Opswat ppt pp mail security biz plan

Mail Security - Business Plan

Mail Security for Customer Success

Johnpaul Williams of [email protected]

Market Verticals Accounting, Finance & Banking Investment, Real Estate & Loans Venture Capital & Private Equity Motion Pictures & Film Utilities, Oil & Energy IT, Information Services & HR Internet & Telecommunications Security & Investigations Research Public Safety & Law Enforcement Legislative, Political & Public

Policy Pharmaceuticals, Health &

Medical Marketing & Advertising Judicial, Law & Legal Service Insurance Military, Defense & Space

Mail Security - Business PlanUsers

Decision Maker Titles include: Tier 1 – IT

VP of Information Technology Email Server Manager IT Manager or Director CIO

Tier 2 – Marketing Director of Communications Marketing Manager

Mail Security - Business PlanTitles

Key Words for IT: Microsoft Exchange Security Microsoft Exchange Antivirus Hosted Microsoft Exchange Hosted Exchange Security

Key words for Marketing Email Marketing Email Marketing compliance Email Disclaimers Email Signatures

Four scripts required for each product: Telephone – Cold call [script 1-6] Telephone – Warm lead response Email – Cold Introduction Email – Warm lead response

Mail Security - Business PlanScript & Pitch

Script structure:1. Raise curiosity with

Introduction2. Give context with elevator pitch3. Ask if there’s time to continue

or reschedule4. Ask probing questions: Learn

their needs. Define our recommended products.

5. Trial close and or close6. Schedule Follow-up returning to

step 4

Leads sourced from: Linkedin.com Data.com Marketing, Tradeshows & Pardot Red Earth Software renewals Red Earth Software Db & leads

Mail Security - Business Plan

Source PipelineQuantitive leads: 90 per month: Sales Navigator 100 per month: 1:1 exchange

Data.com 200 per month: Pardot 190 [approximate]: Existing

NetSuite 4 per day: Thought Leadership

580 Leads

Over the next 30 days

Mail Security - Business PlanTracking and results

Weekly & MonthlyStatistics reporting: Phone & email via Netsuite CRM Results monitored as

conversions Conversions monitored as wins Wins recorded to comp plan

1st 30 days Pipeline:• Target market vertical, roles & titles• Set up & push campaigns severally & with

Marketing• Follow up to initial push• Review results for revision

2nd 30 days Pipeline:• Improve focus• Make Projections based on 1st 30 days

3rd 30 days Pipeline:• Increase projections based on 2nd 30 days

Thank you for considering

Johnpaul Williams of [email protected]