marketing performance framework by right intel

Sell more enterprise technology solutionsto the Fortune 1000.

AWARENESS ADVOCACYACTIONCONSIDERATION

Become a legitimate contender for enterprise solutions.

Drive customer learning and cultivate customer relationships.

Increase enterprise packaged solutions sales.

Turn select customers into public advocates for Acme enterprise packaged solutions.

MEASURE OF EFFECTIVENESS

MEASURE OF EFFECTIVENESS

KPI

MEASURE OF EFFECTIVENESS

KPI

MEASURE OF EFFECTIVENESS

KPIKPI

Q1 Q2 Q3 Q4Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4

QUALIFIEDLEADS

VENDORCONSIDERATION

CUSTOMERLIFETIME VALUE

CUSTOMERREFERENCESTORIES

80% 75%CURRENT GOAL

REVENUE

Q1 Q2 Q3 Q4

Views

ROI / TCOCALCULATORS

# Generated

1:1 SALESPRESENTATIONS

# Delivered

CASE STUDIESDELIVERED

Solution BriefDownloads

SOLUTION BRIEF

CUSTOMER SURVEY

8 8.5

CURRENT GOAL

Q1 Q2 Q3 Q4

DEALSCLOSED

SHORTENSALES CYCLE

SALES CYCLE

Sales Cycle by Product

1

2

3

4

SALES TRAININGACCOUNTABILITY

SECTION 1

SECTION 2

SECTION 3

SALES PERSONSURVEY

7.5

CURRENT GOAL

Did the materials provided by the sales department, simplify the sales process

7

SALES MODEL/INCENTIVES

TARGETCUSTOMERS

NET PROMOTERSCORE

65 70

CURRENT GOAL

SUCCESSVIDEOS

Views

CUSTOMERREFERRAL

Leads generated from current customers

CUSTOMERREFERENCERPOGRAM

CUSTOMER EVENTS

EVENT 1

EVENT 2

EVENT 3

EVENT 4

122

156

137

281

ONLINE COMMUNITIES

Unique Visitors

FORUM 1

FORUM 2

FORUM 3

CASESTUDIES

PRESSRELEASES

MOST TRUSTEDTO PROVIDE SERVICES

Enterprise Perspective

MOST TRUSTEDTO PROVIDE SERVICES

Per vertical industry

Video News & Clicks

DIGITAL VIDEOS

VIDEO 1

VIDEO 2

VIDEO 3

VIDEO 4

Leads / Qualified Leads

TRADESHOW& EVENTS

EVENT 1

EVENT 2

EVENT 3

EVENT 4

Leads / Qualified Leads

WEBCASTS/ONLINE EVENTS

EVENT 1

EVENT 2

EVENT 3

EVENT 4

SOLUTIONSOFFERED

MOBILECLINICIAN

CONVERGEDHEALTH MANAGEMENT

VIRTUALVISIT

INDEPENDENTLIVING

Which of the following solutions does Acme offer?

AD 1

AD 2

AD 3

AD 4

Brand traits /Perceptions

TV, PRINT & DIGITAL ADS

Unaided / Aided Awareness

TV, PRINT & DIGITAL ADS

Impressions

VERTICALPRINT

Attendees

PUBLISHERROUNDTABLES

Web Metrics

QUALIFIEDVISITOR ANALYSIS

SALESINTERACTION

Unique visitors

THOUGHTLEADERSHIP

SECTION 1

SECTION 2

SECTION 3

Impressions /Clicks.

VERTICALDISPLAY

# LEADS

Leads generated from current customers

VENDORSHORT LIST

Gartner

Forester

PERFORMANCEFRAMEWORK

230 South 500 West, Suite 215Salt Lake City, Utah 84101801 575 6000 PHONE

801 575 6001 FAX

chuck@rightintel.com EMAIL

www.rightintel.com