Corporate Enterprise Computing Solutions Nordics. Marketing Activities 2016 Denmark. arrow.com

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1 Corporate Enterprise Computing Solutions Nordics Marketing Activities 2016 Denmark arrow.com

2 Arrow ECS Marketing Activities 2016 Arrow ECS Marketing has produced a number of marketing activities that make it easy for you as an IT vendor to get started with effective marketing and communication targeting partners and end-user. You can choose between marketing activities that either supports your focus and work with recruiting new partners, develop and activate new and existing partners or generate new leads and sales. Furthermore, Arrow ECS invites you to be part of our successful concepts, Arrow Channel Informer mails, Arrow University, Arrow Inspiration Days, Demodays@arrow, Breakfast@arrow, etc. In addition to the marketing activities in this folder, Arrow ECS offers a wide range of other marketing services. If you want a presentation of the services, please feel free to contact Arrow ECS marketing. Choose between marketing activities that either supports your focus and work with recruiting new partners, develop and activate new and existing partners or generate new leads and sales. 2

3 Partner Enablement If your focus is to educate new and existing partners to better sell your products we suggest one of the below marketing initiatives. Technical workshop & demo for partners Planning and execution of technical workshops focusing on specific solutions. The purpose of this activity is to provide a technical presentation of your solutions and give partners insight into technical features, installation and configuration. Arrow marketing service: Production of agenda and invitation, invite to relevant partners, upload event on website, handling registrations, booking of meeting facilities at Arrow ECS. Price: Dkr , excl. cost of catering. Production of sales material to partners Production of easy-to-understand sales material on specific solutions. The material should be easy for a partner to use in the dialogue with an end-user, and should include product features and benefits, end-user-oriented messages and sharp competitive messages. In cooperation with an external copywriter, we will help you produce great and informative sales material. The copywriter will interview you, making sure to get all relevant information in order to write a compelling text for the material. The activity will include interview, text production for a 2-pager document, proofing and graphic production to a final PDF. Price: Dkr Sales Workshop for partners Planning and execution of a sales workshop - focusing on specific solutions. The purpose of this activity is to educate partners to better sell and market your solutions. A workshop could include presentation of your company and relevant solutions but also share some good why-arguments, how can your solutions help end-users with their daily it-challenges and competitive messages. Arrow marketing service: Production of agenda and invitation, invite to relevant partners, upload event on website, handling registrations, booking of meeting facilities at Arrow ECS. Price: Dkr , excl. cost of catering. Vendor specific solution mails Production of vendor specific solution mails targeting partners with information about relevant solutions, new features and functionalities, material for download, events, promotions and bundles. We recommend that you send a monthly mail. Arrow marketing service: Design and production of mail, facilitate delivery and prepare a report of customer interaction and response including open rates and click through. Price: Dkr per mail Call Day incl. sales pitch and incentives Planning and execution of call days for relevant partners, where you and Arrow ECS participate. Start the call day with an inspiring sales pitch to give the partners great tools and persuasive arguments, which they can use when calling new leads. Prepare a list of leads for each person participating at the call day to ensure efficient use of time during the day. The call day should include small contests and incentives. Arrow marketing service: Production of material for the call day Price: Dkr arrowecs.dk

4 Partner Recruitment If your focus is to onboard new partners we suggest one of the below marketing initiatives. Material for onboarding new partners Production of a sales document regarding your company, solutions and services. The document should describe how your company fits well with partners current business and what you can do to support the partners growth. The content should include benefits for the partners, end-user-oriented messages and sharp competitive messages. In cooperation with an external copywriter, we will help you produce informative material. The copywriter will interview you, making sure to get all relevant information in order to write a compelling text. The activity will include interview, text production of 2-page document, proofing, approval and graphic production. Price: Dkr Customer case story/ Reference case Production of a customer case story together with a partner and end-customer. A case story can detail an example of how your company handled the product or service needs of an endcustomer. Being able to show a good case where a customer is very satisfied and can present positive results, is valuable for you when talking with potential new partners. In cooperation with an external copywriter, we will help you produce a professional case study. The copywriter will interview you and the customer, making sure to get all relevant information in order to write a compelling text for the case story. The activity will include interview, text production, proofing, approval and graphic production. Another option is to create a customer case as a video for online use. Price: Dkr Being able to show a good case where a customer is very satisfied and can present positive results, is valuable for you when talking with potential new partners. 4

5 Lead generation If your focus is to generate new leads and sales we suggest one of the below marketing initiatives. Telemarketing Appointment Setting Plan a telemarketing activity in order to book sales appointments and generate good leads. Initially, we will book you for a briefing meeting where you can update the telemarketing agents regarding your products, the message you want to be delivered, what information you want to be gathered etc. The result of a campaign depends on a good briefing, a focused script and an up-to-date and qualified contact list. At the end of a telemarketing campaign you will receive a report summarizing the result of the campaign and detailed call notes for all contacts. You can choose to pay per meetings or number of contacts called. Price: Dkr for 200 contacts. Direct mail campaign and telemarketing appointment setting Production of an eye-catching direct mail piece and distribution to a qualified contact list. The goal of a direct mail campaign is to generate a response from the contacts. Therefore, defining a compelling and clear call-to-action is essential for success. In order to increase the response rates the activity should be followed up with telemarketing calls. Price: Dkr for 200 contacts. Technical workshop & demo for end-customers Planning and execution of technical workshops together with a partner focusing on specific solutions. The purpose of this activity is to provide a technical presentation of your solutions and give end-customers insight into technical features, installation and configuration. Arrow marketing service: Production of agenda and invitation, invite to end-customers, direct mail invitation, handling registrations, booking of meeting facilities at Arrow ECS. Price: Dkr , excl. cost of catering. Technical webinar for end-customers Planning and execution of a webinar to provide a technical presentation of relevant solutions, including technical features, installation and configuration. The webinar can include a short online demo. It is recommended that you the days after a webinar call and follow-up on the participants to see if they are interested in further dialogue. Arrow marketing service: Production of agenda and invitation, invite to end-customers, handling registrations and webinar evaluation. Price: Dkr arrowecs.dk

6 Arrow ECS concepts Arrow ECS invites you to be a part of our successful concepts, Arrow Channel Informer mails, Arrow University, Arrow Inspiration Days, Demodays@arrow & Breakfast@arrow. Arrow ECS Channel Informer mails and web As a free service to our vendors, we offer you to be part of our Arrow ECS Channel Informer mails that covers our main solutions areas: Server & Storage, Networks & Security, Virtualization, Hosting, Middleware and Education. The Channel Informer mails reach Arrow ECS partner contacts. On Arrow ECS website we upload news and activities on each vendor s microsite. Price: Free Demodays@arrow Demodays@arrow is a series of technical workshops designed to inspire and update partners about new technologies and solutions from our industry-leading IT vendors. If you want, end user can also be invited. Breakfast@arrow Breakfast@arrow is a series of seminars designed to inspire and update partners about the current IT-related trends in the market and new technologies and solutions from industryleading IT vendors. If you want, end user can also be invited. The idea behind a breakfast@arrow seminar is that 1-3 IT vendors in cooperation with Arrow ECS agree on a relevant subject and together build an agenda that can include presentations from the IT vendors or relevant customer cases. At the end of the breakfast seminar, all participants have the opportunity to book a 1-1 meeting with the IT vendors. This gives partners and customer a great chance to go in further dialogue with IT vendors regarding their interests, IT challenges and future IT investments. The price for a seminar is dkr for one location and dkr for 2 locations (Viby & Ballerup). The cost will be divided equally between all vendors. The idea behind a demodays@arrow is that 1-3 IT vendors in cooperation with Arrow ECS agree on a relevant subject and together build an agenda. Focus for each workshop is to give partners a technical presentation and demo of the most essential functionalities and features in one or more solutions. At the end of the demo, all participants have the opportunity to book a 1-1 meeting with the IT vendors. This gives partners and customers a great chance to go in further dialogue with IT vendors regarding their interests, IT challenges and future IT investments. The price for a workshop is Dkr for one location and Dkr for 2 locations (Viby & Ballerup). The cost will be divided equally between all vendors. 6

7 Arrow Inspiration Days Arrow University Arrow ECS offers you the opportunity to sponsor our Arrow Inspiration Days. The theme for an Inspiration Day differs from year to year. Inspiration Day is a full day conference that includes keynote sessions, breakout sessions and workshops, discussions, endcustomer case studies, one-to-one meetings between suppliers/ resellers/end-customers etc. There will also be an exhibition area where you can have an exhibition stand giving you the opportunity to showcase your solutions and services as well as presenting your company to all participants. We have year after year with great success been able to welcome a great number of partners and end-customers to our Inspiration Day events. If you want information on our next Inspiration Day, please contact your Arrow ECS Marketing contact person. Arrow ECS offers you the opportunity to be part of our coming Partner Enablement event Arrow University. Arrow University is a new 1 day event we plan to launch in The main focus is to educate the partner channel both the technical and sales oriented people. We invite all our IT vendors to be part of the event as speakers and exhibitors making sure that partners get the opportunity to be updated and inspired by several vendors during the event. In the evening we will have a dinner where partners, vendors and Arrow ECS have time for networking and more informal dialogue. The event sessions and dinner will take place at the same venue. Arrow ECS Sweden has with great success run Arrow University in If you want information on Arrow University, please contact your Arrow ECS Marketing contact person. Arrow Online web banner Arrow ECS offers you the opportunity to buy an online web banner at our Arrow ECS website for 2 weeks. The banner will be shared with max. one other vendor banner and 3 Arrow ECS banners. You can use the banner to promote a campaign, product announcement, event etc. and link to a specific landing page. Price: Dkr arrowecs.dk

8 Contact For further details contact Arrow ECS Marketing. Are You Five Years Out? Most people live in the present. The world of now. But a handful of us work in a unique world that doesn t quite exist yet the world of Five Years Out. Five Years Out is the tangible future. And the people who live and work there know that new technologies, new materials, new ideas and new electronics will make life not only different, but better. Not just cheaper, but smarter. Not just easier, but more inspired. Five Years Out is an exciting place to be. So exciting that, once you ve been there, it s hard to get excited about the present. Because we know what s coming is going to be so much better. Anne Withander Marketing Project Manager anne.withander@arrow.com Karina Søndergaard Nielsen Marketing Project Manager karina.sondergaard.nielsen@arrow.com Five Years Out is a community of builders, designers, engineers and imaginers who navigate the path between possibility and practicality. Creating the future of everything from cars to coffeemakers. Are you one of them? Then you re probably working with us. Signe Eberhardt Marketing Project Manager signe.eberhardt@arrow.com Camilla Hove Nordic Marketing Manager camilla.hove@arrow.com Arrow Electronics, Inc. Arrow ECS Denmark Aarhus, Jens Juuls Vej 42, 8260 Viby J Ballerup, Baltorpvej 158, 2750 Ballerup marketing.ecs.dk@arrow.com Online arrowecs.dk DK-ENG_07/16_CDS1.2