SlideShare a Scribd company logo

Best Practices in Sports and Entertainment Digital Fan Marketing

•Download as PPT, PDF•
•
Neolane, Inc.
Neolane, Inc.

Best Practices in Sports and Entertainment Digital Fan Marketing

1 of 11
Best Practices in Sports and Entertainment Digital Fan Marketing Kristin Hambelton 03/09/2011
Why Digital Fan Marketing Challenges in Digital Fan Marketing Why Embrace Marketing Automation Where and How to Get Started Agenda Neolane confidential Copyright Neolane - 2011
[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Fickle and Nomadic ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],Centralized view of the fan Scalability Measurement Coordination across channels – inbound/outbound, offline/online
[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],1er Achat 2e Achat Abandonnistes Customer Value Time Social Advocacy Outbound Reactivation Inbound Qualification Inbound Cross-sell Outbound Loyalty Up-sell Trigger Inbound Maturation Outbound Acquisition
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]

Recommended

CRM Meets the Sales Process
CRM Meets the Sales ProcessCRM Meets the Sales Process
CRM Meets the Sales Process
Kristin Dennewill
 
Sales Process and Quick Introduction to CRM
Sales Process and Quick Introduction to CRMSales Process and Quick Introduction to CRM
Sales Process and Quick Introduction to CRM
Ahmad Fahim
 
B2B Attribution 101
B2B Attribution 101B2B Attribution 101
B2B Attribution 101
Bizible B2B Marketing Attribution
 
4.14.15
4.14.154.14.15
4.14.15
Social Media Today
 
GI Insight | Trigger Based Marketing
GI Insight | Trigger Based MarketingGI Insight | Trigger Based Marketing
GI Insight | Trigger Based Marketing
Edward van der Kleijn
 
Top 5 Marketing Automation Software that Save You More Time
Top 5 Marketing Automation Software that Save You More TimeTop 5 Marketing Automation Software that Save You More Time
Top 5 Marketing Automation Software that Save You More Time
Catherine Pham
 
The Sales Process
The Sales ProcessThe Sales Process
The Sales Process
Joe Matz
 
Implementing trigger based marketing to drive customer loyalty & ROI
Implementing trigger based marketing to drive customer loyalty & ROIImplementing trigger based marketing to drive customer loyalty & ROI
Implementing trigger based marketing to drive customer loyalty & ROI
STIMA
 

Recommended

CRM Meets the Sales Process
CRM Meets the Sales ProcessCRM Meets the Sales Process
CRM Meets the Sales Process
Kristin Dennewill
 
Sales Process and Quick Introduction to CRM
Sales Process and Quick Introduction to CRMSales Process and Quick Introduction to CRM
Sales Process and Quick Introduction to CRM
Ahmad Fahim
 
B2B Attribution 101
B2B Attribution 101B2B Attribution 101
B2B Attribution 101
Bizible B2B Marketing Attribution
 
4.14.15
4.14.154.14.15
4.14.15
Social Media Today
 
GI Insight | Trigger Based Marketing
GI Insight | Trigger Based MarketingGI Insight | Trigger Based Marketing
GI Insight | Trigger Based Marketing
Edward van der Kleijn
 
Top 5 Marketing Automation Software that Save You More Time
Top 5 Marketing Automation Software that Save You More TimeTop 5 Marketing Automation Software that Save You More Time
Top 5 Marketing Automation Software that Save You More Time
Catherine Pham
 
The Sales Process
The Sales ProcessThe Sales Process
The Sales Process
Joe Matz
 
Implementing trigger based marketing to drive customer loyalty & ROI
Implementing trigger based marketing to drive customer loyalty & ROIImplementing trigger based marketing to drive customer loyalty & ROI
Implementing trigger based marketing to drive customer loyalty & ROI
STIMA
 
Why cross selling fails and how to change that
Why cross selling fails and how to change thatWhy cross selling fails and how to change that
Why cross selling fails and how to change that
TruebridgeFinancialMarketing
 
Clineteling for Small Buisness
Clineteling for Small BuisnessClineteling for Small Buisness
Clineteling for Small Buisness
enVista
 
Keygro Introduction ENGLISH
Keygro Introduction ENGLISHKeygro Introduction ENGLISH
Keygro Introduction ENGLISH
Mattias Hagman
 
The Essentials of Marketing Automation for Small Businesses
The Essentials of Marketing Automation for Small BusinessesThe Essentials of Marketing Automation for Small Businesses
The Essentials of Marketing Automation for Small Businesses
Frank Days
 
Emerging technology in international marketing
Emerging technology in international marketingEmerging technology in international marketing
Emerging technology in international marketing
ajitjoshiin
 
InsideView Sales and Marketing Alignment - InsideView Drive
InsideView Sales and Marketing Alignment - InsideView DriveInsideView Sales and Marketing Alignment - InsideView Drive
InsideView Sales and Marketing Alignment - InsideView Drive
InsideView
 
Sponsor Lightning Round - Microsoft
Sponsor Lightning Round - MicrosoftSponsor Lightning Round - Microsoft
Sponsor Lightning Round - Microsoft
InsideView
 
Email Marketing vs. Marketing Automation
Email Marketing vs. Marketing AutomationEmail Marketing vs. Marketing Automation
Email Marketing vs. Marketing Automation
Mailigen
 
Sponsor Lightning Round - Riva
Sponsor Lightning Round - RivaSponsor Lightning Round - Riva
Sponsor Lightning Round - Riva
InsideView
 
The Full Potential of Marketing Automation
The Full Potential of Marketing AutomationThe Full Potential of Marketing Automation
The Full Potential of Marketing Automation
DRI - Discovery/Reinvention/Integration/
 
Are All Digital Things Created Equal?
Are All Digital Things Created Equal?Are All Digital Things Created Equal?
Are All Digital Things Created Equal?
DigitalMarketingShow
 
Implementing trigger-based-marketing-to-drive-customer-loyalty
Implementing trigger-based-marketing-to-drive-customer-loyaltyImplementing trigger-based-marketing-to-drive-customer-loyalty
Implementing trigger-based-marketing-to-drive-customer-loyalty
Genroe
 
Managing Digital Distruption Through Agile Marketing
Managing Digital Distruption Through Agile MarketingManaging Digital Distruption Through Agile Marketing
Managing Digital Distruption Through Agile Marketing
Paul Fennemore MSc (Dist)
 
IAB FMCG Conference Deck
IAB FMCG Conference DeckIAB FMCG Conference Deck
IAB FMCG Conference Deck
Tribal Fusion
 
Figaro Digital Seminar: Nurturing Your eCommerce Customers With Marketing Aut...
Figaro Digital Seminar: Nurturing Your eCommerce Customers With Marketing Aut...Figaro Digital Seminar: Nurturing Your eCommerce Customers With Marketing Aut...
Figaro Digital Seminar: Nurturing Your eCommerce Customers With Marketing Aut...
Branded3
 
Invoca's ABM Journey
Invoca's ABM JourneyInvoca's ABM Journey
Invoca's ABM Journey
Invoca
 
LeadMD Hybrid Waterfall Framework
LeadMD Hybrid Waterfall FrameworkLeadMD Hybrid Waterfall Framework
LeadMD Hybrid Waterfall Framework
LeadMD
 
The Definitive Guide to B2B Marketing Operations Webinar
The Definitive Guide to B2B Marketing Operations WebinarThe Definitive Guide to B2B Marketing Operations Webinar
The Definitive Guide to B2B Marketing Operations Webinar
Bizible B2B Marketing Attribution
 
B2B Marketing in 2010
B2B Marketing in 2010B2B Marketing in 2010
B2B Marketing in 2010
Manticore Technology
 
Demand Generation - Best Practices & Lessons Learned
Demand Generation - Best Practices & Lessons LearnedDemand Generation - Best Practices & Lessons Learned
Demand Generation - Best Practices & Lessons Learned
mparin
 
Buyerlytics is the Science of Selling
Buyerlytics is the Science of SellingBuyerlytics is the Science of Selling
Buyerlytics is the Science of Selling
Infinity Contact
 
[Demand Generation Webinar] Companies Hoping to Steadily Land New Clients Mus...
[Demand Generation Webinar] Companies Hoping to Steadily Land New Clients Mus...[Demand Generation Webinar] Companies Hoping to Steadily Land New Clients Mus...
[Demand Generation Webinar] Companies Hoping to Steadily Land New Clients Mus...
McRae and Company
 

More Related Content

What's hot

Keygro Introduction ENGLISH
Keygro Introduction ENGLISHKeygro Introduction ENGLISH
Keygro Introduction ENGLISH
Mattias Hagman
 
IAB FMCG Conference Deck
IAB FMCG Conference DeckIAB FMCG Conference Deck
IAB FMCG Conference Deck
Tribal Fusion
 

What's hot (18)

Why cross selling fails and how to change that
Why cross selling fails and how to change thatWhy cross selling fails and how to change that
Why cross selling fails and how to change that
 
Clineteling for Small Buisness
Clineteling for Small BuisnessClineteling for Small Buisness
Clineteling for Small Buisness
 
Keygro Introduction ENGLISH
Keygro Introduction ENGLISHKeygro Introduction ENGLISH
Keygro Introduction ENGLISH
 
The Essentials of Marketing Automation for Small Businesses
The Essentials of Marketing Automation for Small BusinessesThe Essentials of Marketing Automation for Small Businesses
The Essentials of Marketing Automation for Small Businesses
 
Emerging technology in international marketing
Emerging technology in international marketingEmerging technology in international marketing
Emerging technology in international marketing
 
InsideView Sales and Marketing Alignment - InsideView Drive
InsideView Sales and Marketing Alignment - InsideView DriveInsideView Sales and Marketing Alignment - InsideView Drive
InsideView Sales and Marketing Alignment - InsideView Drive
 
Sponsor Lightning Round - Microsoft
Sponsor Lightning Round - MicrosoftSponsor Lightning Round - Microsoft
Sponsor Lightning Round - Microsoft
 
Email Marketing vs. Marketing Automation
Email Marketing vs. Marketing AutomationEmail Marketing vs. Marketing Automation
Email Marketing vs. Marketing Automation
 
Sponsor Lightning Round - Riva
Sponsor Lightning Round - RivaSponsor Lightning Round - Riva
Sponsor Lightning Round - Riva
 
The Full Potential of Marketing Automation
The Full Potential of Marketing AutomationThe Full Potential of Marketing Automation
The Full Potential of Marketing Automation
 
Are All Digital Things Created Equal?
Are All Digital Things Created Equal?Are All Digital Things Created Equal?
Are All Digital Things Created Equal?
 
Implementing trigger-based-marketing-to-drive-customer-loyalty
Implementing trigger-based-marketing-to-drive-customer-loyaltyImplementing trigger-based-marketing-to-drive-customer-loyalty
Implementing trigger-based-marketing-to-drive-customer-loyalty
 
Managing Digital Distruption Through Agile Marketing
Managing Digital Distruption Through Agile MarketingManaging Digital Distruption Through Agile Marketing
Managing Digital Distruption Through Agile Marketing
 
IAB FMCG Conference Deck
IAB FMCG Conference DeckIAB FMCG Conference Deck
IAB FMCG Conference Deck
 
Figaro Digital Seminar: Nurturing Your eCommerce Customers With Marketing Aut...
Figaro Digital Seminar: Nurturing Your eCommerce Customers With Marketing Aut...Figaro Digital Seminar: Nurturing Your eCommerce Customers With Marketing Aut...
Figaro Digital Seminar: Nurturing Your eCommerce Customers With Marketing Aut...
 
Invoca's ABM Journey
Invoca's ABM JourneyInvoca's ABM Journey
Invoca's ABM Journey
 
LeadMD Hybrid Waterfall Framework
LeadMD Hybrid Waterfall FrameworkLeadMD Hybrid Waterfall Framework
LeadMD Hybrid Waterfall Framework
 
The Definitive Guide to B2B Marketing Operations Webinar
The Definitive Guide to B2B Marketing Operations WebinarThe Definitive Guide to B2B Marketing Operations Webinar
The Definitive Guide to B2B Marketing Operations Webinar
 

Similar to Best Practices in Sports and Entertainment Digital Fan Marketing

Buyerlytics is the Science of Selling
Buyerlytics is the Science of SellingBuyerlytics is the Science of Selling
Buyerlytics is the Science of Selling
Infinity Contact
 
Sapience Consultancy Joint Product - VerifyDigital
Sapience Consultancy Joint Product - VerifyDigitalSapience Consultancy Joint Product - VerifyDigital
Sapience Consultancy Joint Product - VerifyDigital
Hadi Jawad
 
b2b sales - selling in the crisis - pivot to digital revenues
b2b sales - selling in the crisis - pivot to digital revenues b2b sales - selling in the crisis - pivot to digital revenues
b2b sales - selling in the crisis - pivot to digital revenues
RaoulMonks
 
Personal Selling Chapter 1
Personal Selling Chapter 1Personal Selling Chapter 1
Personal Selling Chapter 1
Muhammad Khan
 
Perfecting the Right Next Offer
Perfecting the Right Next OfferPerfecting the Right Next Offer
Perfecting the Right Next Offer
Pinpoint Systems Corporation
 

Similar to Best Practices in Sports and Entertainment Digital Fan Marketing (20)

B2B Marketing in 2010
B2B Marketing in 2010B2B Marketing in 2010
B2B Marketing in 2010
 
Demand Generation - Best Practices & Lessons Learned
Demand Generation - Best Practices & Lessons LearnedDemand Generation - Best Practices & Lessons Learned
Demand Generation - Best Practices & Lessons Learned
 
Buyerlytics is the Science of Selling
Buyerlytics is the Science of SellingBuyerlytics is the Science of Selling
Buyerlytics is the Science of Selling
 
[Demand Generation Webinar] Companies Hoping to Steadily Land New Clients Mus...
[Demand Generation Webinar] Companies Hoping to Steadily Land New Clients Mus...[Demand Generation Webinar] Companies Hoping to Steadily Land New Clients Mus...
[Demand Generation Webinar] Companies Hoping to Steadily Land New Clients Mus...
 
Sapience Consultancy Joint Product - VerifyDigital
Sapience Consultancy Joint Product - VerifyDigitalSapience Consultancy Joint Product - VerifyDigital
Sapience Consultancy Joint Product - VerifyDigital
 
mastering marketing in 40mins or there about
mastering marketing in 40mins or there aboutmastering marketing in 40mins or there about
mastering marketing in 40mins or there about
 
Building Detailed Marketing Profiles to Drive Better Sales
Building Detailed Marketing Profiles to Drive Better SalesBuilding Detailed Marketing Profiles to Drive Better Sales
Building Detailed Marketing Profiles to Drive Better Sales
 
b2b sales - selling in the crisis - pivot to digital revenues
b2b sales - selling in the crisis - pivot to digital revenues b2b sales - selling in the crisis - pivot to digital revenues
b2b sales - selling in the crisis - pivot to digital revenues
 
Webinar - How Marketing Automation can sales fall in love with CRM
Webinar - How Marketing Automation can sales fall in love with CRMWebinar - How Marketing Automation can sales fall in love with CRM
Webinar - How Marketing Automation can sales fall in love with CRM
 
Marketing for a Brave New World
Marketing for a Brave New WorldMarketing for a Brave New World
Marketing for a Brave New World
 
Marketing Strategies That Enable Sales Force Success
Marketing Strategies That Enable Sales Force SuccessMarketing Strategies That Enable Sales Force Success
Marketing Strategies That Enable Sales Force Success
 
Pete Jakob, IBM
Pete Jakob, IBMPete Jakob, IBM
Pete Jakob, IBM
 
Organic Gardener's Guide to Lead Nurturing
Organic Gardener's Guide to Lead NurturingOrganic Gardener's Guide to Lead Nurturing
Organic Gardener's Guide to Lead Nurturing
 
HeroConf: Taking a Full Funnel Approach to Digital Marketing
HeroConf: Taking a Full Funnel Approach to Digital MarketingHeroConf: Taking a Full Funnel Approach to Digital Marketing
HeroConf: Taking a Full Funnel Approach to Digital Marketing
 
Turn Curiosity into Customers with Marketing Automation
Turn Curiosity into Customers with Marketing AutomationTurn Curiosity into Customers with Marketing Automation
Turn Curiosity into Customers with Marketing Automation
 
Marketing For Early Stage Startups
Marketing For Early Stage StartupsMarketing For Early Stage Startups
Marketing For Early Stage Startups
 
Go Sales Train - customized, scalable mobile sales training
Go Sales Train - customized, scalable mobile sales trainingGo Sales Train - customized, scalable mobile sales training
Go Sales Train - customized, scalable mobile sales training
 
Personal Selling - Chapter 1
Personal Selling - Chapter 1Personal Selling - Chapter 1
Personal Selling - Chapter 1
 
Personal Selling Chapter 1
Personal Selling Chapter 1Personal Selling Chapter 1
Personal Selling Chapter 1
 
Perfecting the Right Next Offer
Perfecting the Right Next OfferPerfecting the Right Next Offer
Perfecting the Right Next Offer
 

More from Neolane, Inc.

Finding Your Way with Marketing Automation Workflow [Infographic]
Finding Your Way with Marketing Automation Workflow [Infographic]Finding Your Way with Marketing Automation Workflow [Infographic]
Finding Your Way with Marketing Automation Workflow [Infographic]
Neolane, Inc.
 
Integrated Marketing: It’s No Game [Infographic]
Integrated Marketing: It’s No Game [Infographic]Integrated Marketing: It’s No Game [Infographic]
Integrated Marketing: It’s No Game [Infographic]
Neolane, Inc.
 
The Los Angeles Kings Score a Digital Marketing Hat-Trick: Greater Revenue, R...
The Los Angeles Kings Score a Digital Marketing Hat-Trick: Greater Revenue, R...The Los Angeles Kings Score a Digital Marketing Hat-Trick: Greater Revenue, R...
The Los Angeles Kings Score a Digital Marketing Hat-Trick: Greater Revenue, R...
Neolane, Inc.
 
Neolane Social Marketing - FAQs
Neolane Social Marketing - FAQsNeolane Social Marketing - FAQs
Neolane Social Marketing - FAQs
Neolane, Inc.
 
Accelerating Social Maturity
Accelerating Social MaturityAccelerating Social Maturity
Accelerating Social Maturity
Neolane, Inc.
 
Keys to Marketing Automation Success and Where to Start
Keys to Marketing Automation Success and Where to StartKeys to Marketing Automation Success and Where to Start
Keys to Marketing Automation Success and Where to Start
Neolane, Inc.
 
Part II: Getting Personal with Your Customers — Beyond Segmentation
Part II: Getting Personal with Your Customers — Beyond Segmentation Part II: Getting Personal with Your Customers — Beyond Segmentation
Part II: Getting Personal with Your Customers — Beyond Segmentation
Neolane, Inc.
 
Part I: Getting Personal with Your Customers — Fighting Marketing Fatigue
Part I: Getting Personal with Your Customers — Fighting Marketing FatiguePart I: Getting Personal with Your Customers — Fighting Marketing Fatigue
Part I: Getting Personal with Your Customers — Fighting Marketing Fatigue
Neolane, Inc.
 
The Distributed Marketing Frontier: Realizing the Dream of Truly "Glocal" Mar...
The Distributed Marketing Frontier: Realizing the Dream of Truly "Glocal" Mar...The Distributed Marketing Frontier: Realizing the Dream of Truly "Glocal" Mar...
The Distributed Marketing Frontier: Realizing the Dream of Truly "Glocal" Mar...
Neolane, Inc.
 

More from Neolane, Inc. (19)

Analysis of 150 Websites Using Facebook Login
Analysis of 150 Websites Using Facebook LoginAnalysis of 150 Websites Using Facebook Login
Analysis of 150 Websites Using Facebook Login
 
Are Your Marketing Messages K-Cups or Carafes?
Are Your Marketing Messages K-Cups or Carafes?Are Your Marketing Messages K-Cups or Carafes?
Are Your Marketing Messages K-Cups or Carafes?
 
Personalised Digital Interactions: What Reallt Works According to European Ma...
Personalised Digital Interactions: What Reallt Works According to European Ma...Personalised Digital Interactions: What Reallt Works According to European Ma...
Personalised Digital Interactions: What Reallt Works According to European Ma...
 
Finding Your Way with Marketing Automation Workflow [Infographic]
Finding Your Way with Marketing Automation Workflow [Infographic]Finding Your Way with Marketing Automation Workflow [Infographic]
Finding Your Way with Marketing Automation Workflow [Infographic]
 
Integrated Marketing: It’s No Game [Infographic]
Integrated Marketing: It’s No Game [Infographic]Integrated Marketing: It’s No Game [Infographic]
Integrated Marketing: It’s No Game [Infographic]
 
The Los Angeles Kings Score a Digital Marketing Hat-Trick: Greater Revenue, R...
The Los Angeles Kings Score a Digital Marketing Hat-Trick: Greater Revenue, R...The Los Angeles Kings Score a Digital Marketing Hat-Trick: Greater Revenue, R...
The Los Angeles Kings Score a Digital Marketing Hat-Trick: Greater Revenue, R...
 
Neolane Social Marketing - FAQs
Neolane Social Marketing - FAQsNeolane Social Marketing - FAQs
Neolane Social Marketing - FAQs
 
Accelerating Social Maturity
Accelerating Social MaturityAccelerating Social Maturity
Accelerating Social Maturity
 
Keys to Marketing Automation Success and Where to Start
Keys to Marketing Automation Success and Where to StartKeys to Marketing Automation Success and Where to Start
Keys to Marketing Automation Success and Where to Start
 
Crack the Code: Getting C-Suite Buy-In for Your Marketing Tech Purchases
Crack the Code: Getting C-Suite Buy-In for Your Marketing Tech PurchasesCrack the Code: Getting C-Suite Buy-In for Your Marketing Tech Purchases
Crack the Code: Getting C-Suite Buy-In for Your Marketing Tech Purchases
 
Abcam implements Neolane to win healthy B2B marketing results
Abcam implements Neolane to win healthy B2B marketing resultsAbcam implements Neolane to win healthy B2B marketing results
Abcam implements Neolane to win healthy B2B marketing results
 
Lead Management for a Cross-Channel World
Lead Management for a Cross-Channel WorldLead Management for a Cross-Channel World
Lead Management for a Cross-Channel World
 
Integrating Mobile for a True Cross Channel Marketing Experience
Integrating Mobile for a True Cross Channel Marketing ExperienceIntegrating Mobile for a True Cross Channel Marketing Experience
Integrating Mobile for a True Cross Channel Marketing Experience
 
Part II: Getting Personal with Your Customers — Beyond Segmentation
Part II: Getting Personal with Your Customers — Beyond Segmentation Part II: Getting Personal with Your Customers — Beyond Segmentation
Part II: Getting Personal with Your Customers — Beyond Segmentation
 
Part I: Getting Personal with Your Customers — Fighting Marketing Fatigue
Part I: Getting Personal with Your Customers — Fighting Marketing FatiguePart I: Getting Personal with Your Customers — Fighting Marketing Fatigue
Part I: Getting Personal with Your Customers — Fighting Marketing Fatigue
 
Neolane Email Deliverability Best Practices
Neolane Email Deliverability Best PracticesNeolane Email Deliverability Best Practices
Neolane Email Deliverability Best Practices
 
The Distributed Marketing Frontier: Realizing the Dream of Truly "Glocal" Mar...
The Distributed Marketing Frontier: Realizing the Dream of Truly "Glocal" Mar...The Distributed Marketing Frontier: Realizing the Dream of Truly "Glocal" Mar...
The Distributed Marketing Frontier: Realizing the Dream of Truly "Glocal" Mar...
 
Neolane: EMI Case Study
Neolane: EMI Case StudyNeolane: EMI Case Study
Neolane: EMI Case Study
 
Neolane: Integrating the Mobile Device
Neolane: Integrating the Mobile DeviceNeolane: Integrating the Mobile Device
Neolane: Integrating the Mobile Device
 

Best Practices in Sports and Entertainment Digital Fan Marketing

  • 1. Best Practices in Sports and Entertainment Digital Fan Marketing Kristin Hambelton 03/09/2011
  • 2. Why Digital Fan Marketing Challenges in Digital Fan Marketing Why Embrace Marketing Automation Where and How to Get Started Agenda Neolane confidential Copyright Neolane - 2011
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.