AGENDA1. Market Measures benchmark statistics.

2. Core theme: the “Lone Wolf” problem.

3. Responding to the challenge.

Free report download:

Visit www.marketmeasures.co.nz and use promo code “Deloitte”

We help New Zealand’s smartest technology firmsfind and grow markets for their products

2009 2010 2011 2012 2013 2014

Annual turnover growth 58% 40% 48% 53% 39% 38%

Companies exporting 72% 77% 85% 69% 77% 77%

Using channel partner in export markets

      38% 31% 33%

Sales & marketing expenditure

39% 40% 30% 28% 29% 27%

SIX YEARS OF BENCHMARKS

Start-up companies

Early growth companies

Established companies

Allcompanies

Expenditure on employed or contracted sales staff

12.6% 14.4% 11.3% 12.5%

Expenditure on employed or contracted marketing staff

4.7% 6.7% 4.0% 5.0%

Expenditure on non-staff related sales & marketing activity

12.4% 10.0% 7.9% 9.2%

Total expenditure on sales and marketing

29.7% 31.1% 23.2% 26.7%

SALES AND MARKETING SPEND

IT’S ALL ABOUT SALES EFFICIENCY

IT’S ALL ABOUT SALES EFFICIENCY

IT’S ALL ABOUT SALES EFFICIENCY

Dedicated telemarket-ing group

Cold calling by sales group

Indirect marketing Referrals or rely on strong brand

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

80.0%

90.0%

New Zealand companies USA companies

Source of leads: NZ vs USA tech companies

Inbound strategies deliver below-average cost per lead

Survey N = 3,339 Source: HubSpot

“If you are not participating in

the digital part of the sales

process, you are increasingly

invisible.”

Market Measures 2014

2,074 VISITS 42 LEADS

FOUR ACTIONS YOU MUST TAKE TO OBTAIN VISITORS, LEADS AND CUSTOMERS

360° VIEW OF YOUR LEADS

What companies are visiting our site?

What pages have they viewed?

What have they converted on?

How engaged are they?

When are they on our site?

What emails have they opened?

Who are they on social media?

What is their lead score?

1. VISITOR INTELLIGENCE

Intelligence to know when visitors from ideal target companies are visiting your site.

2. LEAD INTELLIGENCE

Developing a profile for your lead with the information provided and creating a store.

3. LEAD SCORING

Attaching values to leads based on their professional information and the behaviour they’ve displayed on your website.

4. CRM INTEGRATION

Integrating lead management and CRM will enable you to bridge the gap between marketing and sales strategy.

5. LEAD NURTURINGBasic lead nurturing involves a tightly connected series of emails with a coherent purpose and an abundance of useful, relevant content.

FOUNDATION: COMPELLING, RELEVANT CONTENT

GET YOUR WEBSITE FIRED UP!

Call toactions

Social mediachannelsBroadcast

Channels

SET-UP LANDING PAGES

PROMOTE YOUR CONTENT THROUGH LINKEDIN…

AND PROMOTE THROUGH PINTEREST!

WRITE A BLOG!!

A company that blogs typically generates 55% more website visitors.

Source: HubSpot

TWEET IT!!

SHARE IT

MAKE A VIDEO ABOUT IT

BUT WAIT, THERE’S MORE….

Programme duration (years)

IN FOR THE LONG HAUL..

ABOUT USConcentrate helps New Zealand’s smartest technology firms find and grow markets for their products.

If you have the courage to focus, we have the tools and experience to help you realise the potential of your innovation.

www.concentrate.co.nz