European MarketingQ3 Review/Q4 programs
16 october 2001
Q3 European PR review
BMA PR – Bernard Moal Press Kit is available in French and English
Corporate PR
•Strategy & markets
Success stories PR
•CNAM•01Net
Product PR
•BoostWeb 4
Partnership PR
•Witbe•ON-X consulting•Orange-MIB
The results are better than with the precedent PR agency
Contacts with major french journalists during InteropInternet professionnel, Informatiques mag, Journal du net…
French Press Articles
Success stories collateral
graphic template designed for Success stories and datasheet
Allociné
Home Depot
In english and french
Q3 Trade showsFrance
Networld+Interop 2001 Paris – September 18th-20th
440 contacts
qualification in progress
by the telemarketing team
Examples :
POLICE NATIONALEMinistere de l'InterieurEURO RSCG FUTURSDECATHLONHEINEKEN
Q3 Partnership seminar
Shared seminar BEA Instranet BoostWorks
vous convient le 30 août à l'Atelier de veille technologique BNP Paribas5, avenue Kléber - 75116 PARIS
autour d'un petit déjeuner sur le thème "Les perspectives d'échanges d'informations dans un environnement Intranet / Extranet".
Based around a common customer : DiventoRegistered 108 - Coming 53
7 leads following by sales reps
We are BEA Star partner
Q3 Emailing & Email news letter sponsorship
Database Sezam buyedto day our working database
1734 companies (more 500 employees with intranet and/or Internet site) with 12 751 contacts (5800 with Emails)
Emailing with Sezam database:• BEA-Instranet-BoostWorks seminar 30 august 2001• Networld+Interop 2001 invitations• Frequent leads generation Emailing
Q3 Telemarketing activities
01/05/01
25/09/0121/05/01
14/06/01
10/07/01
18/07/0110/08/01
04/09/01
Telemarketing
Begin activity
Vivendi Net / Interop 2000 / DI INFO
Harte Hanks database/ Web Leads / Vivendi Net
New database needed
Sezam database
arrival
Sezam database
BEA INSTRANET seminar
Web leads Interop Leads
25 leads 7 leads19 leads (France)13 leads
News letter sponsorship JDNetSolutions
26/06/01
Vacations
01/08/01
Arrival
Elaine Tweedy English
telemarketer
Q3 UK Telemarketing
Example of leads detected :
Lloyds TSB GroupEntranet LtdTesco PLCWedgewoodJaguarBracknell forest council
Capita Group (integrator)
Harte Hanks database+Networks contacts+Web site
Web Site
Web site evolution teamGeorges Moore, Marie Anne Lauferon, Chris Borghi, Jean Garnier, Jean Paul Guenoun, Nathalie Poirier
First actions done1) Update customer list
2) Update partner list
3) New site architecture & New graphic design proposal
4) Extranet for partners project
Direct mailEmailing
Telemarketing
Partnership
PR&
Collaterals
Tradeshows
Marketing Roadmap- July2001
Wk1 Wk2 Wk3 Wk4 Wk5
Call to sponsorship
contacts
Call to NetworksBirmingham
contacts 09/2001
Calls NetWorld+Interop 2000-Linux Expo 2000-OnLine2000-HarteHanks database-Installed base-Web leads
Buy Sezam database
With Emails
Strategy and markets FR
PRInstranet
BoostWorks FR
Partner sales and pre sales Training
Uk telemarketing
In september
Direct
Telemarketing
Partnership
PR&
Collaterals
Tradeshows
Marketing Roadmap- August2001
Wk1 Wk2 Wk3 Wk4 Wk5
Instranet –BEABoostWorks
SeminarL’atelier
EmailingSeminar Instranet BEA Boostworks
New press KitFrench
Strategy and Markets EN
New PR AgencyBMA
For France
Calls HarteHanks database-Installed base-Web leads-Sezam database
FR & UK
Wk1 Wk2 Wk3 Wk4 Wk5
Direct
Telemarketing
Partnership
PR&
Collaterals
Tradeshows
Marketing Roadmap- September2001
Networld+InteropParis
InvitationsNetworld+Interop
Paris
BoostWeb V4.0 FR CNAM FR
Call to seminarInstranet BEA BoostWorks
contacts
Calls HarteHanks database-Installed base-Web leads-Sezam database NetWorks 2001 FR & UK
Emailing Sezam Invitations
Networld+InteropParis
01 Net FR
ON-X FR
WitBe
Orange
Success storyAllociné Fr EN
Success storyHome Depot FR EN
Panneaux et couponsSalon Français
Interop
Q4 European PR ProgramBMA PR
Corporate PR
Success stories PR
•Divento•BMW (Germany & France)
Product PR
•BoostSSL
Partnership PR
•Streamcore•BEA star partner
•BoostWeb 4 Test in progress (Internet professionnel & Décision micro réseaux)•Meetings with computer analysts scheduled (5 analysts)•Vertical market press targeted (insurance, Banking, Retail…)
Q4 European collaterals
Success storiesCNAMTS Fr EnOrange Fr En Divento Fr EnBMW Fr EN Ger??
Products datasheetsBoostWeb4 datasheet Fr EnBoostSSL Datasheet Fr En
Q4 Trade shows
Sweden InternetWorld 2001 Stockholm Suède – November 6th-8th
With OTP (local partner)
GermanyExponet 2001 Koln Germany – November 20th-22th
BMA will send Press kit before exhibition to major german journalist
Q4 Partnership marketing activitiesBea
• 1 page in BEA France partner catalog• Star Tour seminars : BoostWorks/Instranet21 Novembre Lyon 11 décembre Paris"L'accélération du dernier kilomètre ("last mile") : une composanteessentielle et trop souvent ignorée de l'utilisation d'Internet" "Echangez les informations clés simplement et rapidement avec vos clients,partenaires et collaborateurs«
JDEdwards
Instranet
Other opportunities : BEA in Germany?
Q4 Emailing & Email news letter sponsorship
• Sezam databaseSee telemarketing process • Sponsoring News Letter Journal du Net Solutions France ??5 news letter emailing scheduled 3 in October & 2 in November(Web leads generation+phone calls)
• Sponsoring News letter Silicon ??1 in UK1 in Fr(Web leads generation+phone calls)
Telemarketing processEmailing sended (1 or 2 per month)
By telemarketing team
(Sezam database + Exhibitions+seminar
Web leads or phone calls generated by Emailing & sponsorship news letter
phone calls
Qualified Leads
Sales
Process results example
In 5 days 5 qualified leads
KPMG intranet 5000 usersRADIALL intranet STEELCASE Webmail Lotus & Internet portalCASTORAMA intranet
Q4 Telemarketing (Octobre) : 25 qualified leads
Semaines 40 41 42 43 44 (3 jours)
1er
téléacteur
Base
Interop
Base
Interop
Base Interop
+
Base Sezam
Base Interop
+
Base Sezam
Base
Interop
+
Base Sezam
2 ème
téléacteur
Base Sezam
Emailing Base Sezam
+
Base Sezam
Base Sezam
+
Relance Emailing
+
2 insertions
JDNet
Base
Sezam
+
Traitement
Web Leads
JDNet
Emailing
Base Sezam
+
Traitement
Web Leads
JDNet
+
Insertion Silicon
Web Site
1) New site architecture & new design finalised
2) Extranet for partners finalised with secure access (login)
3) New strategic partners page with logo and technical resultsIBM Websphere, JD Edwards, Siebel, Sap, Instranet, BEA, Orange,
WitBe, Streamcore…
4) Need french page?
Direct
Telemarketing
Partnership
PR&
Collaterals
Tradeshows
Marketing Roadmap- October2001
Wk1 Wk2 Wk3 Wk4 Wk5
InvitationsInternetWorld
StockholmVia OTP
Call toNetworld+Interop
ParisFrom France
Partner catalogBEA
France
EmailingSezam database
contacts
Calls HarteHanks database-Installed base-Web leads-Sezam database FR & UK
Streamcore FR
Success StoryCNAM FR EN
BoostWeb V4.0Datasheet FR EN
Success StoryOrange FR EN
PRInstranet
BoostWorks UK
Panneaux + couponssalons en anglais
InternetWorld Exponet
Mise au point du transportdu stand en Suède
Email sponsorship Le Journal du Net
Solutions3 parutions
Email sponsorship Silicon UK +
1 Silicon FR
Sales Meeting
EmailingSezam database
contacts
Direct
Telemarketing
Partnership
PR&
Collaterals
Tradeshows
Marketing Roadmap- November2001
Wk1 Wk2 Wk3 Wk4 Wk5
ExponetCologne 20-22/11
Call to InternetWorld
Stockholm
EmailingSezam database
contacts
Calls HarteHanks database,-Installed base,-Web leads,-Sezam database, Leads exhibitions & seminars FR & UK
InternetWorldStockholm 6-8/11
InvitationsExponetCologne
Hauts débits CCIEssonne 15/11
Seminar Star TourBEA Lyon
Avec Instranet21 Novembre
Call to Seminar star tour BEA
contactsLyon
Strategy and Markets GECnam GEOrange GEHome depot GEAllocine GEBoostWeb V4 GEBMW GE
Instranet? BEA?
EmailingSezam database
contacts
Email sponsorship Le Journal du Net
Solutions2 parutions
Mise en place duSuivi
télémarketing sur Saratoga
Divento FR BMW FR EN
Success StoryDivento FR EN
Direct
Telemarketing
Partnership
PR&
Collaterals
Tradeshows
Marketing Roadmap- December2001
Wk1 Wk2 Wk3 Wk4 Wk5
Call to Exponet contacts
From Germany
EmailingSezam database
contacts
Calls HarteHanks database-Installed base-Web leads-Sezam database FR & UK
Seminar Star TourBEA Paris
12 décembre
Call to Seminar star tour BEA
contactsParis
BEAIsrael
(BoostTeam)???