European MarketingQ3 Review/Q4 programs

16 october 2001

Q3 European PR review

BMA PR – Bernard Moal Press Kit is available in French and English

Corporate PR

•Strategy & markets

Success stories PR

•CNAM•01Net

Product PR

•BoostWeb 4

Partnership PR

•Witbe•ON-X consulting•Orange-MIB

The results are better than with the precedent PR agency

Contacts with major french journalists during InteropInternet professionnel, Informatiques mag, Journal du net…

French Press Articles

Success stories collateral

graphic template designed for Success stories and datasheet

Allociné

Home Depot

In english and french

Q3 Trade showsFrance

Networld+Interop 2001 Paris – September 18th-20th

440 contacts

qualification in progress

by the telemarketing team

Examples :

POLICE NATIONALEMinistere de l'InterieurEURO RSCG FUTURSDECATHLONHEINEKEN

Q3 Partnership seminar

Shared seminar BEA Instranet BoostWorks

vous convient le 30 août à l'Atelier de veille technologique BNP Paribas5, avenue Kléber - 75116 PARIS

autour d'un petit déjeuner sur le thème "Les perspectives d'échanges d'informations dans un environnement Intranet / Extranet".

Based around a common customer : DiventoRegistered 108 - Coming 53

7 leads following by sales reps

We are BEA Star partner

Q3 Emailing & Email news letter sponsorship

Database Sezam buyedto day our working database

1734 companies (more 500 employees with intranet and/or Internet site) with 12 751 contacts (5800 with Emails)

Emailing with Sezam database:• BEA-Instranet-BoostWorks seminar 30 august 2001• Networld+Interop 2001 invitations• Frequent leads generation Emailing

Q3 Telemarketing activities

01/05/01

25/09/0121/05/01

14/06/01

10/07/01

18/07/0110/08/01

04/09/01

Telemarketing

Begin activity

Vivendi Net / Interop 2000 / DI INFO

Harte Hanks database/ Web Leads / Vivendi Net

New database needed

Sezam database

arrival

Sezam database

BEA INSTRANET seminar

Web leads Interop Leads

25 leads 7 leads19 leads (France)13 leads

News letter sponsorship JDNetSolutions

26/06/01

Vacations

01/08/01

Arrival

Elaine Tweedy English

telemarketer

Q3 UK Telemarketing

Example of leads detected :

Lloyds TSB GroupEntranet LtdTesco PLCWedgewoodJaguarBracknell forest council

Capita Group (integrator)

Harte Hanks database+Networks contacts+Web site

Web Site

Web site evolution teamGeorges Moore, Marie Anne Lauferon, Chris Borghi, Jean Garnier, Jean Paul Guenoun, Nathalie Poirier

First actions done1) Update customer list

2) Update partner list

3) New site architecture & New graphic design proposal

4) Extranet for partners project

Direct mailEmailing

Telemarketing

Partnership

PR&

Collaterals

Tradeshows

Marketing Roadmap- July2001

Wk1 Wk2 Wk3 Wk4 Wk5

Call to sponsorship

contacts

Call to NetworksBirmingham

contacts 09/2001

Calls NetWorld+Interop 2000-Linux Expo 2000-OnLine2000-HarteHanks database-Installed base-Web leads

Buy Sezam database

With Emails

Strategy and markets FR

PRInstranet

BoostWorks FR

Partner sales and pre sales Training

Uk telemarketing

In september

Direct

Telemarketing

Partnership

PR&

Collaterals

Tradeshows

Marketing Roadmap- August2001

Wk1 Wk2 Wk3 Wk4 Wk5

Instranet –BEABoostWorks

SeminarL’atelier

EmailingSeminar Instranet BEA Boostworks

New press KitFrench

Strategy and Markets EN

New PR AgencyBMA

For France

Calls HarteHanks database-Installed base-Web leads-Sezam database

FR & UK

Wk1 Wk2 Wk3 Wk4 Wk5

Direct

Telemarketing

Partnership

PR&

Collaterals

Tradeshows

Marketing Roadmap- September2001

Networld+InteropParis

InvitationsNetworld+Interop

Paris

BoostWeb V4.0 FR CNAM FR

Call to seminarInstranet BEA BoostWorks

contacts

Calls HarteHanks database-Installed base-Web leads-Sezam database NetWorks 2001 FR & UK

Emailing Sezam Invitations

Networld+InteropParis

01 Net FR

ON-X FR

WitBe

Orange

Success storyAllociné Fr EN

Success storyHome Depot FR EN

Panneaux et couponsSalon Français

Interop

Q4 European PR ProgramBMA PR

Corporate PR

Success stories PR

•Divento•BMW (Germany & France)

Product PR

•BoostSSL

Partnership PR

•Streamcore•BEA star partner

•BoostWeb 4 Test in progress (Internet professionnel & Décision micro réseaux)•Meetings with computer analysts scheduled (5 analysts)•Vertical market press targeted (insurance, Banking, Retail…)

Q4 European collaterals

Success storiesCNAMTS Fr EnOrange Fr En Divento Fr EnBMW Fr EN Ger??

Products datasheetsBoostWeb4 datasheet Fr EnBoostSSL Datasheet Fr En

Q4 Trade shows

Sweden InternetWorld 2001 Stockholm Suède – November 6th-8th

With OTP (local partner)

GermanyExponet 2001 Koln Germany – November 20th-22th

BMA will send Press kit before exhibition to major german journalist

Q4 Partnership marketing activitiesBea

• 1 page in BEA France partner catalog• Star Tour seminars : BoostWorks/Instranet21 Novembre Lyon 11 décembre Paris"L'accélération du dernier kilomètre ("last mile") : une composanteessentielle et trop souvent ignorée de l'utilisation d'Internet" "Echangez les informations clés simplement et rapidement avec vos clients,partenaires et collaborateurs« 

JDEdwards

Instranet

Other opportunities : BEA in Germany?

Q4 Emailing & Email news letter sponsorship

• Sezam databaseSee telemarketing process • Sponsoring News Letter Journal du Net Solutions France ??5 news letter emailing scheduled 3 in October & 2 in November(Web leads generation+phone calls)

• Sponsoring News letter Silicon ??1 in UK1 in Fr(Web leads generation+phone calls)

Telemarketing processEmailing sended (1 or 2 per month)

By telemarketing team

(Sezam database + Exhibitions+seminar

Web leads or phone calls generated by Emailing & sponsorship news letter

phone calls

Qualified Leads

Sales

Process results example

In 5 days 5 qualified leads

KPMG intranet 5000 usersRADIALL intranet STEELCASE Webmail Lotus & Internet portalCASTORAMA intranet

Q4 Telemarketing (Octobre) : 25 qualified leads

Semaines 40 41 42 43 44 (3 jours)

1er

téléacteur

Base

Interop

Base

Interop

Base Interop

+

Base Sezam

Base Interop

+

Base Sezam

Base

Interop

+

Base Sezam

2 ème

téléacteur

Base Sezam

Emailing Base Sezam

+

Base Sezam

Base Sezam

+

Relance Emailing

+

2 insertions

JDNet

Base

Sezam

+

Traitement

Web Leads

JDNet

Emailing

Base Sezam

+

Traitement

Web Leads

JDNet

+

Insertion Silicon

Web Site

1) New site architecture & new design finalised

2) Extranet for partners finalised with secure access (login)

3) New strategic partners page with logo and technical resultsIBM Websphere, JD Edwards, Siebel, Sap, Instranet, BEA, Orange,

WitBe, Streamcore…

4) Need french page?

Direct

Telemarketing

Partnership

PR&

Collaterals

Tradeshows

Marketing Roadmap- October2001

Wk1 Wk2 Wk3 Wk4 Wk5

InvitationsInternetWorld

StockholmVia OTP

Call toNetworld+Interop

ParisFrom France

Partner catalogBEA

France

EmailingSezam database

contacts

Calls HarteHanks database-Installed base-Web leads-Sezam database FR & UK

Streamcore FR

Success StoryCNAM FR EN

BoostWeb V4.0Datasheet FR EN

Success StoryOrange FR EN

PRInstranet

BoostWorks UK

Panneaux + couponssalons en anglais

InternetWorld Exponet

Mise au point du transportdu stand en Suède

Email sponsorship Le Journal du Net

Solutions3 parutions

Email sponsorship Silicon UK +

1 Silicon FR

Sales Meeting

EmailingSezam database

contacts

Direct

Telemarketing

Partnership

PR&

Collaterals

Tradeshows

Marketing Roadmap- November2001

Wk1 Wk2 Wk3 Wk4 Wk5

ExponetCologne 20-22/11

Call to InternetWorld

Stockholm

EmailingSezam database

contacts

Calls HarteHanks database,-Installed base,-Web leads,-Sezam database, Leads exhibitions & seminars FR & UK

InternetWorldStockholm 6-8/11

InvitationsExponetCologne

Hauts débits CCIEssonne 15/11

Seminar Star TourBEA Lyon

Avec Instranet21 Novembre

Call to Seminar star tour BEA

contactsLyon

Strategy and Markets GECnam GEOrange GEHome depot GEAllocine GEBoostWeb V4 GEBMW GE

Instranet? BEA?

EmailingSezam database

contacts

Email sponsorship Le Journal du Net

Solutions2 parutions

Mise en place duSuivi

télémarketing sur Saratoga

Divento FR BMW FR EN

Success StoryDivento FR EN

Direct

Telemarketing

Partnership

PR&

Collaterals

Tradeshows

Marketing Roadmap- December2001

Wk1 Wk2 Wk3 Wk4 Wk5

Call to Exponet contacts

From Germany

EmailingSezam database

contacts

Calls HarteHanks database-Installed base-Web leads-Sezam database FR & UK

Seminar Star TourBEA Paris

12 décembre

Call to Seminar star tour BEA

contactsParis

BEAIsrael

(BoostTeam)???