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The entire Infinity Contact organization has
Infinity Contact OverviewInfinity Contact Overview
The entire Infinity Contac...
How would you sell if you knew whichHow would you sell if you knew which
customers were ready to buy?customers were ready ...
Infinity ContactInfinity Contact
History & Timeline StoryHistory & Timeline StoryHistory & Timeline StoryHistory & Timelin...
Industry EvolutionIndustry Evolution
∞ In the 80’s database marketing emerged with focus on targetedIn the 80 s database m...
Analytics EvolutionAnalytics Evolution
The Early Days of Marketing AnalyticsThe Early Days of Marketing AnalyticsThe Early...
Infinity Contact’s HistoryInfinity Contact’s History of Evolutionof Evolution
& Continuous Improvement& Continuous Improve...
Infinity Contact StrategyInfinity Contact Strategy
Overview:
• We deploy world class sales teams. Owner
operated private c...
Marketplace ExpertiseMarketplace Expertise
Exceed Stretch Revenue Goals SoonerExceed Stretch Revenue Goals Sooner
Infinity...
Infinity Contact ExpertiseInfinity Contact Expertise
Commitment to results
Infinity Contact…
∞ Has deep experience in the ...
The Infinity Buyerlytics SystemThe Infinity Buyerlytics System™™
Buyerlytics is a scientific system for managing
revenues ...
Buyerlytics :Buyerlytics :Buyerlytics :Buyerlytics :
Return on InvestmentReturn on Investment
BuyerlyticsBuyerlytics will…will…
∞ Maximize the value buried in the conversations of each interaction…
∞ Explore and expl...
Buyerlytics : Return on InvestmentBuyerlytics : Return on Investment
I fi it ’ B l ti t f i b d t f iInfinity’s Buyerlytic...
Do you have anDo you have an analytics teamanalytics team
leading your revenue campaign?leading your revenue campaign?lead...
Buyerlytics eBookBuyerlytics eBook
This eBook presents you with
Infinity Contact’s Buyerlytics
System for managing revenue...
Your Journey intoYour Journey into BuyerlyticsBuyerlyticsTMTMyy y yy y
Customer Acquisition based Revenue Science.Customer...
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The History of Infinity Contact Buyerlytics Solution

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Transcript of "The History of Infinity Contact Buyerlytics Solution"

  1. 1. The entire Infinity Contact organization has Infinity Contact OverviewInfinity Contact Overview The entire Infinity Contact organization has a singular focus: we partner with our clients to Get Customers, Keep Customers for life. We help our clients increase customer spend and build market share. Our three decades of history has enabled us to become leaders in developing markets and launching solutions for our clients. Our Buyerlytics System™ approach combined with our world class workforce ensures maximum ROI for eachworkforce ensures maximum ROI for each client customer relationship. From strategic sales planning, to customer data analytics, customer acquisition and predictive modeling, Infinity Contact delivers client acquisition and customer retention results in the most cost efficient and professional manner possible. Contact Us: marketing@infinitycontact.com Follow Us:
  2. 2. How would you sell if you knew whichHow would you sell if you knew which customers were ready to buy?customers were ready to buy?customers were ready to buy?customers were ready to buy? An Introduction to Buyerlytics.An Introduction to Buyerlytics. A scientific system for managing revenuesA scientific system for managing revenues based on customer preferences.
  3. 3. Infinity ContactInfinity Contact History & Timeline StoryHistory & Timeline StoryHistory & Timeline StoryHistory & Timeline Story Sales Campaigns Driven by Analytics Functional Outsourced Inside Marketing Multichannel Sales Analytics Customer Live Voice & Click-to-Chat Direct Marketing Fulfillment On-Demand 1995 2000 2005 2010 2015 Customer Service Sales Teams Automation Technology Services ExperienceWorkforce
  4. 4. Industry EvolutionIndustry Evolution ∞ In the 80’s database marketing emerged with focus on targetedIn the 80 s database marketing emerged with focus on targeted direct marketing to consumers. Emphasis was on consumer behaviors. Data is used to create personalized communications. ∞ In the 90’s solution selling and selling strategies flourished cementing the importance of key account selling as well as pipeline and funnel management. ∞ In 1995 Gartner announced “Customer Relationship Management” leaders were at the forefront of front officeManagement leaders were at the forefront of front office applications creating an industry over reliance on software versus a total solution. ∞ In the 2000’s CRM emerged beyond Contact Management and isg y g still expanding into Salesforce Automation, Partnership Management, Social Management, Sales Performance Management, Customer Service, and beyond. I th l t 2000’ t i t CRM ith i d t ifi∞ In the late 2000’s, enterprise connects CRM with industry specific as well as ERP and other databases setting the stage for the analytics revolution.
  5. 5. Analytics EvolutionAnalytics Evolution The Early Days of Marketing AnalyticsThe Early Days of Marketing AnalyticsThe Early Days of Marketing AnalyticsThe Early Days of Marketing Analytics In the early days of marketing analytics, tools like Google Analytics & AdWords helped us understand our The Early Days of Customer Preference SellingThe Early Days of Customer Preference SellingThe Early Days of Customer Preference SellingThe Early Days of Customer Preference Selling p audience in aggregate. Optimizing marketing meant driving and converting traffic. “All you can eat” models prevailed. During the early ages of online marketing analytics, technology took us a step further. We used a lot of different technology and tools to connect marketing and sales. I th l d th f Sales analytics focused on productivity, the pipeline and ROI is just the beginning. Analytics true value-add starts understanding customer preferences and enables us to sell customers based on their buying history and behaviors. The Modern Marketing Era is Built onThe Modern Marketing Era is Built on Analytics and Driven by Community.Analytics and Driven by Community. The Modern Marketing Era is Built onThe Modern Marketing Era is Built on Analytics and Driven by Community.Analytics and Driven by Community. With the right tools we can now market to an audience of one, delivering a consistent context across every channel to every customer The important paradigm to dig into hereIn the early days the focus was on sales ROI. In fact we went too far. Over reliance on lead generation to our own detriment lost focus on the importance of brand and more importantly on customer satisfaction, customer utilization, and the customer experience. context across every channel to every customer. The important paradigm to dig into here is to transition your sales process to sell as customers want to buy. Ideally we will transform sales into a service by focusing on customer preferences. Every time a lead or a potential lead comes into contact with a brand, you have two opportunities: 1) to learn more about them (acquire context), and 2) to leverage what you already know (apply context to your content)) g y y ( pp y y ) Creating the best customers means creating a community to engage consumers based on their preferences & behaviors. Context is key. Community engagement is transformative. More and more data is accumulated about your customers, or at least should be, with every marketing, sales & service interaction. Database marketing is leading to customer preference selling because of analytics. An even greater opportunity than 1:1 marketing & selling is transitioning from a sales funnel process to a community system of engagement. As opposed to nurturing prospects along a sales funnel a community creates multipleAs opposed to nurturing prospects along a sales funnel a community creates multiple interactions throughout the customer lifecycle.
  6. 6. Infinity Contact’s HistoryInfinity Contact’s History of Evolutionof Evolution & Continuous Improvement& Continuous Improvementpp We have always been a pioneer. Infinity was founded in 1996 to market direct mail events to automotive dealers in the Midwest states. In 2004, the company name and tagline was updated to Infinity Contact, Inc. (Get Customers, Keep Customers). The change reflected Infinity Contact’s evolved CRM strategy to be the “Contactor” of choice We evolve to meet the industry andchange reflected Infinity Contact s evolved CRM strategy to be the Contactor of choice in the CRM industry. Most CRM solutions in the industry focused on software, Infinity’s positioning was on executing the “contacts” for their client. The business expanded from 2005 to 2008 in order to scale Infinity Contact’s operations beyond the Automotive industry and over time grew to include Technology & Software, Financial, & Services. In today’s information age, customers demand more than ever before. And they expect e e o e to eet t e dust y a d customers needs. 1990’s model was built on direct mail acquisition Supported the emergence of internal BDCs at the dealership level Assisted in working with the new t iti t d b th f th y g , y p an integrated sales and service experience that is personalized. Today’s best agencies use sophisticated technology to communicate across multiple channels and leverage business intelligence that most companies simply do not have access to nor can afford to build. Our job has always been difficult. But today at Infinity Contact we are eliminating i bl d i k f li t i B l ti O biliti dd th opportunities created by the emergence of the Internet (lead follow-up, service scheduling & reminders, click-to-chat integrated with live voice etc.) Evolved with the migration of the full CRM technology package and provided associated contact supportvariables and risks for our clients using Buyerlytics. Our new capabilities address these customer changes with a flexible and agile value proposition enabling our clients to sell and serve their customers based on their preferences. contact support
  7. 7. Infinity Contact StrategyInfinity Contact Strategy Overview: • We deploy world class sales teams. Owner operated private company founded in 1996. Core Values: • Execution with Energy and Excellence. Mission: • Get Customers. Keep Customers. Strategy: • Proven track record of making difficult customer acquisition programs work. We outsell because:  Investment in infrastructure  Buyerlytics revenue science approachy y pp  Focus on performance management, quality, and sector leadership
  8. 8. Marketplace ExpertiseMarketplace Expertise Exceed Stretch Revenue Goals SoonerExceed Stretch Revenue Goals Sooner Infinity Contact… • Collaborates with clients to help them Get Customers and Keep CustomersGet Customers and Keep Customers • Designs programs based on specific client needs (boutique approach) • Buyerlytics system leverages the mosty y y g relevant combination of data, technology, contact, and analytics • Focuses on maximizing ROI through superior performancesuperior performance Infinity Contact is relentless in our focus on thought leadership of the SMBy g p marketplace in order to formulate innovative acquisition strategies for our clients.
  9. 9. Infinity Contact ExpertiseInfinity Contact Expertise Commitment to results Infinity Contact… ∞ Has deep experience in the automotive industry with a management team having over 200 years of combined automotive sales & support experience. ∞ Buyerlytics system leverages the most relevant combination of data, technology, contact, and analytics. ∞ Works with top brands in the industry managing sales / support programs through multiple channels of customer contact including Chat, Email, Inbound & Outbound. Infinity Contact creates world class experiences to provide clients withInfinity Contact creates world-class experiences to provide clients with sales, support, and maximum customer lifetime value.
  10. 10. The Infinity Buyerlytics SystemThe Infinity Buyerlytics System™™ Buyerlytics is a scientific system for managing revenues based on customer preferences. Th JThe Journey: 1.Shift from cold calling to Buyerlytics. → Focus on developing markets and products. 2 InfinityXP™ | The Customer Experience Matters2.InfinityXP | The Customer Experience Matters. → Loyalty programs for optimum client lifecycle management. 2X Net Sales2X Net Sales Using Buyerlytics, Clients Realize…Using Buyerlytics, Clients Realize… 300% ROI Improvement300% ROI Improvement 3X Conversion Rates3X Conversion Rates
  11. 11. Buyerlytics :Buyerlytics :Buyerlytics :Buyerlytics : Return on InvestmentReturn on Investment
  12. 12. BuyerlyticsBuyerlytics will…will… ∞ Maximize the value buried in the conversations of each interaction… ∞ Explore and exploit data for strategic business initiatives… ∞ Analyze large quantities of dealer data to make discoveries benefiting the customerAnalyze large quantities of dealer data to make discoveries benefiting the customer lifecycle ∞ Use analytics for decision making, unique offers, competitive advantages and more… ∞ Build descriptive and predictive models around dealer data…u d desc pt e a d p ed ct e ode s a ou d dea e data ∞ Use innovative technology to actively engage and perpetually enhance assets & intelligence… ∞ Focus on the customer experience and coordinate the experience based onp p preferences and history…
  13. 13. Buyerlytics : Return on InvestmentBuyerlytics : Return on Investment I fi it ’ B l ti t f i b d t f iInfinity’s Buyerlytics system for managing revenues based on customer preferences is a scientific approach to applying analytics to optimize the entire customer sales lifecycle. ROI Drivers: Database Assets & Strategy >> Customer Preference SellingDatabase Assets & Strategy >> Customer Preference Selling Customer Insights & KPIs >> ProfitabilityCustomer Insights & KPIs >> Profitability World Class Sales Team >> Sales ROIWorld Class Sales Team >> Sales ROI Infinity XP >> Revenue OpportunitiesInfinity XP >> Revenue Opportunities Who are your A, B & C leads? D b L d Which markets are underserved? Do you have best- Database Lead Segmentation & Ranking underserved? Analytics driven sales campaigns y in-class sales ROI? World Class Sales Team Turn “NO” and “Not Interested” into Revenue Sales. Team Analytics driven sales campaigns
  14. 14. Do you have anDo you have an analytics teamanalytics team leading your revenue campaign?leading your revenue campaign?leading your revenue campaign?leading your revenue campaign? Growth Challenges • Do you know where growth will come from? L d t it i d• Lead opportunity scoring and segmentation analysis • Who are your best leads? • Analytics driven sales campaigns ROI Challenges • Do you need to improved your sales ROI? Access to a World Class Sales Team• Access to a World Class Sales Team • Who are your best customers? • Customer and Product Mix Optimization
  15. 15. Buyerlytics eBookBuyerlytics eBook This eBook presents you with Infinity Contact’s Buyerlytics System for managing revenues y yy y Buyerlytics WhitepaperBuyerlytics Whitepaper Selling Small Business WhitepaperSelling Small Business Whitepaperbased on customer preferences. This eBook includes four (4) complimentary tools. Selling Small Business ‐ WhitepaperSelling Small Business ‐ Whitepaper Selling Small Business Annual Market Research Update ReportSelling Small Business Annual Market Research Update Report The ROI of Buyerlytics: Customer Preference Selling ROIThe ROI of Buyerlytics: Customer Preference Selling ROIcomplimentary tools. The ROI of Buyerlytics: Customer Preference Selling ROIThe ROI of Buyerlytics: Customer Preference Selling ROI Follow Us: Contact Us: marketing@infinitycontact.com
  16. 16. Your Journey intoYour Journey into BuyerlyticsBuyerlyticsTMTMyy y yy y Customer Acquisition based Revenue Science.Customer Acquisition based Revenue Science.
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