A Dozen Good Reasons Why Avaus - Avaus Marketing Innovations

A Dozen Good Reasons Why Avaus - Avaus Marketing Innovations



Avaus Marketing Innovations is a customer engagement agency. We focus on sales driven marketing. We deliver marketing automation solutions to consumer and btob enterprises, analytics, marketing ...

Avaus Marketing Innovations is a customer engagement agency. We focus on sales driven marketing. We deliver marketing automation solutions to consumer and btob enterprises, analytics, marketing technology, marketing ROI, sales programs, digital advertising, lead generation, lead scoring, customer lifecycle management, personalization, analytics, predictive analytics, customer segmentation



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    A Dozen Good Reasons Why Avaus - Avaus Marketing Innovations A Dozen Good Reasons Why Avaus - Avaus Marketing Innovations Presentation Transcript

    • 1 2 3 4 5 6 7 8 9 10 11 12 DriveSalesMaximize sales through real-time insights NordicleaderReal-world experience and best talent TransformationSupport top management in driving change InnovationForerunner in combining CRM and Digital BestpracticesMore than half a billion customer interactions AnalyticsDrive better decisions and personalization MarketingtechnologyAdvanced technology as turn-key service ManageprogramsShort on resources? No problem, we can help BetterROIMore bang for your marketing buck EngagementModular content that builds emotional relationships PersonalizationBe relevant to each and everyone of your customers One-stopshopStrategy, analytics, content, technology – under one roof
    • What is Sales-Driven Marketing? More often than being ads, it is a well- timed triggered event, a media retargeting program or an analytical model delivering personalized recommendations. Ongoing learning and optimization are key drivers for significant sales increase. Therefore we focus on long- term relationships with our clients where we design and deliver multiyear ongoing marketing programs.  1 DriveSales x x NUMBEROF CUSTOMERS REVENUEPER CUSTOMER CUSTOMER LOYALTY Acquisition programs Cross sell programs Retention programs Marketingshouldbeabout measurablesalesresultsand agreatpersonalizedcustomer experience. We call our powerful approach Sales-Driven Marketing. And that’s what we do: Drive Sales. Relevant customer experience
    • Weworkwithleadingcom- paniesinthenordicslookingto transformtheirmarketing 2 Nordicleader Learning by doing is our mantra. You have to get your hands dirty to truly understand how data and technology can make marketing and sales more efficient. A passion for doing stuff in practice, seeing results and learning is something that the people at Avaus have in common. LEADINGCUSTOMERENGAGEMENT AGENCYINNORDICS 500 MILLION 1,5 BILLION€ 49% GROWTH Working on Sales-Driven marketing programs Customer interactions delivered Revenue generated through our programs Annual growth (CAGR) of our marketing services last five years 140.000 HOURS
    • 3 Analytics Decisions based on real- time data from several sources. Real-timedata Predictivemodels Attributionmodelling Conversionoptimization A/Btesting Insourcedoroutsourced Bigdata Dashboards Models for churn management, product recommendations, pricing models etc Attribution modelling for optimal marketing media mix. More online sales and leads with conversion optimization. Fast iterations with A/B- testing. Insourced or outsourced analyst to optimize campaigns and help with development sprints. Data scientists tame the unknown opportunities of big data Online access to all important sales and campaign KPI’s Analytics is the next battle field. With our unique combination of web analysts, data scientists and business intelligence experts, we turn your data into exciting and profitable business opportunities.
    • OurMarketingCloud–approach makesyourtransformationto modernmarketingeasywithout complicatedIT-projects. In order to deliver personalized experiences that drive sales you need advanced technology. But what you don’t need is complex IT-projects that distract you from your business. We offer the right marketing technology as a service. Besides “software-as-a-service” our Marketing Cloud means that you have an integrated creative and operational team as a part of your organization. You’ll have immediate access to resources that are able to take full advantage of advanced marketing technologies when you need it and as much as you need it. 4 Marketingtechnology WORLD-CLASSTECHNOLOGYPARTNERS Our client benefits from buying marketing technology as a turn-key service ASTRONGTECHNOLOGYTEAM +
    • Betterinsight,moreefficientchannelsand automationwillhelptoimprovemarketingROI 5 BetterROI As a marketer, you are expected to maximize sales performance with diminishing budgets. Unachievable? Leveraging smart technology and acting on insight make it possible. Customer insight and personalization drives sales results Understanding the needs of your customers and acting upon those identified needs in real-time will create better customer experiences. And that, in turn, will make customers want to buy more from you. Marketing Automation drives efficiency Technology enables the automation of marketing processes. Your own channels will be increasingly important. And an increased focus on digital channels and optimization will help to lower media costs. More sales for each euro invested The end-result? You get better results for a smaller investment. Source Leads Conversion (pull-%) Costper deal Leadto deal(days) Email 19,039 30% €43 14 Events 12,619 29% €53 15 Direct marketing 4,319 30% €65 7 Re-marketing 4,120 32% €40 21 Google 3,849 36% €63 15 Pay-Per-Click 2,999 48% €171 8 Social media 2,302 40% €126 17 Web site 3,352 57% 7
    • Shortonresources? Wecanhelp. We can take complete responsibility for setting up and running your program. We provide a a complete team with marketing specialists, technical specialists, analysts and program managers. We offer both outsourcing and insourcing models. 6 Manageprograms PROFILE, PURCHASES, ONLINE BEHAVIOR Welcome program Cross- and upsell Customer loyalty …XTele Marketing automation system DM SUSPECT LEAD Email SMSCompetitions X Web behavior EMAIL, PERMISSIONTRAFFIC CUSTOMER ? !Interest Hooking Dialogue CustomerlifecyclemanagementDigitaladvertising Channels Example programs Leadgeneration Display SocialMedia Landing pages Search CRM targeting of advertising OUTSOURCEORINSOURCE
    • 7 Bestpractices Mobile 46% Desktop 54% Best practices for technical implementation Best practice approaches for: marketing automation implementation, architecture design, tool selection,, analytics implementation, marketing databases, integrations Best practices for driving business results Best practice approaches for: customer strategy, setting goals and KPIs, roadmapping, organizational alignment, change management, program management Best practices for program design and campaign tactics Best practice approaches for: customer acquisition programs, retention programs, cross- and up-sell programs, conversion optimization, SEO- programs, email-marketing, triggering and personalization Businessmodels Campaignmodels Implementationmodels We love doing things in practice. We have done some great things but also made some mistakes along the way. We know what works and what doesn’t.
    • Sellingtoconnectedcustomers requiresmajorchangesinhow marketingisorganized. Marketing needs to be reorganized. It needs to be better aligned with sales and IT. This requires the focus and commitment of top management. Through our Senior Advisors we help top management set priorities and manage change. 56% 37% 36% 18% 17% Sales and marketing Innovation management Supply chain and production Financial management and control Mergers and acquisitions CEOTOP5ACTITIVIES Top management is increasingly focused on sales and marketing 8 Transformation MARKETING SALES IT SALES ITMARKETING REORGANIZE Source: 2014 Strategy and Business Development Review, Management Events
    • REAL-TIMEINSIGHTSAND PERSONALIZATION 9 Innovate DIGITAL BEHAVIOR CRM PROFILE What are customers interested in right now? Digital data helps us understand the situation a customer is in right now. Where is he? What is he searching for? Which products is he clicking on? Which customers are the most valuable ones? CRM data helps us understand basic things about our customers. Where they live? What they purchase? Are they likely to churn? Avaus is a forerunner in combining CRM and digital data. This is the best way to understand customer needs and produce relevant customer interactions. How should we treat individual customers? In order to produce real-time customer insights that drive personalized interactions the silos between Digital and CRM need to be broken down. Predict need
    • Ourhighqualityaward-winning creativeservicesareadapted totheworldofmodular, individualizedanddynamic contentcreation. An individual experience for every customer is highly effective, but personalization drives the need for huge amounts of quality content. Expensive? Not with the right approach. Modular content that is adapted and optimized based on analytics drives revenue. And parts of the process can be automated. 10 Engagement Engagement is built through great content. Personalized interactions require modular content that build emotional bonds with customers.
    • Bemorerelevantbypersonalizingeachinteraction totheneedsandsituationofindividualcustomers 11 Personalization Triggers Communicating with customers at the “right time” when something important has happened Recommendations Personalized recommendations based on the needs and situation of individual customers Scoring Identifying, prioritizing and selling to customers who are “ready to buy” Segmentation Targeting customers with similar purchase behaviour or motives
    • 12 One-stopshop Weuncover insights… Wedefine strategies… Werunongoing programs… Wedeliver technologies… Weenable change… Wecreate engagement… …about new opportunities by analysing purchase data, online behaviour and customer motivations. …for sales growth by setting business priorities, defining roadmaps and developing new organizational capabilities. …that drive sales by delivering targeted and personalized customer experiences and by optimizing all touch points. …for automating and measuring sales-driven customer engagement actions. …through content that inspire and motivate customers to interact and purchase. …by motivating and training people, providing insourced resources, aligning stakeholders and fostering a results-driven culture. ONEPARTNER,ALLSERVICES We support our clients at every step in moving from campaign-centric marketing to insight-driven ongoing programs.
    • ABOUTAVAUS LeadingCustomerEngagementandBusiness TransformationAgencyinNordics Foundedin2007 110ProfessionalsworkingoutofHQinHelsinkiand MobilityCompetenceCenterinWroclaw,Poland 2013Revenue12m€,20%ofrevenuefrom internationalclients 49%YoYgrowth2009-2013inmarketingservices Ourfocus: Sales-DrivenMarketing Keycompetencies:Strategy, Technology,Analytics,Digital Advertising,Creative&Content, Mobility,ServiceDesign Keycustomers:HBONordic,Fortum, TeliaSonera,LähiTapiola,Itella,Yle, Sanoma,Diacor
    • Marketing Services, Digital Services, Enterprise Mobility, Customer Growth, Data & Analytics, Contextual Marketing, Service Design. Developers,Web-analysts,DataScientists,Concept Designers,Marketingspecialists,Copywriters,Art Directors,UXDesigners,ManagementConsultants, SeniorAdvisors,Producers,SystemArchitects 110PROFESSIONALS