• Save
Australian Marketing Institute - The Rise of the Revenue Marketer
Upcoming SlideShare
Loading in...5
×
 

Australian Marketing Institute - The Rise of the Revenue Marketer

on

  • 2,052 views

You've heard of Total Quality Management and Supply Chain Management? Well, welcome to the new revolution... REVENUE PERFORMANCE MANAGEMENT (RPM)

You've heard of Total Quality Management and Supply Chain Management? Well, welcome to the new revolution... REVENUE PERFORMANCE MANAGEMENT (RPM)

Statistics

Views

Total Views
2,052
Views on SlideShare
1,915
Embed Views
137

Actions

Likes
4
Downloads
0
Comments
0

8 Embeds 137

http://www.datarati.com.au 86
http://willscullypower.wordpress.com 42
http://www.linkedin.com 4
http://www.slideshare.net 1
url_unknown 1
http://paper.li 1
https://www.linkedin.com 1
https://willscullypower.wordpress.com 1
More...

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

Australian Marketing Institute - The Rise of the Revenue Marketer Australian Marketing Institute - The Rise of the Revenue Marketer Presentation Transcript

  • Welcome to the Revolution! The Rise of the Revenue Marketer
  • History
  • History Repeats Itself
  • Scientific Management Vertical Integration & Mass Production (1900)
  • Total Quality Management Measurement / Testing / Controls (1970)
  • Supply Chain Management Just In Time Inventory Management (1990)
  • Revenue Performance Management Automated Trigger Based Marketing (2011)
  • Strategic Challenges
  • Top Line Revenue Growth
  • Chief Executive Officer How do we grow by 20%?
  • Sales Director How do I get 20% more sales people?
  • Marketing Director How do I get 20% more budget to run more campaigns?
  • Tactical Challenges
  • Disparate Data
  • The Result is Excel Hell!
  • Sales & Marketing Expense
  • Sales & Marketing Split/Divide
  • What’s it costing us?
  • 30% Qualified 20% Don’t Ever Buy What is this Leakage Costing? Lead/Customer Scoring Source: Sirius Decisions 70% Disqualified 80% Will buy within 24 months if they are nurtured 20% Followed Up 80% No Follow Up Lead/Customer Nurturing How much REVENUE is left on the table?
  • Operational Challenges
  • Buyer Now In Control
  • Social Sharing Recommendations
  • Using New Devices/Apps
  • New Expectations More Pressure
  • How do we solve?
  • Integrate Marketing + Sales Data
  • New Technology: Push vs. Pull
  • Online/Offline: Behavioural Triggers
  • Targeted eDM, SMS, Print DM
  • Internal Email Behaviour Alerts!
  • New Processes
  • Revenue Cycle Process Models Acquisition & Retention Uplift Models
  • New Metrics
  • Revenue Driven Metrics
  • Revenue Driven Forecasts
  • Can You Prove The ROI?
  • Success Roadmap
  • Success Roadmap
    • Get Executive Sponsorship
    • Align implementation with Business Objectives
    • Invest in Staff/Training & Tools (90/10)
    • Establish and Maintain Corporate Standards
    • Deliver Quick Wins
    • Validate the Data
    • Hold People Accountable (KPIs)
  • Managing Change
  • Questions?
  • Contact Will Scully-Power Managing Director Datarati [email_address] +61 400 828 866 Twitter: @willscullypower Blog: willscullypower.wordpress.com