QEDBaton

A part of QED Enabled Services Private Ltd. QEDBaton Provides Integrated

Demand generation services to global technologies companies. QEDBaton has
worked with more than 70 technology companies assisting them with their new
market penetration strategies across the geographies of US, EUROPE, APAC,
Middle East and Australia.
Using an optimum blend of various direct marketing tools, technologies and value
added partners, we aim at delivering high number of quality leads within your
existing sales and marketing spend and help you realize overall reduction in the
Cost Per lead Section.
We further do that by actively generating high quality business opportunities to
your sales team through act upon through structured appointment setting and lead
nurturing process.
Some Important Highlights:
Over five years of focused experience providing services to the technology
companies with a client portfolio of more than 70 software product services /
Companies.
High quality services with a tremendous cost advantages due to global
delivery model.
Global reach from single location.
Non English speaking skilled manpower (French & German)
Services portfolio includes a blend of relevant services that would help
accelerate clients sales process, where QEDbaton tries to encapsulate and
Integrate multiple demand generation functions so as to provide an
integrated solutions to assists technology companies.

Lead Generation & Content Marketing

B2B Content Marketing & Whitepaper Syndication
Got content? QEDbaton has extensive experience in leveraging content for clients
to deliver the leads you need at a cost that you want to pay.
Prospects looking for solutions to their business problems begin their buying
cycle by searching for trusted opinions and sources to validate their
decisions.
Access to whitepapers and industry press is the most helpful at this time in
the buying cycle.
According to industry studies, more than 90 percent of technology buyers
consult a white paper or case study before contacting a vendor regarding a
purchase.
B2B Content Marketing or Content Syndication can be one of the most
cost-effective ways to leverage your investment in white papers, Webcasts,
case studies, analyst reports by making those documents instantly accessible
to millions of technology buyers searching for information related to your
category or the business problem that your product solves.
The internet space is now cluttered with thousands of technology websites
and networks that will post your content for a fee but it can be a time
consuming and thankless exercise to determine which websites will match
the right audience profile with your content.
Your advertising dollars arent worth much if the leads you generate are
outside of your target audience.

Protect your marketing budget with QEDbatons pay-per-lead b2b content

marketing services
Your Pay-Per-Lead campaign will be delivered using a combination of online
and offline techniques that our teams have mastered over the past 10 years.
QEDbatons telemarketing practice is a 350+ strong team with experience
in campaign design, setup and execution. Our telemarketing capabilities are
among the best in business and our processes are geared toward enabling the
yield of leads a zero rejection rate.

QEDbatons digital practice offers paid search services that are customized
to ensure that your campaign derives the maximum and most relevant leads.

Our digital team brings in a laser like focus and uses cutting edge digital
advertising methods to ensure you get the leads you want at competitive
costs.

QEDbatons partnerships with media agencies and publishers ensure that

your lead pipeline will never go dry.

B2B Appointment Setting Services

Appointment setting forms the backbone of a strong and healthy sales pipeline.

As a Sales Manager you want to maximize face time with prospects through
a consistent stream of good quality meetings lined up for your team week
after week.

 QEDbaton engages with your sales team and becomes a virtual extension of
your field sales team, securing quality time with decision makers in your
prospect organizations.

Whether your prospects are CXOs, middle management or any level in

between, QEDbatonsB2B appointment setting services and highly
experienced telemarketing team uses a blend of research techniques, probing
skills and consultative selling, to ensure that your sales teams are present at
the right place at the right time.

Accelerate your sales pipeline

Our team of 350+ is trained to deliver complex technology sales messages into
markets ranging from the USA & United Kingdom to Europe, Middle East, India
& Asia Pacific. Our team speaks with over 500 IT decision makers each day and
has generated in excess of a billion dollars in sales pipeline for our clients.
Listening & Learning

The QEDbatons appointment setting teams are always conscious of the need to
look for trends and signals and exploit them to yield the maximum gain for the client.
On several campaigns we have advised our clients to change direction and pitch to a
particular target audience instead of the original brief basis the insights gleaned from
conversations that our team engaged in.
These course corrections have resulted in high brand awareness amongst the
correct target group, and a much higher conversion rate for our clients.

Enterprise Marketing Data Management

If you have bad data in the form of bounced email addresses, missing data fields,
inaccurate contact details, you will see a drop in the efficiency of your marketing
and outreach campaigns and subsequent sales ready opportunities.
At QEDbaton, we have a relentless focus on providing clean data to our customers
and using clean data on behalf of our customers for lead generation campaigns.
Conceptualized and founded by the promoters of QEDbaton, LeadEnrich is a full
service enterprise marketing data management platform providing cutting edge
solutions to enable B2B marketers reach their audiences more precisely and cost
efficiently.
This self-serve platform is designed to help alleviate the pains and challenges of
dirty data and to help you conserve and stretch your marketing dollars through the
following applications:
DataEnrich:

Data append The LeadEnrich platform can back-fill all firmographic and
demographic level fields for your email data wherein we would be able to meet the
following levels of data recovery to a high degree of accuracy.
Volume Our platform can process 20,000 records per day, and can ramp up the
volumes on a need basis
Easy Lead:
Easy Lead is a key capability of the Lead Enrich platform that can enrich data
captured by forms embedded in your websites/landing pages/CMS in real time.
This allows you the following benefits:
30% Higher Conversion Rate By reducing the number of form fields to be
filled to the bare minimum you can achieve higher conversions on your forms
and landing pages. Easy Lead will append survey-level data to each inbound
form-fill in real time and all this through an easy to use self-serve platform.
Recovery of abandoned forms With Easy Lead you can even recover
complete data for visitors who part-fill and then abandon the form.

DataDoc
Data Health Monitor The LeadEnrich platform can ensure that your data
repository is kept clean and relevant at any given point of time. The self-serve
platform allows you to breeze through the following applications:
Clean, Dedup, Classify and standardize all leads as per your custom
format.
Periodically refer data to our eco system of data partners so as to
eliminate any data redundancy that creeps in on account of time and
people movement.
Provide you with a dashboard that gives you complete visibility of the
data you have, and also highlight the health of your data repository.
Reduce Your Data Acquisition Cost By 50% When you procure new data
through the Lead Enrich platform, the system first checks your existing
repository to avoid duplicate purchases.

B2B Market Research, Competitor Profiling

The web is filled with free information today. However, the challenge that
Sales Intelligence presents to Marketing Organizations are unique in nature.
They demand a diverse skill set from the person executing generating the
intelligence report.
Not only has the person got to be skilled with sifting through multiple
sources of data, but he/ she has to be well trained to use multiple sales
intelligence tools and at times even call into organizations within the market
to understand dynamics first hand.
While data collation can be easy at times, analyzing all sets of data and
arriving at conclusions can be an extremely time consuming affair.
While buying analyst reports is a solution to these problems not always does
a single report contain all the information one is looking for and neither are
they sales actionable.
These reports dont come cheap either. B2B Market Research Reports from
Analyst agencies like Gartner, Forrester, IDC and Aberdeen can range from
a few hundred dollars to couple of thousand dollars.
Clear Insights into Your Key Markets and Competitors
Custom Organizational Maps
QEDbatons deep-dive organizational maps help companies understand their clients and
prospects better. These maps are customized to fit the end-goals.
With information about Subsidiaries/Divisions, Product & Service Branches, Departments
Groups & Sub-Groups as well as hierarchies and contact details, Account Managers can
now create their own customized account penetration plan to include every business unit
within the target organization and target decision makers within each pillar.

Market Sizing & Penetration Analysis

Get ideas to create business plans, launch a new product/service, fine tune existing ones
and expand into new markets.Our Market Sizing & Profiling Reports cover the following
areas:

New market evaluation

Market Sizing- past, current & Future
Value Chain analysis / Market Segmentation
Market maturity and key business challenges / characteristics
SWOT analysis with respect to client
Analyst Recommendations

Competitor Profiling & Competitor Analysis

Customized reports for existing accounts, prospect and competitors. Get key intelligence
like vendor and IT landscape, financial analysis, M&A/ Growth strategies,customer base
and org structures.Our competitor profiling & analysis reports cover the following areas

Key Drivers & Restraints

Incumbent Vendors & Procurement Trends
Technology Adoption
Competitive Landscape
All our reports come with an analysis which covers Consumption, Brand and Procurement
patterns we observe during the course of our research.

DemandFarm B2B Key Account Management Platform

DemandFarm is a specialized B2B Key Account Management tool that helps

you unlock the true business potential of your Key Accounts by
transforming the way they are farmed managed, grown and harvested
over short & long-term.
If Key Accounts drive a lions share of your business, then they deserve a
strategic tool specially developed to not just manage them but to farm
them.
There are CRM softwares, there are collaboration tools, there are SFAs.
DemandFarm goes beyond Sales Automation, Acquisition-driven CRM or

Account Management software. It is simply the most comprehensive,

focused, expert Key Account growth tool there is.
Why DemandFarm?
Absolute micro and macro level clarity on the current status of all facets
of your key account relationship with unique views for various
organizational stakeholders.
Optimises the potential of the current relationship and ensures all need
gaps and opportutines within the current ambit have been first filed or
addressed.
Tracks and evaluates the latent Key Account potential and helps approach
opportunities in the most appropriate chronology to strategically engage
the Key Account.
Ability to spot or create new opportunities and go.

Unlock the true potential of your key accounts.

The FARmING Engine

DemandFarms FARmING Engine lies at the heart of DemandFarm & drives

the results that you can achieve with this powerful tool. We understand that
Key Accounts are constantly evolving.

 This tool is designed to give you insights that can be leveraged in the short,
medium and long run by delivering and tracking intelligence on 6 core areas
that determine ongoing success with Key Accounts.
Demand Generation Consulting

Most Demand Generation plans are made by marketing teams in isolation

from sales and look at generating leads rapidly.
At QEDbaton, through our Diagnostics workshop we go deeper and try to
understand your existing sales & marketing organization before proposing a
Demand Generation program.
In addition to understanding the structure of your organization, our Demand
Generation Consulting services helps to understand the activities &
dynamics of your sales & marketing organization.
We benchmark against industry best practices and evaluate the effectiveness
of your initiatives with your business needs.
Our team of consultants offers you an objective view of how your sales and
marketing teams should be structured, the relevance, weight ages & budgets
assigned to the various activities & assign deliverables against each activity.
Whether you are looking at entering a new market with a new product/
service or driving a sustained program in a mature market, our team of
consultants is well equipped to plan, design & suggest execution programs
for your Demand Generation strategy.
Managed Demand Generation Services
Traditionally, the inside sales function has always been seen as something
that either needs to be outsourced or completely kept in-house.
Both options have always had their pros and cons and companies have
chosen one over the other. Some of the common concerns with outsourcing
and Insourcing include
Concerns with Demand Generation Outsourcing

Lack of control
Confidentiality/ Ownership of data
Tighter integration with sales/ marketing/ practice
Recurring YOY Costs

Concerns with Demand Generation Insourcing

Training + Attrition

Management of resources + Delivery Accountability

Lack of process maturity

Specialist vendors within the space have also conformed to this norm and have
been very rigid with the way they engage with companies wanting to outsource
their inside sales function.
The engagement models have revolved mainly around pay-per-lead/ pay-perappointment, fixed retainer based or a combination of the two.
QEDbatons unique first of a kind solution sets up in form of our Managed
Demand Generation Services , manages & executes your inside sales function
within your environment.
It gives you the complete flexibility to take charge (Build-Operate-Transfer) of the
function too! In addition to building a robust lead lifecycle management process
that delivers sustained long term value we also facilitate an overall reduction in
your inside sales operating costs with a US $1.5 Million saving over the first 3
years of operation (approximately based on certain prerequisites).
What do you get by engaging with us on our managed services solution?

Complete visibility into your inside sales operations

Guaranteed data security
Tighter cross function integration
Flexibility to takeover process when ready
Continuous support in form of trained inside sales resources and onsite
training

100% responsibility for delivering results from the programs launched

Process expertise and best practices embedded into your inside sales
operations

Convert Inbound Lead Generation into Better Sales Performance

Anyone who has been a part of B2B technology sales team will be familiar with
one of the typical excuses given when we are not hitting our numbers

We are not getting enough leads

Marketing doesnt understand our customers
The leads that marketing delivered were not properly qualified
Most of the leads I call dont want to talk to me
They were interested but had already chosen another solutions

These issues can be particularly vexing for vendors selling discontinuous or

disruptive technology to early adopters
This white paper is for sales and marketing leaders interested in improving their
lead generation capability and converting more leads into customers as they pursue
the early market.
In it, we explains why traditional lead development methods no longer apply to
selling in todays markets and describes the solutions that help organization
improve lead generation and conversions.
What we are today?
Marketing teams have never been on generating leads that will translate into new
customers.

Unfortunately these firms dont plan too much money into achieving this goal.
66% of the same respondents reported freezing or reducing their marketing spend
in 2009.
Clearly we need to get better results (ROI) from the marketing dollars we invest in
lead generation and of equal importance, we need to get better at converting this
leads into customers.

Industry Trends
Significant internet based marketing and sales innovation have emerged over the
past few years. In pursuit of identifying, attracting and nurturing qualified sales
leads, marketing leaders are embracing technologies, tools, and approaches
including:
Interactive CRM, customer portals and live customer-assist
On page and off page Search Engine Optimization (SEO), Pay Per Click
(PPC) and Search Engine Marketing (SEM)
Social Media Marketing
Blogs, White Papers and E-Books
Lead-Scoring, prospect nurturing and incubation tools
Opt in Email and RSS feeds
On-demands webinars, podcasts and videos
Inbound marketing platforms
Companies using this techniques, tools and methodologies are experiencing
success and increasing the volume and quality of inbound leads. For example a
customer of Brainshark- which offers online presentation software reports an
average attendance rate of 96% of registrants for the same live webcasts. (The take
way is that registration rate surge when registrants controls the time they view
webcats). Customers of Hubspot - which offers an inbounding marketing platform

- on average are achieving a 500% increase in inbound traffic and leads in the first
six months of adoption.
Sales organizations should be celebrating the success of their innovative marketing
departments. However increased lead flow does not directly translate to increased
sales. Is this a sales or marketing problem and why is it that with the internet and
so much technology at our disposal we are still fighting for quality leads.
Challenges in Today Market
The vast majority of sales team are still selling the same way they did five or ten
years (or longer) the sales person does most of the talking in aggressive, product
focused sell. Sales team usually talks about their company, their products and their
successes, paying scant attention to asking important probing questions and
listening to the customer. Poor diagnostic of the customers issues results in weak
qualification, along with forecasted opportunities that cannot or will not close.
In the companies where the sales process is informal or internally focused and
disconnected from actual buyer behavior the combination of these factors usually
means the sales person forecast opportunities well in advance of the prospects
readiness to buy. As a result, deals forecast to close, slip from one quarter to the
next. In addition both the seller and the buyer are pressured to close their discounts
and end of the quarter specials.
Satisfying Buyers Expectation
Todays buyers have access to the same internet resources as any sales team. This
includes blogs from industry visionaries and thought leaders, third-party reviews,
and comments about the company- both positive and negative from peers using
your product or services. As results buyers tend to know about your and yours
competitor offerings as your sales team does. When buyers finally contact sales
person, chances are that they already have budget in mind and a set of concerns
they want answered.
The net of this shift is that the premium the buyer places on an interaction with a
sales person in much greater than it was in the past. Buyers expect sales people to
understand their company and their business to bring the gift on knowledge and to
ask insightful questions.

They expect to have discussion around how using your products or services can
potentially create quantifiable value for them. In addition they want to air their
concerns and have them listened to and answered. Most important they have no
interest in wasting time dealing with ill equipped sales people, watching power
point presentation about products and the awards that company has won.

Board of Directors & Strategic Advisors

Abhijit Gangoli
CEO & Co-Founder
Abhijit is the strategic force behind QEDbaton. His energy is primarily focused in providing
direction to the Service Delivery & HR organization within QEDbaton. Today he focuses on
streamlining processes, adopting technology and optimizing productivity across the
organization.
Abhijit is an MBA in marketing with a Mechanical engineering background. Prior to
cofounding QEDbaton, Abhijit worked with Xerox Corporation and Castrol India (Now BP)
and developed his sales foundation from these two stints.
Milind Katti
Director & Co-Founder
Milind was instrumental in building the process frameworks for QEDbatons Delivery &
Operations. His meticulous & detail oriented work in the formative years of QEDbaton was
crucial in building a scalable platform for the business. He then played a critical role in
developing products & IP resulting in creation of LeadEnrich & DemandFarm (which are
independent products spun out of QEDbaton).
Dr. Ashutosh P. Bhupatkar
Board of Advisors
Dr. Ashutosh P. Bhupatkar is a noted management educationist, and an expert in the areas
of Organization Development, Human Process Work and Indigenous Management.

He was most recently the Project Director and Head of the Pearl School of Business,
Gurgaon. Prior to this, he was the Director of the Institute of Management Development and
Research, Pune (1989 2005).
L. Subramanyan
Board of Advisors
L. Subramanyan is the Founder & CEO at Trivone, a new age information company. He is a
senior media professional with nearly three decades of experience in diverse fields such as
IT journalism, sales and marketing and running content companies

Executive Team
.

Fact Sheet
Team Size: 350+
Active Clients: 18
Total Clients: 65+
Exp: 175+ Man years
Location: India

Client Profile
IT Services / Product Companies
Largest Clients: USD 4Billion +
Services Co
Smallest Clients: Start UP
Largest Clients Engagements: 4Years +

What Do You Get By Engaging With US?

Integration of Sales & Marketing
Realistic Goal Setting
Defining Key Metrics for Sales & Marketing Activities
Execution of Sales & Marketing Activities
A detailed month on month sales & marketing activity plan aligned to annual
revenue growth
A lead scoring mechanism to determine which leads go to sales and which
leads go to nurturing program
Key metrics to measure effectiveness of activities undertaken and determine
ROI on diverse activities including activities which have been traditionally
considered intangible

 Execution of diverse sales & marketing to deliver on activity plan laid out

Demand Generation: Case Study

The Client
Is a $ 1 Billion IT service company. The company is GE offshoot with more than
30000 employees spread across countries. The client is global leader when it
comes to BPO/KPO services & IT services.
The client sales team was looking for support in terms of organization profiling
and appointment setting.
It was expected that through this initiative the team would be able to accelerate the
sales process
Business Need
To drive sales revenue through penetrating the US 500 Million - $2 Billion
companies from the target verticals and widen sales funnel through
Target market identification, Database building and Intelligence capture
through Primary Research
Target Account tracking through primary and secondary research to glean
intelligence penetrating to IT landscape, organizational structure and current
vendors
Engage key decisions makers in dialogue using a consultative selling
approach and delivering value propositions addressing their pains or interest
areas
Setting up face to face meetings with the decision makers
Results & Deliverables
Over the last 2 years, a team of 7 inside sales representatives have been working
with the client sales team in US geography. QEDbaton team has been instrumental
in giving major breakthroughs into Fortune 100 companies in US.
The team has generated more than 300 meetings over the past 2 years. Additionally
the QEDBaton has also been instrumental in driving traffic for the genpact teams
around key events such as the oracle open world, and the SAP Sapphire.

Marketing Entry Strategy Report Case Study

The Client
Poli-Film is one of the leading manufacturers of high and specially packaging
materials with manufacturing sites in Germany, France and the USA. Poli-Film
servers customers from the steel, aluminum, plastic sheets and automotive
industries.
Business Need
Poli-Film has their presence in India via distributors and it was observed by the
management that is there is good demand for surface protection films on Indian
market based on their distributors feedback.
Methodology and Deliverables
Information was gathered using primary and secondary research techniques. The
data was converted into meaningful data by means of statistical analysis. The same
was analyzed with the help of industry experts so as to present the strategy and
road map to Poli-films management to penetrate the Indian market.
Results
A detailed Indian market report was submitted which helped the Poli-Film
management in gauging the appropriate entry strategy to address the Indian surface
protection film market.