ITS MarketingColin Thomson

Agenda

• Last 6 months activities and return • Current Marketing Initiatives• Update on the wider CE marketing with

new director – Stacey Thorpe

Marketing Review

E mail and Telemarketing Strengths• Raised brand awareness, cost effective, supported by vendors.• Telemarketing and E mails leads generated • Creating qualified database and new customersWeaknesses• Vendors we need to be more strategic partners & solution based.• Measurement of ROI a challenge with leads follow up.• Increasing average deal size is important.• Measurement of inbound phone traffic.

Marketing ReviewE mail and Telemarketing

Results• 1016 new contacts added to qualified database over 6 months (705

ITS My Site and 311 Salesforce.com in last 2 months.• 20 campaigns run through e mails and telemarketing.• 250 Leads generated as IT requesters and 58 Salesforce.com

opportunities in last 2 months.• Sales of products promoted in e mails over last 6 months $428,601• Highlights - Good ROI from Hitachi Whiteboard campaigns, Autocad

& Toshiba, high ave transaction.

Marketing Review Events Strengths• Increased ITS brand awareness & showcased our capability• National capability• Case study worked well should use more Eg LexmarkWeaknesses• Corporate Express value proposition could be improved• Follow up on from sales on invites & leads needs improved.Results• 170 attendees at 10 events across 5 states• Sales pipeline for IBM/vmware around $1.5M and sales with

customers we touched on IBM $500K

Marketing Review

  Registrations Attendees

NSW 19 10

QLD 28 9

SA 23 11

VIC 31 16

WA 29 15

 TOTAL 130 61

  Registrations AttendeesNSW 43 28QLD 31 21SA 22 16VIC 29 9

WA 43 35

TOTAL 168 109

CIO VMWARE & IBM SERIES CXO VMWARE & SYMANTEC SERIES

• On the 2nd series of events our attendance rate climbed from 47% for 1st series to 65% for 2nd series

• In 2nd series we had 82 individual companies attend the event series.

Marketing Review Internal CommunicationsStrengths• ITS My Site helping communicate

marketing messages• Case Study’s created• Sales collateral helping communicate

our value proposition• Salesforce.com to measure campaigns• Leverage off Greet IT forumWeaknesses• Vendor promotion communication• More Case Studies required• Product roadmap on CPG & ESG

ControlRemote Access & Level 1 / 2 Helpdesk

ConsolidationServer

Marketing ReviewExternal

CommunicationsStrengths• Foundations laid on Corporate

Express IT Solutions offering• PR stories in CRNWeaknesses• Website needs work to

represent our solutions• Brand awareness still a

challenge• Each state communicates own

offering, lack of consistency and specific details on what we offer.

Marketing Planning

• There will be workshops to establish purchase decision processes for key products.

• We need to ask ourselves questions such as how many people fail to make the transition in process and why.

• Create SMART goals: smart, measurable, attainable, realistic, tangible and timely.

Who are our customers

Low number of clients make up majority of revenue5.25% make up 80% of our revenue (180 out of 3427)

8%

35%

4%10%6%

4%

20%

11% 2% ACT

NSW

NT

QLD

SA

TAS

VIC

WA

ZZZ

State Breakdown

Who are our top VendorsACER

ADOBE

APC

AVISION

BROTHER

CANON

CITRIX

HEWLETT-PACKARD

IBM

KONICA MINOLTA

LENOVO

LEXMARK

MICROSOFT

OTHER

PANASONIC

SAMSUNG

SAMSUNG ELECTRONICS

SYMANTEC

TOSHIBA

VMWARE

ROI processWhat is the overall business objective in which

the communication will contribute?

Initially we want to create overall business objectivesIncreasing salesIt is more important to set realistic targets Increase sales by 15% over next 12 months.

• Key is that we substantiate brand value propositions in marketing we do.

• ITS needs to work out our unique value propositions eg TLM and substantiate capability.

Brand Positioning

Marketing Strategy

Marketing Events Workflow EVENT CAMPAIGN WORK FLOW EVENT CAMPAIGN WORK FLOW

Event improvements• New look and feel

in design• Stronger date

graphics • Event topic’s more

compelling.• Cross promotion eg

Microsite• Event Plan

developed

E Mail Improvements• New look and feel in

design• Compelling offer in

each e mail• Every product

selected has code or kit code.

• All products chosen in stock

• Awareness of new ranges eg camera’s

• Telemarketing plan

Telemarketing Workflow

Grid Campaign Example• Increased customer touch• Qualified sales leads, see who has opened lead

and interacted with site• Lead Alerts followed up by telemarketing and

qualified leads passed to sales• Event is cross promoted by site and

telemarketing.

Grid Campaign Reports

Grid Campaign Lead Alert

Calls to Action Activated

Page Visit: 4 actions 3

Page Visit: Promo 1

Page Visit: Contact 2

Page Visit: About Symantec & VMware 1

Started Step1 Presentation 1

Page Visit - About Corporate Express 1

Questions