9报告reports总结报告summary report

1、GMIC 2011Sponsorship surveyGraph450% jumMICsponsorship within 1 year!5,840,000RMB1,295,000RMBGMIC 2010GMIC 20113 disctinct groups of SponsorsA-­levelB-­levelC-­level172.524225134186.5# of companiesMoney raised (0,000 RMB)GMIC 2011Sponsorship surveySummarySummaryWith an increase of 450

2、% in the sum of money raised and thesponsorship agreement, the sponsorship operation have been a great GMIC 2011.of 41success forAs the value of our the conference increase every year, we can augment our incomeby just renewing existing sponsors.The points to focus on for next year are the management

3、 of the sales operation and service quality.The organization, coordination and training has not been satisfying this year andhas affected the quality of services offered to all sponsors. There was not establishsystem to easily share information on eachand progress and duplication oftasks and miscomm

4、unication have added on the workload ofmanagers.As a result services were also none-standardize and different sellers offer different package resulting to too many sponsors having a customized package and flexible terms. It was later very heavy for the limited workforce to follow up all deliverables

5、included in each sponsors contract and each payment terms.Recommendation:-Createfor each seller in ZohoAppoint a Zoho expertProvide common training to seller on how to use Zoho Set up weekly meetingHave seller focus on sales and service to theirfrom beginning to end.Offer customized package only to

6、A-level sponsors (spending at least 250,000RMB).GMIC 2011Sponsorship surveyBefore GMICBefore GMICBest practicesvSet-up sale weekly meeting from 3 months before the event and provideconsistent training to the whole team.vvvWell-designed and comp Used last year sponsors andensive sponsorship package i

7、n both language. al connections of partners to find leads.Have a material to send to confirmed sponsors to help them prepare for the conference.vHave a table formanager to follow up eachand easily remindtheir customers what they still havend us (logo, ad design)vHaving intern join us for sales one m

8、onth before the event.Biggest challengesMiscommunication betweenand Foreigner teamInformation was not consistently distribute in both team and materials were update only in one language.Solution: Take decision of any changes concerning sales during the weekly meeting with the whole sale team! Discus

9、s the issue with all sellers as it can affect theirin different way.Zoho CRM : need CRM expert and trainingNo proper training of our CRM tool have been created and we only used it at the beginning to let Sponsorship Head manager be able to follow up what is going onwith each. At the end, we complete

10、ly stopped using it.Solution: Have an CRM expert evaluate how to use the tool the most efficiently andprovide training several month before the event (training to themanagerAND the Sponsorship Head manager). CRM expert should also be available to helpcolleagues who has difficulties using the tools a

11、nd keep update of the new best tools we could be using.Advicess should be well distributed among the team. If o by closing a lot of contract, he/she should not be theller can be the Star manager of too manyA+B-level sponsors. properly these importantcan be passed to someone less busy who can follow-

12、up s!We should/can recruit more interns to join us several weeks before the event justto help follow staffs).and be the contacton site (also potential future GWCGMIC 2011Sponsorship surveyDuring GMICDuring GMICBest practicesv Have a contact(not necessarily theManager) as a contactfor sponsor to cont

13、act if problem on site.v Make a tour of allat least once a day to have face time and make sureeverything is going well.ChallengesSome trouble interacting/ delivering service to sponsors whose havent been given to the Room manager.Ex: Tencent had some special room arrangement plan for Appspace 1. bee

14、n passed to the venue but not to the Appspace 1 manager.ss haveNot enough staff to be contactfor all sponsors.Some disputes between sponsors on site (Tencent vs Sina on volunteer t-shirt).AdvicesSet-up a system to easily access and share most update information about aCustomer(better CRM tools) and

15、print the list of deliverables for eachto distribute on site on GMIC to all GWC staff that will deal withsponsors.Avoid taking last minute decision to add benefit to a sponsor as it is seen by other sponsors as unfair.Communicate clearly to sponsors before GMIC about visibility/ presence of otherspo

16、nsor/ agenda that can/influence their branding on site.Set-up a “call-to-tender” for important sponsorship items (ex: exclusive wifi, volunteer t-shirt, badge) several weeks before the event to get the best deal as possible and show transparency of selection of sponsors.GMIC 2011Sponsorship surveyAf

17、ter GMICAfter GMICBest practicesvHave a list and schedule of “after-GMIC” follow-up to do ( sponsor survey, send report, set up meeting.)Send the Sponsor survey at max 4 days after the event.,vvHave a few data to share with sponsor at the closing night of the event (ex: number of visitors on site, w

18、ifi related data.)Meet face to face with most important sponsors we want to have theirvsponsorship next year.Collect feedback to help design better package or new product for next year.vChallengeSome sponsors still havent pay in full 3 weeks after the event.Very few replies to the sponsor online sur

19、vey (5 out of 41). Most sponsors gave feedbacks by phone.No centralize place to input information about theor get an overview of theprogress infollow-up.Communication difficulties within the team (language related).Somemanagers are not present anymore to do the follow-up.Advicesly follow and monitor

20、s that still have part of the money to pay after theevent. Set-up a clear deadline before implementing penalty fees.Get feedbacks on the phone but record them online to keep track and data for a report that can be use to help draft next year sponsorship package.Have a follow-up plan and schedule mot

21、ivation.y for right after GMIC to avoid loss ofGMIC 2011Sponsorship surveyAnnexe 1: Sponsors listGMIC 2011Sponsorship surveyAnnexe 2: Sponsors SurveyGMIC2011 赞助合作伙伴调查 Survey for Sponsors4. 您赞助本次 GMIC 大会最看重的是什么？ What are the main Key Performance Indicators your company is looking at to measure return

22、 on investment?1 ( 一点都不重要Notimportant at all)5 ( 很重要Veryimpor tant) Res pon se Cou nt Rati ng Aver age 3 (Neutral)Answer Options243. 以下赞助回报中对您最重要的是什么？ Which benefit in our sponsorship package turned out to have the most value to you and your business?1 ( 一点都5 ( 很重不重要3 （一要 VeryAnswer OptionsNot2般4imp

23、ortaimportantNeutral)nt)at all)RatinRes gpon Averse ageCount 大会手册中的广告 Ad in event guide020102.67媒体采访 Interviews010124.00现场品牌推广（商标、）Branding on-site001124.25(logo,)在线（大会官网及 newsletter) Online011103.00marketing (GMIC website and newsletter)展位 Booth010034.25大会入场券 Conference passes021013.00其他（请指明）Other

24、(Please explain)3443440answered question5skipped question01. 本次大会对贵公司商务发展是否有帮助？ How useful has GMIC2011 been for your Business Development?Answer OptionsResponseResponse PercentCount有帮助 Above expectations To expectations效果不elow expectations60.0%340.0%20.0%0answered question5skipped question02. 您是否使用

25、过 GMIC 在线商务社交平台？ Did you use the GMIC online Business Matching SNS platform? Answer OptionsResponseResponse PercentCount是的，非常有帮助 Yes, it is very useful 是的，有帮助 Yes, it is useful是的，但用处不大 Yes, but it is not useful没有，从来没听说过 No, I never heard about it0.0%020.0%140.0%240.0%2answered question5skipped quest

26、ion0GMIC 2011Sponsorship surveyAnnexe 2: Sponsors Survey100001010010100023433.754.254.604.2544540在大会现场开会中会 Number of meetings on GMIC增加媒体率 Media exposure拓展新业务往来 New business contact 加强品牌宣传 Branding其他（请指明）Other（Please explain)answered question 5skipped question05. 您感觉会前我们与您的before the event?和服务是否充分？

27、Whatis your opinion on our services Response PercentResponse CountAnswer Options20.0%80.0%0.0%0.0%1400非常满意 Very satisfied满意 Satisfied不满意 Not satisfied完全不满意 (请说明) Very unsatisfied (please explain)answered question 5skipped question06. 对大会现场服务有何看法？ What s your opinion on our services on- site during G

28、MIC?Response PercentResponse CountAnswer Options25.0%50.0%25.0%0.0%1210非常满意 Very satisfied满意 Satisfied不满意 Not satisfied完全不满意（请说明）Very unsatisfied (please explain)answered question 4skipped question17. 您对本次会议的组织工作感觉如何？ Are you satisfied with our services in general?Response PercentResponse CountAnswe

29、r Options25.0%75.0%0.0%0.0%1300非常满意 Very satisfied满意 Satisfied不满意 Not satisfied完全不满意（请说明）Very unsatisfied (please explain)answered question 4skipped question18. 您是否会继续赞助 2012 年全球移动互联网大会？ Do you plan to be a sponsor of GMIC 2012 ?Response PercentResponse CountAnswer Options20.0%0.0%80.0%104会 YesNo还不知

30、道 Don't know yet (i, 0如果继续考虑赞助或参展，何时与您联络为最佳时机呢？If yes, when is a goodGMIC 2011Sponsorship surveyAnnexe 2: Sponsors Survey11. 您的名字 Your name 12 . 贵公司名称 Your companyAnswer OptionsResponse CountEvgeny Kosolapov - i 王金星 - i孙淼 Sandy Sun -艾德思奇科技adSage Seraph Zhu - 万博宣伟Joyce - Digu5answered question5sk

31、ipped question010. 明年您还会与今年的客户经理合作吗？ Do you want to keep the same manager for next year?Answer OptionsResponseResponse PercentCount会 Yes (i, digu)No无所谓 Indifferent (i, adSage)50.0%20.0%050.0%2answered question4skipped question19. 您的长城会客户经理是谁？ Who is yourmanager in GWC？Answer Options (text)Response Countno idea (i) Max (i)Carole Wai HaiIvy Ivyanswered question5skipped question0time to contact you?answered question5skipped question0GMIC 2011Sponsorship surveyAnnexe 4: StatisticsFeedbacksLa