Welcome to IBM Marketing Centers

Why engage with C&S?

Colwell & Salmon has over 13 year's experience supporting IBM and IBM Business Partners as well as other Tech Sector companies in the areas of Outbound Lead Generation/Event Management, Channel Marketing Programs, Market Research, and Inbound Response Management. We specialize in generating the highest quality leads with "drill down" information in support of our clients' specific qualification criteria. Our seasoned management team has over 60 years of direct marketing experience. In addition, our Lead Development Specialists are extensively trained and have in-depth knowledge/experience across multiple industries and solution areas.

What Lead Conversion rates do you anticipate?

Based on historical benchmarks established for similar Lead Generation Programs, you can expect to yield anywhere from 2 - 5% lead conversion rates. However, actual lead conversion rates will vary based on the list quality, solution size, target industry, company size, and client specified lead criteria.

What does Program Set-Up include?

Initial set-up for all programs include program consultation, list review/import to our CRM system, callguide creation and programming, web based reporting set up, full account management, and quality assurance on all leads generated.

What is included in Representative Training and when does it take place?

C&S representatives are well versed in the industry and adept at handling complex demand generation calls and speaking with key C-Level and LOB executives. Thus, a brief training session on the channel partner's solution is all that's required prior to program launch

What is included in your Real-Time Reports?

Our real-time reporting includes a myriad of reports including lead summary, program activity, and "Not Interested" detail. Every lead summary report provides the conversation notes from the call, along with supporting information regarding the prospect's current needs. Our web based lead activity reports allow you to dynamically manage and distribute your leads.

What is the benefit of investing in one of your programs?

Our bundled marketing centers solutions are proven services and approaches that have yielded excellent results for many of clients. They afford you the opportunity to quickly go to market, generate leads, and close qualified lead opportunities. All pilot programs are rapidly deployed by our experienced account management team.

What is the average length of a Marketing Centers Program?

The Program is typically completed within 2-3 weeks from launch date, dependant on the program option selected and overall goals.

What can I expect in terms of next steps once a decision has been made to move forward?

Once you have completed IBM's co-marketing application and our brief enrollment form, a business development specialist will meet with you to gather your program specifics. A proposal outlining the objectives and details of your program will be submitted for your review. Upon receipt of a signed proposal, we will schedule a joint kick off planning session to review next steps for deployment and introduce you to the C&S account management team.

What are your Payment Terms/Conditions?

C&S requires 50% due at program launch via credit card or check.

What if I need assistance with list procurement?

C&S will consult with you to procure a list based on your target market. We hold a number of strategic relationships with list brokers who possess years of experience procuring prospect and installed lists to support your specific target market needs.

I have had bad experiences with procurement of productive lists in the past with minimal results, etc.

C&S will work with you to identify specific list criteria and assess your target market so that we can recommend list options specific to your target market. While no list is 100% accurate we have historical benchmarks and the expertise to help you weed thru the hundreds of list options to maximize your calling efforts.

What size list is recommended to begin this effort?

It is dependant on the size of program you selected. Generally, a minimum of 1,000 records is recommended to successfully penetrate the target audience and meet your lead objectives.

Will I receive a copy of this list?

If procuring a list from C&S, you will not have access to the list initially. Upon completion of the program, C&S will forward the list in Excel format with the updated contact information to supplement your database and future marketing activities.

Please describe your Lead Quality Assurance Process?

All leads will initially go through our Quality Assurance process to ensure that they are viable lead opportunities. Quality Assurance includes a percentage of callbacks to the prospect, along with every lead reviewed to ensure they meet our QA Standards. Once they have passed through Quality Assurance, they will be posted on the web site for your review and distribution to your sales team.

How will I access the Real-Time Reports?

C&S will provide you with a unique username, password and URL to access your reporting activity. Once you access the site, you will be presented with a report menu listing the reports available for your review and action.

What criteria is used to qualify a lead?

C&S will work with you to document your specific lead criteria for generating a lead. C&S has years of experience in lead generation programs and will consult with you to create an effective lead strategy and plan.

Who should I contact for questions and assistance?

For questions on the program, contact Anthony Boucaud at (877) 339-0763 or e-mail aboucaud@colwell-salmon.com. Once the decision has been made to move forward with a program, a dedicated account manager will be assigned to your program.

Does C&S offer Pay-For-Performance Programs?

PFP programs are available options. C&S recommends completion of the initial pilot to establish baseline assumptions and program benchmarks. Once established, C&S will work with our clients to roll out a successful PFP program on an ongoing basis.