1. Prospect's Buying Process
   1. Pain and/or Oppty
      1. Recognition of Need to Change
      2. Based on Problem (spending $) &/or Oppty (improving $)
   2. General Research; understand potential
      1. Client Mgr references search engines & trade pubs
      2. Seeking to know industry solution lifecycles
      3. Seeking to prove value of further investigation
   3. Targeted Research; investigate specific solutions
      1. Client Mgr shares further research w/ a lower level staffer
   4. Taking action to better understand specific solutions
2. DLP Tech Ops
   1. Intro to Client Summary Form
   2. Mtg w/ Client; input on Project Summary Form
3. Creating Brand Awareness
   1. Web Site
      1. Landing Pages
         1. Use to direct prospect type, events, etc
         2. Attempt to gather info; direct action
      2. Main Site
   2. Blog Site
   3. Linked In / Other Social Media
   4. Search Engines
   5. Strategic Partnerships
      1. Hopper Approach: Start large & sift
      2. Sell DLP as if to client; show why quality partner value
   6. Vendors
   7. Membership in Groups & Associations
      1. Chambers: Geographic & Special Interest
      2. Industry Groups (TechColumbus, VMware Users Group, etc)
      3. Lead Groups
   8. List Acquisition
   9. E-Mail Marketing
4. Acquiring Leads
   1. Warm Leads from Vendors, Strategic Partners, etc.
   2. Telemarketing
      1. Follow Up on Web & Email Marketing Leads
      2. Contact from Campaign Calls
   3. Calls to Action
      1. Events
      2. Sign In - Newsletter; Blog/Discussion Forum
   4. Account Research
5. Converting a Lead to a Qualified Prospect
   1. Initial Contact (Call, etc)
      1. Introduce Purpose of Call
         1. Relate to Lead Source
         2. Tell: "Trying to see if/how we can help"
         3. Provide summary of DLP's "Unique Value Proposition"
      2. Understand Current State (Short, General Summary)
         1. Do they work with VAR/Integrators? What are primary criteria?
         2. Is there POTENTIAL oppty for working together if their need/want is met by our offering?
         3. Is there a specific, current project need? If not,...
            1. What is storage environment?
            2. What is virtualization environment?
            3. What is data management environment?
            4. What is security environment?
            5. What is app delivery environment?
            6. What is remote connectivity environment?
      3. Relate $ savings replacing current "x" technology. Pursue interest in meeting to explore value of relationship. If not,...
         1. If interest, go to "Understanding/Creating Needs & Wants
         2. If no immediate interest in meeting, then...
            1. Will they start/continue to follow DLP (site, blogs, events, etc)?
            2. Will they allow follow up?
   2. Follow Up / Touch Call
6. Understanding/Creating Needs & Wants
   1. Initial Meeting (or planned, extended call)
      1. Introduce Purpose of Meeting
         1. Relate to previous conversations, rep's understanding
         2. Ask if anything has changed, client's understanding
      2. Indicate need for understanding expanse of client's environment
         1. Proceed to questioning and filling out Client Summary Form
      3. Inquire into recognized, immediate project opportunity
         1. If an ID'd project exists, go to ID'ing a Specific, Qualified Project
         2. If no immediate project exists,...
7. IDing a Specific Qualified Project
   1. Part of Initial Meeting or a Follow Up Call
      1. If still initial meeting, go to "Q&A Client's description of problem/oppty
      2. If follow up call that IDs a Specific Qualified Project,...
         1. Ask if anything's changed since last contact
         2. Change/Add to Client Summary & Project Summary Forms
         3. Broadly Q&A Client's description of problem/oppty
         4. Seek follow up meeting to include pre-sales SE to better understand problem/oppty scope
         5. Brief SE on all info available from both Client Summary and Project Summary Forms
         6. Begin follow up meeting w/ pre-sales SE & Client & Project Summary Forms
   2. Q&A Client's description of problem/oppty
   3. Inquire into project's place in current/future budget or other $ source
   4. Subtopic 4
8. Creating & Delivering a Project Specific Offering
9. Formalizing a New Client Relationship