demand metric q1 research agenda & virtual summit sales enablement

Q1 Research Agenda: Sales Enablement for Success

&

Virtual Summit – April 3, 2014

© 2006 - 2014 Demand Metric Research Corporation. All Rights Reserved.

Thank you for the opportunity to share our partnership marketing platform with you! Demand Metric’s mission is to make Analyst research for companies targeting marketing and sales professionals more modern, engaging and effective; superior in terms of practicality; and most of all, cost effective with a significant return on investment. You will find that we are not like most other Analyst firms. Our goal is to be flexible to work with and provide options for all sized organizations. Demand Metric’s Q1 Research Agenda and Virtual Summit on April 3, 2014 - Sales Enablement for Success: Research, Experts, Tools & Solutions - will focus on the strategies, technologies, tools and best practices used to empower sales and optimize the sales and marketing partnership for better performance and profitability. We are launching 6 Benchmark Reports & Infographics, 1 Best Practices Report with a maturity model and framework, 6 Technology Solution Studies, 8+ Vendor Profiles & Case Studies, 12 Analyst eWorkshops, 6 How-To Guides, and 2 Consulting Methodologies & Tool-Kits including dozens of practical templates and tools to engage our members and drive attendance of senior marketing & sales professionals. Since our partners will be promoting their participation in our Summits, and we’ll be inviting our entire email list of 140,000+ senior marketing and sales professionals to join us, we know this represents an exceptional opportunity for us to fuel your content marketing, thought leadership and lead generation programs. We invite you to learn more about Demand Metric and participate in our upcoming program! Cheers, John Follett, CMO Demand Metric

Invitation

ABOUT DEMAND METRIC Demand Metric is a global marketing research & advisory firm serving a membership community of over 40,000 marketing & sales professionals, CEOs, and business owners with advisory services, benchmark reports, solution studies, consulting methodologies, training, virtual summits, and a library of 500+ tools and templates. Using Demand Metric resources, members complete projects faster and with greater confidence, boosting respect for the marketing team and making it easier to justify needed resources. Our 1,000+ clients range from start-ups to members of the Global 1,000. Demand Metric members leverage the following resources:

§  Research – 100+ How-To Guides, Best Practices Reports, Benchmark Reports, Technology Solutions Studies and Infographics. §  Practical Tools – 500+ Analytical Tools, Premium-Quality Templates, Assessments, Checklists, Business Cases, Evaluations, etc.

§  Training – DM University offers 40+ Training Courses and eWorkshops in a Learning Management System (LMS) environment. §  Community – 40,000 member online community for networking, discussions, and advice. Over 1,000 corporate clients.

§  Analyst Inquiry – expert advice from our Research Directors and Senior Analyst Network of industry practitioners.

§  Executive Council – peer-to-peer Executive Roundtables and Benchmarking Programs.

§  Virtual Summits – gatherings of 2,000+ proactive sales & marketing professionals, experts & analysts to share new research.

Partial List of Over 1,000 Corporate Clients

Our Sponsorship Partners

Employees Annual Revenue

19% 21% 22%

19% 19% Under 1M,

16%

1M-10M, 18%

10M-100M, 26%

100M-1B, 16%

1B+, 23%

Member Demographics

1%

2%

5%

8%

31%

79%

85%

HR

Operations

IT

Finance

Sales

Marketing

General Management

Job Function

15% 20%

30%

37%

C-Suite Manager Director VP

Seniority Level

WE UNDERSTAND THE MANDATE FOR TECH MARKETING

Research + Content + Thought Leadership = Leads 1.   Primary Research – analyst firms have great research but its extremely

expensive to license. We produce and license primary research at a fraction of the cost, and make it modern with companion infographics.

2.   Content – ad agencies produce flashy content but it is also expensive and is more ‘art’ than practical for a senior professional. We generate tools, templates, technology solution studies, reports and other practical resources designed to help members implement ideas quickly.

3.   Thought Leadership – we provide a platform for you to deliver thought

leadership at our Analyst eWorkshops and Virtual Summits. We also produce vendor profiles with customer success case studies.

4.   Lead Generation – most analyst firms don’t provide any lead information to

sponsors. We do, and have an email list of 140,000 senior sales & marketing pros to market our research, content & virtual summits. Our programs aveage 500-2,000 leads per campaign.

Why Demand Metric?

Primary Research

Thought Leadership

Platform

Qualified Lead

Generation

Content for Marketing

The New Analyst Firm Paradigm

SALES ENABLEMENT VIRTUAL SUMMIT – April 3, 2014

Research-Driven, Content-Rich & Quality Experience

§  3 Keynotes & 8 Speaking Sessions – attendees will hear from Demand Metric executives, analysts, industry luminaries, technology experts and real-world customers

§  60+ Demand Metric Resources – available to attendees to

draw senior executives such as benchmark reports, solution studies, vendor profiles, how-to guides, tools, templates, eWorkshops, methodologies & infographics

§  1,000-3,000 Participants – generate 1,000+ leads by

sponsoring/speaking at our virtual summits. Research shows that many of the people who attend virtual events WOULD NOT have attended a live event

Virtual Summit - Overview

Private Viewing of Virtual Environment Available Upon Request

CATEGORIES & VENDORS INVITED TO PARTICIPATE CRM Marketing Automation Sales Intelligence Communications Tools Knowledge Management CPQ

Salesforce.com Oracle - Eloqua InsideView ON24 CallidusCloud Big Machines

Microsoft Dynamics Marketo Data.com Readytalk Showpad Tinderbox

SAP Act-On Software Lattice Engines Citrix - GoToMeeting Amacus Cameleon

Netsuite HubSpot Primary Intelligence Join.me Bloomfire Selectica

Oracle- RightNow Aprimo LinkedIn Webex Savo Cincom Acquire

SugarCRM Adobe - Neolane SalesLoft Telspan Avitage Qvidian

SageCRM eTrigue Squirro Adobe Connect Compendium Alinean

Zoho InfusionSoft IKO Systems Skype DiNK Altatl

Maximizer LeadFormix Sales-i Connex ConnectAndSell Apttus

Saleslogix MindMatrix Hoovers BrightTalk Fision Leverage Point

CampaignerCRM Loopfuse Sales Fuel InterCall Game Plan FPX (formerly Firepond)

TrackerRMS Right On Interactive Sales Quest Infoneedle ROInnovation Paperless Proposal

Lead Life Solutions NetProspex Brainshark MarcomCentral DocuSign

Pardot Introhive Skura Adobe EchoSign

Silverpop TappCtrl

SalesFUSION WittyParrot

Vendors Invited to Participate

BENCHMARK REPORTS

6 Benchmark Reports Available to Attendees

§  Primary Research – 300-700 study participants on average §  Benchmarking – compare company results with industry peers

§  In-Depth Analysis – 25+ page reports to share findings

§  Best Practices – insights from revenue target hitting companies

§  Charts & Graphs – 10-20 charts to visualize study results View Sample Benchmark Study Report: http://bit.ly/1bzmjAd

View Sample Infographic: http://bit.ly/1f4nB9G

Virtual Summit – Research Content

High Level Report with Framework & Maturity Model

BEST PRACTICES REPORT

View Sample Best Practices Report: http://bit.ly/1iH1Rle

Content Licensing Sponsorships Available


§  Research – 200+ Hours of Primary & Secondary Research §  Maturity Model – demonstrate the journey to competency §  Advice – 20-40 pages of practical advice on the topic

§  Best Practices – insights from ‘world-class organizations”

§  Report Topics – sales enablement, digital marketing, product management, customer experience, demand generation, analytics & measurement.

6 Reports on Technology Categories & Key Vendors

SOLUTION STUDIES

View Sample Solution Study Report: http://bit.ly/1g3QUL3



§  Overivew – explains technology and business benefits §  Best Practices – practical approach to using a technology §  Buying Criteria – suggests criteria for selecting a solution

§  Vendors – matrix of 15-30 vendors in the category §  Advice – actionable advice on implementations §  Launch – published and launched at our Virtual Summits

6-10 Analyst Firm Reports on Vendor Differentiation

VENDOR PROFILE & CASE STUDIES

View Sample Vendor Profile & Case Study: http://bit.ly/1bcRN4z



§  Best of Breed – showcase leading technology category vendors §  Unbiased – analyst authored based on discussions with customers §  Insights – size, funding, leadership, growth rate, company vision §  Robust – 20+ page easy-to-read, visually pleasing reports §  Content for Marketing – third-party Analyst firm research

6 Action-Oriented Guides to Educate the Market

§  Hot Topics – stay current on trends in Marketing §  Executive Summary Format – quick to read (3-10 pages) §  Action Plans – link to tools, templates & resources §  Thought Leadership – written by industry experts

§  Practical Unbiased Advice – make smarter, faster decisions

HOW-TO GUIDES

View Sample How-To Guide: http://bit.ly/NkteIi



12 On-Demand Analyst eWorkshops for Attendees

§  Convenient – available on-demand for viewing anytime §  Expertise – led by Demand Metric’s Chief Analyst §  Research – sharing findings from benchmarking studies §  Concise – 25-40 minute sessions that are easy to watch

§  Engaging – fast pace, packed with information and advice

ON-DEMAND eWORKSHOPS

View Sample Analyst eWorkshop: http://bit.ly/1dxGRc8


Implementation Process with 35 Tools & Templates

§  Readiness Assessment – help to prepare for the journey §  Step-by-Step – clear stages, steps and action items §  Practical – 35 tools & templates for rapid implementation §  Cost-Effective – ‘do-it-yourself’ consulting tool-kit & process §  High Value – part of our $1,997 sales enablement course

METHODOLOGY & TOOL-KIT

View Sample Methodology & Tool-Kit: http://bit.ly/LZwWWJ



DEMAND METRIC RESOURCES AVAILABLE TO ATTENDEES Demand Metric Research & Educational Resources Resource Type Sales Enablement in 2013: Benchmarks, Insights & Advice (SOLD) Benchmark Report

Sales Compensation in 2014 (SOLD) Benchmark Report

Marketing’s New Role to Drive Revenue (SOLD) Benchmark Report

Sales & Marketing Data Quality (SOLD) Benchmark Report

Lead Generation for Marketers (SOLD) Benchmark Report

Sales & Marketing Alignment (SOLD) Benchmark Report

Sales Enablement: Best Practices, Case Studies & Solutions – AVAILABLE Best Practices Report

Sales Enablement Framework – AVAILABLE Framework

Sales Enabled Funnel Diagram – AVAILABLE Diagram

Sales Enablement Plan Methodology & Tool-Kit (35 Premium Tools & Templates) – AVAILABLE Consulting Methodology & Tool-Kit

Developing Sales Playbooks – AVAILABLE How-To Guide

Starting Out with Sales Enablement – AVAILABLE How-To Guide

Channel Marketing Automation (SOLD) How-To Guide

Driving Value with Marketing Automation (SOLD) How-To Guide

Social CRM Best Practices (SOLD) How-To Guide

Sales Compensation Solutions ROI Guide (SOLD) How-To Guide



Demand Metric Research & Educational Resources Resource Type Communications Tools Solutions Study - AVAILABLE Solutions Study

CPQ Solutions Study – AVAILABLE Solutions Study

Marketing Automation Solutions Study – AVAILABLE Solutions Study

CRM Solutions Study - AVAILABLE Solutions Study

Enablement Knowledge Management Solutions Study - AVAILABLE Solutions Study

Sales Intelligence Solutions Study (SOLD) Solutions Study

Sales Enablement Best Practices (SOLD) On Demand eWorkshop

Striking it Rich with Sales Enablement (SOLD) On Demand eWorkshop

Sales & Marketing Alignment Benchmark Results (SOLD) On Demand eWorkshop

Marketing & Sales Alignment: Insights & Best Practices (SOLD) On Demand eWorkshop

Sales & Marketing Data Quality Benchmark Results (SOLD) On Demand eWorkshop

Marketing’s New Role to Drive Revenue (SOLD) On Demand eWorkshop

Content for the Sales Cycle (SOLD) On Demand eWorkshop

Channel Marketing Automation (SOLD) On Demand eWorkshop

Content for the Buying Process (SOLD) On Demand eWorkshop

Lead Generation for Marketers (SOLD) On Demand eWorkshop



DEMAND METRIC RESOURCES AVAILABLE TO ATTENDEES

8 Speaker Panels with Customers, Analysts & Experts

§  Interactive – ask questions of experts, analysts & customers §  Unbiased – based on ‘real-world’ customer solutions §  Experts – Founders, CEOs, Industry Analysts & Consultants §  Options – 2 tracks to choose from plus group chats afterwards

§  Panel-Based – engaging with multiple expert speakers

EXPERT SPEAKING SESSIONS

Virtual Summit – Speaking Opportunities

SPEAKERS – MORE TO BE ADDED

© 2014 Demand Metric Research Corporation. All Rights Reserved.

Jesse Hopps Co-Founder & CEO Professional Background: Jesse worked for 5 years at IT analyst firm Info-Tech Research Group before founding Demand Metric. His primary responsibilities are building the team and partner ecosystem.

John Follett CMO, Demand Metric Professional Background: Before joining Demand Metric, John was a consultant for the Government of Canada. Now, he oversees all aspects of marketing for Demand Metric and its partners.

Clare Price VP Research, Demand Metric Professional Background: Clare spent 7 years as a Research Director at Gartner helping clients like Microsoft, IBM, HP, and Cisco.



Jerry Rackley Chief Analyst Professional Background: With 30 years of experience in Marketing at IBM, Esker Software, and Stillwater National Bank, Jerry is very versatile with his expertise. At Demand Metric he runs our primary research study programs.

Craig Nelson Principal, Sales Enablement Group Professional Background: Craig has 25 years of experience in the software industry and has been instrumental in the growth of several startup companies, including iCentera which was sold to CallidusCloud. Craig and his team have overseen over 150 corporate sales enablement deployments.

Pieterjan Bouten Co-Founder & CEO, Showpad Professional Background: Pieterjan is co-founder and CEO of Showpad, a Belgian sales enablement technology firm who received funding in 2013. He was also co-founder of In The Pocket and Netlog’s Head of Business Development for Europe.




Russell Kern Founder & CEO, Kern Agency Professional Background: Over 30 years of experience as a B2C and B2B strategic creator of large scale, high performance, multi-channel customer acquisition, CRM and lead generation programs for: DIRECTV, Adobe, AAA, Merck, Sprint, Clear, SAP, Symantec, & HP.

Kent Potts CMO, Skura Corporation Professional Background: Kent has lead the marketing effort at Skura for the past 4 years and has mobile sales enabled over 40,000 sales representatives for over 140 brands. He is an expert in marketing strategy, product marketing, and sales channel management.


Mark Ogne CMO, NewzSocial Professional Background: Mark was a marketing leader at Acxiom for many years before taking the CMO role at NewzSocial. He is passionate about Digital Marketing and how to sales enable organizations using social media marketing tools and techniques.


VIRTUAL SUMMIT AGENDA*

Virtual Summit: Sales Enablement – April 3, 2014

Time Sales Enablement Virtual Event Agenda 9:00am ET Exhibit Hall Opens & Sponsored Survey/Giveaway Opens

10:00am ET Opening Keynote: Driving Revenue with Sales Enablement – Speakers: Jesse Hopps, Founder & CEO and Jerry Rackley, Chief Analyst – Demand Metric

10:45am ET Demand Metric’s Sales Enablement Maturity Model – Speaker: Clare Price, VP Research – Demand Metric

11:30am ET Industry Panel Keynote: Vision for Sales Enablement in 2014

12:00pm ET Sponsored Group Chat in Communications Lounge

Track 1 – Sales Enablement Fundamentals Track 2 – Advanced Sales Enablement Practices Track 3 – Meet the Industry Experts

1:00-1:30pm ET Building a Enablement System Enabling the Field Case Study Exhibit Hall Open

1:40-1:55pm ET Exhibit Hall Open Sponsored Group Chat

2:00-2:30pm ET CRM Success Case Study CPQ Success Case Study Exhibit Hall Open


3:00-3:30pm ET Marketing Automation Success Case Study Sales Intelligence Success Case Study Exhibit Hall Open


4:00-4:30pm ET Custom Topic Case Study Custom Topic Case Study Exhibit Hall Open

4:30-5:00pm ET Exhibit Hall Open Sponsored Group Chat – Survey & Giveaway

*Topics & Agenda subject to change.

Panel Speaking Slot & Sponsorships Available

Program Deliverables a la carte List Price

Diamond Sponsor

Titanium Sponsor

Platinum Sponsor

Gold Sponsor

Silver Sponsor

Expo Sponsor

Presenting Sponsor at a Virtual Summit $25,000 ✓

Speaking Opportunity at a Virtual Summit $15,000 ✓ ✓ ✓

Benchmark Study & Infographic Program $20,000 ✓ ✓

Best Practices Report Licensing $10,000 ✓ ✓

Solution Study Report Licensing $10,000 ✓ ✓ ✓

Analyst eWorkshop Turn-Key Program $12,500 ✓

How-To Guide (custom) Writing & Licensing $7,500 ✓ ✓ ✓ ✓

Vendor Profile/Case Study Writing & Licensing $7,500 ✓ ✓ ✓ ✓ ✓ ✓

Demand Metric Gold Membership $15,000 ✓ ✓ ✓ ✓ ✓

Group Chat Sponsor at a Virtual Summit $5,000 ✓ ✓ ✓

Expo Booth at a Virtual Summit $5,000 ✓ ✓ ✓ ✓ ✓ ✓

SPONSORSHIP INVESTMENT $60,000 $40,000 $20,000 $12,500 $10,000 $3,000

Sponsorship Opportunities

Contact Us for custom, add-on, and ‘a la carte’ sponsorship opportunities such as having an Analyst speak at a webinar or live event.

DIAMOND SPONSORSHIP PACKAGE Branding & Thought Leadership Opportunities

§  Presenting sponsor at a Virtual Summit of your choice (1,000-3,000 leads for all Summit participants)

§  Joint Customer/Executive/Analyst Panel Speaking Opportunity (customer to be selected by Demand Metric)*

§  Expo Booth at a Virtual Summit and ability to provide up to 5 content items in central Resource Center (exclusive opportunity)

§  Logo and link on Virtual Summit website and email communications to Demand Metric community & partners

§  Four (4) Tweets on @DemandMetric leading up to Summit

§  Two (2) Facebook and Two (2) LinkedIn postings on Demand Metric pages to annonce sponsorship

Analyst Research Production & Licensing

§  Sponsored Benchmark Report & Infographic Production, Promotion and Licensing Program (600-1,000 leads)

§  Sponsored How-To Guide Production, Promotion and Licensing Program (300-600 leads)

§  Sponsored Analyst eWorkshop Production, Promotion and Licensing Program (300-600 leads)

§  Vendor Profile & Case Study Production & Licensing

§  Best Practices Report & Solution Study Report Licensing

Demand Metric Membership Included

§  GOLD Membership ($15,000 value) including up to 15 users and access to over 1,000 research reports, tools & templates, training courses and workshops with Analyst inquiries.

$60,000 Investment


TITANIUM SPONSORSHIP PACKAGE Branding & Thought Leadership Opportunities

§  Titanium sponsor at a Virtual Summit of your choice (1,000-3,000 leads for all Summit participants)


§  Expo Booth at a Virtual Summit


§  Two (2) Tweets on @DemandMetric leading up to Summit

§  One (1) Facebook and One (1) LinkedIn postings on Demand Metric pages to annonce sponsorship


§  Sponsored Benchmark Report & Infographic Production, Promotion and Licensing Program (600-1,000 leads)



§  Best Practices Report Licensing

§  Solution Study Report Licensing



$40,000 Investment


PLATINUM SPONSORSHIP PACKAGE Branding & Thought Leadership Opportunities

§  Platinum sponsor at a Virtual Summit of your choice (1,000-3,000 leads for all Summit participants)



§  Group Chat sponsor at a Virtual Summit






§  Vendor Profile & Case Study Production & Licensing §  Solution Study Report Licensing



$20,000 Investment


GOLD SPONSORSHIP PACKAGE Branding & Thought Leadership Opportunities

§  Gold sponsor at a Virtual Summit of your choice (500-1,000 leads for all Summit attendees)








§  Vendor Profile & Case Study Production & Licensing §  Solution Study Report Licensing



$12,500 Investment


SILVER SPONSORSHIP PACKAGE Branding & Thought Leadership Opportunities

§  Silver sponsor at a Virtual Summit of your choice (Leads from your Expo Booth & Group Chat)










$10,000 Investment


EXPO SPONSORSHIP PACKAGE Branding & Thought Leadership Opportunities

§  Expo sponsor at a Virtual Summit of your choice (Leads from your Expo Booth)

§  Expo Booth at a Virtual Summit §  Logo and link on Virtual Summit website and email

communications to Demand Metric community & partners





$3,000 Investment


§  BRONZE Membership ($5,000 value) including up to 15 users and access to over 1,000 research reports, tools & templates, training courses and workshops with Analyst inquiries.


demand metric q1 research agenda & virtual summit sales enablement

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