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IDG Connect Lead Generation Research Custom Publishing Connect Zone Mobile Video Market Fusion Ignite IDG Connect Law Beyond IT US sales +1 508 766 5651 492 Old Connecticut Path Suite 311 Framingham MA01701 USA International sales +44 1784 210306 Friendship House 49/ 51 Gresham Road Staines Middlesex TW18 2BF

IDG Connect Services Access 35 million IT and business names worldwide‌


IDG Connect Lead Generation Research Custom Publishing Connect Zone Mobile Video Market Fusion Ignite IDG Connect Law Beyond IT US sales +1 508 766 5651 492 Old Connecticut Path Suite 311 Framingham MA01701 USA International sales +44 1784 210306 Friendship House 49/ 51 Gresham Road Staines Middlesex TW18 2BF

Lead Generation IDG Connect can deliver premium class names from any country in the world. This can include leads via email or telemarketing, account profiling or targeting, appointment setting, or identifying need through our unique BANT process. We offer you the ultimate demand generation support, from providing detailed leads of qualified decision makers, to a comprehensive lead generation and appointment setting service. Our extensive and ongoing research programs give you the unique ability to build contact lists that identify individuals at all stages of the buying cycle, from pre-sales to sales-ready. Extensive, Accurate, Available With access to over 35 million names, IDG Connect offers you a range of marketing options that allow you to use our data to target the decision makers you need to reach. This can include: Breakdown by geography, job title, role and responsibility Email despatch to selected individuals Extensive telemarketing options BANT - Effective Screening IDG Connect uses its in-house telemarketing operation, IDG Direct, to ensure that the leads you receive are both high quality and likely to provide you with an excellent prospect of a short-term sales opportunity. We classify leads according to four criteria called ‘BANT’ to guarantee that the leads you receive have: Budget Authority Need Timeline

Although this means you may receive a smaller number of contacts that many straight list vendors will offer, you can be assured that they represent high quality prospects with a short-term sales funnel. Key Account Profiling A very valuable use of the IDG Connect dataset is to enhance and improve your account profiling and existing target lists.

This service is particularly valuable when building a target list for a specific application, business sector, or target organization, and can form the cornerstone of an account based marketing campaign. Lead Generation - from Prospect to Meeting IDG Connect’s contact center teams provide a unique service through their ability to help you profile and target specific sectors and organizations that are actively buying. We conduct research into target sectors, and identify companies that are in the market, or about to be, and the relevant key individuals within them. We can then use this information to do: Follow-up calls Prospect research First stage sales introduction Meeting and appointment setting IDG Connect provides the most comprehensive and cost-effective way for vendors to target and reach the people who are most likely to buy your products and services.


IDG Connect Lead Generation Research Custom Publishing Connect Zone Mobile Video Market Fusion Ignite IDG Connect Law Beyond IT US sales +1 508 766 5651 492 Old Connecticut Path Suite 311 Framingham MA01701 USA International sales +44 1784 210306 Friendship House 49/ 51 Gresham Road Staines Middlesex TW18 2BF

Research IDG Connect offers vendors the ability to run large and small-scale research programs across our global database of IT and business decision makers in over 100 countries. Research programs provide the tools to shape and support marketing tactics, as well as guide sales and marketing teams on how to best engage customers and help close sales. Customers use IDG Connect research in a wealth of ways. For example, to: Understand market forces in specific sectors and geographies Identify issues and challenges facing customers Assess how technologies are impacting business Determine the factors affecting vendor selection Profile the buying chain within target organizations Forecast trends and factors shaping markets Research-Based Content Drives Results Web and mobile technologies offer exciting presentational opportunities, including interactive dynamic graphics, clear, compelling analytics and video for demonstrations and testimonials. But without content, they are mere decoration. Research-based content enjoys by far the highest level of buyer engagement. This can be seen from the volume of downloads, with over 70% of strategic decision makers valuing white papers as a primary source of information used to shape purchasing decisions.

Quality and Quantity IDG Connect research teams are highly experienced in creating both qualitative and quantitative research programs to address specific subjects or industry trends. We work in multiple languages and provide continuous consultancy and guidance in how to structure questions, how to run surveys and collate and interpret results. Our approach ensures that you not only get the best and most accurate results, but the best value and return on your marketing investment. Why IDG Connect? Decision makers cite thought leadership and industry understanding as two of the most important factors in choosing a potential vendor partner, but you can’t build a thought leadership position without thorough and accurate research. IDG Connect can access over 35 million business professionals across organizations in over 100 countries. This provides the widest possible base for conducting research programs on behalf of vendors – a major part of our business, and a key factor in ensuring that companies bring solutions to market that perfectly match the needs of their customers. Summary of research What is the status of IT transforma on in your organiza on?

61% in progress

32%

planned for

next 12 months

What would you describe as the main challenges to successfully delivering on IT transforma on ini a ves in your organiza on?

5% 4%

7% yet but we will do

something in future

What kind of IT transforma on ini a ves are you working on, or an cipa ong?

Using content derived from IDG Connect research, you can create a compelling business case that chimes perfectly with the interests and needs of your customers, and helps to reduce the length of the sales cycle and increase business.

88%

23%

9%

nothing planned as

12% 17%

77% 75%

64%

61%

19%

Priori zing ini a ves that will deliver the best return

58%

Difficulty understanding current state of IT (e.g. state of your applica on por olio) Budget, money or resource constraints Problems with execu ng the transforma on roadmap A lack of clear business priori es Disrup ve effect of increasing demand from business for IT services

Application PORTFOLIO MANAGEMENT

DATA CENTER CONSOLIDATION

81% Reduce IT opera ng and maintenance costs

ADOPTION OF PUBLIC / PRIVATE CLOUD SERVICES

INTRODUCING BUSINESS COLLABORATION TECHNOLOGIES

66% Improve ability to deliver new IT services faster

ADOPTING MOBILITY TECHNOLOGIES

VENDOR REDUCTION / CONSOLIDATION

Educa ng others in business/change adop on/management

64%

51%

45%

44%

Improve mobility/ collabora on across the business

Empower IT to drive strategic value genera on

Consolidate / ra onalize IT landscape (e.g. following M&A)

Manage IT through cloud services to Deliver just what’s needed when it’s needed

What are the key goals of your IT transforma oneffort?


IDG Connect Lead Generation Research Custom Publishing Connect Zone Mobile Video Market Fusion Ignite IDG Connect Law Beyond IT US sales +1 508 766 5651 492 Old Connecticut Path Suite 311 Framingham MA01701 USA International sales +44 1784 210306 Friendship House 49/ 51 Gresham Road Staines Middlesex TW18 2BF

Custom Publishing IDG’s global team of specialist journalists, analysts and designers, places us in a unique position to provide custom publishing services across the entire spectrum of corporate publishing.

But we do hear a regular complaint from readers outside North America - they struggle to find content that answers their specific information needs.

With a proven track record in developing innovative design, as well as creating outstanding and relevant content, our custom publishing services can add a powerful dimension to your marketing programs through:

Just because something works on Wall Street doesn’t mean it will work on the local High Street - Your customers need localized, engaging content in their own language, and we can help you deliver it to them.

White papers and strategy guides Micro sites Videos Infographics Apps Research-Based, Localized Content IDG has conducted global research into how customers read and react to corporate content, and found that vendor white papers are still one of the most highly-respected sources of buyer information, with 72% of respondents finding them useful.

Custom Service, Outstanding Results IDG Connect’s custom publishing services are precisely tailored to match your marketing needs, from the selection of expert writers to the design and content of the final output. We can draw on the results of thousands of research programs conducted each year by IDG, or customize even further by creating and carrying out a research program in the target country – this is particularly valuable for companies building a presence in international markets. IDG Connect’s custom publishing service is highly interactive and includes: Subject expert consultancy on content and direction Custom research in local geography Content writing Design Outstanding graphics Execution to chosen format - PDF, video or app Throughout the creation process our writers work closely with your marketing teams to ensure that your key messages are reflected in the text, and that both the power of IDG’s branding and your own are maximized.


IDG Connect Lead Generation Research Custom Publishing Connect Zone Mobile Video Market Fusion Ignite IDG Connect Law Beyond IT US sales +1 508 766 5651 492 Old Connecticut Path Suite 311 Framingham MA01701 USA International sales +44 1784 210306 Friendship House 49/ 51 Gresham Road Staines Middlesex TW18 2BF

Connect Zone Connect Zones are co-branded websites designed to provide thought leadership, brand coverage and research information in one useful topic-specific hub.

Our service also includes an analytic report of traffic to the site. We use a unique ‘heat map’ that identifies pages read, counts downloads and tracks dwell time.

New IDG Connect research provides the foundation for these community sites, which feature an integral infographic summary of the results and regular blog discussions on the findings. These also host your videos and white papers along with regular polls and social media feeds to maximize user interaction.

This information can be used to further enhance and develop content, as well as identify ‘hot topics’ among your target markets.

The Connect Zone combines the most compelling media tools available to give your customers a fully personalized content experience, including: New customized research Ability to target multiple countries Dynamic, impactful graphics Custom research results Blog content Online polls Video User-generated content Links to Twitter/Facebook feeds

Driving Sales through Mails

Regional Focus for Local Content

Each Connect Zone benefits from a promotions program that drives traffic through a campaign of targeted emails to our database. This is supported with online advertising through our partner network.

The Connect Zone provides an extremely effective way of creating localized sites for individual, or multiple countries, focusing on pertinent issues. Based on research that addresses country-specific market conditions, the approach has been proven to dramatically increase the impact on visitors and their engagement with sites, and strengthen the sales lead pipeline.

The sites also utilize username and password registration that collect key business details about each visitor. This information is captured whenever the user downloads a document or watches a video, giving a unique and accurate insight into their interests.

Dynamic Content, Focused Analytics IDG Connect provides a complete design, build and hosting service for the Connect Zone, as well as creating and updating content to ensure it stays fresh and dynamic.

With this information you can build targeted campaigns and market to an audience of one creating a powerful relationship with the customer.


IDG Connect Lead Generation Research Custom Publishing Connect Zone Mobile Video Market Fusion Ignite IDG Connect Law Beyond IT

Mobile - iZone Sponsorship IDG Connect offers sponsorship of dedicated, vendor branded spaces on its app. These showcase white papers and multi-media content in a unique, fully customized area. The IT White Paper Bookshelf app allows users to access and download over 6,000 white papers. Popular with our audience, the app has also been designed with vendors in mind, as it offers dedicated areas to showcase your latest content and video. This can help build brand awareness, present strategic content, and generate leads.

91% use iPad for work-related communication 79% use iPad on the road 66% say iPad has completely or partially replaced their laptop 51% always use iPad at work 41% regularly use iPad at work 29% always connect iPad through mobile networks

In the first six months alone, the IDG Connect iPad app saw a dramatic uptake and success to match: 5,000+ downloads of the app 15,000 white papers saved to users’ bookshelf 8 minutes average read time 91% user satisfaction Downloading the app is easy – click here to explore the possibilities. Changing Media Consumption

US sales +1 508 766 5651 492 Old Connecticut Path Suite 311 Framingham MA01701 USA International sales +44 1784 210306 Friendship House 49/ 51 Gresham Road Staines Middlesex TW18 2BF

Our January 2012 iPad for Business Survey found that decision makers are increasingly downloading complex and detailed documents to read offline, often when they are in quiet zones, or travelling long-distance, and have the time and space to concentrate on the content. This change in media consumption means the iPad app is a very powerful and effective way to capture the attention of policy makers and those who structure business decisions at the beginning of the buying cycle. Survey results, based on interviews with global IT and business decision makers, revealed:

The most powerful implication of this survey is the rapidity of change - iPad has been around for just two years, yet already around 10% of senior executives are now using it as their medium of choice for storing and reading detailed business documents. Their consumption of media has also changed radically, with around 70% reporting that they prefer to consume news and information through the iPad rather than in print form. This is creating a completely new platform for marketers, with new approaches to content creation and delivery. You can be part of it with IDG Connect. You can download the full survey here.


IDG Connect Lead Generation Research Custom Publishing Connect Zone Mobile Video Market Fusion Ignite IDG Connect Law Beyond IT

Video IDG Connect is an established producer of video and dynamic content. We know what works and how to get the best out of the medium. In a recent survey of business product buyers, IDG Connect identified that IT decision makers are coming to rely on video as a primary source of information to support their product and vendor selection. (Source: IDG Connect, Buyer Preference Research). The survey found that the increasing availability of higher download speeds has led to an explosion of rich content, and buyers are keen to take advantage of it.

International sales +44 1784 210306 Friendship House 49/ 51 Gresham Road Staines Middlesex TW18 2BF

Product demos Case studies Video white papers Conference presentations Testimonials

3 - 5 minutes 6 - 9 minutes 10 - 19 minutes 10 - 19 minutes 3 minutes or less

High percentages of respondents now say that they prefer to view video content for specific kinds of information: Product demos Case studies Video white papers Conference presentations Testimonials

89% 84% 84% 82% 73%

Unrivalled Expertise – Now Available to You Through its publishing activities IDG Connect is an established producer of video and dynamic content. We know what works and how to get the best out of the medium.

US sales +1 508 766 5651 492 Old Connecticut Path Suite 311 Framingham MA01701 USA

A key factor to emerge from the survey is viewer preferences for the length of different types of video promotion:

Now those skills are available to you, through a range of video content packages including: Customer case studies Animated presentations Research results Video white papers Conference presentations Round table discussions Product demonstrations Right Message, Wrong Length The research respondents all agreed that many current corporate videos fail to retain their interest. This is because scripts are often poorly written and directed, and frequently too long.

We use this information to ensure that all our videos produced for customers are just the right length to capture and maintain interest, while covering the key sales messages you need to put across to your audience. Tailored to Your Needs At IDG Connect we provide not just a complete video creation and editing package, but also the experience of time-served professionals who can guide you in your approach and choice of message to ensure that your video hits the right notes every time. We can also support your video with hosting through Connect Zones, as well as building targeted marketing campaigns to promote their content through our Lead Generation and Lead Nurturing services to maximize impact and results.


IDG Connect Lead Generation Research Custom Publishing Connect Zone Mobile Video Market Fusion Ignite IDG Connect Law Beyond IT US sales +1 508 766 5651 492 Old Connecticut Path Suite 311 Framingham MA01701 USA International sales +44 1784 210306 Friendship House 49/ 51 Gresham Road Staines Middlesex TW18 2BF

- Content Assessment IDG Connect’s Market Fusion service provides a unique content assessment service that is based on our global aggregate Voice of The Buyer research. Market Fusion delivers clear and independent insight into how your collateral maps onto the needs of individuals at different stages in the buying cycle. This means you can tailor your content delivery to match the specific information needs of people at various stages of the sales journey, increase the impact of your marketing and drive up qualified leads. There are three levels to the service: QuikAssessment

Custom Assessment Custom assessment adds a layer of individual field research to the standard program and engages directly with the target audience to understand how they use and work with information. Using this research, we then analyze a minimum of 20 digital marketing assets, which can be for a specific solution or group of products. The research report is highly detailed and will help you through: Analyzing up to 14 content elements for each asset Detailing findings and recommendations for improvement Identifying gaps in content Prioritizing content creation needs Sharing best practice to reduce communication costs Improving relevance to buyers

This is designed to give a focused assessment of up to 14 digital marketing assets, which can be any kind of marketing collateral, to identify how well they map onto buying cycle stages and target individuals’ job roles.

Why you Need This Service

We will provide recommendations that will help make sure your collateral aligns with your target readers’ content preferences. This includes:

Analysts, regularly report that buyers complete as much as 90% of the research into potential solutions, before having any contact with vendors.

Suggesting the optimal use of each piece of collateral Identifying the top 10 pieces that need to be repurposed Recommending creation of missing pieces Standard Assessment This service is designed to assess a portfolio of a minimum of 20 digital assets for a specific solution or product. The report is designed to help you understand how these assets map onto the way organizations currently use information, and will help you through: Analyzing up to seven content elements for each asset Detailing findings and recommendations for improvement Identifying gaps in content Prioritizing content creation needs Sharing best practice to reduce communication costs Improving relevance to buyers

This ‘buying cycle’ is being fuelled by the explosion of content on the web, but IDG Connect research has found that the vast bulk of vendor content fails to match the information needs of IT and business professionals. By using Market Fusion you can ensure that your content is timely and relevant, thus driving up the impact and increasing sales.


IDG Connect Lead Generation Research Custom Publishing Connect Zone Mobile Video Market Fusion Ignite IDG Connect Law Beyond IT US sales +1 508 766 5651 492 Old Connecticut Path Suite 311 Framingham MA01701 USA International sales +44 1784 210306 Friendship House 49/ 51 Gresham Road Staines Middlesex TW18 2BF

- Lead Nurturing Service Ignite lead nurturing is a three part process which assesses your content, sends targeted emails and analyzes responses to deliver sales-ready leads.

content suite and suggests how existing information can be repurposed or new content created. This highly scientific process has been designed following extensive research by IDG Connect, which identified that tailoring the message, tone, content and format of each piece of collateral to match the readers’ needs at their specific stage of the buying cycle, offers dramatic rewards: Purchase likelihood improved by 25% Sales cycle shortened Engagement increased by 500% Content creation costs reduced Gaps in content identified and solutions proposed Source: IDG Connect Tailored Messages

Ignite is IDG Connect’s unique lead nurturing service, designed to help your outbound digital marketing create the maximum impact on your target prospects through: Assessing content to see how each piece maps within the buying cycle Tailoring messages to recipients’ specific status in the buying cycle Delivering sequential content based on the relationship between assets Analyzing responses to maximize return on investment Providing qualified sales-ready leads Ignite is created to make the most effective possible use of target databases. It can be used with a combination of your existing data and IDG’s own lead generation database, which gives access to over 35 million global business professionals around the world. Mapping to the Buying Cycle All lead nurturing campaigns begin with a unique content assessment process called Market Fusion. This addresses how your content maps against the buying cycle, and how each individual asset fits sequentially into the sales journey. Through doing this it also reveals gaps in the

Once the content has been mapped, IDG Connect’s editorial staff then create email copy to promote each piece and lead prospective customers through the sales journey. Targeted Emailing The mailing program is conducted over a designated period that is structured to ensure the delivery of timely, related content. This process ensures messaging correlates not just to each stage of the cycle, but also to the specific interest level of the recipient. Detailed Analytics At each stage of the process, recipient reaction is analyzed and scored to identify where emails are read, together with the degree of engagement and ongoing interaction. Conclusive Results A recent IDG Connect campaign for a major software vendor generated over 4,000 scored leads in eight weeks, and delivered a 1,218% return on investment.


IDG Connect Lead Generation Research Custom Publishing Connect Zone Mobile Video Market Fusion Ignite IDG Connect Law Beyond IT

- IDG Connect Law IDG Connect Law provides a dedicated resource for the legal profession seeking to attract new corporate clients, through a range of content-led, targeted marketing activities. IDG Connect Law offers marketers access to our extensive database of over 200,000 legal professionals. Plus it provides an information library for legal practitioners in both corporate and private practice, with a wider spectrum of focused, classified content, which includes: Legal briefings Case studies Upcoming events Webinars and discussions Research Content is updated regularly, and sourced from some of the profession’s most respected subject experts. Building Presence IDG Connect Law delivers the perfect foundation for lead generation and hosting campaigns based on the concept of leveraging the expertise of legal firms.

US sales +1 508 766 5651 492 Old Connecticut Path Suite 311 Framingham MA01701 USA International sales +44 1784 210306 Friendship House 49/ 51 Gresham Road Staines Middlesex TW18 2BF

In addition to capturing the details of those who have downloaded content, and thus identifying individuals with a specific interest in that matter, by using Connect’s lead generation and lead nurturing programs, law firms can build focused marketing campaigns aimed at specific individuals within target client organizations.

Our high editorial standards ensure that all information on IDG Connect Law comes from the most respected legal practitioners in the matters covered. This gives the site both credibility and interest, and it is already enjoying a strong and regular following from legal professionals. Select Clients IDG Connect Law is gaining rapid acceptance as a primary resource for guidance on complex legal issues for corporate executives in both managerial and operational legal roles, such as: Regional Directors Chief Legal Officers Company Secretaries Compliance Officers Country Managers CEOs IDG Connect can provide detailed analyses of their interests and concerns, as well as their propensity to change, through our extensive and ongoing research programs. Commercial Opportunities With a rapidly growing subscriber base, IDG Connect Law provides a very cost-effective channel for reaching out to potential clients. In addition to hosting your own generated content, IDG Connect provides a range of cost-effective commercial opportunities to legal practices and IT software vendors seeking to expand their profile and attract new clients: Creating original content Producing videos Lead generation Content mapping Lead nurturing


IDG Connect Lead Generation Research Custom Publishing Connect Zone Mobile Video Market Fusion Ignite IDG Connect Law Beyond IT US sales +1 508 766 5651 492 Old Connecticut Path Suite 311 Framingham MA01701 USA International sales +44 1784 210306 Friendship House 49/ 51 Gresham Road Staines Middlesex TW18 2BF

Beyond IT Although IDG’s name is synonymous with the IT industry, our publishing activities are far wider and cover the full breadth of business activities. IDG Connect maintains one of the world’s most comprehensive and upto-date databases of key decision makers, based on information covering over 35 million global business professionals. This means that IDG Connect can profile, target and access business decision makers across a wide variety of job functions, all underpinned by research and practical experience. Our extensive and ongoing research programs give you the unique ability to build contact lists that identify individuals at all stages of the buying cycle, from pre-sales to sales-ready, in a wide range of products and services bought by businesses. We provide this information from over 100 countries, covering active and emerging markets for a complete range of corporate roles including: Human Resources Financial Directors/CFO IT Directors/CIO/Management Compliance Officers Sales and Business Development Marketing, PR and Social Media Risk Managers Engineering and Production General Management Healthcare Professionals Legal Professionals In addition to being able to access an exceptional breadth and quality of data, working with IDG Connect means you can also benefit from a wide range of segmentation services using our data to ensure your targeting is perfectly refined:

Industry breakdown Geographic breakdown Key contact identification Buying cycle stage analysis Account profiling Contact matching and ‘gap filling’ Job title targeting More than Names IDG Connect provides a complete range of content creation and lead generation services that allow you to: Identify key individuals Create relevant content and marketing material Build dedicated microsites to showcase content Develop custom publishing programs Target individuals through email and telemarketing Create integrated marketing campaigns to build sales leads IDG Connect offers a unique ability to businesses targeting both existing and emerging markets, to access the key decision makers, understand the nuances of their cultures, and develop focused and relevant content to gain their interest and attention.

HR

Finance

Engineering

Sales & Marketing

Healthcare

Legal

Risk

IDG Connect Media Kit 2012  

Discover more about IDG Connect’s full range of services.

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