LARGE GRAPHIC WITH LOGO

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1 LARGE GRAPHIC WITH LOGO Selling Digital Services Todd Renard VP, Digital Product Management

2 Vivial Media Partner Driven Product Strategy Focus on Owned and Operated Products and Services

3 Vivial s Scope 1,000+ Markets Served 6,000+ Industries Served Employees 500+ Strategic Partner Relationships 100,000+ Local SMB and Enterprise Customers Direct Sales via Inside/Outside Reps Telecom Partners Master Agents, MSP, VARs and Resellers

4 Our Digital Services Enable Connections Monthly SnapShot

5 Product Strategy

6 The Right Mix: Product + Service + Support PLATFORM Client access to key metrics and tools for do-itwith me and do-it-yourself Platform Services SUPPORT Account management and coordination to help the client drive value and achieve the business goals. Support Client SERVICES Tailored programs designed with the client, requiring strategy and engagement

7 Products: You Can Order Straight From Menu Pre-packaged: Standardization Operationally scalable Built for efficient service delivery Some variety is expected Keep it simple for everyone Sales Best Practices: Standardization of value proof points and pitch materials

8 Solution Examples: Platform Product, Service and Support $349/mo. Marketing Platform Content Marketing Review Monitoring and Generation Post and Promote Deals Keyword Tracking Directory Optimization Facebook Advertising Social Inbox Product w/ Support

9 Products w/add-on Services: Tweak Your Order Configurable Packages: Standardized flexibility Still operationally scalable Time and resource investment increases Balance do it for me & and do it with me Sales Best Practices: Service levels and inclusion is pre-defined to support ease of packaging

10 Solution Examples: Platform Product, Service and Support Marketing Platform Content Marketing Review Monitoring and Generation Post and Promote Deals Keyword Tracking Directory Optimization Facebook Advertising Social Inbox $349/mo. $1,349/mo. Marketing Platform with Complementary Services Content Marketing Review Monitoring and Generation Post and Promote Deals Keyword Tracking Directory Optimization Facebook Advertising Social Inbox +Enhanced Content (2-3/mo.) +Search Engine Optimization Product w/ Support Product plus Packaged Services

11 Services: Or, You Can Make It Your Own Tailored Services: Services and solutions are expected to be tailored to the client needs Scalability is a risk Time and resource investment increases Strategy development, execution and monitoring is time consuming Sales Best Practices: Sales role is to identify the opportunity; the SME should craft the solution

12 Solution Examples: Platform Product, Service and Support Marketing Platform Content Marketing Review Monitoring and Generation Post and Promote Deals Keyword Tracking Directory Optimization Facebook Advertising Social Inbox $349/mo. $1,349/mo. Marketing Platform with Complementary Services Content Marketing Review Monitoring and Generation Post and Promote Deals Keyword Tracking Directory Optimization Facebook Advertising Social Inbox +Enhanced Content (2-3/mo.) +Search Engine Optimization $5,000/mo. Social Media Management Services Content Creation Social Posting Event Strategy Daily/Weekly Posts Account Management Paid Social Budget Product w/ Support Product plus Packaged Services 100% Tailored

13 All Require Support Product Product + Service Tailored Services Support Team

14 Selling Digital Services 1. Recognize the difference between selling products with support and selling discreet Services 2. Find subject matter experts, but don t try to make every sales rep a SME 3. Focus on the value, not the features and capabilities 4. Support can be the competitive differentiation, don t under value it 5. Delivering Digital Services requires resources balancing Learn Vivial.net

15 LARGE GRAPHIC WITH LOGO