Marketing/BD

AGENDA• The Start Of A New Marketing/BD Team

• BD/Marketing Plan (Leon/Bob/Lindsey)

• Marketing Calendar Q4 2014

• Business Unit Responses To 3 Questions: Order (Sales, PSG, Pre-Sales, MS) • What does marketing success look like for your group?• What are your top initiatives for 2015? (Product Focus, Strategic Approach,

etc.)• What marketing efforts have you experienced that have “worked” in your

opinion?• Open Discussion

The Start of a New CDI Marketing Team

WHAT WE HAVE ACCOMPLISHED:

• Launch of New CDI Web Site

• CDI TV Commercials

• Organized Tracking of MDF/Coop Funding (LB)

• Regular Cadence Calls with Internal Marketing Team

MARKETING/BD GOALS & OBJECTIVES• Represent a strategic, relevant and required resource to sales, professional/managed

services, and top-tiered partners, supported and driven by CDI executive management – Developing renewed excitement, fresh and innovative rebranding, and consistent and collaborative messaging by CDI’s Marketing/BD Group:

• Marketing-as-a-Service (MaaS) Campaigns• Collection of Win Wires, Case Studies & Whitepapers• Sales Incentives & SPIFFs• Quality Over Quantity in All Marketing Efforts & Activities

• Ensure collaborative communication across all affiliate divisions • Proactively manage and conduct pre-planning MDF/Coop processes

• Yearly & Quarterly reviews and planning activities and meetings• Conduct integrated marketing campaigns for all activities: strategic mix of non-

traditional and traditional marketing tactics (i.e. social/digital/direct/email/events)• Hire qualified J9 replacement

• Better utilization of Cancro, Vinci, Ferrante, Burt, Grassi, Administrative Support

Short or long-term goals and interests and the means of achieving them as set by team

Assured reliance on the integrity, character, ability, strength, or truth of someone or something

The combined actions of a cohesive group, to enhance and supplement each other’s activities working together for a common goal

The obligation of an individual or organization to account for its activities, accept responsibility for them, and to disclose results in a transparent manner

Goal Oriented

Trust

Teamwork

Accountability

STRATEGY• Focus: Alignment of Salesforce.com & Marketing Automation (HubSpot, Pardot)• MDF/Coop: Tighter integration with partner marketing contacts and sales/PSG/MS• Cadence with affiliates and key strategic vendors:

• Bi-weekly calls with mktg inclusion on recurring sales/PSG team calls (Total Integration)• Bi-Yearly Partner Marketing Summit: Video/F2F

• (EMC, Cisco, VMware, VCE & Strategic Partners)• Marketing Repository (Currently in development – universal collateral/messaging and brand

image) • Event/Marketing Activity Request Form (In Process for Sales/Services Division)

• PSG & Sales Alignment: (Monthly Training Sessions & Solution Bundles)• Sales Enablement (MaaS): Strategic Marketing Trainings/BD Guidelines• Priority Focus: Driving managed services & cloud business• Planning Process: Year long planning with quarterly re-visits (no more last minute!) • Economies of Scale: Leverage outsourcing more effectively (more with less)

WHAT’S CURRENTLY WORKING….• Video Case Studies/Testimonial (Ex: LiquidNet, VCE) • Social Integration

• Toolkits/multi-platforms/lead development for new accounts and cross and up-selling to existing client accounts/corporate brand image demand generation

• Leveraging CDI Demo Facility (Live FB Demo Days)• CDI YouTube Channel (Video Marketing)• Customer Appreciation Events• Client Partnered (Intimate) Events (Ex: Bill Evans DR Event)

• Suburban Propane• Ralph Calistri/Ryan Kroszer

• Vertically Focused Thought Leader Events & Roundtables/User Groups• Tradeshows (NJSBA, EMC Forum, EMC World, VMWorld, Cisco Partner Summit)

• WHY YES, YES IT CERTAINLY DOES!An Ice Bucket Challenge Gone

Global…Who Would Have Thought Social Media Would Be Ran by ALS Ice Bucket Challenge

Summer 2014?!?!

Since July 29, 2014, The ALS Association has received $115

million in donations!

By comparison - Livestrong launched its yellow bracelet

cancer-awareness campaign in 2004—and it took them one year

to raise $50 million

#FreeBillSimmons: ESPN suspension explodes on Twitter

There are approximately 10,000,000-100,000,000 users that utilize Yelp as a social networking tool.

CREATE CDI LLC YELPGenerate Client Reviews/Testimonials on Company, Our People, Service Offerings & Quality Control

THE FACTS: SOCIAL MEDIAFACT:

Sales reps who leverage social selling in their sales process are 79% more likely to attain their quota

then ones who don’t

50% Of Tech Companies Have Acquired Customers On Twitter, Including

EMC - HubSpot

Employees have 10xmore reach than

their company accounts

Recent Cisco Study

3 QUESTIONS PROPOSED

3 QUESTIONS PROPOSED TO EACH TEAM?

QUESTION 1:• What does marketing success look like for your group?

QUESTION 2:• What are your top initiatives for 2015? (product focus, strategic approach)?

QUESTION 3:• What marketing efforts have you experienced that have “worked” in your

opinion?

THANK YOULET THE INTERNAL TEAM PLANNING BEGIN!