Motorola - How Marketing Lives the Story
 

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  • FOR TRUSTED ADVISOR, PLEASE INCLUDE AN ALTERNATE IMAGE FROM NRF. Amy will track alts down from Liz Kirk or Dave Carlson.Speaker Notes:This process led to a total revamp of how we sell, how we message, and how we help our customers.But 1.0 to 3.0 is not just a sales journey, it’s a journey for marketing and in fact, our entire company
  • FOR TRUSTED ADVISOR, PLEASE INCLUDE AN ALTERNATE IMAGE FROM NRF. Amy will track alts down from Liz Kirk or Dave Carlson.Speaker Notes:This process led to a total revamp of how we sell, how we message, and how we help our customers.But 1.0 to 3.0 is not just a sales journey, it’s a journey for marketing and in fact, our entire company
  • FOR TRUSTED ADVISOR, PLEASE INCLUDE AN ALTERNATE IMAGE FROM NRF. Amy will track alts down from Liz Kirk or Dave Carlson.Speaker Notes:This process led to a total revamp of how we sell, how we message, and how we help our customers.But 1.0 to 3.0 is not just a sales journey, it’s a journey for marketing and in fact, our entire company
  • Change Lower Left Text Box to “WHAT’S RIGHT FOR ME?”
  • SPEAKERS NOTES:These messaging platforms and pillars are the manifestation of our brand promise to the customer. We innovate to mobilize and connect people in moments that matter. There will always be three pillars because of those three promises to our customer. It is what we do…DNA. We connect the front line worker to constituents and colleagues. We mobilize retail associates and first responders to make informed decisions when they are on the job. We innovate to empower IT to implement and better manage the new technologies that enable and connect the worker. The solutions are our answer to the end user customer’s real needs and problems. Products are the building blocks of the solutions.So marketing’s role increasingly becomes more about equipping you to have better conversations with your customers! It’s not just a new way to sell; it’s a new way to solve our customers’ business challenges.
  • FOR THE PLATFORM SLIDE, PLEASE USE A PLACEHOLDER IMAGE WITH “THE EXPERIEINCE IS EVERYTHING” AND/OR “SAFER CITIIES. THRIVING COMMUNITIES”.SHOW THE PLATFORM RATHER THAN SIMPLY DESCRIBING IT.
  • Speaker Notes:WE’VE DONE THIS WORK TO TELL A BIGGER, MORE COMPELLING STORY TO OUR CUSTOMERSWe’re not just sharing our new approach through marketing; we’re developing specific tools and assets to help you tell this story to your customers.Because the more customers see us as the best resource for solving business challenges, the better prepared you’ll be to make sales.For the first time, our Sales, Product Development, Services and Marketing teams have come together – upfront – to define the business objectives of our clients and present MSI’s point of view.
  • INCLUDE FULL SCREEN SHOT VIEW. AMY TO PROVIDE UPDATESpeaker Notes:MESSAGING MAPPED TO THE MIS SALES WAY… AND YOUR CLIENT CONVERSATIONS
  • INCLUDE FULL SCREEN SHOT VIEW. AMY TO PROVIDE UPDATESpeaker Notes:MESSAGING MAPPED TO THE MIS SALES WAY… AND YOUR CLIENT CONVERSATIONS
  • Update with Safer Cities campaign images instead of LEX LTE
  • Update with Safer Cities campaign images instead of LEX LTE
  • Update with Safer Cities campaign images instead of LEX LTE
  • CHANGE TO “FROM PLATFORMS TO SOLUTIONS TO SALES ENABLEMENT TOOLS”

Motorola - How Marketing Lives the Story Presentation Transcript

  • 1. PRINT WHITE PAPER ONLINE INFOGRAPHIC EMAIL EDMS PR/IAR BYLINES/ARTICLES SOCIAL AWARENESS WEBINARS  Proceed With Intelligence  Manage the Complexity PERCEPTION  Connect With the City SURVEYS INTERACTIVE VIRTUAL TOUR PRINT WHITE PAPER ONLINE INFOGRAPHIC EMAIL ADVERTISING SOCIAL EDMS INQUIRY MQL  Develop Solution-based Content And Promotions SAL  Leverage In-House Database to Identify Sales Opportunities  Distribute Qualified Leads to Sales INTERACTIVE POV TOOLS EMAIL BRIEFS ONLINE ELMO SALES CALLS PPT SQL  Point of View Sales Messaging CLOSED  Tools, Templates, and Techniques  Training for field marketing and sales
  • 2. INSITE DRIVES 3.0 SALES EXPERTISE UPDATED REGULARLY WITH INFORMATION ABOUT NEW INITIATIVES, RESOURCES & CONTENT
  • 3. Safety Efficiency Transparency` Cit + Crim Information Int. V + D Data Voice 1932 PS Radio 1990 MDT Car 2000 First Cell Phone 2012 First PS Smart Devices
  • 4. END-TO-END OPPORTUNITY MANAGEMENT & COLLABORATION COLLABORATE WITH PEERS, AND TECHNIQUES KNOWLEDGE, RESOURCES CROSSFUNCTIONAL TEAMS AND SUBJECT MATTER FOR ROBUST CUSTOMER CONVERSATIONS EXPERTS COLLABORATE. REAL-TIME OPPORTUNITY MANAGEMENT. END-TO-END PIPELINE / OPPORTUNITY RELEVANT, TIMELY, TARGETED MANAGEMENT – SEAMLESS ACCESS FROM KNOWLEDGE SALESFORCE.COM MAPPED TO THE CUSTOMER BUYING CYCLE
  • 5. REAL-TIME REPORTING OF MARKETINGS’ ROLE IN DRIVING PROFITABLE GROWTH SALES FEEEDBACK – “LIKESAND TECHNIQUES KNOWLEDGE, RESOURCES THUMBS UP SHARING” FOR ROBUST CUSTOMER CONVERSATIONS CONTACT THE AUTHOR 80 70 59.33 60 57.33 50 39.00 40 26.33 30 34.00 22.00 21.67 20.00 10.33 20 16.00 0 PresentSoln PresentProd CVI Tools Brochures Training Guides Case Stud Videos Spec Sheets SW Training 6/27/2013 67 77 25 12 50 37 26 5 28 16 7/4/2013 49 46 16 15 31 31 14 4 12 13 7/11/2013 average 62 49 38 38 36 34 26 22 20 19 59.33 57.33 26.33 21.67 39.00 34.00 22.00 10.33 20.00 16.00 ANALYTICS TIED TO BUSINESS OBJECTIVES Number of Downloads 10 END-TO-END PIPELINE / OPPORTUNITY REAL-TIME ANALYTICS DASHBOARD MANAGEMENT – SEAMLESS ACCESS FROM SALESFORCE.COM
  • 6. SALES USER GLOBAL ADOPTION 14 MONTHS SINCE 6/2012 LAUNCH SALES READY MESSAGING KITS 52% 28 Callidus top 5 clients saw 27% repeat use after 18 months Spanning multiple Verticals and Solutions MOST POPULAR SALES TOOLS
  • 7. SUMMARY EACH LEVEL OF MESSAGING, FROM PLATFORM DOWN TO SOLUTIONS, REINFORCES WHAT WE CAN OFFER OUR CUSTOMERS AND HOW WE CAN HELP THEM FACE THEIR TOUGHEST CHALLENGES.