PPT - Demand Generation & Strategy (MIT Guys)

GLOBAL DEMAND GENERATION : THE NEED OF THE HOUR

Compiled By : Sagar B. Mahindrakar Team Lead – Demand Generation Email : sagar.mahindrakar@neilsoft.com

ACTIVITIES INVOLVED IN DEMAND GENERATION

1. Defining the target countries and companies on global grounds

2. Study the structure , size , trends and sales potential of the region.

3. Watch and listen to potential buyers and clients through various research

activities.

4. Extensive cold callings , data base compilation and its maintenance.

5. Publish and circulate information of value and interest to enquirers (catchy flyers via email campaigns)

6. Registration on online directories , vendor registration.

7. Attending business meetings , conferences , trade shows.

8. Respond and attend to online enquiries and fast paced lead

THE DEMAND GENERATION STRATEGY

1. Research and gather information on live and upcoming major to medium sized projects & companies ( for eg. EPC , Contractors , Consultants) involved in those projects.

2. Get introduced and emphasize on integration & our value addition with local / native firms who are actively involved in projects and well positioned in revenues.

3. Look in for MNC firms who can have their low cost / offshore engg. center in India.

4. Reach out max. firms and its concerned people to hit their minds with Neilsoft and its engineering offerings. Increasing possibilities of references (concerned people giving out our references or we getting from them)

5. Aggressive and on track cold calling for new lead generation.

6. Leveraging old point of contacts and database for cold calling, validating

of old database. Records of DG are maintained via monthly dash board and consolidated Report.

RESOURCE ALLOCATION AS PER TERRITORY Countries Covered for DG Activities : USA , UK , DACH Region (Germany , Switzerland , Austria) Sweden , Denmark , Australia

NO. DG RESOURCE REGION OFFERINGS ASSIGNED TO SALES MANAGER

1

3

4

5

6

7

8

Sample Responsibility Matrix

Leads Generated

Opportunities RFI , RFQ , Inquiries, Vendor Registration

Proposal Submissions

New Clients Cracked

DEMAND GENERATION OUTPUT , FY : 2013 - 14

Globally 180 leads

30 inquiries

35 proposals

10 clients

SAMPLE FLYERS COMPILED BY MARKETING DEPT. FOR DG INITIATIVES

Flyer on BIM offerings Flyer for Precast offerings

DEMAND GENERATION – MONTHLY UPDATES DASHBOARD

DEMAND GENERATION – CONSOLIDATED SHEET (GLOBAL)

THANK YOU

As a DG team , always striving towards generating awareness and interest in Neilsoft’s engineering services.