CDI Marketing/BD Presented By: Bob Laurenzo

Bob LaurenzoEVP Marketing &

Business Development

Jim BurtDirector of Business

Development

Tony Ferrante Director of HIMSS & Healthcare BD

Lindsey BohmMarketing Director

Renee CancroMarketing

Associate/Database Manager

Marketing Coordinator

TBH

Graphic Designer TBH

Dr. Scott Vinci Healthcare Consultant

Valerie GaglianoExecutive

Administrator

CDI Marketing/BD–Roles & Responsibi l it ies

Marketing as a Service (MaaS)MARKETING AS A SERVICE (MaaS) = Core CDI Differentiator MaaS allows CDI to market, create brand awareness & develop new BD opportunities – Extremely Effective

Approach to CDI’s Expert Senior-level Sales Teams

• Allows for Targeted and Cross Promotional Integrated Marketing Campaigns to Focused Business Verticals• Quality over Quantity in all Marketing Efforts & Activities• MaaS is a more catered approach to Mktg. - However, with that comes time….. ~ (Currently a 15 to 2 Ratio in Sales To Marketing & Ask To Try to Limit 2 MaaS Initiatives per Quarter per Rep) ~

EXAMPLES: SLED Conferences (NJEdge, NJSBA, Techspo); EMC Isilon NY Times End User Group (Media &Entertainment), NRF for Retail, NAB Tradeshow, Multiple CDI MS Events, XtremIO End-User Group

2015 GOAL: To ensure a renewed excitement internally & externally reflecting a fresh, cutting-edge and innovative re-branded CDI

~ CDI Must Ensure Consistent and Collaborative Messaging across All Corporate Conducted Activities, Solution Services & Client Engagements ~

Streamlining Sales & Marketing/BD (HubSpot & SF.com)

• HUBSPOT = Top-Tier Marketing Automation System ALLOWS FOR STREAMLINED LINK FROM DEMAND GENERATION TACTICS TO SALES EXECUTION ALLOWS TO CONSTANTLY NURTURE YOUR PROSPECTS & CLIENTS THROUGH ALL FORMS OF

COMMUNICATION – EMAIL, WEB, SOCIAL MEDIA, PRINT, ETC. – AND PROVIDING TRACKING & ANALYSIS STATISTICS)

QUICKER TURNAROUND TIME FOR ALL MKTG. REQUESTS WITH MORE CAPABILITIES SEND EMAIL INVITATIONS WITH LINKED WHITEPAPERS, SUCCESS STORIES, EMBEDDED VIDEOS, ETC. ALLOWS FOR CUSTOMER PROFILING – TRACKING OF CLIENT BEHAVIOR TO RE-TARGET

(PERFECT EXAMPLE = AMAZON’S SUGGESTED ITEMS FEATURE)

• Will Run Concurrently with SF.com Database Cleanse & Contact Merge (Sugar to SF.com for all Master Accounts)

CLEANING UP ALL DUPLICATE ACCOUNTS IN SF.COM SEND EMAIL INVITATIONS ONE ADMIN FOR ACCOUNT CREATION & MERGING IN SF.COM MINING INDIVIDUAL OUTLOOK CONTACTS & IMPORT INTO SF.COM

~ HubSpot Is Used By EMC & VMware ~

• WHY? – REQUIRED FOR CDI TO MAINTAIN COMPETITIVE STANCE• Greater Business Intelligence/Targeted Messaging • Streamline Marketing Processes – GTM Quicker (Customer Lists, Newsletters)• More Professional/Consistent Branding• Reporting & Tracking Metrics (Required for MDF/Coop)• One Client Repository• Account Transitions (Internal & External)

• WHAT’S IN IT FOR ME (CDI AM)? • Reduced Mktg. Turnaround Time = More Activities, Branding Consistency, More G2, Greater

Client Intelligence, Higher Revenue Attainment, Solution Selling, Reporting Stats• Ability to Support Clients More Efficiently (Customized Client Emails & Topic Highlights)

HubSpot/SF.com

Client Testimonials, Success Stories, Sell Sheets & More The Beginning of CDI “Yelp”• A Major Setback to CDI Branding, Marketing Capabilities & BD Development Stems From Lack of

Client-based References (Across all Potential Mediums & Sources)• CDI MUST CREATE A CLIENT REFERENCE & TESTIMONIAL PLATFORM (The “CDI YELP”)• SUCCESS STORIES, WIN WIRES (SHORT BRIEF OVERVIEWS OF WINS FOR EMAIL BLASTS) & CASE STUDIES IMPERATIVE TO

GROWTH OF CDI & COMPETITIVE ADVANTAGE• **90% OF BUYERS TRUST PEER RECOMMENDATIONS** • **AVERAGE 2 NEW USERS ON LINKEDIN EVERY 7 SECONDS**

• Without Having Samples To Utilize in Business Development Prospecting & Sales Initiatives, We Automatically Start Behind Our Competitors

• CDI Website Updates (http://www.cdillc.com/home-test-c/)

• Updated Content, Informational/Graphic Solution Imagery, Sell Sheets & More

• EMC World 2015• Cocktail Reception

• Philadelphia • Account Prospecting/UPENN Campaigns (CDI Managed Services) with CIO

Review

• LinkedIn & SM Policy (Trish) • Anita O’Malley – CDI & Top Customers

• Solution Email & Data Capture Campaign Series• HubSpot Campaign Series

• Ongoing BD with AMs

Current & Upcoming Programs

• Vblock SPIFF (SA & AM Team Bonus) • First 3 Vblock Deals Closed $4k per Team

• Kicker of $8k to Team with Highest $$

• Close on or Before April 30th

• Cisco cSATs

• EMC & CDI Book (Gloves)

Current & Upcoming Programs

THANK YOU