The document discusses how ISVWorld helps companies better target independent software vendors (ISVs) for marketing and sales. It presents ISVWorld as a tool that can segment the software market at a granular level and provide pre-qualified lead lists to connect marketing to sales. This allows targeting the right ISV profiles with customized messaging rather than generic outreach. The document provides examples of how ISVWorld can analyze subsegments and translate analyses into targeted lists. It also includes testimonials and information on ISVWorld's database and services.

1. Capturing the ISV opportunity
The software industry database:
No one covers software like we do
Questions?
sales@isvworld.com (ISVWorld)
Know your targets  Better marketing  More Sales

2. page 2
In this presentation
• Concept summary: How ISVWorld helps marketing to ISVs
• ..and McKinsey research on Big Data in Marketing supporting our view
• The Steps to take in detail:
•
•
Identify subsegments to focus on
Translate your subsegment into target lists
• Why this concept? - fixing a Marketing and Sales disconnect
• About ISVWorld
•
Further info and contacts
Better Marketing to ISVs

3. page 3
(1) Which Marketing campaign will be most successful, 1 or 2?
Selection:
Message: “We help healthcare software vendors”
1
Selection:
Message:
We have helped many large
Software vendors in the US
making their next steps in the
transition to the cloud
Message:
We have helped many small
and medium Software vendors
in the US making their next
steps in the transition to the
cloud
Message:
We have helped many large
Software vendors in the US
making their first steps moving
into the cloud
Message:
We have helped many small
and medium Software vendors
in the US making their first
steps moving into the cloud
2
Selection:
Better marketing to ISVs

4. page 4
Why ? Explore the difference between “1” and “2”
Selection:
Message: “We help
healthcare software
vendors”
1
Too generic
Selection:
Message:
We have helped many large
Software vendors in the US
making their next steps in the
transition to the cloud
2
Meets target company
profile  better response
Better marketing to ISVs
Even this granularity is hard to achieve:
• No datasets available that show
software vendors in healthcare only
• Most databases show NAICS/SIC code
for software publishers, but no
segment focus and no split for
headquarters from other addresses
ISVWorld gives granularity, for example
• Software vendors headquartered in US
• Active in Healthcare
• Between 100M and 500M in revenue
• With cloud based products already

5. page 5
An approach in line with recent Big Data research by McKinsey *
“Why marketers should stop worrying and learn to love data”
“Successful marketers have figured out how to use
data to squeeze billions more from marketing and
help their companies grow”
 288% increase in product profits reported
 25% increase in ROI of marketing dollars
* Source: McKinsey Global CMO Forum,
http://www.slideshare.net/McK_CMSOForum/big-dataand-big-profits

6. page 6
In ISVWorld we call this the “Pre-qualified lead concept”
Cost/lead
high
SalesCold calling
?
ISVWorldPre-qualified leads
The ISVWorld pre-qualified lead concept
• no more mailshots to 20.000 potential leads
• no more 1:1 cold calls by expensive sales reps.
• Identify targeted leads that meet criteria you
define, so you can run highly focused and efficient
campaigns
Marketing,
Email Blast
high
# unqualified
leads

7. page 7
HowTo -1: ISVWorld market analysis helps identifying key (sub)segments
•
Analyze and select market segments by understanding a/o:
• How many ISVs are in that segment?
• How many have (and do not have) cloud based products
• What domains, verticals etc do they focus on?
• How many have a size that is of interest to you .. Etc etc
Example:
1
Make your selection
(here 3121 vendors found)
Better Marketing to ISVs
2
How many have cloud
products already?
(here: 47% or 1467 vendors )
3
Enough vendors with right size?
(1200 vendors between 5M and 500M$ )

8. page 8
HowTo 2: At any point, translate your market analysis into a target list
•
While analyzing a segment you
can switch back and forth
between statistics and actual
companies in your current result
set
•
Once you’re satisfied, save your
search or download data into
your CRM to start your campaign.
Better Marketing to ISVs
4

9. page 9
ISVWorld for lead-generation: Connect Marketing to Sales
Sales
1
4
2
3
1
Marketing:
Marketsegmentation
?4
2 3
Companies
A CMO can define a market segmentation,
but
where and how should Sales find the companies to target??
ISVWorld - largest Software Industry database ...globally.

10. page 10
ISVWorld for lead-generation: Connect Marketing to Sales
Sales
Cost/lead
1
4
2
3
1
CMO: Marketsegmentation
?4
2 3
Companies
# unqualified
leads
1.
2.
Sales cold-calling and broad marketing campaigns are too generic to
have good results and will not have messaging that resonates enough
Most existing datasets will only allow filtering on “Software
publishers operating in the US”…. but even “Headquartered in US
AND active in Healthcare” is not good enough
ISVWorld - largest Software Industry database ...globally.

11. page 11
ISVWorld for lead-generation: Connect Marketing to Sales
Sales
Cost/lead
1
4
2
3
CMO: Marketsegmentation
# unqualified
leads
ISVWorld gives the segmentation granularity and the company names
that meet your market segmentation and should become Sales targets
ISVWorld - largest Software Industry database ...globally.

12. page 12
ISVWorld for lead-generation: Connect Marketing to Sales
Sales
Cost/lead
1
4
2
3
CMO: Marketsegmentation
# unqualified
leads
Enrich:
Vision: Every single user of a sales or marketing software product uses data from our
platform – Any industry, Any software product, Anywhere.
Whether Salesforce, Microsoft Dynamics CRM, Marketo or LinkedIn, we want them to use data from our platform
ISVWorld - largest Software Industry database ...globally.

13. page 13
Highly recommended training material to get started
•
Watch an 8-minute introduction presentation and demo on slideshare
• http://www.slideshare.net/isvworld/introtraining-april2013
•
Understanding the power of the market statistics module through some samples
• http://www.slideshare.net/isvworld/benchmarking-saas-financials-andratios
•
1 minute overview video of ISVWorld features
• http://youtube.googleapis.com/v/Pbq_XnsfNwU
•
5 tips to optimize the quality of your search results (HD1080 recommended)
• http://youtube.googleapis.com/v/89gFj5vxQZo
Better Marketing to ISVs

14. page 14
About ISVWorld, a “Big Data / Data-as-a-Service” company
•
Largest software industry database, covering over 100K
software companies & over 75 countries
Automated data collection and – classification finds
information from 100- 500 sources per ISV through free
& focused crawl and other language technologies;
Quotes:
•
Data is searchable on
• Application type, Industry, Technology
• Size, Location (Sales/HQ)
• SAAS/Cloud and other “Technology Ecosystems”
• and much more
Customers today a/o:
• Corporate M&A, VC, Private Equity
• CIO’s, IT Architects, IT-consultants
• Hosting and outsourcing companies
• ISVs
• Market researchers
• Corporate Finance
While we still regret you do not do emailaddresses, your market insights and
intelligence are unique
(Large ISV)
•
“.. Statistics to salivate…”
(Large ISV)
•
•
“ISVWorld is almost never the end, but
always the start”
(Industry analyst Firm)
•
•
•
Remember:
•
all our data are computergenerated not edited or curated
•
ISVWorld is a market research and
market intelligence tool
•
Our objective is to cover all
companies with software products
(ISVWorld :-)

15. page 15
Contact information and questions
•
More questions ?? Please check:
•
•
•
•
•
•
ISVWorld knowledgebase:
ISVWorld website:
ISVWorld on youtube
ISVWorld on slideshare
ISVWorld support
ISVWorld sales
Better Marketing to ISVs
http://kb.isvworld.com
www.isvworld.com
www.youtube.com/isvworld
www.slideshare.net/isvworld
support@isvworld.com
sales@isvworld.com