1 1©2011 check point software technologies ltd. | [confidential] for check point users and approved...
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11©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
Welcome & what’s in store
VERY WARM WELCOME Check Point marketing update Social Media – are you using it? 4pm Coffee Break Sales Wins – we need to tell the story Driving this year’s Check Point message Round Table discussion Close
5.45pm: Drinks/Champagne Reception- Harte & Garter bar
6.30pm for 7pm: Restaurant: Mango Lounge Windsor - Datchet Road, Windsor
22©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
Agenda
1 2010 In Review
2 2011 Calendar and Initiatives
3 Summary
33©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
2010 Awareness -- PR
Strong PR coverage 953 clippings 9 Contributed articles
and 20 incidents of publishing
5 Surveys 3 Awards 38 Press briefings
44©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
2010 Awareness – Analyst Relations
Improved AR coverage Leader in 3 Gartner
Magic Quadrant Presence in a futher
6 Gartner Magic Quadrants
Enterprise Firewall
UTMMobile Data
Protection
55©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
2010 Customer References
Customer Success Stories - global Software Blades IPS DLP Appliances
2011 – need to drive UK specific success stories – more discussion later
Fitchburg University -- DLP
Bentley Systems -- IPS
Blog
Quala –
Software Blades
66©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
2010 UK CP own Demand Generation - Anticipated ROI
Measure Anticipated Achieved 2010
Target
2011
Leads to Win conversion
5% - 1:20 0.67% 2%
Leads to Opportunity conversion
20% - 1:5 3.7% 6%
Opportunity to Win conversion
33% - 1:3 18% 20%
ROI – investment / $Value
150%
77©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
Anticipated ROI
Measure Anticipated Achieved 2010
Target
2011
Leads to Win conversion
5% 0.67% 2%
Leads to Opportunity conversion
20% 3.7% 6%
Opportunity to Win conversion
30% 18% 20%
Average Pipeline deal
$15K $20k $22k
Average Win deal size
$20k $58k $60k
ROI Investment –v- $return
150% 285% 300%
88©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
Anticipated ROI
Measure Anticipated Achieved 2010
Target
2011
Leads to Win conversion
5% 0.67% 2%
Leads to Opportunity conversion
20% 3.7% 6%
Opportunity to Win conversion
30% 18% 20%
Average Pipeline deal
$15K $20k $22k
Average Win deal size
$20k $58k $60k
ROI Investment –v- $return
150% 285% 300%
99©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
Agenda
1 2010 In Review
2 2011 Objectives and Initiatives
3 Summary
1010©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
2011 Overall Objectives
High impact awareness Feature/cover stories in top tier media (3 in 2011 for UK –
CBR – Infosecurity Mag - tbc) Develop news that validate our leadership (certifications,
benchmark and testimonials) Sponsored Activities
Working with partners High impact demand generation
Activities that bring leads with opp. conversion rate of 6% Target C-level (at least 10% of audience) Target endpoint security titles (at least 20% of audience) Target net new prospects (at least 20% of audience)
1111©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
Initiative - NSS Tests and Certifications
NSS IPS test Group Check Point blows away the IPS test with 97.3%
block rate
NGFW certification Check Point to
be the first certified by NSS as Next Gen Firewall
Report due Jan/Feb 2011
1212©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
Initiatives – Working with partners
Sponsored Events Conduct jointly sponsored events with partners
► Small (circa 20-30 people)► CP Direct Marketing / Partner Co-op funded (50/50)
Total Cost circa $5k Check Point does logistics Check Point creates materials Partner delivers delegates Check Point follows up on leads via EST or Partner conducts War Room
with CP Account Manager All invoicing done via CP Agency - Bull Creative
► Technology Focus – DLP / IPS / Application Control Target 4 per quarter
C-Level Round Tables Circa 10-15 organisations per event Target 1 per quarter
1313©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
2011 Global Campaigns Proposal
Q4Q2 Q3Q1
3D security: Release R75
Data Security
Cloud Security
Endpoint Security
Appliances (London, Grizzly)
Data center Security (Armageddon)
Leads
6,000
3,000
3,000
5,000
2,500
1,500
1414©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
3D Launch Activities – 12 UK Interviews
Date Publication Journalist Type Spokesperson Status
Week of 1/31 SC Magazine - UK Dan Raywood Phone Nick Lowe Confirmed
Week of 1/31 Infosecurity Magazine- UK Steve Gold Phone Nick Lowe Confirmed
Week of 1/31 Techworld.com / IDG - UK John Dunn Phone Nick Lowe Confirmed
Week of 1/31 Channel Pro - UK Will Garside Phone Nick Lowe Confirmed
Week of 1/31 Computer Reseller News - UK Doug Woodburn Phone Nick Lowe Confirmed
Week of 1/31 Computing / V3 - UK Phil Muncaster Phone Nick Lowe Confirmed
Week of 1/31 Computer Business Review - UK
Steve Evans Phone Nick Lowe Confirmed
Week of 1/31 Microscope - UK Simon Quick Phone Nick Lowe Confirmed
Week of 1/31 ZDNet - UK Tom Espiner Phone Nick Lowe Confirmed
Week of 1/31 Computer Weekly - UK Warwick Ashford Phone Nick Lowe Confirmed
Week of 1/31 Computerworld UK – UK Anh Nguyen Phone Nick Lowe Confirmed
Week of 1/31 Heise Security - UK Chris von Eitzen Phone Nick Lowe Confirmed
1515©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
Campaign Goals
Build strong awareness around 3D Security CXO level decision makers IT Security Technical Audiences General Business and Investment audiences
Bring Proof points with R75 and individual blades IT Security Technical Audiences
Educate customers and partners on what 3D Security is and how Check Point products fit into it.
1616©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
3D security Awareness Activities
MayMarch AprilFeb June
Feb 15-June 30 Online ads in Eweek, SCMagazine, NetworkWorldIT Security Audience
Online ads: NYT, WSJ, Business WeekFeb 15-March 15CXO Audience
May 23-25 CPX Chicago: Airport Advertising
May 3-6 CPX Barcelona: Airport Advertising
General Business
Audience
Feb 14-18 RSA: theater preso3D Security Party
Customers & Partners
Employees
Advertising
Conference
Web marketing
Email marketing
Feb 8 Banner and Microsite, PartnerMap, Syndication, cpi news
Feb 8Email Blasts Customers and Partners
March 15-May 15 Potential add’l advertising
Feb 14
Internal Marketing
Email signature and screensaver for employees, office posters available
Apr 12 Viral email customers and partners with 3D game
Apr 17-22
Infosec London: Airport Advertising
1717©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
3D Security & R75 Global Webinar Series
MayMarch AprilFeb June
3D Security WebinarFeb. 23
Analyst Speaker?
3D Security WebinarFeb. 23
Analyst Speaker?
R75 OverviewWebinarMar. 16
R75 OverviewWebinarMar. 16
IPS w/NSS Webinar
Apr 6
IPS w/NSS Webinar
Apr 6
AppControl WebinarApril 27
Includes customer testimonials
AppControl WebinarApril 27
Includes customer testimonials
ID AwarenessWebinarMay 18
ID AwarenessWebinarMay 18
DLPWebinarJune 8th
• Includes customer testimonials
DLPWebinarJune 8th
• Includes customer testimonials
1818©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
3D security Partner and Customer Marketing
MayMarch AprilFeb June
Feb. 8Customer eblastWebsite Banner and Landing pagesPartner EblastPartner SyndicationPartnerMap
Feb. 8Customer eblastWebsite Banner and Landing pagesPartner EblastPartner SyndicationPartnerMap
Feb. 21 Partner Campaign in
a Box Partner webinar in a
box
Feb. 21 Partner Campaign in
a Box Partner webinar in a
box
Mar. 8 3D security White paper Customer eblast w/WP
US
Mar. 8 3D security White paper Customer eblast w/WP
US
Mar. 22 Localized White paper Customer eblast Int’l
Mar. 22 Localized White paper Customer eblast Int’l
Apr. 12
3D Security game
Viral Customer and Partner Eblasts with 3D game
Apr. 12
3D Security game
Viral Customer and Partner Eblasts with 3D game
May 3-5• CPX Barcelona
May 3-5• CPX Barcelona
1919©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
Targeted Marketing Activities
For CEO, Endpoint decision makers, new customers Better list segmentation
List enrichment, Competitive list Targeted messaging
Full C-Level program C-Level campaign in the box 2011: focus on small events and build credibility with that audience 2012: C-level summit at CPX
2020©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
Agenda
1 2010 In Review
2 2011 Objectives and Initiatives
3 Summary
2121©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
Summary
2011 will be the year of 3rd party validation of our solutions Focus on high impact marketing activities generating
coverage and pipeline Improve our ROI dashboard metrics with ourselves and
with partners for better analysis of ROI Jointly funded end users events, leveraging CP Direct
marketing funds & Partner co-op ………..Oh and I forgot one more thing…
2222©2011 Check Point Software Technologies Ltd. | [Confidential] For Check Point users and approved third parties
Oh – and there’s one more…H1 2012 Co-op Planning Schedule
Date Planning Process
3-21 Oct Partner Meetings
31-Oct Plans submitted to DAM/CAM & Marketing for BS review
1-4 Nov BS to review all plans befoe submitting to DM
w/c 7 Nov CP Team Disti Review Meeting
w/c 7 Nov CP Team Plat/Gold Review Meeting
w/c 21 Nov Partners resubmit amended plans before this date
w/c 28 Nov Amendments/Final plan sign-offs
09-Dec Alls Partners should be notified of Plan sign offs
H2 2011 Co-op Planning Schedule
Date Planning Process
21 Mar-8 Apr Partner Meetings
18-Apr Plans submitted to DAM/CAM & Marketing for BS review
28-Apr BS to review all plans befoe submitting to DM
w/c 9 May CP Team Disti Review Meeting
w/c 9 May CP Team Plat/Gold Review Meeting
23-May Partners resubmit amended plans before this date
w/c 30 May Amendments/Final plan sign-offs
10-Jun Alls Partners should be notified of Plan sign offs
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