Technical overview of TailCurrent's lead generation methodolgy
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This is an overview of the system and process that TailCurrent uses to implement and manage lead generation through massive personalization of email marketing.
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Technical overview of TailCurrent's lead generation methodolgy
- 1. TailCurrent Overview TailCurrent is a B2B Lead Generation Company TailCurrent provides fast and scalable lead generation through Personalized Email Marketing.
- 2. Why TailCurrent ? : First Leads within 4 weeks of start of engagement : Easy to scale up or down; Open new geographies within 4 weeks. : We charge only for qualified leads. : Team has experience of generating sales qualified leads from markets across the world. Quick Results Scalable Pay for Performance Proven Success
- 3. Week Understanding Customer Sales Process Campaign Design, Funnel Building and Account Setup Campaign Launch Appointment Setting Process Research Campaign Management 1 2 3-4 5 6-12 How do we generate leads ?
- 4. WeekUnderstanding Customer Sales Process 21 3-4 5 6-12 Products/Services Target Geography Target Industry Decision Makers Common Challenges Current Process Example of Sales Deals Customer Analyst Understanding Customer Sales Process Lead Qualification Criteria Industry Reports Case Studies Whitepapers Website Content
- 5. Analyst Knowledge Transfer Campaign Design Inputs Research Team Research 21 3-4 5 6-12 Research on Eco System Industry size Current Market trends Budget Allocation Roles of Decision Makers Seasonal Transition Sources of the Companies Total Customer base Marketing Collateral Competitor Collateral Sales Process Understanding Customer Sales Process Lead Qualification Criteria Week
- 6. Research Team Fund ManagementHedge Funds Investment Banks Europe Asset Mgmt AUM 1BN-10 BN T+0 Campaign CFO/COO USA Wealth Mgmt System Consulting Campaign Head of Operations, Finance Middle East AUM >350MN CTO Campaign CTO, Head of IT Campaigns Campaign Funnels Campaign Design and Funnel Building 21 3-4 5 6-12 Listing Mapping Mining Week
- 7. CustomerAnalyst Campaign Drafts Sales Pitch Campaign Awareness Campaign Disclaimer Sales Bridge Number Do Not Contact List Advanced mail deliverability setup – DKIM/SPF/Dedicated IP SPAM Feedback loop Setup Outlook Configuration TailCurrent Proprietary CRM Setup Account Setup Technical Team Account Setup 21 3-4 5 6-12Week
- 8. Campaign Launch 21 3-4 5 6-12 DAY -1 DAY -2 DAY -3 DAY -4 DAY -5 Launch System Consulting Campaign Week Launch Fund Management Campaign Launch CTO Campaign Launch Hedge Funds Campaign Launch T+0 Campaign
- 9. CONTINUE MODIFY STOP CONTINUE Hedge Funds Campaign - Response Management T+0 Campaign CTO Campaign System Consulting Campaign Fund Management Campaign Lead Cold Negative Hot Research TeamTailCurrent Proprietary CRM Response Analysis Market Insights Periodic Reports Campaign Management 21 3-4 5 6-12Week
- 10. T+0 campaign CTO campaign Lead Research Team Forwards Analyst AUM > 350MN COO Mid / Back Office Req Meeting with a Demo Lead Qualified Context (Call/Meeting) Company Profile Key Decision Makers Campaign Details Calendar Invite Lead Disqualified LEAD ACCEPTED Format Exchange Lead Research Team Forwards Analyst No need, but ready to learn Call me anytime Mid / Back Office Req Meeting with a Demo Appointment Setting Process
- 11. Do Not Contact List Management Spam Feedback Loop Customer Periodic Updates DNC from customer end List of nurturing Leads Response Updates Cold Response: Give them Cooling off period 1 Month Negative Response: Never Touch Them Marketer Outlook DNC List 1. Avet Capital 2. KS Capital 3. Technology Crossover Ventures 4. Ada Investments
- 12. Geography Served Industry Segments Decision Makers CFO, Revenue Manager CMO, VP Digital Marketing Brand Manager Director IT/QA, Head of Testing, CTO Europe / UK APACUSA Middle East TailCurrent Reach Healthcare Retail ISV COO, Partners, Head of Operations/FinanceBFSI
- 13. " " " Customers Speak TailCurrent has enabled us to generate real customer interest instead of casual and noisy traffic. Our investment has been paid many times over in a few short weeks. Founder and CEO One of the world's largest software testing companies As discussed, please do congratulate your team on the lead that has now become a deal. Please have them go for a dinner and drinks and include that in your next invoice to us Executive Vice President One of the leading IT Services Company The other Michigan based opportunity that came through you was closed last week. we are waiting for their data dump to work on – Thank you A nice hot lead on a cold Monday morning. Director Sales One of the leading providers of Customer Loyalty and CRM Solutions This is a very good lead - The company is a potential major prospect for us and we have tried to get into this account before. Thanks for getting us in! “ “ " Founder and Director leading provider of Revenue Cycle Management Healthcare industry - US “ “ " Director Sales One of the leading providers of online Advertisement platform - UK “ “ “ “ “ “
- 14. Next Steps … 1. Give us a brief of your services, markets and target customers. Define lead qualification criteria Define geography or vertical to target. 2. We come back with a pilot proposal. Number of leads in pilot. Time frame of pilot. Cost of pilot, Cost per lead in the pilot. Support required to execute campaigns.
Notas del editor
- 70% of emails globally are delivered to spam folders. It is often times one way communication. With us it is two way communication. One of the first challenges of personalized email marketing is making sure the email reaches the inbox. We use a standard that tells the recipient that it originates from genuine servers. We have that plugin. Then there is a digital key – we have a private key that we digitally sign and it matches the public key on the recipients end. Return Path certifies their signature, so with all those things we end up with a 97-98% delivery rate. Our technology allows us to reach much higher. We are also CanSpam compliant and more with our policy controls. MailGun is a rackspace subsidiary. We use some of their program hooks to help us with our feedback loop.
- Launching staggered campaigns allows us to PDCA and shorten our learning curve. Campaign management is our proprietary technology. Someday we may make that UI simpler and license our software. On average 50 emails are sent each day during the launch week. Then as they progress they slowly ramp up by ten additional emails eventually reaching an avg of 120 emails per day at the peak of the campaigns. They constantly design and modify campaigns throughout our relationship with our client.
- Lead: interested nowHot: Interested but have not expressed time or have asked us to reach back out at a later dateCold: Not interestedNegative: Remove, Do not contact, etc… automatically noted by our technology and that contact is frozen.