision-maker has budget or access to budget dollars for

partner products and services. If no specific funding figures are obtained,

information on procurement process or budgeting process is outlined.

Authority

– Ensure contact is made with a decision-maker or key influencer.

Need

– A need is identified. The prospect has expressed a requirement to enlist your

services. Strategic or project related. The business development

representative has uncovered pain.

Timeframe

– The prospect has expressed a requirement to evaluate your services, and

outlined the timeframe to evaluate the services, and/or the timeframe to

implement a solution.

Next Steps

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BANT Lead Scoring

• Does the contact have a budget or can they allocate funds? 7 or 15 points

Budget

• Influencer vs. Decision Maker 9 or 13 points

Authority

• What inefficiencies with the current system? 2 or 25 points

Need

Lead Attributes

_Definition

_{Point Allocation}

Need

• Timeframe for possible decision or purchase

• 3–6, 6–12 or 12–18 months 10, 20, or 15 points

Timeline

• Is the contact willing to accept follow up? 0 or 15 points

Next step

Total Points

BANT Score

0 - 20

L1/L2 – Responder/Prospect

21 - 50

L3 - Low Qualified Lead

51 - 80

L4 - High Qualified Lead

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About Act|On – Marketing Automation Tool

Act|On's fresh approach to marketing automation gives you full functionality

without the complexity other systems impose on you.

Act|On named to Forbes list of Most Promising Companies.

Marketing Automation for the Fortune 5,000,000

Robust Functionality

– Inbound

– Outbound

– Lead Nurturing

Priced for the Small and Medium Sized Market

– Competitive Pricing

– No long term contracts – simple pricing!

– Special Promotional Pricing for Virtual Causeway and SAP partners

User-Friendly

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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 strategy session, marketing automation setup

and implementation, project management, data import/export, all reporting

setup and delivery, and team training.

– Lead management fees includes all online optimization, SEO, blog and email

deployment and calling activities including long distance fees.

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Contact information:

Rick Endrulat

President

Marlene Keay

_{Manager, Business Development Services}

Thank You!

Virtual Causeway Inc

.

Website:

www.v-causeway.com/SAP

Email:

sap@v-causeway.com

Find us on LinkedIn:

www.linkedin.com/company/virtual-causeway

Virtual Causeway Inc.

180 King Street South, Suite 300

Waterloo, ON Canada N2J 1P8

t: 519.886.1600 x622

e:

rick@v-causeway.com

www.v-causeway.com

Manager, Business Development Services

Virtual Causeway Inc.

180 King Street South, Suite 300

Waterloo, ON Canada N2J 1P8

t: 519.886.1600 x635

e:

marlenek@v-causeway.com

www.v-causeway.com

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