Sales Team On-Boarding Handbook Updated 3/26/21

Introduction Welcome to Marketopia! Our mission is to deliver world-class marketing, lead generation and sales enablement solutions to help companies in the IT channel find success. Our work provides our clients with a sustainable competitive advantage in the marketplace by leveraging the skill, experience and insight of our team. What does that mean exactly? We help our clients to grow! With our niche focus on servicing IT Service Providers, vendors and resellers, we are uniquely positioned to service a very particular industry, with the expertise to help them succeed because our company was born from the owner of a highly successful MSP. Terry Hedden took Infinity Solution Technologies to 49 employees and $6 million in revenue in just 6 years. After successfully selling the firm and officially retiring, he was moved to re-enter the work force with a dream that was Marketopia. The idea was built upon an industry need that became extremely apparent when Terry was continuously approached after the sale, and asked ‘How did you do it?’ Recognizing the opportunity that it was, Terry and Andra launched Marketopia to help all IT firms succeed as his had, with their team’s combined marketing, lead generation and sales enablement expertise positioned exclusively for the IT community. No matter what your role at Marketopia, we work together as #OneTeam to help our clients achieve their dreams. In doing so, we believe you will be pushed to excel and grow, both personally and professionally, so that you can achieve your dreams as well.

Sales Team Organization CEO – Terry Hedden As CEO of Marketopia, Terry directly oversees the executive leadership team and functional departments including: VP of Sales; VP of Marketing Services; Director of Finance; Director of HR Director of Call Center Services; IT Systems Administrator; and Database Manager.
A Brief Biography of one of Marketopia’s founders: Terry Hedden is a veteran MSP business owner that founded Infinity Technology Solutions and built it into a force in the MSP market growing from 1 to 49 employees in 6 years with no outside funding and only $24k in seed capital. He sold his firm in 2012 to dedicate his professional endeavors to helping technology firms succeed and grow. He now operates a leading marketing and lead generation firm that is 100% dedicated to helping technology companies in the channel generate leads, close sales and increase bottom line profits. Terry Hedden, started his professional career working in sales for AT&T and as a consultant with EDS. After graduation from UF with his bachelor’s degree, he joined the Management Consulting practice of Ernst & Young LLP, now Cap Gemini, leading projects in IT Project Management, Post Merger Integration and ERP Implementations worldwide. He then moved to E.piphany, now Infor, as an executive in their Consulting organization leading CRM implementations for Fortune 100 firms before joining Lectra Systems as the CIO and Director of their North America and Caribbean Consulting Organization.

In 2003, he left Lectra to start Infinity Business Systems, later renamed Infinity Technology Solutions, a leading IT service provider with operations throughout Florida and Georgia. Infinity provided a complete technology offering for hundreds of businesses, including hardware and software solutions, outsourcing, Managed IT Services, Cloud Solutions, VoIP Telephony, website and software development services. Infinity received numerous awards, including recognition as a Best Place to Work in Florida, 4 time winner of Inc. Magazine’s Inc. 500/5000, a 5 time winner of the 50 Fastest Growing Firms in Tampa, 3 time winner of Best Computer Support organization in Tampa Bay, Orlando Chamber’s Most Outstanding Small Business and Greater Tampa Chamber’s Business of the Year. He led Infinity to success transforming a $24,500 investment into one of the nation’s fastest growing and most successful Managed IT firms before selling Infinity to Zeno Office Solutions in 2012.

He enjoys giving back to the technology industry thru over 40 speaking engagements per year and consulting with firms on topics related to Cloud Computing, Managed IT Services, Sales and Marketing Best Practices and Entrepreneurship. He is a dedicated family man that runs his life based on Christian principles. Terry has a Bachelor’s degree in Management Information Systems (MIS) and an MBA from the University of Florida. TBD, Director of Sales - - has several years of experience in sales, marketing and product development within the IT Channel at companies such as HubSpot and ConnectWise. He leads our domestic sales teams in three functional areas: Enterprise (sales to vendors), SMB (direct sales to MSP clients) and Account Management (known internally as Success Coaches). Growth Consultant Team (SMB) Our Growth Consultant team is comprised of our front-end sales hunters for MSPs (Managed Service Providers), VARs (Value Added Resellers) and other IT Service Providers selling to the end-user level. This team participates in active daily/weekly prospecting, conducting Marketing Assessments to better understand the current position of the prospect as well as their dreams of where they want to be, so we can recommend a solution to help get them there. The recommendation takes place through a pitch presentation and is followed up with a Closing Call. If the sale is “won,” the account is transferred to the Success Coach team for ongoing account management. Business Development Representative (BDR) A Business Development Representative, or BDR, assists the Growth Consultants in prospecting and scheduling Marketing Assessment calls. Sales Team BDRs report directly to the VP of Sales. Growth Analyst Growth Analysts are a more advanced BDR. Not only do they prospect and schedule Marketing Assessments, but they also conduct the Marketing Assessment and evaluate the opportunity before passing it along to a Growth Consultant to pitch and close. Growth Analysts are partially compensated by the number of leads that result in a close, thus motivating them to find and secure quality appointments for the GC. Growth Analysts report directly to the VP of Sales. Growth Consultant (GC) A Growth Consultant, or GC as they are commonly referenced, is an experienced salesperson having the ability to close new sales opportunities with prospective SMB accounts. These accounts are either MSP, VAR or IT Service Providers who sell B2B, but who do not sell products or services to other MSP, VAR or IT Service Providers. Growth consultants are assigned territories in which to prospect from. Territories are unique to each salesperson to avoid overlap. The Growth Consultant is responsible for documenting all interactions with a prospect (account and individual contacts) in the CRM system (HubSpot). Only when payment for a sale won is received does the Growth Consultant transition the account to the Success Coach, transitioning Company ownership in HubSpot as part of that process. Growth Consultants report directly to the VP of Sales. Senior Growth Consultant An experienced salesperson who has demonstrated extreme skill in closing new business and a highly predictable pattern of closing accounts. Senior Growth Consultants report directly to the VP of Sales. Success Coach Team (SMB) Success Coaches are Account Managers, who receive closed accounts from the Growth Consultant team. It is their job to on-board clients, maintain a schedule of meetings for project progression and campaign updates, as well as to solicit additional sales (upsells) from current clients to meet an assigned quota. Marketing Coordinator/ Intern Marketing Coordinators, sometimes recruited as interns, are introductory and supportive roles to the SMB Success Coach team. Client Success Coach (SMB) Individual Success Coaches are assigned accounts to be managed by the Growth Consultant who made the initial sale, with influence from the Manager of Client Success to balance load. It is the responsibility of the Success Coach to execute the sold contract, through submission of project briefs to Traffic & Production. The Success Coach is the primary Marketopia contact for their assigned client accounts and manages all communication and meetings (for project kick-off calls and monthly campaign updates). MSP Success Coaches report directly to the Manager of Client Success.

Role and Purpose

The role of a Client Success Coach at Marketopia is to ensure our clients achieve their dreams. There are several ways we do this, but the nuts and bolts are a few simple steps: a. Identify how many leads a client needs to achieve their growth goals b. Create and implement a plan to achieve those goals c. Provide strategic recommendations to improve results as we execute on the plan A Client Success Coach is 51% sales, 49% service. Oftentimes, a client will sign with us and have a large dream but a marketing plan that will only get a portion of the leads they need to achieve that dream. It is our duty to recommend improvements to their plan that will get our customers the appropriate number of leads they need to achieve their goals. Investing in marketing for the vast majority of our customers is a foreign concept and oftentimes scary, so even their initial investment is a big win! Convincing them to invest even more can be a challenge but if our customers are not getting the leads they need – and closing them – then they will not achieve their dreams. If our customers aren’t achieving their dreams, they will end their engagement with us. Customer goals may vary based on customer size, business maturity, service level or several other different factors. To understand how we help customers achieve their goals, let’s look at the different types of customers we have. Manager of Client Success The Manager of Client Success manages and leads the MSP Success Coach team. S/He is the first level of escalation when a Success Coach encounter challenges they are unable to resolve themselves, either with the client or with internal team members on contract execution. In addition to managing their own set of SMB clients, the Manager of Client Success also holds regular meetings with individuals on the Success Coach team, to review the status of current accounts in more detail, if required, as well as to review performance and help their team members in setting goals for professional growth. The Manager of Client Success reports to the VP of Sales. Enterprise Sales Team The Enterprise Sales team solicits business from Vendors in the IT Channel and Franchise Corporate Offices. Director of Channel Growth Solutions The Director of Channel Growth Solutions is responsible for selling, managing and delivering of successful partner enablement, communications, and marketing programs/solutions for the purpose of continuously improving indirect channel productivity, and for the Vendors themselves. This role is focused on supporting and driving business through Marketopia’s established set of channel relationships, as well as expanding our partnerships to new companies. In addition to driving a highly qualified sales pipeline, this role is integral in expanding our enterprise partnerships to open new innovations and revenue opportunities. This role teams with other directors to lead the enterprise/vendor sales organization. The Director of Channel Marketing Solutions oversees the Enterprise Success Coach, and reports to the VP of Sales. Enterprise Success Coach The Enterprise Success Coach operates differently from the SMB Success Coach, in that they do not manage the account after the sale is won. Instead, the Enterprise Success Coach acts in a supportive role, assisting the front-end Enterprise Sales Team in executing the contracts. The salesperson who sold the contract still owns the account and the relationship from a service perspective. Currently, the Enterprise Success Coach reports to the Director of Channel Marketing Solutions. Marketing Coordinator Marketing Coordinators, sometimes recruited as interns, have introductory and supportive roles to the Enterprise Sales Team. Sales & Events Administrator The Sales & Events Administrator assists the full sales team as it relates to managing the product catalog (for reference against individual products/services, descriptions and what they include, along with current pricing), maintenance of the sales proposal system (PandaDoc), support in maintenance of the CRM system (HubSpot), logistics/planning for both Marketopia-hosted events, along with events where Marketopia is a listed sponsor, as well as communications and setup regarding to the 4u2grow Peer Group community. Product Catalog The Sales & Events Administrator manages the catalog itself as a reference tool (currently saved on SharePoint), and maintains consistency between the Excel reference, HubSpot and PandaDoc. The Product Catalog is an internal-reference tool only and should not be shared with clients or prospects. Updates to products and services, what they include, and their pricing is determined by the CEO. PandaDoc The Sales & Events Administrator manages the team member licenses, contract templates, content library and the PandaDoc product catalog. The Sales & Events Administrator should be referenced as a resource when building out a PandaDoc proposal, especially for custom work, to ensure the proper library pieces are utilized and that contracts are set up correctly. HubSpot The Sales & Events Administrator manages the tasks related to HubSpot improvements, and enters them into Wrike, the project management system, to be scheduled by traffic & production and improvements made by the Data team. Feedback regarding setup/new fields/ new capabilities in HubSpot are welcome, as it’s the Sales Administrator’s goal to improve workflow and the quality of data collection for more accurate reporting. Planning of Marketopia-hosted Events Marketopia hosts many events throughout the year. Some events are Marketopia branded, like a VIP reception in correlation to an event we are sponsoring. Other events have an educational focus, and are branded under Marketopia’s educational brand, 4u2grow powered by Marketopia. These event planning requests are initiated by the CEO, who defines scope and budget. The Sales & Events Administrator is tasked with researching venues/vendors related to the event needs, consolidate information to help the CEO plan for contracting, and report back on event costs and Deals created (tracked in HubSpot) post-event. Logistics around Marketopia Sponsored Events In addition to hosting many events per year, Marketopia also sponsors other events, to give us access to attendees that likely need our services (both SMB or Enterprise level, depending on the event). This requires managing an intricate calendar of travel and lodging reservations. Whenever possible, flights should be booked through American Express Travel. In addition to being tracked in the Event Participation Details & Topics spreadsheet in SharePoint (in Marketing-Events), this information is also logged in calendar invites and shared with the attending salesperson via the [email protected] email address. The same as with Marketopia-hosted events, the Sales & Events Administrator will need to report back on event participation costs and Opportunities created post-event. 4u2grow Community Peer Groups The Sales & Events Administrator also acts as the 4u2grow Peer Advisory Group(s’) manager, coordinating with the CEO for the topics/videos to be covered in semi-monthly calls and quarterly in-person meetings. These topics follow (as the schedule and video availability allows) the structure outlined in the Marketopia Certified Sales & Marketing Manager course on our eLearning platform. Meeting agendas are shared within calendar invites to peer group members, 6-8 weeks in advance of the call. Marketopia clients that qualify for peer group membership include Mach Plan clients and those that have purchased peer group membership as an a la carte service provided by Marketopia. The peer groups are moderated by both Marketopia and a client Captain. Additionally, peer group members are invited to join a Facebook group to continue to ask questions of and lean on industry peers for advice in between scheduled calls. Key Company Contacts (non-sales team members) Andra Hedden, CMO Andra Hedden is the wife of CEO, Terry Hedden, and she leads the Marketopia’s marketing direction, as well as Enterprise Sales. A Brief Biography of Andra Hedden: Andra Hedden is Chief Marketing Officer at Marketopia, the premier marketing and lead generation agency for the IT channel. Headquartered in Florida’s beautiful Tampa Bay, Marketopia serves clients ranging from technology service providers like MSPs, VARs and CSPs to industry-leading software, hardware and cloud vendors like SAP, Apple, Panasonic, LogicMonitor and ConnectWise. The agency leverages enterprise-class technology, US-based outbound sales, real-world channel marketing experience and deep industry relationships to help its clients enter new markets, create a powerful digital presence, build robust pipelines, strengthen relationships and accelerate results. Andra is a marketing dynamo and established leader with a proven track record of building resilient client relationships, executing successful brand marketing strategies and crafting effective business development plans, as well as implementing efficient organizational processes. She is recognized among her colleagues and clients for her positive attitude and her determination in driving projects to completion. Her specialty is in building impactful, strategic plans to help companies in the channel create successful go-to-market, to-partner and through-partner marketing strategies. Under her expert leadership, Marketopia has grown from a team of two to over 100 sales and marketing professionals helping hundreds of clients grow every year. Her passion has helped create an organization recognized as an Inc. 5000 fastest growing company and an environment consistently awarded a Tampa Bay Best Place to Work. Her background gives her an exceptional perspective on the entire IT channel from software, hardware and cloud vendors to distributors, MSPs and VARs. She held leadership roles at Tech Data, where she commanded initiatives to widen customer reach and strengthen competitive advantages. Her channel marketing knowledge has created impactful go-to-market strategies for other tech powerhouses and cloud vendors such as Amazon, Carbonite, Intermedia, Microsoft, PGi, Symantec and VMware, resulting in maximized reseller channel sales. Andra enjoys sharing her knowledge through speaking engagements, volunteering her time and resources, and spending time with her family. She is passionate about supporting everyone around her to reach their full potential, including not only her family and church community, but also every Marketopia employee and client. She has a bachelor’s degree in Economics from Florida State University. Dwane Wilson, Accounting Manager TBD Alex Mayes, Human Resources Supervisor Alex has her master's degree in HR Management and is currently pursuing her SHRM-SCP certification. She oversees the HR department, which is responsible for benefits, employee relations, performance management, development, and more. This also includes leading Richard Smith who is responsible for Marketopia’s recruiting efforts in the US. TBD, VP of Marketing Services Tom Dean, IT Manager Tom oversees all IT at Marketopia and can assist with any networking or hardware challenges. Simply submit a ticket to [email protected] if you require his assistance. TBD, Traffic & Production Manager - - and her team direct traffic and production for all clients and Marketopia projects through the agency and call center. Her primary tool is Wrike. She is a reference for the number of hours a custom project will take, when calculating pricing for custom projects. Requests for project quotes, new tasks or projects should be submitted through the Wrike system, not email, to ensure proper tracking. TBD, Content Manager - - leads a team of content writer specialists, in carrying out the campaigns to both generate leads for Marketopia and for Marketopia’s clients. He manages the annual content calendar, which is finalized in collaboration with Terry & Andra. ..., Creative Director James leads a team of web & graphic designers, in addition to the creative writing team. The team of designers builds the graphical elements of every email, website, infographic, logo and much more. Kirk Ahlquist, Director of Digital Marketing Kirk leads a team of digital marketers, who handle several things behind the scenes for our clients, including the coding of emails, setup and management of website key words, social media campaigns, and other intricate elements that make a well-designed website searchable and locatable, preferably on the first page of Google search results. Scott Sullivan, Call Center Manager Scott heads the call center, supported by Tiffany Rivieccio and Amber Kreeger as Tele-Campaign Success Managers (TCSM’s). Sarah Black is the Performance & Quality Control Manager. Jacky Rivera oversees our Training and Enablement for the Call Center. Scott is ultimately responsible for managing call center personnel and reporting on performance metrics, as it relates to efforts for both Marketopia lead generation and lead generation for our clients. Their focus is on appointment sets (internal only), appointment helds (appointments that were not only scheduled but took place), proposals (the number of proposals our clients have delivered because of a Marketopia generated lead) and closes (the number of sales our clients have closed because of a Marketopia generated lead).

Acronyms CRM – Customer Relationship Management - a CRM system allows businesses to manage business relationships and the data and information associated with them MSP – Managed Service Provider – a technology firm who manages the IT (hardware, software, overall network) for another business entity. It might be entirely outsourced, or in conjunction with on-site IT service providers. PSA - Professional Services Automation - RMM – Remote Monitoring and Management tool used by MSPs to remotely log into client computer stations. VAR – Value Added Reseller – a technology firm who re-sells hardware or software to other businesses.

Tools (a general overview and reference experts) For assistance with anything related to hardware (computer, printers, screens, cables, etc.), Office 465, 8x8, submit a ticket to IT by sending an email to [email protected]. MacBook All sales team personnel are supplied with a MacBook, that is maintained by the Marketopia IT Department through various service and software updates. If you need assistance with your MacBook, reach out to IT by submitting a ticket to [email protected]. 8x8 (virtual phone system) IT will set up all sales personnel with a unique virtual phone number and voicemail system with 8x8. This system can be used on your computer, through use of a headset with microphone, or on your mobile with the 8x8 app. It’s highly recommended to download the 8x8 app on your phone, so you can always have access and accurately have HubSpot track your calls directly into the CRM system. For this integration to work, you also need to download HubSpot and be logged into both systems on your phone. You can set do-not-disturb hours on your phone if you wish to avoid business calls past or before certain hours, or on weekends. Office 365 and Microsoft Applications As part of your on-boarding, IT will set you up with a Microsoft login, for which you’ll use to access both desktop applications and Office 365 (Microsoft cloud applications). Two-factor authentication will be required, for additional safety measures. Office 365 grants you access to all your primary Microsoft programs in a cloud environment, allowing you to access your work anywhere, from any device. Outlook - Marketopia’s email system. You can book meetings with team members and meeting rooms. Use the scheduler function in your Outlook meetings invite to check room and team member availability. Teams – Video calling and internal chat system between team members Bookings - Meeting booking system, useful for arranging meetings with external contacts. IT can help you set this up if assistance is needed. SharePoint - This is our cloud server, where all files are stored and shared. It is recommended to use SharePoint instead of your individual OneDrive, so that team members can collaborate on various projects, and you can easily locate previously created files from others. The Sales team has a Sales page, where there are folders for Contracts, Sales Products & Presentations and Sales WAR Meeting documentation, which will all be helpful folders to be familiar with their contents. PowerPoint - Used for client presentations. I recommend being familiar with this tool so you can easily customize your presentations. Excel - used for Marketing Assessments and the Product Catalog. I recommend being familiar with this tool so you can easily manipulate and move within these files. OneNote - a helpful tool for general notetaking, so that your notes are always stored in the cloud and are searchable. Even with OneNote, client and prospect related notes should be logged in HubSpot as a Call or Meeting or by updating the profile. HubSpot (Customer Relationship Management (CRM) Tool) Jorge Torres and Sarah Weech on the Data team are our current HubSpot Administrators, who manage the setup and functionality of HubSpot. If you have feedback to provide on how the system is working, contact the Sales & Events Administrator for potential improvement task requests. All change requests should go through the Sales & Events Administrator and should not go directly to the HubSpot Administrator. The HubSpot Administrator should be consulted as an expert on the system in understanding use and locating data only, but formal requests that require time dedication should be submitted through Wrike. The Sales & Events Administrator also manages the integration between HubSpot and PandaDoc. HubSpot Workflow Document Please see here for the HubSpot Workflow on Creating a Deal as stored on SharePoint, under Sales Documents ->Sales Team Training.
Logging Calls & Meetings in HubSpot – All contacts with a client should be tracked in HubSpot. When logging an activity (a call or meeting), you can do so on either the company (for calls made to primary company lines) or on the contact (the contact can also be linked if logging on to the Company level). Please apply the correct call or meeting type, and always attach a contact if possible. When properly integrated with your calendar, 8x8 and Outlook, HubSpot will automatically log meetings, emails and calls with existing contacts. See the Sales & Events Administrator for help integrating. Deals in HubSpot – When a potential Deal is brought up in conversation (a client that shows a need we can solve), these should be logged in HubSpot as a Deal, and be linked to the appropriate Contact AND Company. The name of the Deal should use the following structure: Company Name_ Deal Product Description. As the deal progresses through various stages (as you update the Deal Stage), HubSpot will prompt you to update certain information on the Deal, to ensure we always have the most accurate information for reporting purposes. Once more clear, you should link specific products into your Deal (section on the right-hand side under Company and Contacts) with all appropriately quoted discounts. Typically, a discount is applied to the first month or two. To accommodate this type of discount, you’ll need to add the product multiple times. For a discount on the first month only, for example, add the product to the pricing table twice. In the first line for the product, apply term 1 and the appropriate discount percentage. In the description, note that this is for the first month of service. In the second line, apply the term 11 (assuming a 12-month contract), with a discount set to 0, and note that this pricing applies to months 2-12. This information is synced with PandaDoc when you go to create a document. Always credit an opportunity in HubSpot to the appropriate lead source. The probability of a Deal closing is based on the Deal Stage. Creating a PandaDoc from within HubSpot – All proposals should be initiated from within a HubSpot Deal. There is a widget within the HubSpot Deal page (right hand side, all the way at the bottom) to link you to the system. Simply select the appropriate template as required by your proposal type and create a new document. This will link your PandaDoc history to your HubSpot Company for future reference. You’ll need to enter your name as the growth consultant and select your client’s name from the drop-down. Terry is the signer of all Marketopia contracts, and you are just a cc notification. Once you are satisfied with your proposal, you’ll submit it for approval. Approval is done by the Sales & Events Administrator, with Terry, the COO and Traffic & Production as potential alternatives if the Sales & Events Administrator is not available to review the document. Once approved, the document will return to you as the document owner to send to the client. Terry will receive the document first for final approval and signature before it is passed to the client. LinkedIn Sales Navigator **Helpful Video for us and clients on LinkedIn: Leveraging LinkedIn to Grow Your Business Snov A chrome application that helps scrape contact data off a webpage, such as LinkedIn Sales Navigator or Yellow Pages. For example, search for a person’s job title using specific keywords to come up with a list of results. Review to determine at which point the results are no longer accurate (starting further down the list and working backwards). Run Snov, using the icon on Chrome, enter in the pages to scrape (do not adjust the timeout minimum and maximum) and add it to a folder. The data on all the individual profile pages will be exported into a .csv file, which can be added into our database of contacts. Vary your keywords to get different results. Note: Snov is a purchased credit-based system. The system will not charge you twice for the same lead/credit. PandaDoc (Proposal System) The Sales & Events Administrator is the go-to expert and system manager for the PandaDoc System. Currently licenses are shared between the various teams (SMB team: [email protected]; SMB Success Coach team: [email protected]; Enterprise Sales: [email protected]). Sales personnel will be provided with the appropriate log-in information for their team’s license. PandaDoc System Components: Dashboard – Accessed when logged in at pandadoc.com. It is a quick glance guide and what your team has outstanding for documents, proposals that have been sent, expired or completed. Templates – The Sales & Events Administrator maintains the templates. Individual sales personnel should not edit template content. Content Library – This is the library of individual content modules that can be used to create a proposal using previously written and approved content for standard products and services. Product Catalog – The pricing catalog for all products, which can be added to the pricing table within a proposal to calculate the total contract value. Documents – This is where you can view documents/proposals that have already been started/created, sent, completed or expired. The Sales & Events Administrator will periodically file away completed and expired documents. Completed documents will always be stored on SharePoint (without payment information), which is the recommended access point post-sale to avoid triggering email notifications. Adding Content to a Document – hover over the area you’d like to add content items until a blue bar with a + appears across the page in your desired location. Click this to open a menu. From the menu select ‘Add from content library’. From which point, you will be able to search available library content elements to add to your proposal. Adding Products to the Pricing Table - click on the pricing table, which will bring you into a separate screen, where you can enter products from a product catalog. Apply the quantity, term (in months) for the number of monthly payments, and the appropriate discount, if applicable. Typically, a discount is applied to the first month or two. To accommodate this type of discount, you’ll need to add the product multiple times. For a discount on the first month only, for example, add the product to the pricing table twice. In the first line for the product, apply term 1 and the appropriate discount percentage. In the description, note that this is for the first month of service. In the second line, apply term 11 (assuming a 12-month contract), with discount set to 0, and note that this pricing applies to months 2-12. Sending Documents - When you go to send a document, be sure to set the document expiration to the date and time your quoted promotion ends. You’ll be able to audit how your client has interacted with the document and will receive notifications from the system when your clients access and review the proposal. Custom Proposals – Custom/non-standard products or services that are not cookie-cutter scenarios out of our product catalog (this primarily effects our Enterprise sales team), these documents have an additional layer of approval that must be done in PandaDoc. When you have prepared your proposal to the best of your ability, with the relevant content that helps answer the following questions: § What are we doing? § Why are we doing it? § Who is doing it? § Where are we doing it? § When are we doing it? · Is there a deadline that needs to be met? § How are we doing it? § What defines success? § How much does it cost (client cost)? § How many payments are anticipated? (This can be referenced using the ‘Term’ section on the pricing table) § Are there any special payment arrangements? When you send the document for approval, the Sales & Events Administrator, as well as the Director of Traffic & Production, for review. If all is well, it will be approved and returned to the salesperson to send for signature. If it requires changes, the document will be rejected, with notes for what needs to be updated supplied to the salesperson so that they can make the necessary changes. Once changes are made, it needs to be re-submitted for approval, before it can pass for signature. It is the goal that the review/approval process should happen as soon as possible after submission by the salesperson. Note: While the teams are on shared PandaDoc licenses, notifications for approval/rejection will be sent to all members on that shared license. Make sure that you are accessing the correct document. It is important that document names include the client company name for quick and easy reference. ClickUp (Project Management System) ClickUp is maintained by the Traffic and Production Team, and primarily, the Director of Traffic and Production. If your position requires you to submit new work requests, you’ll be granted access to this system. If your position does not require you to have access, but you still need to submit a new work request, these requests can be submitted via the Sales & Events Administrator, who will submit to the system on your behalf. Submitting new work requests: Project Request Form: When a new client comes on board, the initiation for work to be done is always started with a Project Request Form and a Project Brief. A project brief is required particularly when there are multiple elements to be completed. Task Request Form: Tasks requests are quick items that might be requested on behalf of a client, or items that are in addition to previously submitted project briefs, if the scope of work has increased. Tasks & Dependencies

All client and internal projects
are broken up into tasks, with assignees to complete each task. You can follow
specific tasks by selecting the icon at the top righthand corner that looks
like this:

Tasks within projects will be set
up with dependencies to automatically alert the next person in line. Tagging
for status awareness is not necessary.

When deliverables are complete and
require client approval, you will be notified that your task is ready to share
the deliverable with the client. For client approval, use the approval tool
within the Wrike system, selecting the attached file for approval and selecting
‘guest approver’. Approvals/requests for changes are due within 3 business
days, except for websites, which are up to 10 business days, to avoid
additional change fees. Final deliverables will be available in the Client
Public folder.

Success Coaches should pay
attention specifically to tasks that are assigned to them, or if a task is in

Pending SC – More Info Needed

, as the team needs your help to complete the
deliverable.

Client Approval Process in ClickUp 1. SC Assigned Task – Client Approval – Name of Asset 2. SC clicks on dependency task to get link for the final document to download 3. SC uploads it to their Client Approval Task a. There should be ONLY 1 Client Stakeholder that supplies us with the revisions or approval. They can work internally with their other members if needed, but we are to only get 1 doc back via the Wrike System. b. Send Client the document for them to review – 4. Click on the box next to the file 5. Always select “Start guest review” 6. Complete Email Address 7. In Personal Message Include –
o Asset Name needing to be approved o They can Add Revisions and Click Reject o Click Approved is no Revisions o Let them know they have until XX/XX Date to review or link expires, and asset will be considered client approved. o Assign Custom date of 3 days until link expires. o Click button so they can download o Click “Invite” Blue Button to send to client. Help Document for Client if they ask you about the ClickUp approval process, you should have already shared this with them.

Traffic helps with ClickUp.

HubSpot (Marketopia’s Marketing System) HubSpot is used for Marketopia’s email marketing campaigns (campaigns for the marketing of Marketopia’s services to prospective clients). Currently, custom campaigns (Prop-Rocket) offer the ability for Marketopia to run marketing campaigns through the customer’s HubSpot, which requires the client to provide Marketopia with an account within the system so that we can manage it.

The Lead Machine (Client Marketing System) The Director of Digital Marketing & Email Marketing Manager is the current expert for The Lead Machine, from the Digital Marketing Team, as he codes all the campaigns that go out through the system. We will be moving these campaigns to HubSpot in the coming months. The Sales Team currently uses this system by demonstrating live presentations of well-performing client accounts to other prospective clients considering Marketopia’s services.

MindMatrix (new Marketing system in test phase) MindMatrix is a new system, currently in testing by the Marketopia team, which should consolidate all digital marketing campaigns into one system, sync with the CRM system, and be able to provide reporting on the full path leads are taking with Marketopia. If successful, this system will also be rolled out for client campaigns as well.

The Portal The Portal is the online server where clients can access their digital asset deliverables and maintain their profiles and Lead Qualification Criteria.

LearnDash (4u2grow) LearnDash is the basic underlying tool for Marketopia’s eLearning system. The membership administrator for this system is the Sales & Events Administrator. Membership is included for all Mach Plan clients (two per account, preferably one principal/owner and one salesperson). Additional memberships are available for an additional fee. Members complete virtual sales training courses via videos and quizzes, and can earn certifications in their distinguished role (I.e., Marketopia Certified Sales & Marketing Manager or Marketopia Certified Account Manager). Certifications are also available for vendor Channel Account Managers, with content provided by CompTIA. Marketopia Wiki Page A location to store and reference general company knowledge that might be helpful across departments. https://cloudguru.sharepoint.com/Wikitopia/Home.aspx

Marketopia Service Offering Overview/ Types of Customers Marketopia’s Purpose & Goal As indicated above, our mission is to help MSPs, VARs, other IT Service Providers and Channel Vendors to grow their businesses, by providing them with more leads to help them close more sales and make more profit. More Leads. More Sales. More Profit. Full-Service Plans Mach Plans These are our full-service, syndicated content plans for our MSPs, VARS, and IT Services Providers - not available to vendors. In most cases, they include a custom website (no website plans are available for those who don’t require one), a series of 3 syndicated email campaigns per month (1 prospect email, 1 client newsletter, 1 referral email), 3 syndicated social media posts per month (1 Facebook, 1 LinkedIn, 1 Twitter), various print and digital assets depending on the plan, and appointment setting services, starting with Mach 1 ¼. Mach 1 does not include appointment setting services and requires the salesperson to qualify the company first before offering this service, as the client company is required to have a dedicated appointment setter in-house prior to selling. Our use of syndicated content is very structured and works through market exclusivity: we diligently make sure competitors in the same market do not see the same message shared to their customers. To ensure this, we create three versions of each deliverable, and assign each version to one of three ‘buckets’, to be used by up to three Mach Plan clients in each Metro Market (identified as A, B and C). Each bucket has a series of content that slightly differs from the others. So various metro areas might share the same content, but this would not be visible to their prospective clients, who are looking for local services. Once there are no more open buckets in a metro market, we consider that market sold out for Mach Plans, and only custom plans (Prop-Rocket) are now available, or other a la carte services, such as appointment setting. Note: The last Mach Plan in a market must be a Mach 3 or higher. Syndicated content is perfect for smaller businesses who cannot afford fully customizable content, by relenting to some more general topics versus ones that would be very custom and specific to their company. But because of our extensive knowledge of the IT industry, we’re able to create successful campaigns that routinely generate, and nurture leads for our clients. Websites are always custom, and our in-house design team utilizes WordPress themes to efficiently bring together an all-together custom piece of work in a short period of time. Website launch times are within 12 weeks of the start of a project. Where a client might see value in higher level Mach Plans or in the Prop-Rocket Plans is the number of pages that are included in the package. Additional pages can always be purchased/added on for an additional fee. For recurring clients, websites are refreshed after 3 years, to maintain a current and modern feel to the company. Contract terms were traditionally 12 months, with an auto-renewal policy, and requiring 30 days' notice of cancellation. If a client elects to not renew for the second year, they are also subject to an asset retention fee equal to two months of service. Contract terms of 24 or 36 months do not require an asset retention fee. Recently, clients have been more open to longer-term contracts because we’re able to lower the monthly fee due to the mitigated risk. Custom/Prop-Rocket Plans Our custom plans, also referred to Prop-to-Rocket, are our custom full-service plans that include no syndicated content. These plans can be utilized by either MSPs or Vendors, as all content is unique to them. For an MSP to participate, they would need to be a larger size to have enough MRR to afford these premium-rate services. The Prop-Rocket plans include all the same basic elements of the Mach Plans, and some enhanced features, including slightly larger websites, contact capacities in The Lead Machine, and higher-level appointment setting services. These plans are perfect for a company that wants to outsource all or most of their marketing and lead generation. The only service from a MACH Plan that is not included in Prop-Rocket is inclusion in the Peer Advisory Groups.

Marketing-Only Customers

Some customers have internal resources for outbound appointment setting or some marketing services but need a marketing agency that can supplement their internal team or be their outsourced marketing department. Customers that fit this profile will utilize our MACH 1 plan or a la carte Marketing services. Essentially, they are on a MACH plan that does not include a caller or piecemeal some elements of the MACH plan that they need help with versus purchasing the entire plan.

A La Carte Services Calling-Only/Appointment Setting Services In addition to our full-service marketing plans, Marketopia also offers calling-only services for a more targeted approach, for either purpose or budget. Sometimes it is due to the client or prospect already having another solution for their digital marketing, or perhaps they are unable to purchase a full-service package currently. Marketopia offers calling services for either Quarter (8 hours per week), Half (16 hours per week) or Full-Time (32 hours per week), and for levels 3 (lower experienced) up to 10 (highly experienced, inside sales professionals). Appointment setters vary in level and time spent calling per week, but all have a similar goal: set appointments for our customers with prospects that need help with a service their customer offers. So far, Marketopia has found great success with our level 3-5 callers, for both MSPs/VARs and vendor campaigns. Calling campaigns can either be for general appointment setting, to help pre-qualify sales appointments based on lead qualification criteria set by the client, or for event recruitment, if the client is hosting an event, they’re looking to recruit attendees to. A La Carte Marketing Services Additionally, Marketopia has an overwhelming suite of marketing products and services to offer on most any budget. Starting with monthly sales training subscriptions, as part of our sales enablement initiative, to help our clients not only find the leads, but to help them close them as well, and all the way up to custom toolkits and unique campaigns for some of the most well-known vendor names in the channel. Our goal is simple – to help our clients get more leads, more sales and more profit, and to grow as a result. There is always more to be done in terms of marketing to help improve the rate of growth within an organization. KPIs To help guide you in what you’ll be expected to report on, here is a list of KPIs you should be mindful of in your daily activities (divided by role) Growth Consultants · Prospecting Activities - How many outbound calls you’ll need to make weekly or monthly to prospects without existing opportunities · Pipeline – Prospecting activities will lead you to an opportunity pipeline, for which you should have a goal of 5x your monthly quota · Sales for Quota Relief - or the amount that counts towards your Quarterly or Annual Goal, which will be different from the Total Contract Value. Only revenue to be actualized within the current year is counted towards Quota Relief. There is, however, a commission structure for multi-year contracts. · Sales for Total Contract Value - the total value of the contract sold over the contract’s full term Enterprise Sales Team · Prospecting Activities - How many outbound calls you’ll need to make weekly or monthly to prospects without existing opportunities · Monthly Marketing Updates Completed - prospecting activities for recurring monthly service clients · Past Due Tasks – reporting on the number of tasks assigned to you or your client on the last Past Due Report Success Coach Team (SMB) · Monthly Marketing Updates Completed - prospecting activities for recurring monthly service clients · Pipeline - Prospecting activities will lead you to an opportunity pipeline, for which you should have a goal of 5x your monthly quota · Sales for Quota Relief - or the amount that counts towards your Quarterly or Annual Goal, which will be different from the Total Contract Value. Only revenue of the delta (upgrade value) to be actualized within the current year is counted towards Quota Relief. There is, however, a commission structure for multi-year contracts · Past Due Tasks – reporting on the number of tasks assigned to you or your client on the last Past Due Report

Important Meetings Monday Morning Meetings - Sales Team WAR and Pipeline Review Monday Morning Meetings (currently 8:30am – 10:30am) are mandatory for all sales personnel who do not have approval for time off from work. The structure of these meetings is we begin all together with 30-60 minutes of sales training/ announcements, before we break into two teams: SMB (growth consultants and success coaches) and Enterprise. When we break into two teams, each team then conducts its own WAR meeting (based on the EOS methodology). You will be provided with a book to read to help you understand the structure of these meetings, how to fill out the associated worksheet and how to participate. This book is borrowed and is not yours to keep. We share these books around the company as new employees come on board. The EOS WAR meeting structure is intended to be a highly efficient way to conduct a meeting, and how to escalate items to other departments/WAR meetings conducted by other teams. WAR meetings have two dedicated individuals for who conducts the meeting and who takes notes (always two separate people). We always have these key elements in our WAR meetings: · Mention of good news/something that went well in the last week · Reporting on To-Do's from Last Week · KPI’s/Metrics Reporting · Rock Status Reporting (3-5 projects you’ve committed to completing within the quarter, reporting either “On Track” or “Off Track”) · Pipeline Review · I/D/S (stands for Issues/Discuss/Solve) · Review of To-Do's to do this week · Rate the meeting (scale 1-10, non-verbally, show of hands) As part of the Metrics and IDS, these teams should also take a deep dive into their sales pipelines (run within HubSpot) to review what’s there, what’s realistic, and what’s needed to close the deal. The pipeline review is intended to help team members hold each other accountable. Notes are kept within each team’s WAR worksheet. A Scorecard should also be maintained, which is a roll-up of important KPIs that should be monitored over time. Worksheets are stored in SharePoint, in Sales Documents -> Sales WAR Meetings. There are separate worksheets for SMB Sales, Enterprise Sales and Sales Leadership. Be sure to enter information on the appropriate worksheet. One-on-One Meetings Every team member should have one-on-one meetings with their supervisor either weekly or every two weeks. You may need to request this from your supervisor. This time is to address issues that are more unique to your own role, and not intended for WAR meetings. It is also a time for your supervisor to coach you for continued growth and development within your role at Marketopia. Client Temperature Meetings The Success Coaches will maintain a client temperature status (Green, Yellow Red) for all active clients, depending on the reported quality of the customer’s experience currently with Marketopia. The Client Temperature Meetings (currently Fridays, 3pm-4pm) are a structured weekly meeting that allow the Success Coach team the ability to discuss worrisome client experiences directly with the services team (Calling and Digital Marketing) to identify actions to be taken to help improve the specific client’s experience. Quarterly Off-Site Events The sales team has initiated a new system of quarterly off-site meetings, where we each prepare a presentation (with an established structure) and present our goals/plans to the group. These meetings are held for a full or half-day at Terry and Andra’s home. It is important to prepare for this meeting accordingly. The presentations are a way for you and the team to hold yourself accountable for the goals you are setting for yourself. Attendance is mandatory for all team members. First Friday All-Company Meetings Every first Friday of the month, Marketopia conducts an all-employee meeting, starting at 11am. Those working remotely are expected to call in. This event takes place in the front picnic table area. It is a mandatory meeting for all working personnel, where Terry & Andra share with the whole company high-level revenue numbers, how we compare month-to-month and year-over-year, and how we’re pacing against goal. It’s also a time to share new company-wide initiatives, and to re-focus on our greater purpose: helping our clients grow. First Friday events always conclude with a catered lunch (organized by the Culture Club), so come hungry! Success Coach Client Recurring Meetings Monthly Interim Pipeline Update – This monthly recurring meeting is for clients with caller services half-time or above. This 30-minute meeting will take place on the 1st X-day of the month and should include the caller Team Lead. You will review the following: · KPIs and Metrics of the caller · Lead Feedback from the client · Review promotions offered by caller and tweak/change to try and improve results · Present Master Lead Tracker and verbally review with client · Obtain referrals Monthly Marketing Update – This monthly recurring meeting is for all clients, regardless of service or caller level. It is a structured 1-hour meeting scheduled for the 2nd X day of the month and is used to review campaign results make recommendations on ways to improve, really using your role as a marketing expert to drive strategy. · Presentations should be made in PowerPoint with Master Lead Tracker data included in it · Review telemarketing, digital marketing and traditional marketing § If we’re not providing the marketing in any of these areas, the client should be updating us on their efforts · Review KPIs and metrics from all campaigns · Lead Feedback from the caller · Discuss Products and Promotions offered · SC makes recommendations to change campaigns/ upgrade services used in the coming month to improve results (be confident in these recommendations) · Obtain referrals Quarterly Business Review (QBR) - This quarterly update meeting takes the place of the Monthly Marketing Update meeting in the month following the end of the contract quarter (not calendar quarter).
It will be 1-hour in length, and either Terry or Andra should be on the call to bring strength/confidence from senior leadership, showing that we truly care about the results they experience as a business partner. · Presentations should be made in PowerPoint with Master Lead Tracker data included in it · Review results from the prior quarter, make recommendations on how to improve the existing campaign, and recommend tailored service upgrades to help improve in weak areas · Explore opportunities to do more in new or other areas of marketing · Focus on improving results · Obtain referrals

Competitive Intelligence https://glasshive.com/ https://www.preshmarketingsolutions.com/ https://hunterartemis.com/ https://www.arsenalbg.com/ Abstrakt Marketing
- https://www.abstraktmg.com/ They pretty much offer everything we do except for peer advisory groups, and you won’t see them at any channel conferences. Pros: Less expensive, located in St. Louis (geographical advantage to prospects located in that area), larger organization (400+) Cons: Not MSP specific – they also focus on solar, roofing, commercial cleaning, construction, HVAC, material handling, realtor, loan officer recruiting Ulistic - https://www.ulistic.com/ Similar to Marketopia during its infancy. Offers everything we do. Headquartered in Canada. Pros: Less expensive Cons: Less mature company, less advanced, not US Based, calling solution less evolved (began end of 2019) TRIDigital https://tridigitalmarketing.com/ They are very good at branding and developing websites, and they also offer a CRM platform called Honey, which is similar to MindMatrix or other email automation platforms. Pros: Their branding and websites are top notch Cons: More expensive, doesn’t produce on-site appointments, SEO does not compete with ours. Doesn’t offer peer advisory groups. Focus is solely on branding and email automation. “If a website looks amazing but no one sees it, does it still look amazing?” Managed Sales Pros - https://www.managedsalespros.com/ Appointment-setting only competitor Pros: TBD Cons: No digital marketing components to their service. Based in Las Vegas – most employees are remote. Sapper Consulting - https://www.sapperconsulting.com/ Offers personalized email campaigns to prospects Pros: Personalized approach on mass scale; less expensive than a quarter caller and produces a similar result in terms of opportunities Cons: They work off their own list, and do not offer integration to most PSAs/CRMs Pronto Marketing - https://www.prontomarketing.com/ Service offerings similar to Mach 1 – without peer groups - with 100% templated material Pros: Less expensive, they will customize your site for free if you give 100% direction - unlimited Cons: 100% templated websites and materials, everyone looks the same, hurts SEO JoomConnect -
https://www.joomconnect.com/ Service offerings similar to Mach 1 – without peer groups - with 100% templated material Pros: Less expensive, they will customize your site for free if you give 100% direction - unlimited Cons: 100% templated websites and materials, everyone looks the same, hurts SEO Robin Robins Technology Marketing Toolkit - https://www.technologymarketingtoolkit.com/ and https://robinrobins.com/ Has the largest MSP following of any marketing solution in the channel. Offers programs like the Mach 1 ¼. There is an elite group called “The Producers Club,” that has a select few MSPs that receive a program comparable to ours. Pros: Has a raging fan base, less expensive Cons: 100% templated material, marketing recommendations is old-school, more of a toolkit The Tech Tribe https://thetechtribe.com/ Mach SS competitor with very strong community and forum for that community. 7 Figure MSP/Chris Wiser https://thewiseragency.com/ https://7figuremsp.com/ Mach SS, eLearning, and Peer Group Competitor
MSP Sales Advantage https://www.mspadvantageprogram.com/
Mach SS competitor

Channel Community Groups IT Nation Evolve (formerly HTG) - Peer group that focuses on business operations. Owned by ConnectWise. Meets quarterly for two days. The Producer’s Club – Robin Robin’s group of elite MSPs. Offers similar solution to our Mach Plans with peer advisory groups included. CMIT - Franchise MSP community. 200+ locations nationwide. Direct competitor to TeamLogic IT. TeamLogic IT - Franchise MSP community. 200+ locations nationwide. Direct competitor to CMIT. 7 Figure MSP – Chris Wiser’s community. Offer motivational and growth-focused peer groups via Facebook and Sales Coaching. Also offers quarterly regional in-person events. TruMethods - Ran by Gary Pica. Focuses on go to market strategy. Main focus is only charging $150 per user with full-service solutions. Recommends against project/hardware only work. Ingram Micro TrustX Alliance – Ingram Micro inner peer group. CompTIA – Educational community that focuses on best practices. They host events throughout the year and offer services for various certifications.

Growth Analyst Process Breakdown Helpful Video: Overcoming Cold Calling Objections Helpful Video: Best Practices Lead Generation: Inside Sales Calling & Appointment Setting Summary of Steps: 1. Set Appointment 2. Update Notes in HubSpot 3. Run Assessment 4. Nurture into presentation with Growth Consultant when they are prepared to make a decision within 30-60 days. 5. Send HubSpot link, recording and assessment to GC with calendar invite for Growth Plan Pitch. Territories/ Target Prospects As a Growth Analyst, you’ll be assigned to support one or more Growth Consultants, and will align your prospecting territory with their sales territories. You are expected to make a minimum of 250 calls weekly to prospects. Setting Appointments 1. Aim for a minimum of two appointments per day 2. Always be sure to include the owner, president or a partner on the assessment call. 3. Always outline what will be taking place at the initial meeting- “Understanding company name’s Growth goals – Marketopia. 4. Send a Microsoft Teams dynamic link and be sure to record all assessments. The Assessment · This should be set with a calendar invite sent to the prospect, titled “Understanding <<insert company name>>’s Growth Goals – Marketopia". · Open a Deal in HubSpot in preparation for the Assessment call. Set stage as Growth Assessment Scheduled and fill in unknown data with TBD/$0 until more information can be collected during the assessment.
1. The main objective of the assessment is to Identify how many leads per month the prospect needs to achieve growth goals. To do this you must go through a series of open-ended questions to better understand the client’s needs. The best way to get the answers you need is to ask an open-ended question like “give me the 50,000-foot overview of your business and how you got started?” The following are all the questions you must know the answers to in order to create a solution that leads to a new Marketopia Client. a. What made them go into business? b. How long have they been in business? c. Have they always been an MSP? d. Geographic markets they serve? e. How many employees? f. Do they have a designated Salesperson? g. What are their current marketing/lead generation activities? h. Do you have an internal marketing or inside salesperson? i. Have you tried outsourcing your marketing? j. How much are you currently investing in marketing monthly? k. Do you think you are investing enough? How much do you think you should be investing to grow your business? l. Are you a member of any peer groups? m. What does your target client size look like? n. Do you focus on any verticals or industries? o. Do you feel your current collateral makes you look polished and professional? p. How do you get leads now? q. How many onsite appointments did you go on in the last 12 months?

2.
The next step is to understand the prospect’s current performance and revenue. Start off by explaining that these questions are designed to help us identify how many leads it will take for them to achieve growth goals. a. What is your current annual revenue? b. What is your current average monthly revenue? c. How many clients do you have? d. What percentage do you want to grow your revenue by over the next 12 months? e. What is your company’s net profit plus what owners take home? f. How long does your average client stay onboard? g. What is your closing percentage?

PAINT notes are as follows:

P – Pain

A – Attendees

I – Industry

N – Need

T – Timeline to purchase 5. The goal in handing off the prospect to the GC is to create as much elevation as possible so that the prospect feels it is a privilege to spend an hour with them.

Sales Process Breakdown Helpful Videos for Sales: ·      Deep Dive into the Marketopia Sales Methodology ·      Overcoming Cold Calling Objections ·      Organizational Tips for Salespeople to Streamline Efficiency & Productivity ·      Improving Sales Performance with Solution Playbooks ·      Leveraging Sandler Sales Institute Techniques to Improve Sales Performance Identifying & Prospecting Prospecting is a mandatory part of sales at Marketopia. While some roles are more dedicated to the activity than others (BDRs, for example, are 100% dedicated to prospecting), it is still a required activity that all sales personnel need to report on as part of their KPIs. Knowing where to prospect is assigned based on your role. Territories/ Target Prospects Growth Consultants – As a Growth Consultant, you’ll be assigned a particular territory from which you can prospect from. Growth Consultants should not stray outside their assigned territories, unless you are covering an event. If you are at an event, you should engage with all prospects, regardless of territory, and if they are not located within your territory, you should enable a smooth transition to the appropriate salesperson at the earliest convenience. Success Coaches (SMB) - SMB Success Coaches need to prospect from their existing client base, by making relevant recommendations through Monthly Marketing Updates. Every client should have an Annual Marketing Plan that includes an increase in services to help them achieve the required number of leads to attain their goals. It is the Success Coach’s responsibility to hold them accountable to their plan and to make regular recommendations for the purchase of new products and services to add to their previously purchased suite. Enterprise Sales – Enterprise Sales works differently than Growth Consultants, where they are not assigned a geographic territory, but they will be assigned individual companies (for pre-existing relationships) and have the opportunity to go out and claim new companies by initiating relationships with new prospects. Performance Metrics Expected performance metrics by role: Number of Prospecting Calls Made Weekly ·      The BDR/Growth Analyst Roles will be Managed to a 260 daily blend and 5 held appointments per week. Blend is calls made pls minutes on the phone. ·      Growth Consultant – 200 ·      Senior Growth Consultant (supporting other GC closing efforts) - 25 ·      Success Coach (SMB) – based on Monthly Marketing Updates ·      Enterprise Sales – 50s Quota All sales personnel with a sales goal should have 5 times their monthly quota in their pipeline to have enough leads to meet quota. This should be logged in HubSpot with what you feel to be an accurate probability of closing by your specified close date (probability is determined by the Deal Stage). Probability Accuracy is important! Leadership will use total pipelines x their probability to estimate how much work will be coming in, and how to staff accordingly. You will report on this in your weekly WAR meetings, and immediately following these meetings is when it will be shared with the other departments for planning. Connect/Arrange for Marketing Assessment After you’ve connected with an interested prospect, the next step is to schedule a 30-minute call where you can conduct a Marketing Assessment with them and any other decision makers, so you can get a better idea of where their company stands currently, including current revenue, number of current clients and close ratios, and an understanding of how much they’re looking to grow their business by. ·      This should be set with a calendar invite sent to the prospect, titled “Understanding <<insert company name>>’s Growth Goals – Marketopia". ·      Open a Deal in HubSpot in preparation for the Assessment call. Set stage as Growth Assessment Scheduled and fill in unknown data with TBD/$0 until more information can be collected during the assessment. ·      Schedule the Marketing Assessment activity, for which you should see reminders on your dashboard when the activity comes due, and you’ll be able to open and add notes during/at the conclusion of the call. Assessment Goals: Helpful Video: The Art of Listening **Helpful Video: Perfecting Your Elevator Pitch 1.     The main objective of the assessment is to Identify how many leads per month the prospect needs to achieve their growth goals. To do this, you must go through a series of open-ended questions to better understand the client’s needs. The best way to get the answers you need is to ask an open-ended question like “give me the 50,000-foot overview of your business and how you got started?” The following are all the questions for which you must know the answers to create a solution that leads to a new Marketopia Client. Use the Marketing Assessment Worksheet when conducting these calls to help you calculate the leads they need. This call should be recorded, and you should inform the client of this, so you are able to refer to what was discussed while drafting a solution for them. a. What made them go into business? b.
How long have they been in business? c.
Have they always been an MSP? d.
Geographic markets they serve? e. How many employees? Designated Salesperson? f. What are your current marketing/lead generation activities? g. Do you have an internal marketing or inside salesperson? h.
Have you tried outsourcing your marketing? i. How much are you currently investing in marketing monthly j. Do you think you are investing enough? How much do you think you should be investing to grow your business? k. Are you a member of any peer groups? l. What does your target client size look like? m.                Do you focus on any specific verticals or industries? n.
Do you feel your current collateral makes you look polished and professional? o.
How do you get leads now? p.
How man on-site appointments did you go on in the last 12 months?

2. The next step is to understand the prospect’s current performance and revenue. Start off by explaining that these questions are designed to help us identify how many leads it will take for them to achieve growth goals. a.What is your current annual revenue? b. What is your current average monthly revenue? c. How many clients do you have? d. What percentage do you want to grow your revenue by over the next 12 months? e.What is your company’s net profit plus what owners take home? f. How long does your average client stay onboard? g.What is your closing percentage

3. All this information sets the stage for the growth consultant to convey how many leads it will take for the prospect to achieve their growth goals. The Growth Consultant can use this information to help the client understand that if they don’t invest in marketing, they will not achieve their growth goals. Most MSPs survive on word of mouth and referral business and that is not a sustainable business model. Suggesting the client be prepared to invest 3-5% of their total growth goal to achieve it seems to be a great rule of thumb. This puts a number in their head and sets an expectation prior to the 2nd meeting where you will be presenting a solution. I highly recommend against presenting the solution within the same meeting as time and location have not had a chance to change and therefore trust has not yet been able to form to a level that will result in a partnership. Marketing Assessment meetings should be logged in HubSpot as both a Meeting titled ‘Marketing Assessment’ (pulled from your Outlook calendar) and by updating the Deal to the appropriate stage), including the Marketing Assessment worksheet information. Before you conclude the call, you should schedule the follow-up call where you’ll present their personalized proposal to help them meet their unique goals (number of leads needed to meet revenue goals). The pitch should never be presented on the same call as the Marketing Assessment. This pitch call calendar invite should be titled ‘Marketopia Growth Plan - <<insert company name>>’. This should be set for 90 minutes, and you want all decision makers on the call. If the follow-up call is scheduled, the opportunity stage should reflect this. Helpful video for potential clients on edge about investing: Finding your 3-10% Marketing Budget Helpful video for closing the deal: Winning More by Discovering the “Why” The Pitch The pitch is an exhausting 90-minute call, where you present through screen share a presentation of what a full-service marketing plan can do for them. For Mach Plans, use the Introducing the Growth Machine_ Mach Plans PowerPoint template. For Custom Prop-Rocket Plans, use the Introducing the Growth Machine_ Custom Plans Prop-Rocket PowerPoint template. A La Carte Vendor Channel Pitches can reference this Channel Marketing Creative Portfolio for creative examples. The template should be customized for each presentation with the client’s logo on the title slide, and you should include their Marketing Assessment at the beginning of the deck, as well as the goals they’re looking to achieve. 1. The presentation should be about what the client needs to achieve their growth goals, not what the GC thinks they will buy. The prospect will respect that you are confident in Marketopia’s ability to achieve their goals. If the client chooses to start with a smaller package or A La Carte item as opposed to what the GC prescribes, that gives the Success Coach Team the ability to upsell while the GC maintains integrity for Marketopia and its original marketing recommendation. This will be documented in the New Client Brief and the success team will then be able to use it to encourage the client to invest in more services over time. 2. At the end of the pitch, always create an impulse in the form of an expiring promotion once getting the client to state this is what they need to do, and they are committed to achieving their goals. Procrastination is Marketopia’s biggest competitor and urgency is your best closing tool as a GC. A GC that sends proposals without an expiring promotion will not close at a much lower rate VS one that does. 3. Also make sure you never let a prospect off your calendar!!! Even if the meeting is 6 months away, KEEP THEM ON YOUR CALENDAR… Before you conclude this call, you should schedule a closing call with them. The calendar invite should be titled “Marketopia Partnership - <<insert company name>>” and should be scheduled for 30 minutes. All decision makers should be on this call. **Helpful Video: Turning A “No” Into a “Yes” The Closing Call 1. After you send the proposal and made sure you had a “Partnership Discussion” meeting on your calendar prior to the expiring promotion, make sure you never go into the call with an empty clip…

Always have something in your back pocket that you can use to close the deal. – extra contacts, additional first month discount, etc. use the monthly promotions to your advantage by holding some of them back until this call. Internal note: Marketopia operates off a 10% profit margin, so this is something to keep in mind when negotiating with promotions. If more than 10% on a 12-month deal is given in a promotion, Marketopia has essentially lost all profit for that deal for the first 12 months. If they are unable to give a verbal commitment and are looking to postpone it to a later date, identify a date with them that would be good to follow up with them about investing in their marketing and future goals. If they delay, remind them that every day they wait, delays when they’ll be able to achieve those goals or would require greater investment to keep their timeline. Sale Won - Client On-Boarding Process Step 1: Authorized Marketopia representative reviews and signs contract and then customer signs contract · Once the client signs the contract, the Accounts Receivable rep sends out an email with the link to the signed contract on SharePoint, alerting Traffic, Finance and Sales (without payment information). Step 2: Marketopia Finance Department secures payment method. o
IMPORTANT STEP Finance sends out an email alerting Sales, SC and Traffic & Production with a cc to Andra & Terry. This gives Traffic the green light to assign work. Without payment confirmation, or approval from Terry or Andra to start without payment, nothing starts. Accounting is copied on receipt of signed contracts to ensure a response as quickly as possible for processing payment against a newly signed contract. Step 3: GC/SAP/Enterprise Sales to ensure HubSpot profile is as complete as possible, including: o Physical Address, Phone Number, company name, website, PSA/RMM Tool, Annual Revenue, etc., etc. filled out o Lead Source for Opportunity is properly credited o Every contact we’ve met at the company entered in HubSpot o “Marketopia Type” Field = “Marketopia Reseller Client” or “Marketopia Vendor Client” depending on the customer o Account Owner is switched to the appropriate SC (SMB only) You will receive tasks from HubSpot reminding you to update this information. Be sure to mark the task complete when done. Step 4: GC/SAP/Enterprise Sales to fill out and submit the New Client Brief/Project Brief – Done within 2 hours/same business day from Accounting email o The Brief is the tool to transfer all essential information to the rest of the team on the goals the client has for the project, and anything specific to the client or promises possibly made or discussed that could be brought up by the client. o Have client complete the Creative Brief in preparation for the Internal & External Kick-Off Meetings o After the External Kick-off Call the client should sign the Project Brief as agreement to the items outlined in the brief. Step 5: GC/SAP Enterprise Sales sends three emails: Done right after Project Brief is sent a. Email to Traffic & Production, SC, Team Lead, as well as any Agency Leader involved in the Project (content, creative, call center, digital, etc. etc.) the assessment as well as the Project Brief i. Assessment should be saved in SharePoint in the “Prospect Assts” folder ii. Project Brief should be added to the client folder

b. Email to the customer, introducing their success coach (assigned by SC Team lead) i. Language for email:

“(Customer Name), Congratulations on your decision to partner with Marketopia! We are extremely excited to help grow your business via the (solution selected). (Client Success Coach Name), could you please reach out to (Customer Name) and help them through our first onboarding steps?

c. Email to “Marketopia – All” introducing the new customer to the company. i.
Language for email:

“Marketopians, please welcome our newest (solution selected) client to the family! (Customer Name) is our newest customer. (SC Name) will be their success coach. Let’s grow their business!” Step 6: Traffic Enters Task in Wrike, sends Portal Invite to client, sends Slack invite to client and sets-up Internal Kick off Meeting – Portal and Slack invite go out within 2 hours of Project Brief being received and Internal Kick off within 24hours o Traffic needs the sales project brief for client contract information to set up Portal and Slack o The Kick-Off Meeting should include Traffic & Production, as well as any Agency Manager involved in the Project (content, creative, call center, digital, etc., etc. o Depending on type of contract Traffic can just enter the tasks into the system with dates based off Contract (Examples: Mach Plans, BDR/Calling Only, Sales Jet Packs, etc.). o SAP and Enterprise Contracts - If it’s custom (anything not standard in our processes or products), then Traffic will need to build out the timeline and communicate it back to the SC via the Project Brief. That way it’s captured for your External Call, and you have them sign an agreement. The tasks also go into Wrike with those deadlines and it’s up to the SC to keep the client to the timeline or they will slip and change. Step 7: Internal Kick off Meeting – Within the first 24 hours o This meeting is critical that everyone knows the project overview and goals. It’s the time that the Front-end Sales/SC downloads everything they know to the Agency Team. Step 8: GC sits in on the Welcome Call/External Kick-off with the Client Success Coach and Customer – Within 24-48 hours, as long as the Portal is completed o After client completes Portal o The GC must be on the entire call. A call will not happen unless Enterprise Sales or GC is present. This ensures a smooth hands-off and that anything discussed previously with Sales can’t be differed. Final Step: After Step 8, Wrike will layout all further on-boarding tasks with due dates and further information on your role during your client’s project. Sale Lost Document reasons for sale lost - Be sure HubSpot has all notes related to reasons the sale was lost, so either the GC or BDR can follow up with the prospect later to try and re-engage. If Delaying Purchase, get verbal commitment to re-visit on a particular date that fits their buying schedule. Schedule a call with the client – stay on their calendar whenever possible. If going with another vendor, set a 30-day follow-up reminder for yourself to check how on-boarding is going. Typically, on-boarding is a rough time for a vendor and client, and a lot of holes can be exposed at this time. It might be a time to take advantage of buyer’s regret. If all is going well, plan to follow up with them 2 months before the end of their current contract and set a reminder for yourself. No-Sale, include prospect in your list of prospects to continue to follow up with every 3-6 months, to attempt to re-engage.

Client On-Boarding/ Account Servicing After kick-off tasks are set for new accounts, the assigned Success Coach should complete/be aware of the following as a continuation of client on-boarding: Note: BDR/Calling services: start 11 days after the Portal profile and on-boarding tasks are completed by the client · Set up meetings (via calendar invites/ Teams meeting links) for the first 90 days · Calls to be included · Set up Monthly Marketing Update calls (via calendar invites/ Teams meeting links) · Set up Caller Campaign Review Meetings (for half-time caller campaigns and above; 2 weeks apart from the monthly Marketing Updates · The goal of this call is to review results for set appointments to credit the caller appropriately for commission purposes · Client contact/ relevant client team members review Sales Training on our eLearning platform. Up to 2 named members per Mach Plan included, or subscriptions can be purchased A La Carte. Certifications attained are per named individual and require annual maintenance/professional development. · Client contact/ relevant client team members invited/encouraged to participate in the 4u2grow Peer Advisory Groups (for Mach Plans or A La Carte Service Purchase: Peer Group Membership). Up to 2 named members per Mach Plan included. Additional memberships are available for a monthly fee. · SC sets tone/goal for client of 1 upgrade/service addition per quarter until results received are results required to meet desired revenue goals · Deck outlining Taking A Website Live Helpful video for clients with Appointment Setters: Setting Up Your Appointment Setter for Success Helpful video for all clients: Quality vs. Quantity: What Does Your Business Need? **Helpful video for all clients: Defining and Scoring Leads

Up-Selling/Cross-Selling for Recurring Monthly Clients Client up-selling and cross-selling all start with a plan to help them achieve their desired level of monthly results and hold the client to their commitment to that plan. This is done through Monthly Marketing Update meetings, where you report/review recent results from the month before, address areas of need and set goals for the months to come, including the purchasing of additional services to help the clients achieve their goals. In most cases, clients do not commit up-front to the level of plan needed to receive the number of leads required to achieve their organizational growth goals. It is then the responsibility of the Success Coach to help guide the client towards services that will increase results (either quickly or gradually, depending on the client’s available budget), until they receive the desired number of leads. A great tool to help clients plan out periodic service increases is through the joint creation of the Annual Marketing Plan. Annual Marketing Plans help the client set down and plan for committed plan increases to help improve their own results. If the plan is well crafted with client buy-in, it should make the process of new service buy-in easier, because the client has already verbally committed to these goals. Of course, situations do change, which may affect those goals. It’s important to re-visit these plans monthly and adjust as needed, documenting when the adjustment took place and for what reason. If a client decides to delay formal commitment to these additional services, it is important to remind them that this will continue to delay the expected date of achievement of their long-term goal. If their goal is to reach a certain business valuation level for the purposes of selling and retiring, then the plan in place is designed to outline the steps that need to be taken to achieve that goal by a certain date. By delaying the commitment to additional services, they will be delaying the end date for the long-term desired result. If a client is short on funds themselves, another source of funding may be from MDF/BDF (Marketing Development Funds/Business Development Funds) provided by a vendor. These funds must be applied for to each vendor and are used to help fund marketing and business development campaigns for our clients to re-sell the vendor’s products. **Helpful video for our clients regarding MDF: Leveraging Vendor Co-Marketing Funds to Increase Sales and Growth These new product/service sales or the delta between plan level upgrades will be credited towards your monthly quota.

Quota & Commission Quota Quota is the monthly/quarterly/annual goal set by the Director of Sales for each member of the Sales Team (for those actively pursuing sales for commission purposes). Credits towards quota are only from new-value sales for the first twelve months. Example 1: Growth Consultant Sale – 36 Month Mach 2 In this example, the Growth Consultant will only have quota relief from the total for the first 12 months of the sale. Because there is a certain amount of expectation in client renewals, be they 12-, 24- or 36-month programs, these additional years do not count towards quota. Example 2: SMB Success Coach – Upgrade from a 12 Month Mach 2 Plan to a 36 Month Mach 3 Plan In this example, the quota relief is in the delta of the monthly payment for the first 12 months of the contract. So, the value of the new plan ($7,500 for example) minus the value of the new plan ($6,500 for this example), would leave a delta of $1,000 per month. This delta times (x) the first 12 months is what would count towards quota relief ($1,000 x 12 = $12,000). Example 3: SMB Success Coach – Mach 2 client purchases a custom blog campaign (example: 1 blog might be $1,000 x 6 months (1 blog per month) for a total value of $6,000). The value of this sale is entirely for new services rendered, so the full amount would count towards the Success Coach’s quota relief. Quota relief should be tracked in HubSpot, as a manual-entry field on each opportunity. Contract Upgrade Value should be tracked in HubSpot as a manual-entry field on each opportunity for increases to the monthly amount rendered. Commission Commission is the percentage of the sales earned by the salesperson who closed the deal. Commissions vary based on the type of sale. Initial Recurring Monthly Purchase - Commissionable sales are based on TCV, excluding Digital Spend dollars with no management fee. See your offer letter for a commissionable rate. Upgrade of Recurring Monthly Purchase – Only the delta between the new monthly spend and the old monthly spend, for the first 12 months, is commissionable. See your offer letter for a commissionable rate. Project (paid in advance) - Commissionable sales are based on TCV, excluding Digital Spend dollars with no management fee. See your offer letter for a commissionable rate. Digital Spend - Currently, digital spend dollars do not qualify for commission, as these funds are a direct spend budget for purchasing digital advertising, requiring that these funds be spent at Google, Facebook, etc. *Note: Sales are not commissionable until payment is received. Commission will be paid in the next pay cycle. MDF Campaigns – Who Owns the Lead? MDF (Marketing Dollar Fund) campaigns which have involvement of the vendor in the campaign can lead to a gray area as to who actually owns the lead – SMB or Enterprise? If client/Marketopia SC generates the lead for 5 or fewer Marketopia clients, the MSP/Marketopia Success coach gets 100% the commission is 100% to the SC. If the client/Marketopia SC generates the lead combines Marketopia into a block of MORE than 5 MSPs and goes to the vendor for funding, they should engage the Marketopia vendor rep to mount the campaign to the vendor. The split is 50/50 between the SC and Enterprise rep. If the Enterprise Team originates the lead by working with the vendor, the commission split is based on who is funding the campaign. If the Campaign is 100% Funded by the Vendor – this lead and resulting campaigns of Marketopia SMB Clients are credited to the Enterprise salesperson. If the Campaign is Partially Funded by the Vendor and Partially by the MSP – For those Marketopia clients who qualify for the MDF campaign and would like to capitalize on it, the commission would be split 50/50 by the Enterprise and SMB salesperson.

Client Referral Bonus Put simply, happy clients are your best salespeople. Current clients can receive up to a $250 Amazon Gift Card commission bonus for referring a new client to Marketopia who signs on for monthly services. To qualify, the client will need to introduce the referral contact via email to the Success Coach prior to the sale. Referral prospect sales of Quarter-Time, Half-Time and Mach 1/ Mach 1 ¼ services qualify the referring client for $125 in Amazon Gift Cards. Mach 2 and above qualify for $250 in Amazon Gift Cards. As a motivator for the Success Coach team to remind/recommend this option to clients, the Success Coach will also receive up to a $250 commission bonus on the closed sale (it follows the same structure as the clients but will be applied to your commission check). It pays to ask! For the Enterprise team, this commission will only go to the Success Coach if the client gives the referral to the Success Coach. This is different than SMB as Enterprise clients are basically co-managed by the Success Coach and Growth Consultant. Marketopia will supply the client portion of the referral bonus. The Success Coach bonus is taken out of the Growth Consultant commission on the referred sale. The GC must track this in the HubSpot Deal and notify Accounting when it closes. The referral bonus commission for the Success Coach is deducted from the GC’s commission on the sale.

Client Off-Boarding Sadly, clients don’t always stay with us forever. Whether it is our fault, the clients’ fault, or some outside force, we do lose customers sometimes. Offboarding customers is always sad, but we do have a process in place for when customers decide to discontinue their business relationship with Marketopia. Any recurring monthly contract will have an auto-renewal clause. In most cases, customers must provide 30-day notice prior to the last day of their agreement, letting Marketopia know that they will not be renewing the agreement. The non-renewal notice must clearly state that the client is cancelling, not suggesting that they might or are considering cancelling. If you have any confusion about a particular customer’s requirement for cancelling services, look at the “TERM” section of their contract. If we can’t save the client and need to offboard, the first step is to send an email to the Accounting Manager, Director of Traffic & Production, Manager of Client Success and VP of Sales. This must be done as soon as the customer gives 30 days' notice, so no future invoices are created or billed. Traffic and Production will put tasks in Wrike to off-board. As far as the Client Success Team goes, our primary responsibility is sending the client any assets/deliverable we owe them including, but not limited to, the website, trifold, calling rollup and anything else we owe them. Lastly, the CSC must close out any lingering open opportunities, change the Company Type in HubSpot to “Marketopia Reseller Prospect” and transfer the account back to the GC that owns the territory.

Sales Team Member Participation at Industry Events Who attends events is determined either by assigned region, applies to vendors specifically, or applies to the full hunter sales team. The goal of attending these events is obviously to make connections and close sales. Occasionally, the Success Coach team will also participate, but this is typically at the two largest events only: DattoCon (~June) and IT Nation Connect (~November). Success Coaches are expected to attend these events because so many of our clients already attend them. Some other events that we routinely participate in throughout the channel include: · ChannelCon · ChannelPro SMB Forums (regional events) · CMIT Convention (for CMIT Solutions franchise owners, put on by their corporate office) · DattoCon · IT Expo · IT Nation Connect (ConnectWise’s large IT Nation event in the US each year) · IT Nation Evolve (ConnectWise Peer Groups, formerly HTG), 4 quarterly events Some others that are occasionally included in our event calendar: · 7 Figure MSP, put on by The Chris Wiser Agency · B2B Marketing Exchange – an event identified for vendor prospects · Channel Partners Conference & Expo · Channel Partners Evolution · Sirius Decisions Summit · SAP Global Partner Summit · ASCII Success Summit The Sales & Events Administrator will handle the managing of all sponsorship deliverables, as well as the booking for all event logistics, including flights and hotels. While there are rare exceptions, it is Marketopia’s policy to have one person per bedroom. We either stay at the host hotel, a multi-bedroom Airbnb/VRBO, or an offsite hotel. Reservations will be made accordingly. Once flights or non-refundable hotel rooms are approved by the salesperson, any changes for personal reasons are at the salesperson’s expense. **Helpful Video: Building Business Relationships Through Networking Events Traveling Salesperson Responsibilities Prior to Departure: o Prepare the booth a few days before departure – open and review that the booth has all items you need. There are two bags for each booth: An airline-approved golf club transport container and a large suitcase. These items have labels for “Booth 1” and “Booth 2”. Please take one complete set. o Confirm all items are included in the booth that you will need and confirm that there is no damage: § Suitcase Items: · Backdrop Frame Poles · Backdrop fabric · Lights for backdrop · Power Strip · Extension cord · Flyer container clip board o Fill with flyers that meet the needs for this event · Money Case · Business Card Collector box · Pens · You Guess It You Win It paper slips § Golf Bag/Container: · Pop-Up Banners (in travel cases, with support rods in sleeve slot) · Tablecloth – confirm this is not stained If you discover damage: report it immediately to the Sales & Events Administrator. If timing does not allow for repair or replacement, you may be able to switch items out from the other booth set. Trade Show Etiquette: · Consider yourself on-duty at all times during an event, from the moment you wake up to the moment you go to bed. · Booth time is required – the Sales & Events Administrator will try to block your calendar for these specific times. Be aware of the event schedule and do not book meetings when you are covering the booth. · Attire – Either Marketopia gear (preferred) or business attire is expected. Always dress professionally. · Personal Items at the Booth – Sometimes you will need to have personal items at the booth during open booth times, due to flight scheduling. Always make sure personal items are not in view at the booth. If necessary and possible, check your personal luggage with the venue to be held until the event concludes that day. · Eating in the Booth – Sales personnel should make every reasonable effort not to eat in the booth, to avoid materials becoming dirty and to avoid giving anything but the best impression possible to event attendees. If you absolutely must eat in the booth, be sure it is not during open booth hours, and be sure to remove all food and dish items in a timely manner before the booth re-opens. No matter what the event, it is important for the sales team to consider themselves on-duty and always working during the event, whether or not prospects/clients are specifically present, excepting personal time to refresh for the next day. Team members should make themselves as available as possible and position themselves for the likeliest possibility of conversations with prospects. Upon Return: · Review all booth materials to ensure no damage. If there is damage, report it immediately to the Sales & Events Administrator. · All leads, business cards and opportunities must be entered into HubSpot within 5 days. · All leads from the event should be followed up within 1 week of return. · Report back to the Sales Administrator within 1 week how many appointments were generated at the event, and a list of key company contact connections that were made, as an easy review of the event when considering attendance for the following year(s). · Expenses incurred related to other elements of travel, including food & beverage not covered by the event, airline baggage fees and transportation (ride share services, such as Uber or Lyft), should be documented, receipts collected, and the completed expense report submitted to the VP of Sales for approval of payment, to be included in the next round of paycheck processing. Sales personnel should reference the master Marketopia employee handbook for current policies according to per diem allotments for food, transportation, and other various travel expenses. Sales Team Member Participation at Marketopia/4u2grow events Marketopia will host a variety of events throughout the year. Sometimes this is limited to a dinner or reception, often built on top of another larger event. Other times, Marketopia will host stand-alone events, frequently under the 4u2grow educational brand – intended to bring sales & marketing best practices to our prospects and propping up Marketopia as an outsourcing solve to accomplish these best practices, without the burden of figuring it out internally. Marketopia has traditionally held two different types of events under the 4u2grow brand: 4u2grow Roadshow events – Regional, half-day events, frequently held at a venue like TopGolf. Typically, 3-4 hours of content, followed by a couple of hours of Topgolf play, food and beverage. The 4u2grow Annual Conference – A 2-day event packed with content. Traditionally it was everyone arrived on Wednesday for a welcome reception, the event kicked off first thing Thursday with a full day of Marketing content, and Friday was a ¾ day of Sales content, with guest speakers brought in to complement the message shared by Terry, Andra, and other Marketopia leadership speakers.Sub-Headline

The structure of this event is evolving, and for 2020, we are testing instead having three one-day events: two extended pre-day events as part of the DattoCon and IT Nation Connect conferences, and a third at Marketopia HQ to accommodate clients who are not attending DattoCon or IT Nation. Content will be reduced slightly, but with the added exposure to all conference registrants, who will have the option to sign up for the Marketopia pre-day free of charge.

This version of the 4u2grow Conference will take place in the day(s) leading up to the larger conferences and will require attendees to register for the larger host conference (if attached) to attend. For either style of event, these are planned and managed by the Sales & Events Administrator, with direction provided from Terry & Andra. Both types will target MSPs, VARs and IT Service Providers, with the larger events having the bonus of Marketopia exposure to other vendors within the channel who are participating as a conference sponsor.