SERVICES OVERVIEW

Overview - Who we are

- Our Aim

- What we do

- How do we do it?

- Success Stories

Who Are We? - One of Australia’s Leading IT and Technology Focused Telemarketing Agency

- 20 Years experience Talking to Industry Decision Makers, day in day out

- 40 Full Time Staff based in Broadway, NSW - No Offshoring

- All Telemarketers Native English Speaking with IT or Marketing Background

- Work with Australia’s largest Technology Vendors, Distributors and Resellers

Our Aim

DirectIT aims to build and nurture long term relationship with our clients so that we can truly understand their needs, their culture, and

their audiences. To achieve this we use a variety of Telemarketing activities to provide

our clients opportunities to engage with their target audience and provide them with a healthy Return on Marketing Investment.

Who we work with

Typical Pain Points or ProjectsOur Leads are not converting

to sales

We need more Bandwidth for Telemarketing

We have an out of date database

We don’t know who to target

Sales have too many leads to follow up on

We need to onboard new

partners

We need to improve our

inbound strategy

We need to upsell/retain

existing clients

Are our Partners selling

our Product?

What happens once we

generate leads?

We want to engage with customers when they visit our website

We sell a very niche product

We don’t yet sell in Australia

We have a new product we want to push to market

We need a nurture program for all

prospects we speak to

We’ve tried Telemarketing in the past, it didn’t go well

We need to bridge Sales

and Marketing

DirectIT’s 5 Service Pillars

Data Services(Lead Generation)

- Contact & Account Building- Contact & Account Profiling- Contact email Opt-in

Event Services

- Event Registration- Event Attendee Confirmation

Marketing Services(Lead Qualification)

- Marketing Response Screening- Marketing Lead Nurture- Marketing Qualified Leads

Sales Services(Sales Opportunity Discovery)

- Sales Opportunity Discovery- Sales Opportunity Nurture- Inside Sales Qualified Opportunities- ISQO Management

- Partner Onboarding- Funded Campaigns- Partner ISQO Allocation

Channel Services

DirectIT provide…

Contact & Account Building

Data Services(Lead Generation)

Marketing Services(Lead Qualification)

Sales Services(Sales Opportunity Discovery)

Event Services

Contact & Account Profiling

Contact email Opt-in

Event Registration

Event Attendee

Confirmation

Marketing Response Screening

Marketing Lead

Nurture

Marketing Qualified

Leads

Sales Opportunity

Discovery

Sales Opportunity

Nurture

Inside Sales Qualified

Opportunities

ISQOManagement

Contact & Account Building- Building from scratch or cleansing an

existing Database of Leads based on specific firmographics. I.e. No employees, Location, Vertical etc.

Contact & Account Profiling- Calling through a built database to profile

specific contact and account information, such as no. of users or current IT solutions in place in a specific area.

Contact email Opt-in- Confirmation of contact email information

to enter them into marketing email campaigns. More professional then Spam email blast outs and will not fall foul of ACMA and Spam Act 2003

Event Registration- Generate interest and

register relevant contacts to up and coming events

Event Attendee Confirmation- During the week before

and event, DirectIT will confirm registered contacts will be attending event and replace those who cannot. This reduces the drop out rate and gives accurate no. of attendees to events.

Marketing Response Screening- Following up on all forms of marketing

response, from whitepaper download, Banner ad click, inbound phone, website Live chat etc., to qualify Lead interest and next steps from Marketing perspective

Marketing Lead Nurture- Nurturing Screened Marketing Response

Leads who have been qualified to have a Need and Purchasing/DM Authority, until such time that they are ready to engage with Inside sales. Nurture methods include email and phone contact.

Marketing Qualified Leads- Nurtured or Screened Leads that have been

Qualified to fit the clients requirement regarding firmographics and IT Environment, product/service Need and compelling reason to purchase, Level of contact Decision Making Authority, Budget Availability, and Purchase/Decision Timeframe

Sales Opportunity Discovery- Further Qualifying MQL’s to ensure that there is a product

service fit from the client that meets the Leads requirements

Sales Opportunity Nurture- Nurturing of Discovered Sales Opportunity Contacts via phone

and email until they are ready to engage with Sales Person for Product/Service Quote

Inside Sales Qualified Opportunities - Contact has defined Product/Service Need with a compelling

reason to purchase, and has been identified as the main decision making stakeholder. It has also been identified that there is a product/service offering from the client that meets the contacts requirement and they are ready to engage with a client Sales Person or channel partner for Product/service quote.

ISQO Management- Allocation of Inside Sales Qualified Opportunities to the

relevant Sales Person or Channel Partner, and the continuous follow up of Opportunity during the sales progress to ensure that the Opportunities does not go cold or is instead sold a Competitive product by Channel Partner.

directIT

Inbound Phone

Web chat

Outbound Existing Customer

DirectIT Marketing Services overview…

As well as traditional inbound and outbound telemarketing techniques, DirectIT is able to utilize all Marketing channels that our clients invest in to convert interested prospects into Marketing Leads.

We can then pass these directly to the Client or manage them through to close via their Partner Channel or Direct Sales Teams (through Outsourced ISR).

This ensures our clients have a fully integrated marketing model with a higher Return on Marketing Investment. This is achieved as all marketing activity being invested in is being followed up on.

Qualified Leads

Profile/Cleansed Database

Integrated Marketing Campaigns

- Whitepapers- Event Follow Up- Banner Ads- Inbound Web lead

WhitespaceOutbound

Client

Nurtures

1) Lead 2) Nurture 3) Opt-in

Inbound Outbound

directIT aims to generate 3 outcomes from each completed call:

1) Lead – We have identified a Project or Pain Point that meets the clients agreed BANT Criteria

2) Nurtures – We have identified a Project will be taking place but falls outside of the required Client Timeframe for engagement or implementation. This will be nurtured until it becomes a Lead.

3) Opt In – We have spoken with a Decision Maker who confirmed there is no Project or Pain point within the Clients Service/Product area, but they are happy to receive further information (eDM’s, Event invites, Direct Mail etc).

This ensures the Development of a ‘Living Database’ that can be utilized for all Marketing Campaigns.

This method is proven to increase conversion rates, which in turn lowers the Cost Per Lead and increases your ROI.

TelemarketerGenerates

Lead

directITTelemarketer

directITQuality Assurance

ClientCollated LeadsAnd Reports

If Lead Fails QASent Back to Telemarketer

If Lead Passes QA

Sent to Account Manager

1 2a

2b

3 4

directITAccount Manager

DirectIT Campaign Flow…

Every Lead that directIT generates goes to our Quality Assurance Team to re-qualify. This ensures that all Leads meet our Client requirements before being passed to them and their sales team/partners.

Leads that fail QA are passed back to the Telemarketer with a reason why. This ensures not only the continual training and development of our staff on your campaigns, but also that directIT only passes over leads that have a strong chance of converting to a Sales Lead.

Inbound Phone

Web chat

Outbound Existing Customer

OutboundWhitespace

Banner Ads

Web Leads

Event Support

WhitepaperDownload

Marketing Nurture

MQL’sGeneratedPer Agent

Per Quarter

SQO’s SAL’sSQO to SALConversion

GeneratedPer Quarter Per ISR

DIT staff on client Campaigns used to back Fill Client ISR when there is a vacancy

DIT Marketing Activity

Client MarketingActivity

DirectIT Marketing Team Prospect qualification from various client and DirectIT marketing channels, and pass these to Inside Sales as

Marketing Qualified Leads (MQL).

MQL to SQO Conversion

Sales Pipeline

DirectIT/Clients ISR further qualify MQL’s to generate sales opportunities (SQO) that are Passed over to client Sales Team. The

remaining MQL’s are either qualified out as no requirement or entered into a nurture program

Client Sales Team convert SQO to Sales Accepted Leads (SAL).

Qualified Opportunities

DirectIT Marketing

DirectIT or Clients ISR Team Client Sales Team

Client Marketing

Inside Sales Team Managed by Client or DirectIT

DirectIT Outsourced ISR Case Study

Other MarketingActivity

directIT was approached by a global provider of IT infrastructure who had enjoyed considerable success in the market place, but their marketing efforts were viewed as haphazard and their requirement for qualified leads significantly outstripped the company’s ability to generate such opportunities

The client had a well maintained database of existing users but preferred to go to the market periodically to acquire new data for marketing initiatives. The lack of continuity with one marketing database meant that there was also lack of continuity in dealing with specific contacts within target market.

The Clients Marketing team passed all qualified leads to the sales department, even though the time frame for some opportunities exceeded 12 months. Many opportunities were lost as a consequence of poor follow up, which in turn made the sales team reluctant to follow up on future Leads.

Client’s ‘Inside Sales’ group was characterised by low productivity, low morale.

Success Story – Demand Generation

directIT worked with the client to understand their issues, pains, and what they wanted to achieve, and together they came up with the following requirements which would be used to run and measure the Marketing Campaign

1) Establish a database of all targeted companies and contacts within target market. Database to be well maintained over time and made available for use with multiple marketing initiatives.2) Establish criterion for separating Marketing Qualified Leads (MQL’s) from Sales Qualified Leads (SQL’s)3) Generate some 500 qualified opportunities each quarter.4) ‘Inside Sales’ to be outsourced with responsibility for Opportunity Allocation and Opportunity Nurture.5) Only SQL’s to be passed through to sales department (not MQL’s) 6) Medium and longer term opportunities to be nurtured until reach SQL status

In order to achieve the agreed requirements, directIT instigated the following:

- acquired seed data acquired from List Broker.

- directIT agents given comprehensive training by client in relation to value proposition.

- Opportunities generated via Telemarketing qualified as Short, medium and longer term; SQL’s passed to client sales department and remainder of opportunities retained for Nurture.

- Considerable care taken to ensure integrity of data base maintained intact, and that a ‘Living Database’ was created and maintained.

Results- Achieved target of 500 SQL’s per quarter- Nurture initiative generated 35% of SQL’s - 300 opportunities being nurtured in database at all times- Lost opportunity rate declined dramatically - ‘Living Database’ utilized for additional marketing activity

Execution

RequirementsBackground

- Increased Moral of Clients Inside Sales Group