Build a Solid Understanding on IT Before Generating your First Lead in Malaysia!

Build a Solid Understanding on IT Before Generating your First Lead in Malaysia!

Becoming a successful marketing professional begins with making sure that you have the knowledge and skills necessarily to effectively promote your company to potential customers within its target audiences. This means that having a working knowledge about marketing theory as principles is non- negotiable.

But you know what the other non-negotiable thing in marketing is? Having a solid understanding of the technology industry is essential especially if you’re about to target consumers for your IT products and Services.

Essentially, we can sum this up the way Sun Tzu said in his famous book, The Art of War: “If you know the enemy and know yourself, you need not fear the result of a hundred battles.”

Of course, in this analogy, “yourself” means your personal marketing skills, while “the enemy” is the target consumer.


Now let’s prepare for war by knowing the enemy.

#1: Understanding the IT Industry: Trends and Jargon

Competitive Landscape

Demand for IT services is driven by rapid technological advances, but spending depends on the health of the economy. The profitability of companies depends on technical expertise, innovative services, and effective marketing. Large companies have advantages in broad service offerings and global reach, which give them the ability to provide outsourcing services to big corporate customers. Small companies can compete effectively by specializing in market niches or by partnering with larger companies that want to broaden their mix of services.

Products, Operations & Technology

Computer systems design, development, and integration services account for about 35% of industry revenue; application design and development services, 25%; and technical support, 10%. IT services companies help clients use computers, software, and communications systems more efficiently. In addition to providing advice on using computer systems, they frequently recommend hardware and software systems to their customers. Firms provide a variety of associated services, including business function outsourcing, data warehousing, systems planning, enterprise resource planning, and training.

Related: Why Businesses Need IT Consultants?

IT and the new Playing Field

Communication helps businesses grow and prosper, creates relationships, strengthens the effectiveness of organizations, and allows people to learn about one another. Technologies, such as the Internet, mobile phones, social media, and customer relationship management systems greatly affect the way companies communicate with prospective customers. These new forms of communication are changing the media landscape and the type of messaging strategy organizations use.

Related: Inspiring Quotes for IT Professionals to Keep on Innovating

Many consumers and business professionals seek information and connect with other people and businesses from their computers and phones. With access to many sources of information and an interest in interactive media, consumers may collect more product information on their own. Work environments are also changing, with more people having virtual offices, texting on their cell phones, or communicating through social media sites such as Facebook, LinkedIn, Pinterest, and Twitter. As the media landscape changes, the money that organizations spend on different types of communication will change as well. Once companies have developed products and services, they must communicate the values and benefits of the offerings to current and potential customers.

Get expert IT marketers to generate you IT sales leads!


Callbox Shares Lead Qualification Secrets in Singapore Through Answering 4Ws and 1H

Featured: Callbox Shares Lead Qualification Secrets in Singapore Through Answering 4Ws and 1H

#2: Why There is a Need to Understand IT Market before Generating Leads?

This is necessary when you want targeted and qualified prospects coming in. Knowing where IT prospects lurk and what medium are they best reached are just a few things you should consider in deciphering this demographic and in planning a marketing strategy for them.

Related: Proven ways to generate leads for IT Services in Malaysia

#3: Marketing Tools Used in Reaching IT Prospects

Effective marketing is all about getting messages in front of potential consumers in appealing ways that have the potential to influence purchase decisions. Doing so in the 21st Century requires the use of various tools. From managing your own schedule to keeping up with previous contact to distributing marketing oriented information via email and online marketing channels. 

Example of marketing channels and tools that are most likely to used my IT marketers:

  • Blogging: Many marketing professionals are involved in setting up and managing blogs for their companies.
  • Computerized Presentations: Marketers are often responsible for creating computerized sales and marketing presentations using PowerPoint or other applications.
  • Customer Relationship Management (CRM) Systems: Companies often use sophisticated CRM software applications to keep track of all types of customer contact, including sales calls, presentations, purchases, complaints and more. Marketers need to be able to access information that is in the system as well as input additional data as it becomes available.

Manage leads. Monitor campaigns. Nurture relationships Check out our very own Pipeline CRM!

  • Email Communication: Marketing professionals rely heavily on one-on- one email communication in order to accomplish their work. Email communication is quite common with customers, prospects, coworkers, member of the media and others.
  • Email Marketing: Many companies rely heavily on email marketing as a way of attracting new business and building relationships with current and past customers. Marketers are often responsible for building and maintaining an email marketing database as well as creating e- newsletters and email advertisements.

Related: The Hidden Gems of the Web: Where Can You Get a Good B2B Lead List?

  • Graphic Design Software: Marketers who are involved in designing advertisements and collateral, such as brochures and newsletters, for their companies are expected to be well versed in the use of graphic design software applications like InDesign, PhotoShop and more.
  • Websites: Having web design, development maintenance skills can definitely be an advantage for individuals who want to work in marketing. The level of web skill necessary varies from one company to another. In some organizations, marketing professionals are expected to handle every aspect of creating a website, including design, programming, security, content development and more. In other organizations, marketing employees work closely with in-house programmers or an outside web development firm on the technical aspects of site management.

Related: Increase your Fill Form Conversions with these 7 Calls to Action

  • Social Media: With so many companies incorporating social networking into their promotional efforts, marketing professionals need to be well versed in the use of popular social media technologies as tools for attracting new businesses and building customer relationships. Marketers are often responsible for setting up and managing Facebook pages and Twitter accounts for their companies, publishing video content to YouTube, and establishing LinkedIn profiles for key company personnel.

Related: 5 Social Media Trends for Businesses in 2016

Young people today are part of the millennial generation, and it is consumers from this generation who are driving the change toward new communication technologies. A young consumer might opt to get promotions via mobile marketing – say, from stores on your cell phone as you browse or via a mobile gaming device that allows you to connect to the Web. Likewise, advertisements on Facebook are popular as businesses continue to utilize more social media. Traditional media (magazines, newspapers, television) compete with media such as the Internet, texting, mobile phones, social media, user- generated content such as blogs, and YouTube as well as out-of- home advertising such as billboards and movable promotions.

Therefore, all forms of marketing media have been forced to come up with innovations to remain relevant. Technology businesses looking to grow should also strive to work more collaboratively with their customers to truly understand the core challenges they are facing. This insight will help them to better communicate how their products and services can deliver greater value to their customers.​


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The Proven Ways to Generate Sales Leads for IT Services in Malaysia

Proven Ways to Generate Sales Leads for IT Services in Malaysia

Getting sales leads for IT services is really just the same as acquiring sales leads in any other market. It all starts with a sales-ready prospect list. In the vast IT field, however, what gives you the edge over your closest competitor is a prospect list built on a solid understanding of the IT industry, as well as its product and service needs.

Know the target Market

According to a study by the Australian Trade Commission, the Malaysian Information Technology Market has strong growth fundamentals, including low PC penetration, rising incomes, and a high-tech focused national development plan.

The market is somewhat fragmented – there is sophisticated metropolitan market in and around the capital, but still very much a developing market in other regions. The Malaysian IT market is import oriented and relies on foreign technologies, with international software, hardware, and service providers already active in the market.

Striking a Balance between Conventional and Emerging Trends

That said, let’s set this straight. There is no absolute best way to generate the sales leads you need. Yes, you read that right. There had been hundreds of studies done and thousands of man-hours of research spent for this, some even employing complex analytics, but there really is no clear-cut winner. Some observers swear by the influence of social media, while others say it’s overhyped. Still, others believe the traditional ways of generating leads are underrated and thus, underutilized.

While the experts are arguing about this, what one should remember is how to find the sweet spot between the conventional lead generation strategies and the emerging trends.

1) Use Only Good/Useful Content

These days buyers have become proactive because of the internet – they find their own solutions to business problems, instead of relying on salespeople’s pitches. Because of the internet, almost everything – yes, even IT solutions, can be a D-I-Y thing.

A recent report by TechTarget and Google suggest that 95% of technology buyers conduct their own research online, starting with search terms about solving particular business issues.

Let’s call this the “awareness phase”, when they are just discovering solutions to their problems. Next comes the “consideration phase”, where specific vendors or companies are researched, and finally, the “decision phase”, where brands are being compared until the buyer finally chooses what he believes is the best solution. Marketers should capitalize on this by being “top-of-the-mind” even in the early stages of the process in order to increase the chances of a buyer including his company in the pool of those which can help them address their business issue. How? According to, it is wise to place content online, but make sure it is intelligent content.

Free! A Comprehensive Guide for Content Marketing in Malaysia this 2016


Find ways to have a positive presence in areas of the internet which target customers will be likely to go to for advice. Information must be knowledgeable, unbiased and authoritative – the emphasis is on engagement rather than selling your products. Companies that produce educational or informative content – ebooks, webinars, cool videos —  can establish thought leadership and generate leads earlier in the buying process, setting the stage to ultimately win the business.

The Recipe for an Award-Winning Content Dish [Infographic]

The Recipe for an Award-Winning Content Dish [Infographic]


Click to view full image.


2) Customer referrals

Customer referrals are an organization’s best friend. If the one giving the referral is a satisfied customer, he or she should be a friend for life. According to JR Rodrigues, CEO of NetCablesPlus, which sells a wide variety of networking cables and accessories, “There is nothing better than getting a sales lead from a happy customer.” An existing “customer knows what you are offering and probably has a good idea of what the referred prospect needs,” he says. It goes without saying that the lead is probably well-qualified. Beyond this, you will have tremendous credibility with the prospect since you come well-recommended from someone that they know and trust. However, taking care of customers well is an entirely different topic.

3) SEO: Use Long-tail Keywords in SEM and PPC

It is common knowledge in the marketing industry that the best way (in terms of lowest cost per acquisition) for an IT company or a service-based B2B company to generate leads is through pay per click (PPC) and search engine optimization (SEO).

Related: Generating Leads in Australia (The Inbound Way)

According to Gabriel Shaoolian, the CEO and founder of digital agency Blue Fountain Media,

“PPC and SEO are the most effective way to generate leads because when companies need IT services, they go to Google and search for IT companies.”

Fact: 90 percent of consumers — business or otherwise — go to Google search first.

To increase the effectiveness of your search engine marketing (SEM) and PPC campaigns, use “long-tail keyword phrases, which are highly targeted search terms typically consisting of three words or more. Long tail keywords are those three and/or four keyword phrases which are very, very specific to whatever you are selling. You see, whenever a customer uses a highly specific search phrase, they tend to be looking for exactly what they are actually going to buy.

In terms of SEO, consider something educational, something your audience could benefit from. Don’t we love it when we can benefit from something without shelling out much? Once you’ve identified your target keywords, create content around it. You may be amazed at how fast you will rank and start generating traffic and leads for this term.

Related: Confession of a Google Spammer

4) Social media

Social media is the way to go.

Consider this: 64% of the 19 million internet users in Malaysia are active in social media.

A study by published in the Malaysian Insider reports that 15 million Malaysians are active on Facebook, while claims that Malaysia is home to 3.5 million Twitter users, albeit only 21.8% of these users are active. Approximately 162.4 million tweets were published for a certain 30-day period, which means Malaysians sent out roughly 5.4 million tweets per day.

Tip (from respected social media influence Jeff Bullas): Twitter is not only a social networking website, but also a source of potential leads for your company.

Jeff Bullas - Proven Ways to Generate Sales Leads for IT Services in Malaysia


With the help of Followerwonk, you can analyze aspects such as; information about followers, at what time your followers tweet, etc., so that you can reach the audience that is associated with your niche.

Latest research findings from TNS show constant connectivity and digital media have enabled Malaysians to leap-frog to be one of the most socially engaged markets in the world.

According to findings from TNS’s Connected Life study released today, over three fifths (62%) of Internet users in Malaysia access social media networks daily, compared to 42% globally.

According to Joe Webb, Head of Digital, APAC, TNS, “Internet users in Malaysia are hungry for content and conversations. We’re seeing high levels of engagement with content and a desire to stay connected with friends and family. So while the medium has changed, the motivations haven’t.” Indeed, there’s a strong opportunity for businesses that really understand these behaviors.

5) Speaking at trade shows, conferences and industry events

“The best lead generator is to give an event presentation and follow it with customized letters, calls or emails to individuals that you met [there],” argues Susan Carol, CEO, Susan Carol Associates Public Relations.

Related: The Parts of the Best Events Telemarketing Script in Singapore

Speaking at an event immediately gives you name — and face — recognition, literally separating, and hopefully elevating you from the hundreds of other vendors or service providers trying to get noticed. There is no better way to achieve recall than by being physically present and doing so with aplomb. And by following up with people you meet at shows in a timely fashion, you stay top of mind.

Related: Like Dimsums in Hawker Centers: How to Make your IT Products noticeable in Trade Shows

No Right or Wrong Way, Just the Appropriate Way

Successful lead generation is a process that does not end once a lead arrives. It must continue beyond the initial indicators as to whether the prospect is ready to buy. Chances are they are not. But at some stage they will be and to ensure that your company is one that they want to talk to when they are ready, you need to be able to nurture the lead.

Get some good luck charms in starting your business!

There are a diverse number of strategies we can implement in order to increase our success in generating leads for our businesses. There is no right or wrong way, just the appropriate way for your particular company at any given time. Whatever measures you put into place, make sure they are fully integrated and sensitive to your customers’ needs. Keeping a balance of the right sort of tactics is the key – like any efficient system different tactics must be able to stand up to scrutiny and be measurable in terms of financial performance.


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