New Customer Acquisition

and Business Growth for

Strategy and Execution plan for

Business Expansion
Presenter – Shiv Iyer
Agenda
Automation of
Demand Generation
 Creating and managing
Digital marketing assets for
Clover
 Streamlining inbound leads
 Building content marketing
sales funnel
Accelerating Business Role of Shiv
Development & Sales
 Development of Top 100 Role of Shiv at Clover
Target Accounts for Clover
 Workshop Style Customer
Engagement sessions
 Key Account Management
Automation of Demand Generation
A Digital Marketing Blueprint
Target Top 100 customers for Clover
Identify Enterprise clients
There are growing number of
potential Oracle. Microsoft
enterprise clients in UAE, KSA.
The objective will be to make
inroads into such accounts and
sell Clover services.
Business Audit & Workshop
Approach
Consultative selling approach
focused on providing
Technology/Business audits to
the client focusing on key
business challenges/pain areas
that Clover can solve.
Leveraging LinkedIn sales
navigator capabilities
Using LinkedIn navigator and
software bots like SalesFlow,
Clover can reach targeted
audience in an automated way to
drive lead gen and pipeline
development.
Strategic Business Initiatives

Setting up Clover Immersive Workshops Building relationships with

Innovation Lab in ME startegic partners

To find startegic partners in Invite potential clients to try Oracle/Microsoft as OEM’s

UAE and KSA to set up these technology labs. These
potential Innovation Labs. labs can serve as the
networking meetup for clients
Digital marketing plan
Innovative Concepts for Digital Marketing
Clover can leverage the newsletters localized for ME
region.
Digital Marketing
content on
The content can be customized according to
customer avatar. demand
Possibilities to generate new customers and Platforms to be used
create interest among existing customers • Newsletter tool
• WordPress
• LinkedIn
Clover can promote its offerings using Virtual • Twitter
Summits by inviting industry speakers. • Facebook
 Clover can leverage the webinar registration
portal of Microsoft Teams
Hosting online
live events Clover can schedule webinars twice a month and
invite potential customers for the event

Platforms to be used
• LinkedIn Every event can be promoted through a landing
• Microsoft Teams page to run campaigns on LinkedIn that can
• Website Landing page promote audience engagement
Clover can record webinar events, Product
demos, client case studies and post them on YouTube Channel
YouTube
Video content has 27x time better reach than
Expansion
text content. Right now based on my research
Clover has reasonable quality video content on
YouTube, but it lacks engagement as it does not
seem to be promoted well. Platforms to be used
The same content can be repurposed and • YouTube
distributed in different social platforms e.g. • Facebook
• LinkedIn
Linkedin, FB to maximize reach and visibility
 Senior consultants can shoot one content rich
video a week to promote on social media
Video
Marketing Customer’s and consultants always search for
valuable demo content online and compelling
content always gets noticed.
Platforms to be considered
Promoting solution based, Industry centric and
• YouTube
new release based video content , customer
• Facebook
success stories can go a long way towards
• LinkedIn
achieving marketing and success.
Invite industry experts to webinars and host Engagement
Q&A sessions. CFOs, CEOs, CIOs, Government officials
with industry
experts
Consultative selling

Platforms to be used
To attract customers who are seeking • Microsoft Teams
information about products and service based • YouTube
• LinkedIn
offerings of Clover
• Facebook
 Clover can add relevant keywords on the website
for target audience for ME region
Google Ads
Clover can run Google ads campaign for Clover
Service offerings for ME

Clover can create Google My Business reviews to

Platforms to be considered attract customers
• Google ads
• Google My business Google ads can make it easier for relevant
searches to reach Clover website
 Trending keywords for Clover website ( sample)

Google Ads
Research

Platforms to be used
• Google ads
• Google My business
• Using these keywords in the
website content can hugely
improve the overall traffic
being driven.
 Keywords to target for Clover ( sample)

Google Ads
Research

Platforms to be used
• Google ads
• Google My business
• Using these keywords in the
website content can hugely
improve the overall traffic
being driven.
Clover can be promoted in local online
classifieds
Organic SEO
Clover can promote its blog posts, content on
other websites where there is already substantial
audience
Platforms to be used
• Google
Organic SEOs helps generate online leads slowly • Classifieds
but steadily in the mid to long term • Guest posts
Role of Shiv
Activities I can add value in :
Digital Marketing
Website Audit Website
Optimization services
Social media Audits and
enhancements
Webinar support
Pre Sales
engagements/Demos
Client interviews
Case Studies Preparation
Google Ads support
Newsletter support
Blog Creation Support
Collaborating with Clover
marketing team to improve
marketing and lead generation
performance
Offline/Strategic marketing
Sales
Managing key partnerships
Innovation Lab Management
Pipeline Building
Demo management
Identify and qualify key
accounts.
Key Account management
Liason and Business
Development via AHK
Other Activities
To rework on inactive
Proposal preparation
accounts & renew interest
RFP responses Build relationship with
Oracle
Quote preparation Technology & Business
Audits
Demo management
Client Negotiations
Sales insights
Upselling & Cross Selling
What I bring to the table ?
1. 20 plus years of rich sales and business experience overall out of which 13 years are in the Middle East.
2. Expertise in new customer acquisition.
3. Key business networks in UAE, KSA.
4. Strong networks in Germany where I have developed business contacts, especially in the ERP space. I can speak
fluent German and bring to the table strong client contacts in Germany , in the enterprise business solutions space.
5. Good relationship with Microsoft & Oracle in the region to drive new opportunities backed by OEM support.
6. Expertise to accelerate Demand Generation with the support of a back-end marketing team.
7. Capabilities to build enterprise thought leadership by leading key online marketing strategies like Virtual Summits and Webinars.
8. Solid relationships with Digital Infrastructure partners/System Integration partners like Equinix, BIOS IT, and others which can
produce enterprise software business opportunities based on a startegic collaboration.
9. Strong business contacts in verticals like manufacturing, trading and distribution , retail , banking, healthcare , BFSI.
10. Strong capabilities in ERP, CRM, BI sales.
11. Strong contacts with key Digital transformation promotion centers in the region to set up innovation centres such as DIFC innovation
Hub . https://www.difc.ae/business/innovation-hub/
12. Ability to drive new opportunities leveraging events.
13. Expertise in developing competitive strategies based on market research.
14. Expertise in Business Growth acceleration strategies and execution with yearly targets broken down into quarterly , monthly, weekly
activities. Ability to refine $ targets into proposals, meetings, qualified opportunities and leads.
15. Capabilities in delivering sales coaching and mentoring to multiply sales performance.
 Thank you.
Email : shiv@hashtag-global.com
Contact : +971 553867127
Website : www.hashtag-global.com

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