1. Nurturement Program Screenshot examples for TippingPoint

2. Follow-up / Conversion
Overview of the Model
Cutting-edge
Lead Generation
Lead Distribution
&
Sales / Marketing
Management
Follow-up / Conversion
Referral Generation
Product
/Service
Capture
Site
Call
Chat
Search Engine Marketing
Social Marketing
Condor Marketing
Direct Marketing
Customer Relationship Management (CRM) Platform
Sales Cycle Marketing Platform
General Search
Web
Site
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3. Search Engine Marketing
Keyword Discovery
Tens of ‘000s searches per month
Identify thousands of non-obvious terms
Compelling ads that motivate action
Paid Search Management
Daily position and bid management
Ad testing & Optimization
Reporting
Conversion Optimization
Funneling
Dedicated landing pages
Professional Lead Capture
Immediate monitoring and call-backs
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4. SEM Example
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5. Proactive Social Marketing
Sophisticated Expertise and Tools
Classified Ad Networks
Listings Acceleration
CraigsList, Backpage,GoogleBase, LiveDeal, Oodle, Vast, Edgeio and more…
Social Networks (web 2.0)
Viral Replication w/ content
MySpace, LinkedIN, YouTube and more
Buzz Building
Member circles, word of mouth
“Leverage marketing”
Digg, Reddit, Stumble Upon, del.icio.us,
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6. Condor Marketing We can dominate Natural Search Rankings in any market
We know the exact terms people use and what volumes/competition they contain
Example Provided: San Antonio Luxury Condos
Rankings in top 10
Google: 20% out of 250k
Yahoo: 50% out of 1.6M
MSN: 80% out of 500k
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7. Web Marketing Infrastructure Example
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8. Customer Relationship Management (CRM) Platform
Sales Management
Lead tracking and distribution
Contract tracking
Sales Cycle Management Oversight
Pipeline/Call/Meeting reports
Centralized customer records
Marketing Management
Web leads integration
Lead source tracking
Campaign System
Marketing Campaign Management
Other Tools
Project Management
Customer Service
Centralized Document Library
Outlook Sync
SaleAMP’s Sales Cycle Marketing System operates in the background for each sales agent
(see next slides for large images)
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9. Customer Relationship Management (CRM) Platform
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10. Customer Relationship Management (CRM) Platform
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11. Sales Cycle MarketingTM
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12. Communications Plan - Goals
Enable achievement of pipeline objectives by driving penetration into companies falling within the 3 identified “sophisticated” segments.
Initial target = 173 “Sophisticated” leads
60% QoQ growth in lead generation
Establish basic direct marketing capabilities.
Add over 1000 qualified contacts to the house database within target segments
Establish:
webinar capability
blasting capability
ongoing prospect “touch” program
collection of 2nd tier collateral
No Awareness
Never heard of NetSolve.
Awareness
“I think I’ve heard of NetSolve.”
Interest Sparked
“I have a problem and NetSolve may have a solution.”
Trial
“I’ll give NetSolve a try if you offset my risk.”
Consideration
“Help me evaluate if NetSolve can solve my problem.”
Customer
Multiple Service Customer
Convert awareness to active interest through direct response marketing:
marketing campaigns
Search engine placement
Drive response to the website and webinars
Improve Website
Increase quality, quantity, process, and availability of webinars
Move from interest to consideration through touch and more specific content:
Outbound telemarketing
Webinars
Prospects at Consideration stage are at critical juncture. Will maintain interest through higher touch and further enhanced content.
Success stories
Article reprints
White papers
Pre-recorded webinars
Self running demos (to be funded post Q2)
Executive reports (to be funded post Q2)

13. Funnel Management Process
No Awareness
Awareness
Interest Sparked
VI. Closing Stage
V. Proposal Stage
I. Lead Stage
II. Prospect Stage
IV. Developing Stage
III. Qualification Stage
Marketing efforts
focused here
Marketing lead generation activity yielded undeveloped leads
Sales must focus on developed leads
Two functions lie in this gap:
Lead sorting/qualification
Previously performed by Sunset Direct
Ongoing “touch” and development of early-stage leads
Outbound calling
Other forms of ongoing communication ( , direct mail, etc…)
Gap
This funnel shows the path from an unaware suspect to a closed customer. From a marketing standpoint, we are driving awareness and interest, and from a sales standpoint, once the prospect is in the funnel, they drive thourh qualification through to closing.
However, we generated a lot of raw, undeveloped leads. Sales, in order to drive bookings, is focused on closing deals. This leaves a gap in the middle of the funnel. There are a couple of critical functions here, including increased qualification and then a much higher touch program. We are going to execute on these this quarter.
Field sales efforts
focused here

14. Objectives of Touch Program
TP Awareness
Corporate
Product
TP Credibility
Thought Leadership
References
Category Education
Security Industry
Best Practices
TP Product Education
Product News
Product Comparisons
Product Use Cases
Prospect Info to Collect
Contact Info (demographics)
Firm Info (firmographics)
Need or Interest
Budget
Timing