Channel Development Services

Campaign Objectives:

1. Recruit resellers for CLIENT's product lines.
2. Leverage CLIENT's existing reseller list and/or ZINFI's in-house database (as per SLA defined below).
3. Set-up one-on-one appointments as per SLA target with CLIENT for recruitment.

Campaign Approach:

1. Creative Theme Development - ZINFI will set-up an integrated campaign theme for a specific product category of CLIENT.
2. Campaign Portal Set-up - The purpose of this portal is to capture reseller traffic by leveraging an on-line micro-portal - fully branded with CLIENT identities. ZINFI will have relevant products set-up in the portal also. This would allow focus and increasing awareness of the category to the new resellers who are being targeted for recruitment.
3. Reseller Marketing - By leveraging a prospective list of resellers, ZINFI will send out a direct mail and an email blast, and then follow-up with telemarketing to the targeted list of resellers and register them into webinars.
4. Webinar Process Management - The following is a brief overview of the process that ZINFI will follow to set-up appointments between CLIENT and prospective resellers:
   • Pre-webinar Registration - By leveraging Step 1-3, ZINFI will drive event registrations.
   • Webinar Delivery - CLIENT team to provide webinar delivery by using CLIENT's content.
   • Post webinar follow-up - ZINFI to follow-up to set-up one-on-one appointments with CLIENT's channel account managers and an interested reseller who wants to join CLIENT's partner program.
5. Reporting & Metrics - ZINFI to provide detailed daily and weekly reports for the campaign to CLIENT.

Campaign Timeline

Optional Services:

• In addition to collecting data, ZINFI can also assist customers to design, analyze and submit results. Please call for custom quotes..

Campaign Objectives:

1. Ensure newly recruited partners are fully equipped with products and sales tools.
2. Enable partners to drive demand from their installed base and new prospects from their regions

Services Overview:

1. CLIENT has a set of prospective partner leads (either from CLIENT's own source or from a past ZINFI campaign) that need to be followed-up with and recruited into CLIENT's partner program
2. ZINFI will be providing a partner on-boarding service where interested (and qualified) partners will be recruited into CLIENT's partner program

Campaign Approach:

1. Manage a certain number of channel partner's primarily via telephone and webinar contact.
2. Monitor weekly point-of-sales (POS), analyze monthly POS and past quarters and years OLAP reports specific product families performance.
3. Contact and re-engage lost partners.

Key Activities:

1. Engage
   • Touch the select list of partners through fifty to seventy outbound calls per day equaling on average four hrs of talk time into prospect and current partners.
   • Perform Webinar trainings specific to their product specialty weekly.
   • Show partners how to run demand generation campaigns using CLIENT marketing assets.
   • Track all phone and email partner activity within ZINFI CRM "Activity History" section.
2. Enable
   • Produce analysis of CLIENT products compared to other manufactures products including specifications, positioning and cost.
   • Contact and follow up with all Risk FREE 30 day evaluation purchases in focus product family.
   • Follow up on all End-user and Reseller lead lists on the specific product family Product Specialist is responsible for.
   • Have all general inbound calls and email requests for more information routed to them for assistance.
3. Track
   • Perform cost of doing business analysis to determine up to what cost support of the customer provides a positive revenue, gross profit and market share gain return for CLIENT.

Campaign Objectives:

1. Drive sales for a specific CLIENT product category in a specific market segment by making existing partners aware of certain promotion or program.
2. Reach out to a certain number of channel partners (as per SLA) and make them aware of certain products and programs.
3. For the selected product category we will be leveraging ZINFI's integrated product, process and people platform. ZINFI will develop, track and report detailed campaign metrics and ROI.

Campaign Approach:

1. Campaign Theme & Portal Set-up - The purpose of this portal is to capture reseller interest status through an on-line portal - fully branded with CLIENT identities. This portal will also include an aspx email template, as well as solutions overview for the specific campaign in consideration.
2. Reseller Marketing - For CLIENT, ZINFI will send out an email blast, and then follow-up with telemarketing to CLIENT's existing installed base of resellers to explain the program and gauge their interests.
3. Reseller Awareness Management - The following is a brief overview of the process that ZINFI will follow to set-up appointments between CLIENT and end-users:
4. Reporting & Metrics - ZINFI to provide detailed daily and weekly reports for the campaign to CLIENT

Campaign Timeline

Optional Services:

• In addition to collecting data, ZINFI can also assist customers to design, analyze and submit results. Please call for custom quotes..

Campaign Objectives:

1. Get channel partners trained for CLIENT's product lines.
2. Leverage CLIENT's existing reseller list (as per SLA defined below) and reach out to them inviting to CLIENT's training program.
3. Follow-up with each attendees and get detailed feedback from training session.

Campaign Approach:

1. Creative Theme Development - ZINFI will set-up an integrated campaign theme for a specific training category of CLIENT.
2. Training Portal Set-up - The purpose of this portal is to capture reseller traffic by leveraging an on-line training portal - fully branded with CLIENT identities. We will have relevant products and training content set up in the portal also.
3. Training Event Marketing - By leveraging CLIENT's list of reseller, ZINFI will send out a direct mail and an email blast, and then follow-up with telemarketing to the targeted list of resellers and register them into online or offline (road show) training events.
4. Event Management - The following is a brief overview of the process that ZINFI will follow to set-up appointments between CLIENT and prospective training candidates:
   • Pre-webinar Registration - By leveraging Step 1to 3, ZINFI will drive event registrations.
   • Event Delivery - CLIENT team to provide webinar or road show delivery by using CLIENT's content.
   • Post event follow-up - ZINFI to follow-up with each partners post events to conduct a satisfaction wi and make them aware of necessary next steps.
5. Reporting & Metrics - ZINFI to provide detailed daily and weekly reports for the campaign to CLIENT.

Campaign Timeline

Optional Services:

• In addition to collecting data, ZINFI can also assist customers to design, analyze and submit results. Please call for custom quotes..

Campaign Objectives:

1. Drive sales for CLIENT's products through CLIENT's existing channel partners by leveraging ZINFI's demand generation platform.
2. Set-up a complete "campaign in a box (portal)" for each partner, and provide training on a weekly basis to enable partners to drive end-user demand.
3. Enable CLIENT and CLIENT's channel management teams to track progress by logging into each partner's web portal to see campaign status, lead flows, etc.

Campaign Approach:

1. Creative Development - ZINFI will leverage the campaign tools created by CLIENT to set-up a standard campaign package in an end-user demand generation portal.
2. Campaign Portal Set-up - The purpose of this portal will be to capture online and offline end-user traffic by leveraging an on-line business automation portal - fully co-branded with CLIENT & partner identities. ZINFI will set up relevant product SKUs in the portal also.
3. Partner Training & Campaign Roll Out Management - The following is a brief overview of the process that ZINFI will follow to set-up to train CLIENT's existing partners to learn how to use the portal to drive installed base marketing:
   • Pre-webinar Registration - ZINFI will send email blast and follow-up on the phone to set-up online live webinar based training.
   • Webinar Delivery - ZINFI will work with CLIENT and CLIENT's partner to develop training content, and provide one weekly webinar to partners to train them on how to use the campaign in a box tool kit.
   • Post webinar follow-up - ZINFI to follow-up post-webinar to ensure partners can set-up the portal to drive campaigns.
4. Installed Base Marketing - Partners can use the portal and associated e-marketing modules to drive installed base marketing, track responses, and close transactions online or offline by tracking through ZINFI's CRM and other portal modules.
5. New Prospect Marketing - Partners can also leverage ZINFI's portal to drive new customer acquisition by leveraging several components of the platform.
6. Reporting & Metrics - ZINFI to provide detailed daily and weekly reports to CLIENT regarding the total numbers of partners trained on the campaign, number of campaigns started, leads generated, etc.

• Campaign Set-up: Integrated campaign in a box has a onetime set-up fee per solution campaign kit, which would include direct mail, email invite, event portal with relevant product SKU information, webinar presentations, follow-up invite & CRM lead integration.
• "Do It Yourself" Campaign Rollout: There will be a per partner "Do It Yourself Kit" deployment fee (for twelve months hosted at var.zinfi.com). This kit would include direct mail, email, and telemarketing scripts along with a complete event management portal. Partners will have to pay extra for direct mail printing and mailing costs.
• "Turnkey" Campaign Rollout: ZINFI can also execute complete turnkey end-user demand generation campaigns for CLIENT partners at any of the following campaign levels.

Optional Services:

• In addition to collecting data, ZINFI can also assist customers to design, analyze and submit results. Please call for custom quotes..

Campaign Objectives:

1. Drive sales for a specific CLIENT product category in a pre-selected market segment.
2. Set-up qualified appointments with end-customers with real buying needs for CLIENT's solutions. Please see budget section below for the service level agreement (SLA) commitment.
3. For the selected product category ZINFI will be leveraging an integrated product, process and people platform.
4. ZINFI will develop, track and report detailed campaign metrics and ROI.

Campaign Approach:

1. Campaign Theme & Portal Set-up - The purpose of this portal is to create customer awareness and capture appointment set-up status through an on-line portal - fully co-branded with CLIENT and PARTNER identities. This portal will also include an aspx email template, as well as solutions overview for the specific campaign in consideration.
2. End User (Installed Base & New Prospect) Marketing - For PARTNER, ZINFI will send out an email blast, and then follow-up with telemarketing to PARTNER's existing installed base of customers and new prospects to set-up appointments.
3. Appointment Process Management - The following is a brief overview of the process that ZINFI will follow to set-up appointments between PARTNER and end-users:
   • Pre-appointment Follow-up - By leveraging Step 1-2, ZINFI will drive appointment set-up.
   • Appointment - ZINFI will work with PARTNER to coordinate a face to face or over the phone appointment.
4. Reporting & Metrics - ZINFI to provide detailed daily and weekly reports for the campaign to CLIENT and PARTNER.

Program Management Process:

• Daily reporting uploaded into http://client.zinfi.com portal
• Weekly reporting distributed through email
• Weekly review on a specific day of the week

Campaign Timeline

• Campaign Set-up: Integrated campaign in a box has a onetime set-up fee per solution campaign kit, which would include email invite, event portal with relevant product SKU information, webinar presentations, follow-up invite & CRM lead integration.
• "Do It Yourself" Campaign Rollout: There will be a per partner "Do It Yourself Kit" deployment fee (for twelve months hosted at var.zinfi.com). This kit would include direct mail, email, and telemarketing scripts along with a complete event management portal. Partners will have to pay extra for direct mail printing and mailing costs.
• "Turnkey" Campaign Rollout: ZINFI can also execute complete turnkey end-user demand generation campaigns for CLIENT partners at any of the following campaign levels.

Optional Services:

• In addition to collecting data, ZINFI can also assist customers to design, analyze and submit results. Please call for custom quotes..

Campaign Objectives:

1. Drive demand for a specific CLIENT product category in a pre-selected market segment through a distribution partner
2. Drive a targeted set of prospects to an online micro-portal with a focused call to action
3. ZINFI will develop, track and report detailed campaign metrics and ROI

Campaign Approach:

1. Integrated Campaign Development
   • Proprietary list generation service delivers high-response prospects.
   • A campaign theme is developed to communicate your special offer to targeted prospects.
2. Campaign Portal Set-up
   • A theme-branded interactive micro-portal is created for lead generation.
   • On-demand webinar content, offer details and communications tools are provided to create engagement.
3. Multi-touch Prospect Engagement
   • A branded, theme-consistent and personalized printed mails and HTML emails follow.
   • If telemarketing is deployed, then every prospect is contacted and invited to an online interactive campaign micro-portal for further qualification.
4. Lead Generation & Qualification
   • CLIENT provides interactive content, which is used to track prospect's interest.
   • All leads are classified into multiple tiers (C, B & A) based on prospect's interests.
5. Lead Management & Metrics Reporting
   • Leads can be distributed to CLIENT using a predefined distribution logic and work flow.
   • CLIENT closes A leads, and builds relationship with the remaining prospects (C & B Leads).

Campaign Timeline

• Campaign Kit Set-up: Integrated campaign in a box has a onetime set-up fee per solution campaign kit, which would include direct mail, email invite, event portal with relevant product SKU information, on-demand presentations, follow-up invite & CRM lead integration.
• "Turnkey" Campaign Rollout: In addition to setting up the campaign, ZINFI can also execute a partially or fully integrated campaign for CLIENT.