Interaction Community Systems Sales & Marketing Plan The market opportunity for HOA’s continues to remain a vast untapped market… # of Community Associations.

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Transcript Interaction Community Systems Sales & Marketing Plan The market opportunity for HOA’s continues to remain a vast untapped market… # of Community Associations.

Interaction Community Systems

Sales & Marketing Plan

The market opportunity for HOA’s continues to remain a vast untapped market…

# of Community Associations in the U.S.

70 000 Total # of Associations 260 000 Market Share of Vendors

Source: CAI, F3 Technologies  

73% Market Share is up for grabs The number of HOA’s continues to increase at a rate of 3 – 4% per year GREAT OPPORTUNITY TO CONVERT NON-CONSUMPTION

Marketing Plan

How do we drive market awareness…

Marketing Collateral Trade Advertising Trade Shows Email Blast Lead Generation Google Ad Campaign Content Experts Strategic Partners / Resellers 

Create the message - Why are we different?

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Focus on what markets we’re going after…

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Establish a multi-pronged marketing program where each initiate builds on top of the previous one…

Ensure all products have collateral and continue to enhance our public image…

Marketing Collateral 

Define with clarity the services we offer…

Trade Advertising Email Blast Trade Shows5 Lead Generation Content Experts Strategic Partners / Resellers Google Ad Campaign 

Create a consistent message that speaks to what user needs we are solving?

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Revise marketing collateral

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Obtain customer testimonials

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Enhance our website utility…

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Create public demo website to demonstrate the power of the tool

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Create website templates that community can utilize

Marketing Collateral Trade Advertising Trade Shows Email Blast Lead Generation Google Ad Campaign Content Experts

Get the message out…

Strategic Partners / Resellers 

2,350 Emails sent to Property Management Company prospects on 8-26-09…

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21.5% (462) Email Views

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5.4% (25) Click throughs

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Initiate follow-on campaign to target click through users

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Several HOA list sites identified to gather information from

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www.hoa-nc.com

, www.hoa-

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sc.com

, www.hoa-va.com

Create a second email campaign focused on HOA’s

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Create monthly newsletter to maintain communication…

Drive traffic to our Website…

Marketing Collateral Trade Advertising Trade Shows Email Blast Lead Generation Google Ad / Lead Generation Content Experts Strategic Partners / Resellers 

Initial target of 34 keywords identified

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Focus on software, dues & management company searches

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Recently listed on www.Capterra.com

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Monitor activity weekly to determine traffic volume and adjust

Generate regional awareness…

Marketing Collateral Trade Advertising Trade Shows Email Blast Lead Generation Google Ad Campaign Content Experts Strategic Partners / Resellers 

Establish partnership program

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Create sales & distribution center’s in large population centers

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California

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New York Pennsylvania

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Ohio

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North Carolina Arizona

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Focus on print companies, community developers and management companies

Demonstrate our thought leadership…

Marketing Collateral Trade Advertising Trade Shows Email Blast Lead Generation Google Ad Campaign Content Experts Strategic Partners / Resellers 

Create a Resources tab on the Interaction Website and place research reports from CAI

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Create a Webinar series in partnership with select HOA’s, Condo’s and Management Companies

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Create Whitepapers

Keep the message visible…

Marketing Collateral Trade Advertising Trade Shows Email Blast Lead Generation Google Ad Campaign Content Experts Strategic Partners / Resellers 

Attend regional and national tradeshows & advertise

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CAI

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ACTHA (Attend with Paymenting)

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Advertise with industry specific web forums

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HOA Talk

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Community Associations Network

Sales Plan

Get the message out…

Drive Existing Reseller Relationships

Coastal Group, Noble Heroes, Paymenting & Tlehs

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Pipeline review meetings Target joint initiatives (tradeshow) Responsive to sales tool kit needs Expand Selling Network

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Commission only outreach program Target selected geographic regions to compliment reseller initiatives Evaluate lead generation / sales call centers

Sales Plan

Establish New Reseller Relationships

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Newsletter / Directory Print Companies Community Developers Continue Direct Sales Activities

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Continue lead generation programs Initiate follow-on campaign to target click through & email view users Establish sales process for initial contact, follow-up, closing & account management Focus on Property Management Companies

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Initiate focused campaign targeting southeast region

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GA, SC, NC, FL, AL, TN, VA

Build our channel approach…

Two thirds of all computing sales in the world are not direct sales like Apple; instead, they are ‘Channel Sales’ or ‘Indirect Sales’

Source: Direct sales vs Channel sales - What's the difference?

May 2009 Virtual-Sales.com

$50 000 $45 000 $40 000 $35 000 $30 000 $25 000 $20 000 $15 000 $10 000 $5 000 $ Example of Gross Revenue Potential – 100 Communities per Month Direct Sales Mgmt Company Reseller Month 1 Month 2 Month 3 Month 4

Get the message out…

Drive Existing Reseller Relationships

Coastal Group, Noble Heroes, Paymenting & Tlehs

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Pipeline review meetings Target joint initiatives (tradeshow) Responsive to sales tool kit needs Expand Selling Network

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Commission only outreach program Target selected geographic regions to compliment reseller initiatives Evaluate lead generation / sales call centers

Sales Plan

Establish New Reseller Relationships

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Newsletter / Directory Print Companies Community Developers Continue Direct Sales Activities

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Initiate focused campaign targeting southeast region

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GA, SC, NC, FL, AL, TN, VA

Target organizations that have established relationships with HOA’s, Management Companies and Churches…

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Reseller’s

Working closely with our existing partners to begin monetizing the relationship • Identifying high value trade shows to attend jointly with our resellers • Oct 24 – ACTHA • • April 2010 – Annual CAI Etc… • Creating a Partnership Program to define how potential resellers engage with Interaction • Identify and establish relationships with companies that serve the HOA market • News Letter publishers • Member Directory print publishers • Advertising agencies Copyright 2003-2009 – F3 Technologies Inc.

Begin establishing relationships & partnerships with the primary source…

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Community Developers

Toll Brothers – Operate in 21 states, 215 selling communities W&H Properties / Red Oak Construction – 11 communities in Cobb County Newland Communities – Operate in 14 states, 40 communities under development Taylor Morrison KB Homes Beazer Homes David Weekley Homes Richmond American Homes Ryan Homes Pulte Homes Vatelli Communities Copyright 2003-2009 – F3 Technologies Inc.

Access the companies already serving communities in the southeast region…

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Property Management Companies

Lead generation email • (21.6%) of the companies read the email. 6% above industry standards.

• (5.4%) of the companies clicked through to the website. Roughly 3% above industry standard.

• Initiated a calling plan to contact management companies in the southeast region • Initiated a calling plan to contact the 25 companies that clicked through to the website Copyright 2003-2009 – F3 Technologies Inc.

Long-term account management will be critical to sustaining and expanding our market share…

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For Resellers

 Regular communication to review sales pipeline & issues  Monthly/Quarterly strategic meeting to plan out and discuss:  Review partners goals & objectives    Evaluate success of existing initiatives/strategies Discuss new marketing initiatives & sales strategies Review changes in the market and competitive threats  Present and review scorecard 

For Property Management Companies & Developers

 Regular communication to review sales pipeline & issues  Quarterly strategy meeting to review:  Review property management companies goals & objectives  Present Interactions vision & progress   Review changes in the market & competitive threats Present and review scorecard Copyright 2003-2009 – F3 Technologies Inc.

Get the message out…

Drive Existing Reseller Relationships

Coastal Group, Noble Heroes, Paymenting & Tlehs    Pipeline review meetings Target joint initiatives (tradeshow) Responsive to sales tool kit needs

Expand Selling Network

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Commission only outreach program Target selected geographic regions to compliment reseller initiatives Evaluate lead generation / sales call centers

Sales Plan Establish New Reseller Relationships   Newsletter / Directory Print Companies Community Developers

Continue Direct Sales Activities

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Continue lead generation programs Initiate follow-on campaign to target click through & email view users Establish sales process for initial contact, follow-up, closing & account management

Create a sales engine through convential and unconvential methods…

• •

Direct Sales

Establishing sales process and metrics.

Driving traffic to the website through lead generation tools • •

In-direct Sales (Sales Representatives)

Working with select individuals to establish regional sales centers to enhance our coverage Evaluating telemarketing sales companies to expand our outreach program

Interaction Community Systems Sales & Marketing Plan The market opportunity for HOA’s continues to remain a vast untapped market… # of Community Associations.

Transcript Interaction Community Systems Sales & Marketing Plan The market opportunity for HOA’s continues to remain a vast untapped market… # of Community Associations.