Natural disasters like fires, floods, and hurricanes happen across the country on a frighteningly regular basis. Security and data breaches are commonplace in today’s society.
Most businesses will experience an operational failure (such as human error or equipment failure) at least once. Given the frequency and severity of recent disasters, preparedness is a hot topic.
Many times the impacts on human life, privacy, and property take center stage when talking about these disasters. But what about the enterprise impacts of a disaster? A breakdown in business communications or technology can impact any organization—large or small.
As a CIO, it’s important to prepare for social engineering attacks and IT failures. You can also start thinking about what you will do to keep your business afloat in the event of any kind of disaster. Considering your threats and putting together a disaster preparedness plan for a business can be effective to mitigate potential losses.

How to Create a Disaster Preparedness Plan for Business

Disasters can impact profitability, reputation, infrastructure and even result in the failure of an enterprise. In fact, 40% of small businesses fail to reopen after a major disaster. For large companies, disruptions in communications can mean a loss of revenue, vendor complications or data loss.
In fact, the Ponemon Institute reports that in 2016 the average cost of unplanned downtime as a result of a data breach was $8,850 per minute. That number has likely gone up. You can check your estimate with IBM’s data breach cost calculator.
Illustration of one in four businesses fail to reopen after a major disaster
The best way to lessen the effects of a disaster is to have a plan locked in place that every level of the company understands. Would business functions be able to remain at least partially operational if the power went out? Do you have all important digital information backed up in the cloud? These are just some of the important questions to consider.
Here we’ll explore ways you can prepare your IT team and, in turn, your entire company for an emergency situation.

Assess Potential Threats to Operations

Every business has different threats depending on location, size, and industry. Threats can include natural disasters (like tornadoes or floods).
Cyberattacks, data breaches, equipment malfunctions, and server failure are common as well. As a CIO, it’s important to focus on the technological threats that could impact the success of your company.
For example, a snowstorm can knock out power for days. A flood can disrupt transportation and equipment. A cyber-attack can leave critical information vulnerable.
If there are industry-specific threats to information or technology your company is dependent upon, you should identify them.
There is a wide range of potential disasters that could paralyze your business. Each will pose a different level of risk to the company. You will need to determine which threats are most plausible, which will have the greatest impact, and how you will tackle them should they occur.

a list of technological threats and impacts for a disaster preparedness plan for business

Analyze the Technological Impact of a Disaster

Once you’ve identified the most plausible emergency threats, think about what each disaster could disrupt technological functions. Every industry and disaster will have its own ramifications. It’s important to know which are the most likely to occur so that you can plan. The technical impacts and possible solutions are below.

Loss of Data and Records

Losing data and records, especially if they are confidential, can be devastating for an organization. It can set back productivity, cause you to lose customers, and cause many other expensive setbacks.

One way to mitigate data and records loss is to preemptively save information in the cloud. Check hard infrastructure and determine if any can be eliminated by transitioning them to the cloud. You can often buy infrastructure (IaaS), platforms (PaaS), or unified communications (UCaaS) as a service.

With these business models, business infrastructure is already backed up. This software retains copies in many cloud locations.

Loss of Physical Assets

Physical losses to an organization can include loss of equipment, physical documents, licenses and more. An organization must try to prevent the loss of physical assets by developing a disaster plan ahead of time.
As with data and records, many physical documents can be scanned and uploaded to the cloud to prevent loss. You can also make physical copies of these assets to store offsite at another location.
For other physical assets —  make a list of all items the organization can’t operate without. This can include computers, contact directories, office equipment and office space. Include any serial numbers and the cost of these items. These can be helpful when filing an insurance claim.
If loss or damage does occur, minimize theft or fraud by limiting access to valuable resources and documents. Contact the police and your insurance agent to file reports. Communicate to staff, stakeholders and donors on how this loss will affect them and their work. Then, transition to alternative facilities, equipment or office space to continue operations.

Loss of Facilities

Loss of facilities can halt production and cause major losses. To prevent this, arrange alternate facilities ahead of time to make a change of location run smoothly. Assess alternate sites and decide which is the most appropriate. Keep in mind that this may mean allowing employees to work remotely from their homes.
In the event of a disaster, move any undamaged equipment and ensure there is an internet connection at the new facilities. Transfer any digital files onto any new or leased equipment and try to resume operations.
Be sure to remember to maintain payroll operations and communicate clearly with all staff. Let them know where they are able to move and when they should do so.  

A Breakdown in Communications

A breakdown in communications means internal communications may become unavailable. External communications could be interrupted as well. Whether it’s a phone line down or a loss of your network, loss of communications can be disastrous.
Before a breakdown in communications happens, you should obtain and maintain key contact information for all employees, customers, vendors, and stakeholders. Keep a physical copy of these onsite, offsite, and in the cloud. Identify possible alternative methods of communication. This can include cloud phones, email, social media, or meeting arrangements.
It’s helpful to create a crisis communication plan. This includes a communications coordinator, message templates, and procedures. Communication during a crisis can be very difficult, so it’s best to know your procedures beforehand.
When the event occurs, arrange alternate communication strategies. In the event of a power outage or internet failure, you will need to choose the most appropriate method to get your message out to all key personnel.
You may need to use a phone tree to share urgent messages with key employees. This can be effective to get important messages out to the entire organization quickly. If cell service is working us it to send out a mass email or text message. If you have access to your company’s website, distribute a message on the main page to customers and vendors.

Interruptions in Supply Chains

If supply chains are disrupted damage can cause unsatisfied customers, damage to your company’s reputation and eventually loss of revenue. It’s also possible you can incur penalty payments for contractual non-performance clauses.
Before an incident occurs, identify actions you can take to shorten the duration of the disruption. This can include alternate communications. Determine any human or technological resources that can be used to pivot operations ahead of time. It can be helpful to diversify markets and suppliers ahead of time.
Decide what will trigger the pivot to your alternative means of communications, markets or suppliers. For example, once you lose a certain amount of revenue or customers you will implement the plan.

Loss of Revenue and Customers

The bottom line when it comes to technological impacts of a disaster is loss of revenue and customers. The best way to do this is by maintaining operations as efficiently as possible and communicating clearly.
Keep customers and employers informed. Update them early and often about problems, loss of data or interruptions in service. Use any technological resources available to communicate. This can include your company’s website, email, social media or internal messaging software.
It is helpful to create a company-wide business impact analysis (BIA). This helps the business lines supported by IT identify the true impact of an outage event. This can include lost revenue, productivity or delayed sales or income. It can also include increased expenses such as overtime labor, outsourcing costs or expediting fees. Consider any regulatory fines, contractual penalties, damaged customer relationships and more.
Create a spreadsheet of potential risks as well as the impact they could have on the company. Rank them by likelihood and severity. Then concoct an action plan for the situations that will have the most likely and severe impacts on business continuity. This helps with prioritization and resource allocation later on.

illustrated spreadsheet of potential threats with cartoon man thinking

Develop an Emergency Action Strategy

You’ve identified what emergencies threaten your business and the potential impact of those threats. Now you can put it all together to create an emergency action plan. There will be critical moments after a disaster occurs. Your priority should always be the protection of human life and then the preservation of your business. After that, you will need to focus on business continuity.
Here are some basic steps to create an emergency action plan. Keep in mind yours may be more or less intricate depending on your business needs.

Identify Emergency Response Objectives

The needs of your action plan will vary based on your industry, size, location and the highest priority risks to the company. Here you can explore what main objectives need to be completed and in what order.
As stated earlier, making sure employees are safe should be the first objective. Next, you will need to determine in what order the following objectives should take place.
Legal requirements or interaction with law enforcement may be necessary. It can be helpful to communicate with the appropriate teams to ensure your disaster preparedness plan for a business is ready to go.

Assemble a Written Disaster Preparedness Handbook

Since disasters are unpredictable, it’s very important to make sure the plan does not hinge on one person or department. You never know who will be available to communicate plans when disaster strikes.
For this reason, it’s important to write the plan down and ensure it’s available to all personnel at all times. To be effective, the plan should be actionable, well-organized, and detailed. A great example is FEMAs emergency action plan template which you can use as a guideline.
Illustrated basic example of an Emergency Response Plan

Discuss Your Emergency Response Plan With Your Team

Having the plan written down is a great starting point. But for it to be truly effective, your plan needs to be understood by all employees involved.
Make sure you discuss the plan with the entire department. Those on the ground floor are best equipped to understand how a response plan will play out in actuality. They should also be able to spot holes in the plan and give input on a micro-level.
Your team should convene regularly to determine how the group will function in a crisis. Decide what methods of communication you all will use and alternatives to those methods.
You should decide what constitutes a crisis and what will prompt your plan to take action. Each person should have a backup or alternate capable of representing their area.
Ensure the company, as a whole, develops and trains a Crisis Management Team (CMT) that each has primary responsibilities. Core members should be people familiar with technology, facilities, safety, HR, legal and compliance, sales, marketing, business operations, and customer service.

Run Response Simulations

Once you’ve refined your plan and identified your team, it’s time to practice. This hands-on approach will allow you to test the plan and change anything that is inefficient or ineffective.
It’s best to conduct these kinds of live-action drills annually for each of the highest risk emergency situations in your handbook. After each drill, meet with those involved to discuss challenges. Discuss any miscommunications or any potential changes to the plan.

Create a Plan to Get Back on Track

Once you’ve created an emergency action plan, think about what your company will need to do to get things back up and running.
Consider what systems will need to be put in place to continue operations. Perhaps employees can work remotely from data you have saved to the cloud. Maybe you will need to buy or lease new equipment and facilities.
You may need to alert the public. This Emergency Preparedness Social Media Toolkit from Ready.gov has some great templates, graphics, and outreach materials you can use as a guide. If you have an airtight plan in place, your IT department can be back up and running as soon as possible.
Remember — disaster response is only as strong as its communications system. Business priorities in a disaster are always going to include communicating with customers, communicating with the market, and with each other.
It’s important that the communications system functions in a disaster more or less how it would under normal circumstances. Those displaced by the event should be able to use communications from their home or temporary locations as if they were sitting in a desk or office.
Top CIOs are vigilant when it comes to disaster preparedness. Any event or disturbance that can impact the productivity of the enterprise should be considered and planned for.
The process of analyzing possible threats and preparing for them can be daunting. But having a plan in place can ensure your business experiences minimal losses should a disaster occur. You can never be too ready for an emergency!
A Disaster Preparedness Plan for Business Checklist
Related: VoIP RFPs: A Complete Guide to Upgrade Your Phone System (+Free Templates)

ABOUT THE AUTHOR

Gaetano DiNardi

Gaetano DiNardi led demand generation at Nextiva and has a track record of success working with brands like Major League Baseball, Pipedrive, Sales Hacker, and Outreach.io. Outside of marketing, Gaetano is an accomplished music producer and songwriter. He’s worked with major artists like Fat Joe, Shaggy, and loves making music to stay turbocharged.

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CIO's Guide to Responding to a Data Breach

February 15, 2019 9 min read

Gaetano DiNardi

Gaetano DiNardi

Data breaches and identity theft are becoming commonplace in today’s society. As individuals and companies race to secure their data, hackers are devising new ways to steal it.
The Identity Theft Resource Center reported a 126% increase in exposed consumer data in 2018. Now, more than ever, it’s important for businesses to plan for the unexpected. A data breach response plan can help companies prepare for a cyber emergency. They can avoid losing valuable data, damaging their reputations, or losing revenue.
Is your business ready to react efficiently in the face of a data emergency? Find out what you need to keep in mind before, during, and after a data breach below.

  1. Create a data breach response plan
  2. Choose teams in each department to identify, contain and recover from the breach
  3. Ensure IT resources are allocated to the most crucial departments
  4. Conduct company-wide awareness activities and drills annually
  5. Identify what type of breach has occurred
  6. Secure all data
  7. Change all passwords and encryption keys
  8. Clear malicious code from your systems
  9. Identify the source of the breach
  10. Alert the authorities and legal counsel
  11. Protect digital evidence found
  12. Notify data owners about the breach
  13. Activate public relations response teams (if needed)
  14. Fix vulnerabilities to prevent another breach
  15. Alter preparation plans for potential future breaches

What Is a Data Breach?

professionals crowded around a computer discussing a possible data breach
A data breach is the release of private, confidential or secure information to an untrusted environment. Data breaches can be intentional and unintentional and vary in severity. One of the first steps when developing a data breach response plan is defining what your organization considers a breach.
 
You will need to decide what level of severity will set your plan in action. A small breach (such as exposed information as a result of a phishing email) may not need a full-blown response. Attacks that cause a more serious disruption can also happen. These breaches may include widespread theft or exposure of sensitive information. Learn more about the different social engineering attacks here.

How to Respond to a Data Breach

people in a conference room creating a data breach response plan
If a data breach happens at your organization it’s important to have a plan set in place ahead of time to contain the situation. A data breach response plan provides your business with a detailed set of instructions to follow in the event of a security breach.
 
The plan should involve key members of your organization. This includes IT departments, public relations and digital marketing teams, legal and risk compliance teams as well as an executive sponsor. Set clear objectives and decide how each department will respond to a breach. Test and revise the plan annually or bi-annually to ensure its relevance.
Once you discover and identify a security breach, the data breach response plan can be set in motion. Your team members can then follow its steps to secure the situation and get the company back on track.

Preparation

abstract image of computer workers pointing to a broken lock

1. Create a data breach response plan

An effective response plan includes steps designed to prepare your company for a cyber emergency. It also identifies the response team and lists actions to contain and recover from the event.

The intricacy of the data breach response plan will depend on the size of your business. You must also consider the number of possible threats and confidentiality of the information you store. If a cybersecurity breach has the potential to severely impact your business, your plan needs to be thorough.
You need to make key decisions ahead of time to avoid making them under pressure. All personnel involved with the plan should be well-informed and trained.

2. Choose teams in each department to identify, contain and recover from the breach 

Choose teams in each department to identify, contain, and recover from the breach. Assign incident leads and ensure the correct IT resources are allocated to the most crucial aspects of the plan. Teams should include members that will handle customers, internal communication, and public relations.

3. Ensure IT resources are allocated to the most crucial departments

Key departments to involve include:

  • Information Technology – Discovers and responds to the data breach.
  • Legal and Compliance – Determines the data retention policies. Maintains compliance standards for records retention and informs the appropriate parties. 
  • Public Relations and Marketing – Leads customer identification and communications coordination efforts.
  • Sales – Leads key relationship management.
  • Executive – Coordinates high-level response efforts.

4. Conduct company-wide awareness activities and drills annually

Company-wide awareness activities and drills are important to conduct annually or bi-annually. That way nobody is caught off-guard if a breach occurs. A few different types of cybersecurity drills include:
  • Employee awareness of common security breaches
  • Security awareness training sessions
  • Simulating cybersecurity incidents or phishing scams 
  • Tabletop exercises
Prevention is a major aspect of preparation. Take stock of weak points in your company’s security measures. Consider potential ways data could be compromised — then take steps to ensure these areas are secure. If you can prevent the breach from happening, you’re one step ahead.

Identification

a broken lock, money, and other imagery relating to a data breach response plan

5. Identify what type of breach has occurred:

  • Legally protected information

  • A material loss to the company

You should have determined what you consider a data breach ahead of time. If a breach occurs you will need to determine its severity and the best response plan.

What types of sensitive information does your company hold? Two types of data can be compromised in a data breach:

Incidents that involve legally protected information.

You often see this type of incident on the news. This includes customer health records, personal identification information (such as credit card numbers or social security numbers). The company is often legally required to inform their customers when a breach of this nature occurs.

 
In these cases, legal or outside counsel should identify required data retention and disclosure requirements. Different industries will have different reporting requirements. Some (such as retail and PCI compliance) must inform their customers. Others (such as healthcare and government) must inform the customers and governmental regulatory agencies. You will need to know which regulations apply to your business.

Incidents that involve a material loss to the company.

This type of data loss may not warrant a public announcement but can be damaging to the company itself. Material losses manifest differently across industries. They can include a compromise of sensitive information, trade secrets or intellectual property.
 
Material losses can also prevent your company from functioning properly. For example, an operational disruption or a compromised vendor network could impact your supply chain.
Identifying the type of incident helps you decide the type of action needed. It also helps determine which departments to involve. Train all employees on how to identify an attack. Teach them how to escalate the incident internally and externally to set the plan in motion. 

Containment abstract imagery of papers, a lock, a key and other data breach imagery

6. Secure all data

Your recovery teams will need to take action to mitigate the impact of the breach as much as possible. This ensures that the breach does not spread and all data is secured. 

7. Change all passwords and encryption keys

Put all affected machines, devices and systems on lockdown. Change any passwords or encryption keys immediately. As always, only use a trusted source and store this information securely.

8. Clear malicious code from your systems

If the breach involves any viruses or malicious code, allocate the resources needed to clear them from your system. This way, the company can begin to recover. This is one situation in which it’s important to have an effective backup strategy for your digital information. This kind of strategy can save you time and help you determine the best course of action.
For example, if data is breached with a ransomware attack, the most effective response is not to pay the ransom for the release of data. You should roll the IT state back to the most recent copy of the data, thus restoring its operational state. Data will still be compromised, but you will be able to analyze what was taken. You can also determine your next move and maintain operations.

Investigation abstract illustration of police man with magnifying glass

9. Identify the source of the breach

Once you contain the breach, your team should investigate its potential cause. Be sure to document all investigation and mitigation efforts carefully. Record all interviews with internal and external personnel and update legal teams often.

10. Alert the authorities and legal counsel 

If you need to call in outside help, now is the time. You will likely need to involve law enforcement. Consult with your executive leadership teams and legal counsel to determine any additional response teams needed.

11. Protect digital evidence found

Include a detailed set of instructions and approved methods to protect any digital evidence. The response teams should continue to carefully watch the status of the breach. They can also ensure that more information is not compromised. This is important even after the breach. 

Recovery

Man speaking to a group of people about data breach recovery

12. Notify data owners about the breach

When you contain the breach and investigations are underway, you can put your restoration plan into action. You may need to notify data owners. This includes customers or employees. Let them know that their information was compromised. Notify them as soon as possible so that they can take the necessary steps to protect themselves.
 
Taking it a step further, it’s important to consider ways to make the situation right in the eyes of the victims. This means going beyond regulations and considering ethical steps your company can take to ensure their well-being
 
You can pay for additional monitoring, an identity protection plan or security software for the victims. This shows that you are doing something to remedy the issue rather than simply reporting it.

13. Activate public relations response teams (if needed)

If you need public relations teams, they should communicate quickly, clearly and transparently. It’s important to be straightforward and honest when communicating what you know.
The FTC has a wonderful model letter template. It explains what happened and what information was compromised. It also covers what the company has done to stop it and what users can do to protect themselves.

Learning Lessons illustration of man and imagery related to a data breach response

14. Fix vulnerabilities to prevent another breach

After a security breach, your team should take a look at what happened and fix any vulnerabilities so that it can’t happen again. Decide if you should change service provider access privileges for those involved. 
You may choose to segment your network so that a future breach in one sector won’t expose sensitive information in another sector. Work with your team to find out what weak points in security made this breach possible. This can include reviewing logs and who had access to the appropriate information. Take the recommended measures to ensure networks continue to be secure.
Make sure your teams are leveraging the most updated antivirus and WiFi security protection software. Consider using a tool like Aura to protect your data and devices.

15. Alter preparation plans for potential future breaches

You will also likely want to review your data retention policies and adjusting them. For example, you may only be required to maintain 3 years of ex-customer records. Maintaining 10 years s unnecessarily exposes the company to more risk.
 
Your IT and compliance teams should come together and determine the lowest amount of customer or other data to retain. Remember that some industries are regulated and you must retain data in some cases.
 
At this point, your prevention or preparation plans may need altering for potential future breaches. Do so with the knowledge gained from your investigation.

Considerations When Responding to a Data Breach

professional woman pointing to paper on a conference room table
There are some key factors to take into consideration when planning for a potential data breach. You will want to ensure:

  • Senior management is supportive. Support from all senior management teams is essential for the success of your response plan. They can help you gain access to information you may not have readily available and ensure that all departments are on board and well informed.
  • The plan is simple and straightforward. Everyone should know their role and there should be no confusion as to how to deploy the response strategies.
  • Communication is continuous. Not only within the company but with those whose data has been compromised. Recovery will depend on the trust you gain while the incident occurs.
  • You review and test the plan often. You should be constantly looking for holes or discrepancies in the plan so that they can be fixed preemptively. The plan will be worthless if it is irrelevant or ineffective.

To sum things up, you can avoid many negative effects of a security or data breach by preparing. Consequences can include loss of productivity and revenue or damage to trust or reputation. If your team remains flexible and agile during this type of disaster you will enjoy the best possible outcomes. Keeping this in mind, it’s never too early to start thinking about preparing for a data breach.

ABOUT THE AUTHOR

Gaetano DiNardi

Gaetano DiNardi led demand generation at Nextiva and has a track record of success working with brands like Major League Baseball, Pipedrive, Sales Hacker, and Outreach.io. Outside of marketing, Gaetano is an accomplished music producer and songwriter. He’s worked with major artists like Fat Joe, Shaggy, and loves making music to stay turbocharged.

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IT Manager Career Path: The A-Z of Being on This Career Track

January 29, 2019 5 min read

Chris Reaburn

Chris Reaburn

Are you thinking about becoming an IT Manager? Great news! The demand to be on the IT Manager career path continuously grows by up to 15% yearly. Stepping into the technology industry gives you job security and the opportunity to work on ever-changing, innovative projects.
However, the IT Manager career path is by no means easy. This position is often responsible for managing large projects and overseeing an IT team. It requires an analytical mindset as well as strong business acumen. You’ll also need a solid foundation in technology whether that be through education and previous experience.
The good news is once you step into those IT Manager shoes, you open up doors to further your career in new ways. Practically 50% of IT Managers eventually get promoted to IT Director.
So, how does one become an IT Manager? Let’s take a look!

What is an IT Manager?

An IT Manager is responsible for managing information technology systems, increasing productivity, and solving any hardware or software issues. While one of the lower-level roles in the structure of an IT department, it still comes with the aspects of managing people and ownership of systems.
This role requires exceptional problem-solving skills, as those in this position typically have to troubleshoot technical issues. IT Managers need to be great communicators, as they’re often explaining complex problems to individuals at all levels and positions within an organization.
The two main skills needed to become a successful IT manager are leadership and data analytics skills.
This position requires a unique mix of technical knowledge and an understanding of business goals to be successful. Senior IT managers may be asked to prepare an RFP for a new phone system for the leadership to review and approve.
Related: Wise Words from 9 World-Dominating Women in Information Technology

IT Manager Responsibilities

IT Manager Career Path: Responsibilities
We already went over two of the most significant skills you need to have when considering the IT Manager career path. But those skills come with their own set of responsibilities.
The IT Manager is responsible for managing projects and ensuring that technical improvements or issues are resolved quickly.
Here are the top five responsibilities of an IT Manager in any given organization:

  • Leadership & Team Management
  • Data Analytics
  • Project Management
  • Budgeting
  • Information Systems

Leadership & Team Management

The IT Manager is responsible for their team, first and foremost. That means recognizing the need for growth, supervising productivity, and defining clear goals for their employees to meet. IT teams are essential to the success of any business.
Being able to manage their workforce effectively, provide guidance and feedback, and being a sounding board for major issues is a huge aspect of the role.

Data Analytics

Another helpful skill for an IT Manager to have is an education and understanding of Data Analytics.
The ability to predict business trends and client behavior will ensure the IT team is putting the best possible technology in place. Additionally, reporting on company data and security, and being able to interpret and communicate that data to their team, will help when it comes to planning and implementing new processes or programs.
These skills can make an IT Manager integral to business operations thanks to their research and knowledgeable insight on what works and what doesn’t.

Project Management

Like most IT roles, Project Management is a huge part of what an IT Manager does every day.
This role must be able to set objectives and goals and track a project through to the end.
That includes reporting on project progress, delegating tasks to their team, making necessary changes, and being able to recommend improvements on the fly.
Technology is always changing and new inventions pop up constantly in the IT world. So, the ability to manage them is one of the most critical aspects of an IT Manager.

Budgeting

While the IT Manager role is one of the first steps into the business side of an organization, an understanding of basic business operations can be very helpful.
This role is typically in charge of building out the annual budget and adhering to it. They’ll likely be responsible for aligning many of their department goals with business operations. Understanding the inner workings of the organization and how it functions is incredibly helpful.

Information Systems

Having an understanding of computer hardware and software, databases, data warehouse management, and telecommunications is another responsibility of the IT manager.

Much of what you’ll be managing day-to-day falls within these areas. Knowing how to troubleshoot, fix, and implement new systems will make anyone in this role successful.

For instance, you might need to add employees to your company’s phone system, often called a PBX. Not sure what an IP PBX is? Catch up in less than two minutes in the video below.

If there’s any experience you can gain throughout your career before you step into this role, this is it.

Related: IT Director Interview Questions + Answers to Get Hired

IT Manager Salary

IT Manager Career Path: Salary
Image credits: Glassdoor

According to Glassdoor, IT Managers earn an average salary of $97.46k annually before any bonuses or profit-sharing benefits. Compared to lower-level positions such as a Software Developer or Computer Systems Analyst, this is a high-paying role.
Though the range for this salary can fall anywhere from 84k to 156k, depending on location and industry, it still falls within the higher range of technology salaries on a non-executive level. Needless to say, the hard work you put in to manage the expectations of this role are rewarded.

Ready to Be on the IT Manager Career Path?

The career path for an IT Manager can vary greatly, as what is most important when companies are hiring for this role is the experience of each individual. Here are some of the positions one might have held previously or will go on to fill throughout their IT Manager career path.

As you can see, there are many options when it comes to stepping into this role. Whether it’s your salary expectations or your ideal career goal, becoming an IT Manager can help you gain the experience to go anywhere within the technology industry.
In addition to having a solid career laid out for you, technology is one of the fastest-growing industries with lots of opportunity for career growth. If you are looking for an innovative career that will always keep you on your toes, working in technology is a step in the right direction.

ABOUT THE AUTHOR

Chris Reaburn

Chris Reaburn is the Chief of Strategic Execution at Nextiva. Known as "Reaburn" by friends/family, he is responsible for championing Nextiva's brand and products into the market in support of the company's vision to change the way businesses around the world work and serve their customers. With his previous leadership roles in the communications industry…

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Your Bite-Sized Explainer on the IT Director Career Path

January 25, 2019 6 min read

Chris Reaburn

Chris Reaburn

The Director of IT in any organization requires a unique skill set that combines technical knowledge and business acumen. The IT Director Career Path is just as varied as the position itself.
This position has many associated titles that often hold the same responsibilities — being the conduit between the IT team and the business operations team. That can come in many different forms.
For example, the Director of IT, Infrastructure, and Operations is responsible for the business phone systems as well as communications and collaboration infrastructure, the same as the Director of Telephony or Communications.
While many companies are putting less emphasis on titles and more on the responsibilities of the role, this position still holds the decision-making power for the IT department. Including network infrastructure, software and hardware implementation, and team processes and policies.
If you’re looking for a career in technology and are interested in infrastructure, network services, and cloud telephony — this could be an excellent position for you. However, where do you start?
More posts in this series:

What is a Director of IT?

The Director of IT is the team leader between the technology team and all other departments within an organization.
This role is in charge of maintaining, securing, and developing IT systems for their company. They implement essential systems and services that add value and assist in achieving company goals.
This role demands a great deal of knowledge in information technology as well as exceptional people skills. As a Director of IT, this individual is responsible for organizing programs, directing network improvements, training the workforce on procedures and security, and managing their own team.

Direct of IT Responsibilities

Gartner’s RGT model talks about how someone on the CIO career path should assess how they spend their time. On top of this, it also covers the development of an IT Executive.

IT Director Career Path: RGT Model
Gartner’s Run-Grow-Transform Model

In essence, it suggests that an IT Manager needs to be able to “run the shop” i.e. keep the lights on and meet the organizational mandate. IT Directors then need to both run the shop and “grow the business”. Finally, IT VPs and above need to balance running the shop and growing the business with transforming the organization.
Further, the role of Director of IT can require many different skills, but the major responsibilities in the role tend to remain the same. Below are five of the top skills required by companies when they’re looking to fill their Director of IT positions.

  • Team Leadership
  • IT Security & Infrastructure Management
  • Deployment of New Technology
  • Strategic Planning
  • Network Management / Administration

Let’s take a closer look at what each of these skills looks like day-to-day.

Team Leadership

The Director of IT is the head of the IT department and is in charge of the growth and management of their team members. They must be able to seamlessly communicate project goals and strategic plans.
Given that they are the point of contact for many of the technology projects, having exceptional interpersonal skills and the ability to manage people is a must for this role.

IT Director Career Path: Interpersonal Skills
Image credits: The Balance Careers

IT Security & Infrastructure Management

A huge responsibility in this role is managing the security policies and procedures for the company. This includes frequently conducting security audits, training staff on security measures, and identifying areas of weakness.
An IT Director should be able to identify areas of improvement and provide innovative solutions to ensure the best possible IT system is available. While they may not be troubleshooting issues on the ground like lower-level IT positions, they will be in charge of tasking their team members with this.

Deploying New Technology

As we mentioned above, with technology changing quickly, the Director of IT should always be looking at new solutions.
Whether these are related to security needs or business operations — being one step ahead of what the company needs is a crucial aspect of being in IT. Once they decide on a solution, it is also their responsibility to put a deployment plan in place.
This type of plan includes everything from implementation to employee training and vendor management. Experience delegating tasks and managing a project through to completion will make deploying technology much more manageable for larger companies.

Strategic Planning

Every company has a vision or strategic plan that determines its goals for the future and the key metrics they need to accomplish to get there. The Director of IT is in charge of aligning their strategic plan with the vision of the entire company.
If developing a new technology or implementing a new software will help the organization reach one of its primary goals, it’s on the director to see that through. The Director of IT needs to be able to not only anticipate these needs but effectively act on them.

Network Management & Administration

This is one of the most obvious skills that a Director of IT needs. It encompasses everything you’d expect your IT department to handle.  Selecting service providers and troubleshooting software for example. IT Directors also build vendor relationships while monitoring each stage of this process.

IT Director Career Path: Vendor Management
Image credits: Smartsheet

It also includes much of the business aspect of the position, like managing a budget, assessing productivity levels, and upgrading hardware and software infrastructure when necessary. Now let’s take a look at what those skills can earn you.
Related: 25 Working from Home Tips to Slam-Dunk Tasks

Director of IT Salary

According to a report from PayScale, the median salary for a Director of IT is $115k annually. This doesn’t include any additional profit sharing or bonus structures. It’s a pretty substantial number for the technology industry.
Many things affect the base salary for this position. This may include the industry and location of the organization in which you might work. At the low end of the range, a Director of IT might earn 65k, while the high end tops out around 166k.
If you want to hit the higher end of the salary spectrum, you’ll want to work for a company based in larger cities like Chicago, New York, and Los Angeles. Additionally, some of the top-paying industries include healthcare, cloud communications, and the financial sectors.

Director of IT Career Path: Think You’re Cut Out?

Like most positions in IT, plenty of routes lead to an IT Director career path.
Of course, starting from the bottom and working your way through various positions will guarantee skill diversity.

Common previous roles

  • Software Engineer / Developer / Programmer
  • Manager of IT
  • Senior Manager, IT

As you can see, there are many different roles you can try while you up-skill. While the career path will look different for everyone, aiming to get equal parts experience in business and technology is your safest bet.
If you’re looking to start your career in technology, with the goal of eventually moving to a high-level position like Director of IT, you’re heading in the right direction. According to a study by Cyberstates, technology employment in the United States added almost 200,000 jobs in 2017 and is continuing to grow.
Additionally, the U.S. Bureau of Labor Statistics estimates there will be over 1.2 million workers in technology by 2026.
Following the IT Director career path can be both lucrative and exciting. More importantly, it’s job security you can count on.

ABOUT THE AUTHOR

Chris Reaburn

Chris Reaburn is the Chief of Strategic Execution at Nextiva. Known as "Reaburn" by friends/family, he is responsible for championing Nextiva's brand and products into the market in support of the company's vision to change the way businesses around the world work and serve their customers. With his previous leadership roles in the communications industry…

Posts from this author

The IT VP Career Path Explained in 5 Easy Questions

January 24, 2019 6 min read

Chris Reaburn

Chris Reaburn

When it comes to a career in technology, becoming a Vice President of Technology is one of the highest positions one can achieve. A VP of IT career path is varied and never looks the same for everyone, but is highly dependent on experience and skills, just like the CIO career path.
Most VP of technology career paths start with gaining a Bachelor’s degree. From there, certifications in other areas can be helpful, but getting business experience is of utmost importance.
Having a mind for operation management, strategic planning, and people management are huge aspects of this role.
Another reason many people strive to become an IT VP is due to the high salary. PayScale suggests that the median salary for this role is around $170,000 annually, making it one of the most lucrative positions in the technology field.
So, what does the career path to a VP of Technology look like? To begin, let’s take a look at the role.

What is an IT VP?

A VP of Technology is an executive position that oversees the technology initiatives of an organization.
This can mean everything from the implementation of new business phone systems and proposing new software intended to improve the business. IT VPs also help strategize and execute the direction of technology within the company.
Individuals in this position are in charge of the technology decisions as they relate to the vision and goals of the organization. It’s important for people in this position to have an excellent mind for business, as budgeting, project management, and organizational growth are crucial aspects of what they do daily.
They must be able to lead an IT team and keep track of projects while also maintaining fresh ideas that keep their company in line with changing technologies.

Don’t let the varying titles in IT confuse you

Let’s see how varying titles can shift the focus of responsibilities. For example, a VP of IT Infrastructure and Operations role deals mostly with voice networking, network performance, contact centers, data privacy management, etc. That is, essentially, anything that isn’t either communications, security, or applications.
Then there are different titles that require the same set of skills, like VP of Information Technology and VP of Technology. What they all have in common is that they’re all in charge of overseeing the technology decisions within their organization.
Related: IT Director Interview Questions: Real-World Answers to Get Hired

What Responsibilities Does an IT VP Have?

IT VP Career Path: Responsibilities

While not all organizations have the same goals, many VP of IT roles require the same experience. These are five major skills that can affect this role day-to-day.

  • Program Management
  • IT Management
  • Software Architecture
  • Strategic Planning
  • Operations Management

Let’s take a deeper dive into what each of these means when it comes to the IT VP role.

Program Management

The technology department ensures that the right tools are in place to let employees function efficiently within an organization. A VP of technology is continually searching for new ways to improve a company’s performance by ensuring that the right technology is in place every step of the way.
They should be able to provide insight and ideas for solving complex issues as they relate to technology initiatives.

IT Management

Many VPs of technology come from an IT management background. That means that many people who step into this role already have the skills to enable an organization to function at its best.
This involves optimizing resources, managing staff, improving IT processes, etc. Apart from this, they should also be able to suggest and implement technology best practices across the organization. Like many other aspects of this role, it requires leadership skills and the ability to plan strategically.

Cloud Architecture

As a VP of technology, implementing new infrastructure is a key priority. So, having experience with cloud architecture is a huge must. Being able to make fundamental structural technology decisions is a must-have skill.
Related: The Beginner’s Guide to the Perfect VoIP RFP (+Free Templates)
For example, choosing which vendors to go with and project planning. Understanding how software functions concerning data backups, scalability, reusability, and security within a given organization is key. It can make an impact on whether or not the infrastructure will allow the company and the employees within it to function successfully.

Strategic Planning

Any executive within an organization must be able to make strategic decisions with long-term goals in mind. VPs of technology need to be able to align the overall strategic vision of the company with that of their department.
This can mean developing new policies and procedures, recruiting new talent, and developing new software and hardware tools. Each goal they create for the future needs to positively impact the company as a whole.

Operations Management

Operations management is another area where having strong business skills is a must. Understanding the ins and outs of business allows a VP of technology to build out tools, change processes, and implement new systems. This adds to the fundamental workflow of the organization.
These days, technology is a huge piece of what makes a company successful. For instance, instead of developing custom APIs, a smart IT leader would opt for an ETL tool to move data between systems reliably. So knowing how to change operational procedures via technology can make all the difference.

How do you gain these skills?

What Skills Does an IT VP Need?

As we mentioned before, the start of a VP of technology career path is a bachelor’s degree. Computer or information science are some of the most common majors here.
Though this is a great start and can get you moving in the right direction, many people that go on to become VPs also complete additional education like a graduate’s degree and various certifications.
Some of this education can be done while working, which makes it easier to get started on the experience portion of your resume.
If you plan to focus on one industry, say finance or health care, it’s important to work your way through the ranks early. Specific industries have additional qualifications and knowledge they’ll likely expect you to have.
Related: Wise Words from 9 World-Dominating Women in Information Technology

What Kind of Salaries Do IT VPs Earn?

Technology vice president salary payscale

Being a Vice President of Technology is a lucrative and demanding career. According to information from PayScale, the median base salary is about $169,874, which doesn’t include any profit sharing, equity, or bonuses.
However, things can vary depending on the industry, location, and company size of the organization you wish to work for.
At the low end of the range, you can likely expect to make $117,000 to start, while the high range can exceed $240,000 annually.
What are the factors that weigh into these numbers?
For one, the industry. Companies like Barclays, Goldman Sachs, and Blackrock are some of the top-paying firms when it comes to VP of technology roles. What do they all have in common? They’re in the financial sector. There’s immense pressure to deliver on security and compliance.

IT VP Career Path: Yea or Nay?

Like any technology career, there are many different ways to get to a VP role, but it’s more important to put the work in to move your way up the ladder. Below are a few of the roles that serve as excellent stepping stones to a career as VP of technology.

Some of these roles might have the same functions as an IT VP. This makes them excellent places to gain the experience most companies are looking for.
Technology is a fast-growing industry — one that isn’t slowing down any time soon. The goal of becoming an IT VP isn’t an easy one.
Not only is there room for growth, but there’s always the chance that you’ll find another role you love just as much. Technology is an industry that will provide you with both job security and an innovative work environment.

ABOUT THE AUTHOR

Chris Reaburn

Chris Reaburn is the Chief of Strategic Execution at Nextiva. Known as "Reaburn" by friends/family, he is responsible for championing Nextiva's brand and products into the market in support of the company's vision to change the way businesses around the world work and serve their customers. With his previous leadership roles in the communications industry…

Posts from this author

When it comes to careers in technology, the position of CIO is one of the highest positions you can hold. A Chief Information Officer (CIO) is the executive in charge of technology and the business interests of the IT team.
The CIO career path requires a significant amount of education, on-the-job training, and knowledge of how to operate a business.
So, what does the CIO career path entail? For starters, it takes a lot of education. The minimum requirement for a CIO is a Bachelor’s degree, but that’s typically only the beginning. Many CIOs have additional technology-related certifications in project management and information technology.
The payoff for the hard work (this career goal can take ten years or more), is substantial. On average, CIOs take home around $170K per year while those in larger organizations earn more. Salaries also vary based on location, company size, and industry.
If you’re interested in becoming a CIO, this is the career path you can expect.
Skip right to:

What is a CIO?

A CIO (Chief Information Officer) is an executive within a corporation that is responsible for overseeing information technology.
That can mean many things depending on the organization. Typically, a CIO is in charge of hardware and software project implementation, vendor procurement, determining IT strategy, and delegating day-to-day IT operations.
In most companies, the CIO reports directly to the Chief Executive Officer (CEO), and in many cases is a member of the board.
They’ll handle the IT budget for the entire company and make hiring decisions. On top of that, they also determine safety and security measures related to overall company information. For example, CIOs play a crucial role in a company’s business continuity plan.
It’s a big job, one that comes with a great deal of responsibility, and requires insight and knowledge into IT operations.
Not only do CIOs need to have a mind for business, but they have to have an in-depth understanding of all aspects of technology.
Let’s break down a little further what a CIO is responsible for within a company.
Also check out more posts in this series:

Related: The Top 80 CIOs You Should Know in 2020

CIO Responsibilities

CIO Career Path: Responsibilities
There are four significant areas that CIOs are responsible for managing. Anyone on the CIO career path should expect to have experience navigating many of these on a smaller scale. These include:

  • Departmental Budget Planning
  • IT Architecture
  • Data Security & Information Risk Management
  • IT Team Management

Let’s take a more in-depth look at what each one of these responsibilities involves.

Departmental Budget Planning

The budget in most companies is calculated based on a percentage of company revenue. This also varies depending on the industry.
A CIO’s budget will largely be determined by both revenue and how big of an impact technology has on the business. The CIO will be responsible for deciding how to use their budget, stay on track with their objectives, and effectively manage the growth of their workforce.

IT Architecture

A CIO is responsible for strategizing and implementing IT architecture across their organization. These plans will be based on the overall goals of the company and decided upon at an executive level.
Once a strategy is in place, they’ll begin delegating tasks to their team to execute on each project. It requires a great deal of knowledge of IT operations as well as project management.

Data Security & Information Risk Management (IRM)

Now, more than ever, data security and IRM are a big concern for CIOs. With so many corporations moving their technology to the cloud, developing a data security plan is a must.
Some companies are positioning CIOs into an entirely new position that deals specifically with security known as a CSO (Chief Security Officer). The CIO must understand key vulnerabilities, educate employees on security protocol, and consistently be in the know about security issues all over the world.

IT Team Management

A CIO can’t do all this work alone. They’re in charge of the IT team and are frequently delegating many of the day-to-day tasks to them.
What kind of tasks?
Everything from implementing new software and hardware solutions, troubleshooting technical issues, managing IT expectations, and completing projects. Let’s say you need to acquire a business phone system. The CIO must be able to effectively manage large teams to understand the pros and cons as well ROI while setting up this new system.
Now that you know the major responsibilities of a CIO, it’s time to talk about how you can gain this experience.
Related: VoIP RFPs: A Complete Guide to Upgrading Your Phone System (+Free Templates)

Education & Skills

The majority of CIOs are highly educated with a vast background in IT operations and business communications. Most CIOs have exceptional leadership skills, knowledge of product offerings, study innovative technology solutions, and the foresight to re-engineer business strategies when necessary.
This take-charge attitude comes thanks to the skills and knowledge they acquired via education and work experience.
Most people on the CIO career path have a bachelor’s degree in information systems, computer science, or engineering. However, many go on to continue their education with an MBA or specialized certifications.
Given that leadership and management is huge aspect of day-to-day life as a CIO, incredible business acumen is also essential. Whether you develop that over time by steadily moving from one position to the next, or you study the skills of great leaders, it’s an absolute must.

CIO Salary Expectations

CIO Career Path: Salary
CIO Salaries according to PayScale

All that hard work comes with a payoff once you reach the top. According to PayScale, the median salary for a CIO is $150,000 depending on location, industry, and company size.
While the lower end of that number can come closer to $90,000, it can also exceed $250,000. If you’re looking to make a higher salary, you’ll want to be in a larger city like Los Angeles or New York.
These numbers, of course, are all before bonuses and profit-sharing options. So, there are plenty of opportunities to make a good salary despite location.

CIO Career Path

These days there is hardly a typical CIO career path. With ever-changing technology and new titles being used, everyone’s path is different.
In fact, many CIOs hold the title of CFO (Chief Financial Officer), despite dealing primarily with technology. However, there are a few roles that are great stepping stones on the way to becoming CIO.

The 5 most common roles a CIO may have held

CIO Career Path: Growth
  • VP or SVP of Shared Services
  • IT Director
  • IT Project Manager
  • Technology Manager
  • Chief Technology Officer

What’s most important on the path to becoming a CIO is focusing on education, training, and developing leadership and business skills.
Once you have enough experience under your belt, you’ll have a lot to offer when you step into those CIO shoes.

CIO Job Outlook

If you’re looking for a safe and steady career path, the goal of becoming a CIO is a good one. According to statistics from the U.S. Bureau of Labor Statistics, employment for executives in the IT field is expected to grow by 12% through 2026 — much faster than most other occupations.
Though the competition is fierce, with only so many CIO positions available throughout the country, there is still ample opportunity to work your way up in the technology industry.
One thing is certain, technology is a booming industry for employment, so you can’t go wrong working hard to rise through the ranks.

ABOUT THE AUTHOR

Chris Reaburn

Chris Reaburn is the Chief of Strategic Execution at Nextiva. Known as "Reaburn" by friends/family, he is responsible for championing Nextiva's brand and products into the market in support of the company's vision to change the way businesses around the world work and serve their customers. With his previous leadership roles in the communications industry…

Posts from this author

In the digital age, a company’s IT team is one of the most important facets of their business. This is especially true in the SaaS world. If you’re selling software as a service, you must have a strong, well-organized IT team structure backing you.
A solid team structure also helps allocate resources for customer service and business continuity. These areas are often ignored from an IT perspective unless issues escalate.

Where we begin:

Next steps:

Result:

How is Your Current IT Team Structured?

Start by asking yourself this question: What’s your IT team structure?
Do you even have a defined structure?
Consider way back when most companies didn’t even have an IT department. I know, it’s hard to believe. But as technology advanced, companies realized they needed a guy (or gal) to fix their tech. And as things continued to advance even more, they needed a whole team of guys and gals to help. Lo, the “IT Department” was born.
Back then, the IT team was just a group of people who did IT stuff. As far as structure, there wasn’t much. Unfortunately, IT teams stayed largely the same as companies grew and evolved. Just a group of people doing tech stuff. But that just doesn’t work anymore.
If your IT team doesn’t have an organized and specific structure, you’re seriously throttling your business.

Is Your IT Department Separated into Teams?

Separating your IT folks into teams is the first step in developing a structured department. The “jack of all trades” sort of department is a thing of the past. In order to effectively support your business, you need specialists. The tech specialties you choose and the teams you develop will depend on your individual business and its needs.
IT team structures for a B2C business varies from a B2B setup. Likewise, what you’re selling is a factor. Physical products, digital products, services, online marketing, advertising, software, all need different kinds of IT teams backing them.

How to Define Your Teams

Let’s take a look at a tried and true IT structure that could work wonders for your business. This model works especially well for B2B companies in the SaaS (software as a service,) PaaS (platform as a service,) and DbaaS (database as a service) space.

1) Program Management

The program management team is not just part of your IT structure but an integral part of growing your overall business. This team manages your projects — anything from implementing new equipment or technology to developing new products.
When projects involve a third party, one or more members of your program management team will act as the face of your company.  They’ll manage projects’ internal and external aspects and liaise directly with people outside of your organization.
A program management team will also keep an eye on your business processes to identify areas of inefficiency or a breakdown in the customer journey.
This team is generally made up of one or more project managers working alongside an IT operations manager and the CIO.
IT doesn’t even all need to be in the office. With a virtual team, communicating with techs is as easy as picking up the phone or sending an email.

2) Technical Team

The technical team is comprised of individuals (or sub-groups) with particular expertise, like network architecture, system integrations, security, and various areas of development.
This is a team of builders. The technical team develops and builds new tools for your staff or new products for your business. They’re also tasked with ensuring your company’s technical infrastructure is up and running smoothly and securely.
In addition to builders, some technical team members are front-line warriors. These are the tech support gurus who help your internal staff and, in some cases, your customers with their day-to-day requests and problems. Safelite Autoglass is a good customer service example of how technology, training, and personnel come together.

3) Data Team

Information – data – is what the data team is all about. A team of data analysts and database administrators handles all the information coming in, going out, and being stored. Imagine the massive about of data your company deals with. But instead of a warehouse full of alphabetized filing cabinets, your data team deals with electronic bits of information.
The data team’s job is to ensure your company’s data is stored in a way that’s easily accessible, secure, and orderly.
Related: Top 75 SaaS Companies of the Decade You Must Know

4) Functional Team

The functional team is usually made up of business analysts and business process owners. Though some of their tasks may be similar, this team should not be confused with the program management team.
Members of the functional team often do the “leg work.” You’ll see them speaking with members of the business and key stakeholders to gather requirements, understand business needs, and map out processes.
This team helps the other IT teams understand how virtual phone systems can be replicated for additional locations. The other teams then use this knowledge to build new software, create software enhancements, or update the company’s technical infrastructure.
The functional team also handles drafting training materials and often conducts user training sessions.

Integrating Your Various IT Teams

We’ve told you to separate your IT department into functional teams, but that doesn’t mean they shouldn’t work together.  In fact, each team must work together.
While each team has a different focus, everyone should be working toward the same goal. This is best achieved by identifying areas of overlap. In this case, “overlap” doesn’t mean two people are working on the same task. Instead, overlap means points of integration.
Finding those points of integration is the next step in building an efficient, thriving IT structure. The most successful IT departments are those who understand the importance of each teams’ contribution. Highlighting integration points and fostering communication around those points is essential.

Where are Your Gaps?

Your IT team might not mirror the structure we’ve described above. And maybe that’s okay for your business. But it’s important to address any gaps in your current IT structure.

Ask yourself some pointed questions, like these:

  • If I have a request, do I know which team can help me?
  • Are my employees and customer getting the technical support they need?
  • Do our technical projects run smoothly? If not, why?
  • Are my various IT teams working together seamlessly?
  • Is my IT department helping my company’s growth?

If you answered “no” to any of these questions, it’s time to take a step back to re-evaluate.
And a final, very important question is this: Is my IT team a cost center?
If the answer is “yes” then some major changes may be in order. Your IT staff are there to support the business, of course. But they’re also likely among the most highly-skilled members of your entire organization. If you’re not using that skill to drive profit, you’re missing out.
IT professionals are no longer nerds staring at computers all day. They’re creatives and innovators. Structure your IT staff in a way that feeds their creativity and encourages innovation.

Turn IT into a Profit Center

There’s not much you can do to turn your IT team into a profit-generating machine overnight. But there are small steps you can take that will help you realize growth.

1) Integrate IT with the Rest of the Business

When we think of IT staff, we often have images of people working in a server room or in some back-office disconnected from the rest of the business. If you want your IT team to get excited about what they’re doing, include them with the rest of your staff. Working near and around folks in other areas of the business will fuel those technical brains with bigger and better ideas.

2) Loop in IT Right from the Start

It’s a mistake that keeps on happening, even with huge, well-known corporations. CEO’s or other company leaders come up with grand ideas. They spend money on research and even begin the early planning process, without involving their IT teams.
Related: The Complete Guide to VoIP RFPs & RFIs (+Templates)
Down the road, when it’s time to do the work, the IT team is brought on board. What happens next? Maybe the project goes ahead, it doesn’t. Leaving IT out of the early planning stages can mean big problems down the line.
We’ve already told you your IT team is creative and innovative — why not tap into that when making strategic plans? Not only that, but the IT staff can also share technical knowledge early on that can red light a project before you’ve invested time and money.

Structuring the Best IT Team

The big takeaway is that your IT staff should be appointed in well-defined teams that will best serve your business. You don’t have to copy the structure of Google, Amazon, or other tech giants, but take a page from their playbook. The best IT teams are separated by expertise and task, but all work toward the same goal.
Focus on developing an diverse, remote team that not only supports your business but pushes it forward by creating innovations and driving profit.

ABOUT THE AUTHOR

Chris Reaburn

Chris Reaburn is the Chief of Strategic Execution at Nextiva. Known as "Reaburn" by friends/family, he is responsible for championing Nextiva's brand and products into the market in support of the company's vision to change the way businesses around the world work and serve their customers. With his previous leadership roles in the communications industry…

Posts from this author

When done right, event sponsorship delivers on its promise. It will help your brand gain visibility, street cred, and new leads. Events let you nurture relationships with existing customers, vendors, and new prospects. They have lucrative benefits that are quite compelling. While that may be true, how do you know that you got your money’s worth? Furthermore, does your team know how to measure event sponsorship ROI?

  1. Event Sponsorship Vs. Other Marketing Spends
  2. How To Measure Event Sponsorship ROI
  3. 11 Metrics to Get Started With
  4. Calculating ROI For Specific Sponsorship Objectives
  5. What to Look For in a Sponsorship Agreement
  6. Sponsorship Checklist
  7. Sponsor Etiquette and Best Practices

Event Sponsorship Vs. Other Marketing Spends

Of course, sponsoring may cost less than other advertising and marketing methods. Depending on the sponsor status or event scale, these costs could run into thousands or millions of dollars per event.
You wouldn’t want to spend any amount without having any idea of how much value you’re getting in return. Consequently, at the most basic level, you would want to know whether a sponsorship campaign is successful or not.
What channels apart from events are you budgeting for? Compare yours against this new marketing budget breakdown.

How To Measure Event Sponsorship ROI

There are many ways to measure event sponsorship ROI. But unless all variables and metrics are explicit, your ROI tracking may be off.
For starters:

  • Define the event parameters. Map your objectives, KPIs that match your goals, and the specific metrics you need to watch.
  • Understand all event variables. Work with the event organizer to determine attendance, new contact information, ad impressions, company logo/icon placements, social media mentions, etc.
  • Map your ROI vs. investment: Specify how much ROI you expect (e.g., twice the value of your investment, 3:1, 4:1, etc.). As a rule of thumb, ditch any deal that promises only a break-even affair (1:1).

11 Metrics to Measure Your Sponsorship ROI

1) Brand impressions (onsite, social media mentions, PR releases, etc.)

This refers to the value of media coverage, citations, or mentions of your brand across different channels. These channels include print media, digital outlets, television, social networks, radio, podcasts, and on-site press interviews. More coverage and visibility for your brand ideally translate to greater awareness among your target customers.

2) The number of new leads generated

This refers to the number of leads gained directly from the event. In addition to onsite registration, your event team may also engage prospects who are event attendees and gather referrals from other participants. Online registrations via social media callouts and event collaterals such as brochures and company swag also count.

3) Lead quality/position

This refers to the decision-making capability or revenue potential of the leads the event has generated. The more market- or sales-qualified leads your event creates, the more value your company gains.

4) Onsite purchases/opt-ins

This refers to actual sales generated, or accounts closed during the event.

5) Click-through rate

This metric helps show audience engagement with event-related content. Easily quantifiable, this metric can be used to identify what your prospects like or dislike.

6) Email open rate

Similar to a click-through, this metric gauges the percentage of your subscriber base who find your event-related messaging relevant.

7) Website visits

This refers to the bump in user traffic directly triggered by event-related activities.

8) Social media interaction

This refers to how social media users respond to your brand messaging as measured via their likes, shares, comments, retweets, and other actions.

9) Customer feedback

Gathered primarily through a survey, this indicator shows — among other things — the level of satisfaction attendees feel about the event, their favorite event activities or features, and their expectations for future events going forward.

10) Net Promoter Score (NPS)

NPS gauges the aggregate loyalty of your customers, their overall satisfaction with your product, and their willingness to promote your brand to others. It’s usually a numerical value from -100 to +100. A negative NPS means that your customers will likely say something negative about your brand rather than recommend it to their network.

Calculating ROI For Specific Sponsorship Objectives

Many things can motivate a brand to sponsor an event. Some of the common objectives sponsors aim for include:

  • Drive sales performance (e.g., +20% quarterly revenue)/expand market share
  • Increase brand awareness
  • Target a new customer demographic/persona
  • Introduce a new product/service feature
  • Show corporate social responsibility
  • Build relationships with vendors/ecosystem players
  • Reposition brand/Execute rebranding
  • Outpace competitors

Calculating event sponsorship ROI involves tracking the relevant metrics for a specific sponsorship objective. For example, if your goal is brand awareness, then you should monitor traditional media coverage as well as online visibility. You could even use specific PR tools to keep track of coverage.

Relevant metrics

  • Press coverage — the number of mentions in traditional media outlets
  • Channel broadcast (TV, radio) coverage — the number of new mentions, speaking opportunities
  • Social media presence — shares, hashtag usage, podcast features, blog mentions
  • Website traffic — the number of users who clicked your landing page link from the event page
  • Principal interviews — the number of brand leader interviews

Successful examples

Red Bull is a textbook case of a company successfully optimizing the power of events to build brand identity, awareness, and customer loyalty. They invest millions of dollars in marketing money to keep fans and customers excited and fully engaged with the brand.
Here are other examples of noteworthy events and their sponsors:

  • CES (Consumer Electronics Show) 2018 | Sony, Amazon, Nvidia, Google, Samsung, etc.
  • SXSW (South By Southwest) | Capital One, The Austin Chronicle, Mercedes Benz, Bud Light
  • Coachella  | Adidas, Sephora, Cupcake Vineyards, Absolut, etc.

Calculating ROI

To determine your ROI, you must calculate the total value you get in exchange for the full sponsorship and event participation costs. This value may come in the form of event-generated revenue, pipeline value, ad impressions, etc. On the other hand, costs may be in the form of sponsorship fees, travel and accommodations, allowances, event booth upkeep, and other expenses.
The simplest way to compute ROI is to divide your return (the value generated) by the investment you made:
Return ÷ Investment = ROI
There are other methods and formulas used by event marketers to determine the ROI of complex event sponsorship campaigns.

What to Look For in a Sponsorship Agreement

Not all sponsorship agreements are equal. When negotiating for one, remember to consider the following:

1) Event fit

Review whether the event, the event owner/manager, the event goals, and the event audience match or complement your branding.

2) Sponsorship types and fees

Validate whether the sponsorship fees are reasonable/justified and if these fall within budget. Depending on your preference, also verify whether the sponsorship (for the entire or a particular aspect of the event) is exclusive or not.

3) Potential event ROI

Determine if participating in the event as a sponsor will deliver acceptable ROI.

4) Sponsorship terms

Determine whether the entitlements and restrictions are favorable to your business.

  • Verify whether merchandising opportunities are viable within the event venue/duration.
  • Check whether co-branding arrangements, if any, enhance your brand.
  • Determine whether your company can legally terminate the agreement and recoup expenses if a breach occurs.
  • Ensure that there is a “force majeure” clause that protects your business from liability if some unforeseen event beyond your control prevents you from meeting your obligations.
  • Determine if the liability clauses (especially for third-party claims) are acceptable to your company.
  • Review terms and restrictions on intellectual property rights.
  • Review security concerns, including physical and cyber-related aspects of the event.

5) Other terms

Whenever applicable, require the event organizer to provide the following:

  • A minimum guaranteed ROI (brand placements, social mentions, audience count, etc.)
  • List of participating celebrities, industry leaders, and brands (vendors, competitors, and other ecosystem players)
  • Audience demographic data

Event Sponsorship Checklist

Here’s a checklist to help you organize your sponsorship campaign and maximize its ROI:
How to Measure Event Sponsorship ROI: Handy Checklist

Event Sponsor Etiquette and Best Practices

  • Be fair, clear, and transparent about your sponsorship goals.
  • Keep your side of the bargain. Once you’ve reviewed and signed a sponsorship agreement, meet all your obligations.
  • Have an event plan and playbook to keep your event team on the same page at all times. Allocate adequate resources and staff for the event. Equip your event team with all the tools necessary to meet all your event sponsorship goals successfully.
  • Your event team and related staff are brand ambassadors. Set clear expectations when it comes to courtesy, punctuality, attire, and general behavior.
  • If your sponsorship entitles you to an exhibit space or booth, provide adequate and competent staffing. Ensure that your designated area is always tidy and accessible.
  • Demonstrate expertise, authenticity, and enthusiasm when engaging attendees, sponsors, and other event participants.
  • Conduct a periodic (daily) audit regarding logistics, activities, and goal monitoring.
  • Have a post-mortem at the event close. Validate if you have achieved all your objectives and formulate recommendations on performing better moving forward.
  • Above all, re-engage the event organizer to discuss outcomes (convey gratitude, raise concerns, etc.)  and future opportunities.

The Key is to Plan Ahead with the Event Organizers

Finally, involve the organizer when you compute and calculate a baseline ROI. While nothing is specific, you are investing in the event. It’s instinctive to try to recoup and optimize expenses.
In particular, track the success of your sponsorship based on the objectives you’ve established. Event sponsorship is an evolving field. Create a similar template for your events, and you’ll never wonder how to measure sponsorship ROI.
Related: How to Avoid the Next ‘Success Crisis’ with Daniel Pentecost

ABOUT THE AUTHOR

Gaetano DiNardi

Gaetano DiNardi led demand generation at Nextiva and has a track record of success working with brands like Major League Baseball, Pipedrive, Sales Hacker, and Outreach.io. Outside of marketing, Gaetano is an accomplished music producer and songwriter. He’s worked with major artists like Fat Joe, Shaggy, and loves making music to stay turbocharged.

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15 Benefits of Event Sponsorship Most Companies Ignore

December 12, 2018 4 min read

Gaetano DiNardi

Gaetano DiNardi

Studies show that events and experiences improve how audiences feel about brands. They also give you a strong push when it comes to driving sales. Over 90% of consumers feel positive about brands after participating in an event. While around 85% will likely buy from you, the benefits of event sponsorship don’t end there. Here’s our list of 15 benefits to check out!

What Are The Benefits Of Event Sponsorship?

  1. Return on investment (ROI)
  2. Audience insights
  3. Direct access to ideal customer profile (ICP) data
  4. Lead generation
  5. Social media/website traffic/focused content strategy
  6. Opportunities for sales closes with warm prospects
  7. Highlighting a product or service offering
  8. Brand building
  9. Enhanced vendor relationships
  10. Advantage over absentee rivals
  11. Direct face time with prospects
  12. Opportunity to reconnect with existing customers
  13. Increased credibility as a brand
  14. Platform for post-event interactions
  15. In-house knowledge and resources

What you gain from events fall under two categories — measurable and not measurable.
Measurable benefits come along with metrics you can track. Non-measurable benefits are those that generally add over time.
Besides visibility, event sponsorship can also help generate leads and sales.

NextCon: Nextiva’s largest partner event in 2019.
Explore how you can be a part of it.

Measurable Benefits

1) Return on investment (ROI)

First of all, event sponsorship drives success only when you have a system to track metrics. For starters, you’d want to know whether joining an event is worth the money and resources.
The key here is to identify your primary goals; sales, lead generation, site traffic? Furthermore, have a system in place to watch the numbers. A decent campaign should drive website traffic, content engagement, and conversion rates.

Related: Measuring Event Sponsorship ROI: Objectives, Goals, Metrics to Track

2) Audience insights

Demographic data and audience preferences from events are ideal for your nurture campaigns. It shows which segment of your market likes a particular type of event and which aren’t.
Related: 5 Ways Analytics Can Boost Productivity

3) Direct access to ideal customer profile (ICP) data

As an event sponsor, you’ll have stronger opportunities to learn more about your ICPs. Almost all event organizers gather data with surveys, ticket sales, and social media activity. You can’t get enough of these so demand them at the onset.

4) Lead generation

B2B event participants want to experience the event and learn about the brands there. Hence, they are more open to discover new products and services. Together, these participants constitute a pool of potential quality leads for diligent sponsors.

5) Social media/website traffic/focused content strategy

Major events represent a wellspring for high-quality content. So how you create your messaging/pre- and post-promotion determine your web traffic.

6) Opportunities for sales closes with warm prospects

Some participants will likely be existing leads in your nurture funnel. Because up-close interactions with warm prospects help you close the deal, go in prepared.

7) Highlighting a product or service offering

You can use events to launch a new product or updates to an existing feature. Likewise, if you run a pre-promo social media campaign announcing swag/other incentives, that’ll only bring you more users.
Created your marketing budget breakdown for 2019 yet? Check out our handy template here.

Immeasurable Benefits

8) Brand building

When it comes to brand visibility, event sponsorships are the way to go. Media coverage aside, up your audience engagement with giveaways or interactive booths.

9) Enhanced vendor relationships

Certainly, potential leads and warm prospects are not the only ones attending events. Competitors, vendors, and other ecosystem players also do. It’s your opportunity to build meaningful and long-lasting industry/community relationships.

10) Advantage over absentee rivals

As an event sponsor, you gain a competitive advantage over competitors who are absent. For that reason, go in with a game plan and outshine competitors on the sidelines.

11) Direct face time with prospects

Another pro is in-person interactions with customers. Events are fantastic opportunities to drive a connection between your brand and ICP. This is your chance to create personalized experiences with demos/emails/swag, etc.

12) Opportunity to reconnect with existing customers

Be sure to engage warm prospects who attend events that you sponsor. Also, choose your lead nurturing flow based on where your ICP is in the buyer journey. Based on your conversations, you can even go ahead with a well-timed ask for close.

13) Increased credibility as a brand

Driving awareness about your brand is one thing. Inspiring respect and admiration are another. Thus, event sponsorships are a great way to drive positive PR and build credibility. You can also use events to position your brand in your niche accurately. For smaller players, events are active venues to be cast alongside heavyweights.

14) Platform for post-event interactions

Maybe events are short-lived but the relationships you build last a long while. Be sure to grab the opportunities for post-event meet-ups and conversations.

15) In-house knowledge and resources

Finally, the marketing/advertising folks behind an event sponsorship tend to be industry-savvy. Therefore, conversations with these peers are your opportunities to collaborate in the future.

How To Know If You’re Sponsoring The Right Event

Event sponsorship is not as simple as it sounds. Sponsoring the wrong event can probably do more harm than good. That’s why it’s important to ask yourself these questions before you sign up:

  • Will the event have a chunk of your ICPs?
  • Does the audience’ perception of the event match your brand image?
  • Do the event and organizers share similar values as your company?
  • What do you know about the event’s track record, attendance rates, and general buzz?
  • Does it fit into your event marketing budget?
  • Have you established your critical objectives for sponsoring the event?
  • Do you have an accurate framework for measuring ROI?
  • What kind of measurable returns have the organizers promised?

It’s All About Planning Ahead

Use these 15 ideas to create your airtight event strategy. Above all, setting aside a budget and choosing the right events are your initial hurdles. Nail these and events are one of the most lucrative ways to get in front of your target audience. Spend more time on your event sponsorship strategy and generate more leads.
Bottom line: being a smart event sponsor delivers excellent ROI.

NextCon: Nextiva’s largest partner event in 2019.
Explore how you can be a part of it.

ABOUT THE AUTHOR

Gaetano DiNardi

Gaetano DiNardi led demand generation at Nextiva and has a track record of success working with brands like Major League Baseball, Pipedrive, Sales Hacker, and Outreach.io. Outside of marketing, Gaetano is an accomplished music producer and songwriter. He’s worked with major artists like Fat Joe, Shaggy, and loves making music to stay turbocharged.

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How to Create a High-Impact Marketing Budget Breakdown

December 6, 2018 7 min read

Gaetano DiNardi

Gaetano DiNardi

You have a chunk of money dedicated to marketing. But do you know exactly how you’re going to spend it? A surprising number of small business owners don’t have a well-defined marketing budget breakdown to use as a starting point. This also means there aren’t any specific goals or metrics they’re chasing either.
The best marketing efforts are born from a clear strategy. This defined roadmap is the fuel to drive your campaigns. Don’t just dip into the marketing budget as you go. Spend the extra time to set out your plan in defined terms.

Top 6 Channels For Your Marketing Budget Breakdown:

  1. Content Marketing
  2. Paid Marketing
  3. PR – Off-page SEO, Influencer Marketing
  4. Customer Advocacy and Referral Programs
  5. Marketing Tech Stack
  6. Events

1) Content Marketing

Content marketing promotes your brand through blogs, videos, and other online materials. The primary goal is for people to read your post or watch your video. But the secondary goal is to generate content that makes your readers comment and shares the material online.
You’ve heard the term “organic marketing” – this is where content marketing fits in. Viewers find your business through searches, blogs, and social media. They’re led to your content naturally by way of their online customer journey.
The overall purpose of content marketing is to get your brand in front of as many people as possible with engaging content. You then drive those viewers to a landing page and nurture them for conversion.
Related: 5 Proven Digital Marketing Tips to Win in Search, Social, & Email

What should you consider when budgeting for content marketing?  

There are a lot of options to choose from, such as:

  • Hiring one or more writers to create high-quality content for your blog or other publications
  • Consider using a simple blog maker to use reach a wide audience through content marketing
  • Commissioning a graphic designer to create images or infographics to pair with your content
  • Working with a videographer to produce professional instructional or informational videos or vlogs
  • Fees associated with posting your articles on highly-viewed websites

When allocating a budget to your content marketing, think about the type of material you want to produce. Also, factor in the number of content pieces and how frequently you prefer to release fresh material.

2) Paid Marketing

Paid marketing works in stark contrast to organic marketing. With organic marketing, your brand releases content in the hopes it’s viewed and shared by people. Conversely, paid marketing targets specific audiences and pushes ads and content to that audience.
This type of marketing is more upfront in its sales focus. Paid ads typically encourage the audience to “click,” whether it’s on a purchase button, a webinar link, or a white-paper download. The goal is to get the viewer from the ad to the landing page as quickly as possible.

Difference between organic and paid marketing

While organic and paid marketing each have their pros and cons, there’s one significant difference between the two: Speed.
Organic marketing moves at a much slower pace.  You have little control over how many views or shares your content may get. Traffic may draw out over weeks, months, and even years.
Paid marketing moves a lot faster, even though paid ad campaigns are usually much shorter in duration.
Because paid marketing focuses on a specific, targeted audience and you push the content to the viewer, there’s a higher likelihood of a quick response.

Potential expenses in paid marketing

When it comes to your marketing budget breakdown for paid marketing, think about these potential expenses.

  • PPC (pay-per-click) advertising (Google Ads, Bing, LinkedIn ads)
  • Premium-grade web hosting and landing page platform.
  • Display advertising and remarketing pixels
  • Social media ads (including Facebook, Instagram, Pinterest, and others)

As with any marketing campaign, it’s key to measure the impact and your return on investment. There are several ways to arrive at these results, some more complicated than others.

Calculating your ROI for ad spend

If you’re calculating ROI on ad spend, focus on your CPL (Cost Per Lead). Here’s the formula:

  • Campaign Budget / # of Clicks from Ads = Cost Per Click
  • (% Conversion of Clicks to Lead) * (# of Clicks from Ads) = # of Leads
  • Campaign Budget /  # of Leads = Cost Per Lead

Let’s say you have a $2000 campaign that generates 500 clicks, that’s $4 per click.
Assuming they convert at 5%, that’s 5% of 200 which is 25 leads. Taking $2000 and dividing it by 25 leads gives you $80. This is your cost per lead.

Calculating your paid marketing ROI

Here’s a simple equation to help you determine if your campaign is achieving an acceptable ROI.
(Sales Growth – Marketing Cost) / Marketing Cost = ROI
Here’s an example:

  • Marketing campaign cost:  $1,000
  • Sales growth:  $10,000
  • 10,000 – 1,000 = 9,000
  • 9,000 ÷ 1,000 = 9 = 900% ROI

3) PR – Off-page SEO, Influencer Marketing

PR = Public Relations. The concept has existed in business since the beginning of buying and selling. But in the digital world, a lot has changed. Things move fast – really fast. It’s more important than ever for brands to build a trusted image.
It’s no longer just about disaster recovery. PR is all about instilling a feeling of confidence and credibility. In some cases, it’s also a reflection of your customer service.
There are a few ways you can use PR in your marketing efforts.

Off-page SEO

Optimizing your website for search, adding great content, and building high-quality landing pages are all examples of on­-site SEO.  But to create a trusted brand, it’s important to branch out from your website onto other sites.
When other websites link to your content or website, that’s when off-site SEO comes into play. Ideally, you want top-quality, high-traffic sites to include your link. For example, Forbes.com publishes an article with a link to Acme Financial Planning. That link is off-page SEO for Acme Financial Planning.  It gives them credibility because the link is published on a trusted site.
But that’s not the only benefit. When other authoritative websites link back to your content, that adds to your ranking too. That’s where SEO comes in.

Influencer Marketing

Influencer marketing targets your audience differently. It helps build your brand through people who are considered influential. Your influencer might be a celebrity, a sports figure, or just a trusted voice in your field. Influencers have a large social media following or a high number of blog readers, but this isn’t always the case.
This sort of marketing works not because the person is famous (although that usually helps.)  It works because the person has a certain amount of impact on the consumer.
Here’s an example: Lagavulin Whisky, a relatively unknown brand to the casual weekend drinker, teamed up with actor Nick Offerman. While successful, Nick isn’t considered a Hollywood A-lister. He’s known for his “manly-man” characters and is often stern and authoritative (in a funny way.) This was the image Lagavulin was looking to portray.
Nick’s campaign for Lagavulin Whisky completely transformed their sales and took their brand to the next level.
When considering the PR part of your marketing budget breakdown, think not only about recovering from brand hiccups but also these potential costs:

  • Time and effort invested in off-site SEO
  • Fees to pay one or more influencers

4) Customer Advocacy and Referral Programs

Customer advocacy and referral programs are the best of both worlds. You’re working to keep your current customers while simultaneously working to get new customers. All this by way of your existing customers!
Don’t let your customer service suffer: 30 Customer Service Tips (with Examples) to Try

Customer advocacy programs can be as simple as spreading a new hashtag that your customers start using. Now their following sees your brand and your hashtag, so you have exposure to a whole new audience.
Referral programs, on the other hand, offer rewards to your current customers for sending new customers your way. These rewards are often in the form of monetary discounts on future purchases. It can also be free services or upgrades, or even early access to new products.
The logic here is pretty simple. Reward your customers for spreading the word about your brand by making them feel part of an elite group that receives rewards.

Budget to get your referral program off the ground:

  • If you don’t have one already in place, the cost of building a referral program
  • The cost of maintaining your current program
  • Expenses associated with program rewards

5) Marketing Tech Stack

A marketing tech stack is, you guessed it, a bunch of tools used for marketing. Here are some standard tools you’ll find in a marketing tech stack:

Each application in your tech stack serves a specific function to further your marketing plan. Some are used more than others depending on what a company’s particular needs are. In an ideal setup, your tools will work to integrate and work together.

Why an integrated marketing tech stack matters

Marketing tech stacks are essential for lots of reasons, like efficiency and reliability. But the most critical part is data. Bottom line, no question about it. You must have data to track your marketing efforts and plan your future strategy accurately.

6) Events

Many companies forget about event marketing when they’re planning their budgets. In some cases, events are considered a cost of doing business rather than a marketing cost. Events fit better in a marketing strategy, but its metrics ought to be revenue-focused.
Events such as trade shows, conventions, and conferences, are not merely staged advertisements.
They shouldn’t be treated as advertisements at all. Events give you the opportunity to engage with your customer genuinely. You’re putting a real face on your brand, which is an opportunity you don’t get often.
Conferences like NextCon are a great example, where industry leaders come together to share best practices. Consider this an investment in your marketing efforts. Not to mention, trade shows and similar events are a great way to get a peek into your competitors.
Having a tough time getting budget approvals for events? Hand over this list of the top 15 benefits of event sponsorship.

How to Allocate Funds with this Marketing Budget Breakdown

By now, you have the first draft of your marketing plan in place. And you’ve kept the budget in mind as you’ve moved through the process. Now it’s time to allocate real figures to those plans.

  • Focus initially on branding. Branding tends to be the most crucial piece of your plan and something we’ve mentioned several times already. Your brand must be recognizable, and you need a trustworthy name before any of the other pieces fall into place.
  • Next, focus on traffic. Consider the costs associated with organic traffic as well as paid traffic.  Great branding won’t matter if you don’t have paths for your customers to reach you.
  • Finally, focus on conversion rate optimization (CRO). Not to be confused with a chief revenue officer, optimizing for conversions is about turning visitors into qualified leads. Your brand is in place; you’ve got traffic flowing, and now it’s time to convert that traffic into paying customers.

Now let’s look at some numbers. Specifically, your company’s age and revenue. Of course, each company is unique, with different strategies and goals, but here’s the general rule for marketing spending.

  • New companies:  12% – 20% of gross revenue
  • Established companies:  6% – 12% of gross revenue

Matching Your Marketing Plan and Your Budget

With your branding-traffic-CRO plan in place and a budget figure in mind, your next step is meshing the two. Apply the available funds to the different aspects of your marketing plan to get the ultimate ROI you’ve calculated!

ABOUT THE AUTHOR

Gaetano DiNardi

Gaetano DiNardi led demand generation at Nextiva and has a track record of success working with brands like Major League Baseball, Pipedrive, Sales Hacker, and Outreach.io. Outside of marketing, Gaetano is an accomplished music producer and songwriter. He’s worked with major artists like Fat Joe, Shaggy, and loves making music to stay turbocharged.

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Nextiva Hosts Local Food Drive with Kitchen on the Street

November 20, 2018 2 min read

Shula Resendez

Shula Resendez

As we head into one of the biggest holidays of the year, millions of children continue to go hungry on the weekends. One in every six children struggles with food insecurities, according to Kitchen on the Street. 

That’s why Nextiva Cares decided to host a food drive to benefit the local nonprofit organization, which works to provide food to kids in need.

About the Local Food Drive

From October 22, 2018, to November 16, 2018, Nextiva collected non-perishable food. Four teams from the company worked together to bring in shelf-stable items for this food drive. The teams also competed to win a free lunch from a local non-profit. This non-profit uses social enterprise for job training and community help. There were collection boxes throughout the office for teams to drop off donations. Most teams had more donations than they anticipated!

One group even used a shelving unit to house their contributions. Other teams stack their goods in pyramids and different creative shapes to show off all they had collected.

Nextiva’s Giving Thanks and Giving Back Day

At our Scottsdale office on November 16th, we celebrated our final push for the drive with a Giving Thanks and Giving Back Day. Teams brought in their last cans while also filling out thank you cards for their peers and enjoying a season treat of a pie. 

The teams collected 1,929 items and over 2,200 pounds of food during the four-week drive. One group also received monetary donations to give to the organization as well. Then on November 20, 2018, a crew of team members loaded three cars to the brim and drove the donation over to Foothills Elementary School. The school houses a family food pantry serving the Paradise Valley School District. 

Related: Read about Nextiva’s recent children’s book drive

About Kitchen on the Street

Kitchen on the Street partners with the food pantries to stock them with necessities for families in need. They also create food backpacks for children who would otherwise go hungry on the weekends. Founded in 2007 by the Scarpinato family, this non-profit focuses on making sure children have access to guaranteed meals. 

The organization has gone from a single program with food backpacks to helping stock local food pantries. Their mission is “Turning hunger into hope. . . . one child at a time.” Nextiva jumped at the opportunity to turn that hunger into hope with this Nextiva Cares initiative. We enjoyed partnering with Kitchen on the Street and supporting the excellent work they’re doing. 

Heather DeRoon, Inside Sales Manager and Queen of the Bullpen, was thrilled that her team joined in. “It was so much fun watching how our sales team turn giving into a competition. Everyone had such a good time trying to “out give” each other. The competition was fierce; the crowds went wild and, in the end, we helped as many families as we could. Nextiva truly cares!” 

To find out more about the work that Kitchen on the Street does check them out here: https://www.kitchenonthestreet.org.

ABOUT THE AUTHOR

Shula Resendez

Shulamit Resendez led Nextiva Cares, the philanthropic side of the company. She is dedicated to building community relationships and curating incredible experiences for employees, customers, and the community.

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From mid-September to mid-October, Nextiva Cares partnered with Southwest Human Development for a children’s book drive.

About Southwest Human Development

Southwest Human Development is a non-profit organization focused on the first five years of a child’s life. These early years are the most critical for development. Southwest helps both children and their families with support, programming and other services.
They are Arizona’s largest nonprofit dedicated to early childhood development. With over 900 staff members and 40 programs; they service more than 130,000 children each year.

Early Childhood Literacy Programs

One of their focus programs are for early childhood literacy. These programs educate parents on the importance of early literacy and provide new books to income-eligible families to keep reading in their homes.
Nearly 2 out of 3 children in low-income communities don’t have a single children’s book that belongs to them. Parents tend to focus on providing basic needs that they ignore books altogether.
These literacy programs give these children a head start with their future education.
Related: Nextiva Helps United Way Raise $2.6M in Virtual Telethons

Nextiva Cares and Southwest Human Development Team Up

Recently, Nextiva Cares and Southwest Human Development partnered to organize a book drive. Both the Scottsdale and Silicon Valley offices helped collect both physical books and virtual donations. The drive ran from September 18, 2018, to October 12, 2018.
The drive kicked off with a “Dress like your favorite Storybook Character Day.” From there, the donations started to arrive. Both offices collected new and gently-used children’s’ books for about four weeks.
A big shout out to the Silicon Valley office! They brought in about 200 children’s book for the Little Free Libraries near their neighborhoods. GO SV!
Together, the team members collected 375 books which Nextiva Cares matched. The total thus came to 750 books donated to Southwest Human Development and its partners across the country.
These donations will fill the hands of little ones, ranging in age from 0 – 5 years old. Those books that don’t fit the age range will fill Little Free Libraries across the Phoenix metro area.

Find a Little Free Library Near You

Little Free Libraries are “take one, leave one” book stations in neighborhoods in need of reading material.
Regardless of the size of donation or where it’s headed, every book helps plant the seed to grow a reader!
To learn more about Southwest Human Development or to get involved with this organization, visit them at swhd.org

ABOUT THE AUTHOR

Shula Resendez

Shulamit Resendez led Nextiva Cares, the philanthropic side of the company. She is dedicated to building community relationships and curating incredible experiences for employees, customers, and the community.

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