Target List Building
- purchased and custom lists
- using sales 2.0 tools such as LinkedIN, jigsaw, Netprospex etc.
- top of funnel and/or C suite decision makers
- committee, influencers lists & emails
- data quality
Collaboration Events (see link above)
- we design & produce these
- current compelling Gartner listed IT, technology themes,
ie. virtualization, datacenter, voip, ERP, Unified Communications
Co-marketing Programs (2x++ ROI)
-with strategic alliance partners
-and "ecosystem allies"
Celebrity Sponsorship, spokesperson consulting
- tie celebrity directly to lead generation and sales
Lead generation: INbound & OUTbound
- customized compelling e-mail prospecting letters to C levels
- tele-sales into SMB markets
- web 2.0 and SEO optimization
- social networking leverage, blogs, LinkedIN (6.2MM connections)
- automated tools: Guided voice messages + html email > clic to web > capture
Start Up Services New territory
- site/office selection & leasing facilities
- hiring sales, tech and admin staff
Sales Team Interim Manager
Sales Team Motivation
Alliance Marketing Leverage
- Channel recruitment, management
- alliance partner synergy
Portfolio Examples:
Collaboration Events;
AVAYA "IP Telephony in a CRM World"
Hosts: Mike Bossy and Pierre Normandeau, VP Avaya
Montreal, Club la mise au jeu, Bell Center partnering with:
IBM/LGS, Siebel, GT Telecom (now Rogers), Cygnal
2,000 IT buyers contacted with 280 attendees including Enterprises, SMBs
Ottawa, Hotel Hilton partnering with:
Telus, Packeteer, Siebel, Cygnal, Blue Pumpkin, AT&T, Citrix, Compaq/HP
1,500 IT buyers contacted with 220 attendees, 80% Federal Government
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"Salesstars Mid - Market IT Solutions" Events
Montreal, Club la mise au jeu, Bell Center Host: Mike Bossy with;
Compugen (VP, Pierre Desjarlais, co-host), CA, 3Com, Network Appliance,
Applimaxx (IBM ERP VAR), Storagetek,
C level cocktail, buffet, exhibits, five presentations: storage solutions from Compugen, IPtelephony from 3Com, ISO 9000 ERP from Applimaxx, with 120 attendees
Toronto, Wayne Gretzky's Studio99 Host: Mike Bossy with:
3com, Storagetek, Netapp, Charon Systems (now Bell), Applimaxx, ASI, Tecsyn
C level cocktail, buffet, exhibits,five presentations: Information Lifecycle Management from
Storagetek's Kevin Mann, ISO 9000 ERP from Applimaxx. 150 attendees.
"Unified Communications Collaboration Events"
Montreal, Club la mise au jeu, Bell Center Host: Mike Bossy with;
Microsoft, Polycom, Telus, Nortel, Trapeze, salesforce.com, Spectralogic, Xiotech, Bakbone,
Masstor, Fusepoint, CPU Design, vmware, Platespin, Enixxum, Packeteer,
C level cocktail, buffet & six presentations, live demos: 165 attendees.
Co-branded html emails sent by each sales rep: "From Mike Bossy & "rep name to reps guests" results in high read rates and click throughs to specific landing pages.
Toronto, Old Mill Inn. Host: Darryl Sittler with;
Allstream/Delphi, SONY, HP Procurve, Spectralogic, Bakbone, Equalogic, Datadomain, Packeteer, Bluecoat,
Trapeze Networks, Marketlink/SRIT, Commvault, CRN/Varbusiness.
C level cocktail, buffet, exhibits & eight presentations: 125 attendees
Topics: Unified Communications, WAN QoS, ERP, data deduplication, IP telephony, secure data backup, etc
Co-branded html emails sent from each sales rep "From Darryl Sittler and "rep" reached over 2,500 end users with clic through to website reports, on-line registration, personal welcome letter from Darryl and special doorprize. (see exhibits)
ICT Start up, team hiring, turnaround, Interim Sales Team Management $0 to $10MM
Over 10 years experience in startups, personally hiring sales, tech teams, facilities selection/leasing.
Arrow/Ceso Canada, CDI, CGS/Altos, SolEl, Westcon, Dynavar, Rhythms, Applimaxx, TeraGo, Primus, CAS, SSI. 200+ interviews, resulting in over 100 hires.
Lead generation/sales 2.0 tools:
Ideal customer profiling, target lists, lead generation: telesales programs at Rhythms, Primus, TeraGo, CAS Systems (Telus, Hartco/HP, AT&T: complex SLA based SMB programs 500+ hrs).
C level value messaging. Research into specific client needs, customized messaging delivered.