Copyright IDC. Reproduction is forbidden unless authorized. All rights reserved.

Mary Ann Daneke, IDCPhone: (732) 388-3441Mdaneke@idc.com

IDC Go-to-Market Services Overview

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GMS Team OverviewGMS Team Overview

A team of global marketing consultants within IDC that help you reach prospects by leveraging the IDC brand.

We deliver programs from a single call-to-action to a broad, multi-touch, global media campaign.

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Channel education/marketing

Partner education/marketing

Sales management

Sales education

Sales support

Sales assets

Lead generation

On-line marketing

Field marketing

Events

Corporate websites

Partner or Channel portals

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Premium Content for Premium TargetsPremium Content for Premium Targets

IDC’s thought leadership and brand help our clients reach their target audience:

On the Web where they search

Through the media they read

At events they attend

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Suggested Program: IDC Content Mapped to the Buying CycleSuggested Program: IDC Content Mapped to the Buying Cycle

Investment Need

Identification and Initial Shortlist Research

Decision Team

Creation

Business Case

Development

Final Recommend-

ation and

Decision

RFPGeneration

ShortlistCreation

Proposal and Vendor

Review

Passive exposure

Active exposure-

general education

Purchase Deploy Assess

Awareness-General

Education

Consideration-Specific to a Considered Purchase

Preference Purchase Post-Purchase

ROI Tools, Interactive Workbooks

Video White Papers, iViews,and

Audio/Video WebcastsWhite Papers,

Executive Briefs and Workbooks Customer

Case Studies

Boardroom Communication

Presentation

Video Podcasts

Analyst Connection

Customer Newsletters

Executive Seminar

Event

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IDC Content Mapped to the FunnelIDC Content Mapped to the Funnel

Convert

Engage

Attract

White Papers, Executive Briefs

Video Podcasts

Analyst Connection

Customer Case Studies

IDC Speakers

Video White Papers, iViews, and Audio/Video

Webcasts

ROI tools, Boardroom Communication

Presentation

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Integrated Campaign SupportIntegrated Campaign Support

IDC-branded and localized assets bolster your sales + marketing programs

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YOUR AUDIENCEDEVELOPMENT

Brand PowerThought Leadership

and Research

Global

Local

Regional

IDC CONTENTAND SPEAKERS

YOUR WEBSITE

AND MARKETINGPROGRAMS

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Support for Any Country or LanguageSupport for Any Country or Language

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Global-USLaura Nurzynski

lnurzynski@idc.com

EMEAElissa Simpson

esimpson@idc.com Asia PacificIsabelle Chan

ichan@idc.com

CanadaJulie Tiley

jtiley@idc.com

Central America/Latin America

Alejandro Floreán Rodríguezaflorean@idc.com

1,000 IDC analysts provide global, regional, and local expertise on technology and

industry opportunities and trends in over 110 countries worldwide

Copyright IDC. Reproduction is forbidden unless authorized. All rights reserved.

IDG Connect Lead Generation ServicesIDG Connect Lead Generation Services

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Consolidates the global IDG audience and provides additional data network access based on target audience

Leverage an expandedData Network of 35 million

prospects

Reach prospectsin 76 countries

IDG Connect Lead Generation ServicesIDG Connect Lead Generation Services

Company Size Data1-99 employees: 28%

100-999 employees: 31%1000+ employees: 41%

Audience Profile DataExecutive/ Sr. Management: 26%Business Decision Makers: 16%

IT Decision Makers: 58%

IDG Connect Core Database11.4 million global opt-in names

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Marketers often have very specific campaign objectives to meet a refined target audience. IDG Connect provides programs that meet strict criteria and include:

Targeted Lead Generation CampaignsTargeted Lead Generation Campaigns

Key Account Programs: We map your target account list against our extensive database and provide you exclusively with prospects from your named accounts.

Vertical Market Programs: Do you go to market by specific vertical segments like healthcare, financial services or government? Or perhaps you are launching a new campaign with multiple vertical segments? We provide leads aligned to selected vertical targets.

Job Titles: Trying to reach beyond the IT Decision maker into CFO, CIO, VP of HR? IDG Connect can deliver a comprehensive audience of decision makers and influencers that typically purchase your offerings.

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Case Study: Increasing Lead QualityCase Study: Increasing Lead Quality

Who A top five global technology company

Problem Previous high volume campaigns focused at SMB resulted in suspects, but yielded low rate of sales-ready active prospects

Goal Improve the quality of prospects passed to sales

Solution IDG Connect applied client-defined scoring system to evaluate initial leads based on respondent role, solution interest and purchase timeframe. Prospects were nurtured over a six week timeframe with an asset-led triggered email campaign.

Results Of the 1,500 campaign leads, 69% scored at the highest qualification level and yielded the following:

42% were VP of IT and higher; 77% IT Management

93% were Decision Makers or Influencers

47% had solution-specific purchase plans in <12 months

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Go-to-Market with IDCGo-to-Market with IDC

For more information contact your IDC Account Representative

Mary Ann DanekeSales ManagerMdaneke@idc.comPhone: 732-388-3441