Network Operator Presentation

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(No Transcript)
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Scott Aukema
Scott Aukema
Scott Aukema
Scott Aukema
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Agenda

• iDirect Channel Sales Approach
• Lead Generation Process
• Partner Support
• How Can iDirect Support You?

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iDirect Business Model Enable Strategic Partners

• Other VSAT hardware vendors sell their own
  service that directly competes with their
  customers
• Hughes / ViaSat / Gilat manufacture hardware AND
  offer service
• iDirect relies exclusively on channel for
  distribution
• iDirect Strategy Enable our strategic channel
  partners to drive sales through
• Lead generation campaigns
• Market research
• Sales Marketing Tools
• Tradeshow support
• Co-branded advertising

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Objective Drive Opportunity for Channel Partners
Equipment Sales Professional Services
Network Equipment Professional Services
Demand Creation
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iDirect Value to Channel Partners

• iDirect is recognized as a leading manufacturer
  of broadband hardware within the satellite
  industry
• Market has evolved from push to pull End users
  are specifically requesting iDirect equipment
  from service providers

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Capitalize on the iDirect Market Presence

• Strategic marketing has created significant brand
  awareness in satellite industry
• iDirect Impressions
• 15,000,000 hits to iDirect website in 2006
• 3000 requests for information via the iDirect.net
• 1355 PR pickups from 18 press releases
• Outpaced HNS, Viasat, Gilat and Comtech
• Convert brand recognition to lead generation

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Lead Generation Follow Up

• Leads are generated from a variety of resources
• Trade shows.
• Internal research and outbound communication.
• Inbound calls or website requests.
• End-customer deals being worked by our outside
  sales force which they pass to our HUB Operators.
• Leads are passed to partners based upon the
  following criteria
• Geographic coverage
• Vertical market specialization
• Channel Partners willingness to follow-up on
  leads and provide feedback to us.

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The iDirect Channel Marketing Evolution
The next evolution Leverage the iDirect brand
marketing resources to drive new opportunities
and make you even more successful
The Next Step

• Channel Partner Directory

• iDirectLine Newsletter

• Customer Conferences

• Sales Communications Tools

• Channel Partner Website

• PR Exposure

• Trade Show Support Materials

• Print Collateral

• White Papers / Product Information

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Discussion / Q AWhat Do YOU Need?
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Question 1

• What are your top 5 key areas of focus for 2007?

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Question 2

• What marketing materials can iDirect provide to
  help you with your 2007 goals and objectives?

Case Studies
Case Studies
Application Briefs
Application Briefs
White Papers
White Papers
Presentations
Presentations
Other Materials?
Other Materials?
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Question 3
What marketing programs can iDirect help you
develop to reach your strategic goals?
Lead Generation
Sales Education
End User Outreach
Go To Market Tools
Other Programs?
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Question 4
Has your organization provided content for the
iDirect partner sub-web?
(If your not sure, please speak with me during a
break)
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Question 5
Can you, or someone in your organization access
the iDirect Channel Marketing website?
If no, please provide the appropriate contact
information to provide a username and password
to.
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Thank You!