Actus helps technology organisations to find new clients. Actus offers global demand generation services to technology companies of any size, from start-ups to corporations

1. Actus International
Demand Generation Services
Tech Start-ups & IT Vendors & Tech Consultancies

2. Index
• Actus International
• Solutions
• Methodology
• Positioning and Key Differentiators
• Clients
• Contact
Demand Generation Services

3. 1. Actus International
• Who we are: Actus International is a B2B technology marketing agency
specializing in demand generation for IT Vendors, SIs and Consultancy Firms.
• Mission: to contribute and facilitate the growth of technology organisations
through the identification and generation of new business opportunities.
• Vision: to become a global reference in demand generation services for
technology companies, from start-ups to corporations.
• Attributes: consultative, expertise, integrity, trust, performance, flexibility
• GEO: EMEA wide coverage, with native business development consultants.
• Clients: LANDesk, Websense, triCerat, NSFOCUS, Bluefin Solutions.
Demand Generation Services

4. 2. Solution: Database
Challenges Solution Benefits
•Obsolete, outdated database. •Database cleansing or new database setup •Improved communication with old
•Poor communication with old and according to the specific needs of the and new clients.
new clients. client: territory, industry, job title, contact •Opportunity to identify new
•Unable to launch effective address, telephone, email etc business opportunities in existing
marketing campaigns. accounts.
•Opportunity to engage with new
prospects
Demand Generation Services

5. 2. Solution: Sales Lead Generation
Challenges Solution Benefits
•Difficulties in generating demand •Generation of new business opportunities by: •Access to new clients and
and new business opportunities. •Identifying the key contact (s) in each target business opportunities.
•Inadequate, limited internal account. •Cost savings by freeing up
resources (sales&marketing). •Establishing business needs, current situation, internal resources and sales cycle
•Inadequate, poor performing priorities, strategies, decision making and budget acceleration.
external resources approval processes. •Strong sales and channel BUY IN,
(partners&agencies). •Presenting the product or solution (s) of the enabling business growth
•Poor lead quality and conversion client as it relates to the prospect's unique through direct and indirect
rates, poor lead follow-up by sales requirements. channels.
and/or channel. •Facilitating a next step between the client and •Increased marketing ROI,
•High total cost per sales accepted the prospect. reduced cost per accepted sales
opportunity. •Recommended for developing a solid sales opportunity.
pipeline with a short to mid term view.
Demand Generation Services

6. 2. Solution: Partner Recruitment & Development
Challenges Solution Benefits
•Limited or no presence in targeted •Partner Recruitment: OEMs/VARs/Integrators. •Increased brand awareness
countries •Partner Development: Certification & and footprint in the selected
•Overreliance in one or two poor Qualification, Partner Account Management, territory through the channel
performing partners Channel Marketing, Lead Generation, Lead •Establishment of strategic
•Difficulties to engage with new Routing, Lead Nurturing alliances in target territories
partners •EMEA & Americas coverage •Access to new clients and
business opportunities
through the channel
Demand Generation Services

7. 2. Solution: Strategic Appointment Setting
Challenges Solution Benefits
Difficulties in generating demand •Generation of new business opportunities by: •Access to new clients and
and new business opportunities. •Identifying the key contact (s) in each target business opportunities.
•Inadequate, limited internal account. •Cost savings by freeing up
resources (sales&marketing). •Establishing business needs, current situation, internal resources and sales
•Inadequate, poor performing priorities, strategies, decision making and cycle acceleration.
external resources budget approval processes. •Strong sales and channel BUY
(partners&agencies). •Presenting the product or solution (s) of the IN, enabling business growth
•Poor lead quality and conversion client as it relates to the prospect's specific through direct and indirect
rates, poor lead follow up by sales requirements. channels.
and/or channel. •Facilitating a sales meeting between the client •Increased marketing ROI,
•High total cost per sales accepted and the prospect. reduced cost per accepted
opportunity. •Recommended for generating a solid sales sales opportunity.
pipeline with quick wins.
Demand Generation Services

8. 2. Solution: Key Account Profiling
Challenges Solution Benefits
•Difficulties in generating •Delivery of a complete business profile into each •Introduction of the client's product or
demand and new business account including: solution (s) to the key contact (s) in each
opportunities. •Organizational structure and business units. account.
•Inadequate, limited internal •Key contact name (s) in each business unit, •Cost savings by freeing up internal
resources (sales&marketing). including roles and responsibilities. resources and sales cycle acceleration.
•Inadequate, poor performing •Business needs, current situation, priorities, •Access to key strategic intelligence in
external resources strategies, decision making and budget approval each target account, including
(partners&agencies). processes. competitors, strategies, priorities and
•Poor lead quality and •Presentation of the product or solution (s) of the business plans.
conversion rates, poor lead client as it relates to the prospect's unique •Access to new business opportunities in
follow up by sales and/or requirements. key accounts, supporting sales and
channel. •Next step between the client and the prospect. marketing efforts.
•High total cost per sales •Recommended to clients with complex value
accepted opportunity. propositions and long sales cycles.
Demand Generation Services

9. 3. Methodology
• Sales & marketing strategy: we review with the client the sales and marketing strategy
prior to any activity, sharing our experience and knowledge of account penetration in
different industries at local and international level.
• Account research: we use social media, sales and business intelligence tools in preparation
for each call.
• Message (s) : we adapt the message (s) making it relevant to the prospects and their
unique needs.
• We identify the appropriate individual (s) for your product or solution.
• We establish their business needs, current situation, priorities, strategies, decision-making
and budget approval processes.
• We present the product or solution (s) of the client as it relates to the prospect's specific
requirements.
• We facilitate a next step between the client and the prospect.
• We work in close alignment with sales and/or channel.
Demand Generation Services

10. 4. Positioning and Key Differentiators
Topic Actus International Traditional telemarketing agency
Agents are usually encouraged to play the numbers game, make as many
Well, not quite. We make informed calls by leveraging sales, business and
calls as possible, with little or no prep work. Result: the prospect is
Cold calling social media intelligence. We respect the prospect's time and prepare each
disengaged and wants to finish the conversation. Risk of missing business
call carefully. Result: the prospect is prepared to engage.
opportunities and damage to your brand and reputation.
We do not follow a script, but rather adjust the conversation and make it
RELEVANT to the individual with whom we are talking. We understand the
client's value propositions in detail and the industry we are in. Our senior Agents rarely go out of the script, they do not feel comfortable, often sound
Script consultants are able to have peer to peer, meaningful discussions with robotic and disengaging. Result: the prospect is disengaged and wants to
senior decision makers and influencers from all verticals and account sizes. finish the conversation. Damage to your brand and reputation.
Result: the prospect opens up and shares key information around business
pains, priorities and strategies.
We are able to convey and adjust multiple messages adopting a consultative
and dynamic approach. We first identify the right contact (s), listen carefully Agents limited to predefined messages, rigid approach, one size fits all,
Messaging to their needs, and then adapt the message (s) and present a solution (s) unable to engage in meaningful discussions. Result: loss of business
based on who we talk to and what we hear. Result: the prospect is qualified opportunities and damage to your brand and reputation.
and the business need is clearly identified.
Our consultants have many years' experience of working with key decision The level of experience and local market knowledge of each agent varies.
makers and C-executive in the target territory. We work exclusively with Agencies tend to spread resources across regions with little or no knowledge
Local expertise native consultants, experts in technology and their territory. Result: greater of the local market. Result: loss of business opportunities and damage to
chance to uncover new business opportunities. your brand and reputation.
Our experience tells us that top sales and marketing consultants can deliver
Agents' performances tend to vary a lot. For each top performer, you might
up to 5 times more accepted opportunities than telemarketing agents under
Conversion rates the same conditions. Result: lower cost per accepted opportunity compared
get 6 or 7 who do not deliver optimal results. Result: sky high cost per
accepted opportunity.
to traditional marketing agencies.
We build long term relationships with your sales reps and partners. We Agents often have little or no experience of working with field sales or
listen to their concerns and work TOGETHER to support them and enable channels. Sales perceives them as weak and do not trust them. Result:
Sales perception their sales to increase. Result: BUY-IN and commitment from sales reps and sales, marketing and channel are not aligned, leading to loss of business
partners to make a success of the activity. opportunities.
Low cost per accepted opportunity compared to traditional marketing
agencies. The cost of the activity relates to the number of opportunities Agencies usually work on either contact/account based or hourly rate
Overall ROI booked, not the number of calls, contacts or time spent. Result: low risk, pricing models, rarely against results. Result: high risk, low ROI.
high ROI.
Demand Generation Services

11. 5. Clients
VALUE
CLIENT PROPOSITION CHALLENGE SOLUTION ROI
IT Security New Business Sales Lead Sales Pipeline
Vendor Development Development increased
Systems New Business Sales Lead Sales Pipeline
Management Development Development increased
Vendor
Desktop
Virtualization New Business Sales Lead Sales Pipeline
Vendor Development Development increased
Channel Channel New Partners
Anti DDoS
Vendor Growth Recruitment Onboard
Enterprise Strategic
SAP Accounts Appointment Sales Pipeline
Consultancy Penetration Setting increased
Demand Generation Services

12. 6. CONTACT
Actus Europe Ltd
27/31 Clerkenwell Close (5 min from Silicon Roundabout, Old Street)
London, EC1R 0AT
United Kingdom
+44 20 8743 9854
contact@actus-international.com
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Demand Generation Services