1. Prospect's Buying Process
   1. Pain and/or Oppty
   2. General Research; understand potential
   3. Targeted Research; investigate specific solutions
   4. Taking action to better understand specific solutions
2. DLP Tech Ops
   1. Intro to Project Summary Form
3. Creating Brand Awareness
   1. Web Site
      1. Landing Pages
   2. Blog Site
   3. Linked In / Other Social Media
   4. Search Engines
   5. Strategic Partnerships
   6. Vendors
4. Acquiring Leads
   1. Calls to Action
      1. Events
      2. Sign In - Newsletter; Blog/Discussion Forum
   2. Warm Leads
   3. 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 how we can help"
      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 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. Pursue interest in meeting to explore value of relationship. If not,...
         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
7. IDing a Specific Qualified Project
8. Creating & Delivering a Project Specific Offering
9. Formalizing a New Client Relationship