Channel Sales Strategy. Like minded companies working together to empower local

Transcription

1 Channel Sales Strategy Like minded companies working together to empower local

2 Table of Contents An Opportunity in Local Channel Sales Partnership Details - Strategy Overview Appendix 2

3 An Opportunity in Local MEDIA COMPANIES AND SMB S 3

4 Channel Sales Partnerships Sheldon Bernstein Sales Enablement, Acceleration, Leadership

5 SMBs digital ad spend significantly under-represented % of Time Spend in Media VS % of SMB Ad Spend, USA, 2014 Sources: Borrell, KPCB

6 Android is the top platform across ALL connected devices Not only the leading MOBILE Platform Others Blackberry Microsoft Android 83% Market Share ios Others Blackberry but the leading Apple OVERALL Platform! 67% Windows Market Share Android Sources: BI Intelligence

7 The right products to capture the opportunity Digital Ad Spend Split (USA) $91B All Others Video 100 Million + hours watched daily Display Reaching 90% of global internet users Search 1 Trillion + searches per year 2019 Sources: emarketer, Google

8 Hit 2016 Running

9 Channel Sales Partnership Details MEDIA COMPANIES 9

10 Overview 10

11 Partnership Overview Managed Services & Implementation Marketing & Training Playbook & Strategy 11

12 Playbook Better Local Market Insights - Key Market Trends - Local Market Advertising Forecasts - Custom Enhancements to Local Market Forecast - Market Data - Competitive Intelligence Digital Sales & Revenue Growth Strategies - Discover Understand Baseline Goals, Resources, Timeline - Diagnostic Review, Measure and Assess - Recommendation Define, Prioritize and Align - Implementation Implement, Assess, Refine Overall Revenue Growth - Product and Packaging - Revenue Optimization - Strategy 12

13 Sales & Marketing Solution Training - Google / AdCellerant hosted training on search, programmatic, video and more - Certification programs for sales teams - Basic product sales and merchandising training on all digital platforms - Adwords training - General digital sales skills and fluency training Marketing - newsletter co branded Google and Partner media company meant to reach out to existing and prospective clients - Ability to add Google Partner to sales materials - Supporting market research provided by BIA Kelsey Incentives - Adwords certificates will be available to help close deals with business owners who have not run AdWords in last 90 days - Ultimately the partnership will yield a rebate from Google on all media spend that will be passed back to each partner based on their individual media spend 13

14 Fulfillment & Account Management Account Management - Sales support, 4 legged sales calls, teleconference sales support - Proposal building - White label sales materials - White label training documents Fulfillment - End to end support and fulfillment of all sold campaigns following Google best practices - Google oversight and review of campaign performance insuring optimal advertiser results - Dedicated account management, optimization and strategy Reporting - Proprietary reporting platform included in all relationships - Reporting that can tie display, video, IP, , search and Google Analytics into a single environment providing full transparency 14

15 Media Company Benefits 15

16 Media Company Member Benefits Playbook - BIA Kelsey s playbook for executing a sophisticated search and Overview digital strategy Sales Solution Training Provided by Google and AdCellerant Advertiser Incentives AdWords coupons made available to those who are new to search Webinars Provided by Google and AdCellerant Google Certification Provided by Google Marketing Ability to leverage partnership logos, cobranded newsletter content, etc. Fulfillment All associated fulfillment, sales support and execution provided by AdCellerant Rebate The goal is to qualify as a larger Channel sales partner, earn a rebate and share that amongst the channel sales partners 16

17 Case Study: Major Print Media Company - Blend Summary 1 st 6 months 1,080 Proposals Presented 23.4% Closing Rate Avg. Deal Size = $1,600/mo (5 Mo Avg. Sale) $790,000 in Contracted Revenue $6,670,063 Revenue in Pipeline $1,200,000 $1,000,000 $800,000 $600,000 $400,000 $200,000 $0 Total $'s in Pipeline $160,000 $140,000 $120,000 $100,000 $80,000 $60,000 $40,000 $20,000 $0 Total $'s Sold $2,500 $2,000 $1,500 $1,000 $500 $0 Avg. Deal Size 17

18 Thank you Denver, CO

19 Appendix MEGA CONFERENCE 19

20 Product and Services Overview 20

21 Services Overview Sales Support Operations Reporting PLATFORMS DISPLAY VIDEO SEARCH 21

22 Sales Support 22

23 Sales Support The team is focused on helping our partners accelerate and streamline the sales process by providing tier 2 support in 6 key areas of sales White Label Materials Training Sales Incentives Sales Calls Proposals Dedicated Support Document Library, Case Studies, Testimonials, Sales Materials Onsite, Webex and Ongoing Education 23

24 Operations Strategy 24

25 Operations Strategy Awareness TARGETING RETARGETING CONTEXTUAL DEMOGRAPHIC GEOGRAPHIC / MICRO PROXIMITY BEHAVIORAL IP TARGETING SEARCH RETARGETING Purchase Interest Intent PLATFORMS DESKTOP MOBILE VIDEO SEARCH AdCellerant provides campaign planning and management expertise that leverages data, consumer purchasing habits, purchasing windows and buying funnel to establish consistent communication throughout the purchasing journey. 25

26 Window of Opportunity Consistent Presence P1 P2 P3 P4 Time Consumer Shopping Habits Traditional Marketing AdCellerant Digital 26

27 Campaign Management Client Goals Target Consumers Channels Levers Client Results 3 Goals 5 Targets 10k+ Sites 12+ Levers Human + AI = Perfect Marriage.1% CTR Guarantee AdCellerant combines Campaign Managers and Artificial Intelligence to calculate and manage millions of potential optimizations effectively and efficiently. 27

28 Process and Strategy Overview Campaign Structure and Industry Best Practices Competitor Analysis and Competitor Conquesting Rigorous Keyword Analysis and Optimization Professional Ad Development and Optimization Bid and Budget Management Strategy Campaign Optimization Strategy 28

29 Campaign Management Team Dedicated team of AdWords and Bing certified professionals Every client at our company is assigned a dedicated campaign management team of experienced and certified professionals. Conversion tracking and ROI focused PPC campaigns are powerful because they are able to track conversions and track ROI. We track all applicable conversions through a Universal Pixel. 29