harte-hanks market intelligence capabilities

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  • 1. Harte-Hanks Market Intelligence Demand Generation and Targeting Solutions for the business technology market

2. About Harte-Hanks Market Intelligence

  • A leading provider of actionable market intelligence to information technology and telecommunications industry since 1969
  • Headquartered in San Diego, California
  • A division of Harte-Hanks (NYSE:HHS), a worldwide direct and target marketing company
  • We identify and track technology installations, purchase plans and key decision-makers at business, government and institutional locations throughout North America, Europe, Latin America and Asia-Pacific

3. Industries we serve

  • Computer Hardware
  • Computer Software
  • IT Services
  • Security
  • Networking
  • Storage
  • Telecommunications

4. Industry leaders rely on us 5. to drive measurable business results

  • Shortening sales cycles
    • Finding companies with knownneedandbudget , looking to spend soon
    • Connecting withcritical contactsthat drive the purchase process
    • Enhancing CRM view withintelligencethat significantly improves sales
  • Improving the effectiveness of marketing programs
    • Executinglead programsthat deliver specific and qualified lead flow
    • Targeting campaignstoward businesses that are most likely to buy
    • Identifyingcross-sellandup-sellopportunities based on technology needs
  • Providing market insight
    • Advanced budget planning via customizedaddressable marketsegments
    • Identifying untapped markets and green field accounts

6. Our vision

  • To be the premier provider of indispensable market intelligence and insight that drives our customers sales and marketing results.
  • We do so by:
    • Serving the needs of B2B sales and marketing professionals
    • Delivering actionable intelligence and insight
    • Offering our services at competitive costs resulting in increased sales and marketing ROI

7. Actionable intelligence and insight IT Purchasing Insight Detailed information on buying intentions across Hardware, Software, Networking, Storage, and Telephony Propensity Scores that measure likelihood to buyDecision Makers Business and Technology Decision Maker Contacts Functional Responsibilities Email Addresses Installed Technologies Hardware, Software, Networking, Storage, and Telephony propensity installs, and competitive data 8. The technologies we track Cloud Computing Software-as-a-Service Infrastructure-as-a-Service Platform-as-a-Service Communications Phone System Extensions Long Distance Carrier Mobility/Wireless Phone System Maintenance Smartphones Unified Communications ACD Voice Activated Response Voice over IP Routers Virtual Private Network Internet Service Provider ISP Contract Expiration WAN Network Service WAN Optimization ATM/Frame Relay METRO/SONET/MPLS Communications (continued) Network Service Network Lines Wireless LAN Computer Hardware DesktopsLaptops Windows 7 Operating System Workstations Servers Server Series Other Server Server OS Network/Desktop Printers High Volume Printers Uninterruptible Power Supply Computer Software Storage Management Software Business Intelligence Software Development Software Asset Management Software Computer Software (continued) Enterprise Management Software Collaborative Software CRM/SFA Software Document Management Software Enterprise Application Integration Enterprise Resource Planning Database Management Software Data Center or Data Warehouse Outsourcing Server Maintenance Capacity Planning Data Center Management Systems Integration Application Support Programming Services Software Integration Document Management Disaster Recovery Storage Management LAN/WAN Design/Integration LAN/WAN Management/Support Outsourcing (continued) Unified Messaging Network Convergence Security Data Loss Prevention Messaging Security Security Appliance Expansion ID/Access Software Storage Direct-Attached Storage Network-Attached Storage Storage Area Network Tape Library Virtualization Desktop Virtualization Server Virtualization Storage Virtualization Other Data Center Move/Renovation Compliance Initiative Electronic Medical Records As of Q4 2010 9. Our methodology DirectInterviews Advanced Analytics & Modeling Multiple Data Sources Actionable technology insight on the businesses and decision-makers accounting for the vast majority of IT spend. 10. Our solutions TargetMarketing Market Analysis Demand Generation 11. Demand Generation Solutions Get you closer to you next customer. Faster.

  • Telemarketing and Email Lists:
    • 350 technology selectors
    • Key contacts
    • Email campaign blasts
  • Sales Opportunities:
    • Daily Feed
    • Synch to Technology Area & Territory
  • Sales Appointments:
    • Seeded with our Targeting
    • Script Development & Program Execution


  • Highly targeted direct marketing, telemarketing and email marketing lists
    • Information Technology professionals and key decision makers responsible for purchasing, implementing and authorizing technology products and services within their company.
      • Contacts categorized into 21 key functional areas for ease-of-use
    • More than 350 selectable technology fields including:
      • Personal Computing, Systems and Servers, Software, Peripherals, Storage, Network Infrastructure, Managed Services, E-Business, Network Services and Telecommunications Equipment.
    • Includes company firmographic information (size, industry, location, HQ or branch)
    • Available as 12-month rental, unlimited use
    • Option to license email addresses or have Harte-Hanks execute email marketing campaign on your behalf
  • Fueling marketing awareness programs
  • Creating demand generation programs for specific technology needs
  • Identifying prospects with complementary or competitors installed technology

Use for: 13.

  • BANT-qualified technology sales leads identified via in-depth surveys with purchase decision-makers
    • Available for 77 key technology initiatives
    • Each sales leads includes:
      • Discovered IT initiative with budget, time frame and Decision Maker contact information
      • Installed technology, IT budgets and preferred vendors
      • Additional IT and Line of Business Contacts
      • Company firmographic information
    • Delivered via on-line service that sends alerts directly to sellers inbox or smartphone.
      • Configurable by sales territory so sellers only receive the alerts specific to their territory
      • Gives sellers the ability to research over 700,000 businesses for pre-call planning
    • Also available in a spreadsheet for importing into your CRM/SFA system
  • Identifying businesses in the buy cycle for your technology product or service
  • Reducing missed sales opportunities by insuring a steady, consistent flow of high quality leads
  • Improving sellers knowledge of prospects initiatives, budget and business drivers
  • Shortening sales cycles by identifying prospects that are sales ready

Use for: 14.

  • End-to-end fully customized demand generation solution including:
    • Powered with Ci Tech Leads & Ci Pipeline Opportunities for Target List
    • Email Campaign to Target Market
    • Complete Program Management
    • Dedicated Tele-Prospecting Agents
    • Comprehensive Reporting
    • Daily Lead Delivery to your CRM System
    • Combine with Aberdeen benchmark studies to further qualify leads
  • Sales appointment setting
  • Event Registrations
  • Trial Offers
  • Delivery of Product Information
  • E-mail Opt-ins
  • Contact Discovery
  • Lead Nurturing
  • Channelmarketing programs

Use for: 15. Our solutions TargetMarketing Market Analysis Demand Generation 16.

  • A comprehensive database of 4+ million business locations representing 90% of annual IT Spend including:
    • Fu