Le plan marketing dun événement« comment dépasser léphémère et créer une relation à long     terme avec la cible d’annonce...
Plan• Module 1:   Measure the key figures and draw the line• Module 2:   Profile and Meet the targets at the right time   ...
Why• Master the key datas of your future business• Understand the challenges of your clients• Create added values for your...
How• Intuitive:     Follow your feelings• Innovative:    Develop Brand new concepts• Interactive:   Please ask me your que...
(retro-)planning         Eventavant   pendant             après
Module 1   Measure the key figures and draw the lineWhat can we rate?              Why?                  How?     What is ...
IntroductionCreate a strategyBefore going in the organisation of an event, we have todefine some objectives :      -the ta...
Communication Budget    AllocateThe COM              ? budget
Communication BudgetThe most important thing is to select the right target in order to maximize the numbers of sales.
Communication BudgetTop               Mid        Allocate          The budget      to the right targetLow      Q1       Q...
Communication BudgetAnd good investments leadto more money. And moremoney = a bigger budgetthat can be allowed toevents.
Communication Budget    Increasethe budget
WhatAsking the right questions…Before…                 …during…                              …after
Performance                    Registration                                   Attendees   Leads                           ...
Back to the choreography             Market                                            Company L                          ...
Exam
Results35000   31750                   2924930000                         2675125000200001500010000                       ...
Forecast your actions       Invitees                                                                                      ...
Break ?
But also at the beginning of                                 the work           How?              To attract people, it’s ...
What do we have to do?1- reach quality and quantity objectives thanks to a               performable dashboard
What do we have to do?2 – create an added value segmented by guests before,                during and after the event.
What do we have to do?3 – profile and better know my customers.        And rate the degree of satisfaction,        the mem...
What do we have to do?4 – create brand loyalty by speaking to clients            depending on theirs needs.
What do we have to do?5 – justify events‟ investments.
What‟s that ROI? In finance, return on investment(ROI) is the ratio of money gained or  lost on an investment relative to ...
What‟s that ROI?        (returns) – investmentsROI =                               X 100%   = Y%             investments
What‟s that ROI?Returns categories       100 %                                                      Cash perspectives     ...
Plan• Module 1:   Measure the key figures and draw the line• Module 2:   Profile and Meet the targets at the right time   ...
Module 2                Profile and Meet the targets at the right time                                      with the right...
Five questions   1 – Five questions about your client…     1) What’s his potential ? 2) Who’s taking decisions in his comp...
1) What‟s the client potential?                 ou       ouClient           Is he a big or a little consumer?
2) Who‟s taking the decisions in                                          his company?  You have to know all the people wh...
3) What‟s client‟s                             consumption profile?What does he read?                            What does...
3) What‟s client‟s         consumption profile?Client
4) Who‟s managing this client?Does he work for a big company or a little one?=> That will have an effect on his purchasing...
4) Who‟s managing this client?                        ??         t
5) What‟s the MarCom by clients ?         Is he a top consumer?Client
5) What‟s the MarCom by clients ?Or a middle one?                          Client
5) What‟s the MarCom by clients ?It’s important to keep in mind that every client isdifferent from the other         Clien...
TOP       (Top Accounts)                           T op          COR                                   Which  Which are th...
Clients‟ Lifetime Experience          Top consumers are supposed to be more loyal.  T opM iddle   Low              Q1     ...
Some difficultiesPermission marketing is a term used in e-marketing. Marketers will ask   permission before they send adve...
Increase proximity and contactsWhat’s the client’s    profile ?How to attract him        ?What’s the client’s   potential ...
Campaign Management€€€€   €€€   €€                  T op                                         7 contacts               ...
Campaign Management At each step of the action we have tocollect more and more information about               our client....
Campaign Management           Selection   Invitation     Registration   Participation   Lead                              ...
Proximus B2B Case
Proximus B2B Case
Proximus B2B Case
Proximus B2B Case
Proximus B2B Case
Proximus B2B Case
Perspectives                CAMPAIGN BOOSTER          We have information about that man.  T op                     We kno...
PerspectivesCAMPAIGN BOOSTER               Every person in charge                    of the action has a                di...
PerspectivesAnd we can calculate the average ROC          for each segment.
Perspectives                 TOTAL                1400%             XX%   XX% XX%       …      …       …  T op    (1.500.0...
Your questions
moviebusiness @ctivation solutions
L‟utilisation des nouvellestechnologies dans le monde         événementiel        Emmanuel Mossay        VO communication
Plan• Module 1:   Measure the key figures and draw the line• Module 2:   Profile and Meet the targets at the right time   ...
Pro-active                                                                 TOP COR X0 Individual RMP Approach             ...
Mapping of All events / DMU‟s                                                                                             ...
Events‟ Drivers
Events‟ DriversRMP - Main ratios (aver.) Reg. %    Show %    Leads %Fairs / Symposium              5%      60%          4%...
Events‟ Drivers     Une société souhaite inviter 10.000 personnes     par e-mails à un événement.     Combien de participa...
Events‟ DriversVous souhaitez accueillir 300 personnes à un événement,vous disposez d’une base de données de 15000 personn...
Plan• Module 1:   Measure the key figures and draw the line• Module 2:   Profile and Meet the targets at the right time   ...
Module 3       Boost the performancesthanks to the right technologies
Introduction Drivers                                                                       ROI Definition   Activation    ...
Why using technologies?« Le poisson-éléphant »  Ressemble à tout autre       poisson …
Why using technologies?« Le poisson-éléphant »But its an anti-terrorist system used by the Israeli company  “Mekorot”, in ...
Why using technologies?V        ok           danger    • driver
• drivers               Why using technologies?               =    RFIDAccess tools
RFID           =technologies
=ID by target(0495-555555, emossay@email.be)
festivalcampus            kot          bar                            Friends’ kot     ID by target     (0495-55555, emoss...
How use technologies?Any connectable (*) devices                                                                          ...
Business Interactive Platform                                       Voting,                                      Extra inf...
ApplicationsBusiness to business        applications
Get the message                                       from the Minister                                       of Economy ?...
2003Relation Management Program      Key success factor V: New Leads’ Generation at Fairs    Before the Event             ...
Mobistar @ Telecom City                                               15 % invested in attractiveness                     ...
ApplicationsBusiness to citizen/ consumers        applications
extra info:Alterwave.com
extra info:Alterwave.com
NottingHill Carnival – UK                               extra info:                            Alterwave.com
Applications
Applications         Mobile Application ArchitectureRegistration Desk                                               UMTS S...
ApplicationsPDA Application: Screenshots                     • Registration of Participants                     • To link ...
ApplicationsScanning of Participant using RFID wristband
ApplicationsScore Board: Screenshots
Future applications     Traffic & data     Managementfor the Delhaize 140 th        birthday
Future applications• Gestion du flux des 50 shuttles du parking• Gestion du flux des participants (15.000)• Gestion de la ...
Gestion du fluxdes 50 shuttles duparking              Future applications                           Où sont               ...
Gestion du fluxdes 50 shuttles duparking              Future applications
Future applications              Gestion du flux              des 50 shuttles du parkingpositioning
Future applicationsGestion du flux des 50 shuttles du parking
Future applications          Combien             De         personnes         sur le site              ?Gestion du flux de...
Future applicationsGestion du flux des participants
Gestion du flux des participants              Future applications
En utilisant des badges individuels RFID, ainsi que des écrans et des plateformesinformatiques reliées aux animations, écr...
Future applications
Future applications    Mobile Tagging
Future applications                                                 VXML        For english press oneIVR       Pour le fra...
Future applications       Invitees                                                                                        ...
Check-list/                            Team member                                                              Compteurs ...
Chec-list/                      Team member                                                       Compteurs               ...
Valeur ajoutée                            Vente  marketing                              Ergonomie & personnalisation      ...
Expected evolution            • Global decision based on local KPI‟s            (Mastercard)            • COM budget based...
A modifier• NFC• XLS détaillé• Add tablet PC for the check list manager
Expected evolution                                « My database is sick »« wouaw                                          ...
Your questions
Télémétrie
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Syllabus de télémétrie 2011-2012 - Bertrand Prignion

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Télémétrie

  1. 1. Le plan marketing dun événement« comment dépasser léphémère et créer une relation à long terme avec la cible d’annonceurs B2C & B2B »
  2. 2. Plan• Module 1: Measure the key figures and draw the line• Module 2: Profile and Meet the targets at the right time with the right message• Module 3: Boost the performances thanks to the right technologies
  3. 3. Why• Master the key datas of your future business• Understand the challenges of your clients• Create added values for your clients
  4. 4. How• Intuitive: Follow your feelings• Innovative: Develop Brand new concepts• Interactive: Please ask me your questions
  5. 5. (retro-)planning Eventavant pendant après
  6. 6. Module 1 Measure the key figures and draw the lineWhat can we rate? Why? How? What is the ROI ?
  7. 7. IntroductionCreate a strategyBefore going in the organisation of an event, we have todefine some objectives : -the target we want to reach -the message we want to deliver -how we have to deliver it But also the wanted results and the impact you want to leave.
  8. 8. Communication Budget  AllocateThe COM ? budget
  9. 9. Communication BudgetThe most important thing is to select the right target in order to maximize the numbers of sales.
  10. 10. Communication BudgetTop Mid Allocate The budget to the right targetLow Q1 Q2 Q3 Q4
  11. 11. Communication BudgetAnd good investments leadto more money. And moremoney = a bigger budgetthat can be allowed toevents.
  12. 12. Communication Budget  Increasethe budget
  13. 13. WhatAsking the right questions…Before… …during… …after
  14. 14. Performance Registration Attendees Leads Best case Worst case time W-3 W W -1 Action
  15. 15. Back to the choreography Market Company L - Mr X Company L - Mr Y Extra Clients Company O - Mr X - Mr Y Company LDatabase Company V …….. - Mr X - Mr Z …….. - Ms E …….. „D‟ Day W or W+8weeks W-3to6 W-6-20Coverage% Hit % Show% Leads% Deals% (pre-)Selection & Invitation Registration Participation New Sales
  16. 16. Exam
  17. 17. Results35000 31750 2924930000 2675125000200001500010000 4818 3503 3414 5000 0 Invitations Registrations 2005 2006 2007 Hit % 11.03% 11.67 % 18.01%
  18. 18. Forecast your actions Invitees Current timing : Dday - 321400 Confirm NOW ! 1st forecasting SMS push (300) Registration based on previous experiences1200 GO ?1000 Attendees800600 Re-launch Them ! Voice deposit (450)400 Pro-active Advises GO ? According previous Experiences200 on these contacts behaviour Timeline Start D - 28 D - 21 D - 14 D-7 Dday Invitees: 5000 Registration: 1200 Attendees: 1000
  19. 19. Break ?
  20. 20. But also at the beginning of the work How? To attract people, it’s better to find a unique location take a top star advance 1-2-1 approachtime expose a strong and exclusive communication propose exclusive items
  21. 21. What do we have to do?1- reach quality and quantity objectives thanks to a performable dashboard
  22. 22. What do we have to do?2 – create an added value segmented by guests before, during and after the event.
  23. 23. What do we have to do?3 – profile and better know my customers. And rate the degree of satisfaction, the membership and the emotion created during the campaign.
  24. 24. What do we have to do?4 – create brand loyalty by speaking to clients depending on theirs needs.
  25. 25. What do we have to do?5 – justify events‟ investments.
  26. 26. What‟s that ROI? In finance, return on investment(ROI) is the ratio of money gained or lost on an investment relative to the amount of money invested.
  27. 27. What‟s that ROI? (returns) – investmentsROI = X 100% = Y% investments
  28. 28. What‟s that ROI?Returns categories 100 % Cash perspectives Others (e.g. web hit,…) = Estimated value Press & PR You don’t have to pay the press returns because people are speaking = Equivalent media value about your past event Database up- With the 100€ you’ve invested, I’ve collected more grade & up-date information about people who were present at the = Opportunity cost event. You don’t need to pay extra cost Brand visibility We were on the cover of ComMag, = Media value estimated value that’s visibility! Potential extra You invest 100€, I return you 125€ sales = Potential cash and maybe 25€ in the future Direct Sales You invest 100€, I give you 150€ in return = Cash
  29. 29. Plan• Module 1: Measure the key figures and draw the line• Module 2: Profile and Meet the targets at the right time with the right message• Module 3: Boost the performances thanks to the right technologies
  30. 30. Module 2 Profile and Meet the targets at the right time with the right messageInformation and relations managing platform What’s profiling? How can we segment consumers? How can we fulfil a database? How can we target them? What’s a database? How much money should we allocate to each segment?
  31. 31. Five questions 1 – Five questions about your client… 1) What’s his potential ? 2) Who’s taking decisions in his company? 3) What’s his consumption profile?4) Who’s managing him? 5) How much money can we spend for this client?
  32. 32. 1) What‟s the client potential? ou ouClient Is he a big or a little consumer?
  33. 33. 2) Who‟s taking the decisions in his company? You have to know all the people who are taking the decisions inside thecompany because you might spend a lot of money on someone who doesn’t have the power ! Client Decider Influencer Budget owner
  34. 34. 3) What‟s client‟s consumption profile?What does he read? What does he eat?Where has he made his studies?
  35. 35. 3) What‟s client‟s consumption profile?Client
  36. 36. 4) Who‟s managing this client?Does he work for a big company or a little one?=> That will have an effect on his purchasing power
  37. 37. 4) Who‟s managing this client? ?? t
  38. 38. 5) What‟s the MarCom by clients ? Is he a top consumer?Client
  39. 39. 5) What‟s the MarCom by clients ?Or a middle one? Client
  40. 40. 5) What‟s the MarCom by clients ?It’s important to keep in mind that every client isdifferent from the other Client Client ≠
  41. 41. TOP (Top Accounts) T op COR Which Which are the most ? budget/ segments M iddleProfitables segments ? Low SME
  42. 42. Clients‟ Lifetime Experience Top consumers are supposed to be more loyal. T opM iddle Low Q1 Q2 Q3 Q4
  43. 43. Some difficultiesPermission marketing is a term used in e-marketing. Marketers will ask permission before they send advertisements to prospective customers. It requires that people first "opt-in", rather than allowing people to "opt-out" only after the advertisements have been sent.The term was coined by Seth Godin in his book of the same name. wikipedia
  44. 44. Increase proximity and contactsWhat’s the client’s profile ?How to attract him ?What’s the client’s potential ? What’s his power ?
  45. 45. Campaign Management€€€€ €€€ €€ T op 7 contacts / campagnes 5 contacts M iddle / campagnes Low 3 contacts / campagnes Avant Pendant Après Campagne © V.O. communication sa/nv - 46 2007
  46. 46. Campaign Management At each step of the action we have tocollect more and more information about our client. …
  47. 47. Campaign Management Selection Invitation Registration Participation Lead Event# people# data
  48. 48. Proximus B2B Case
  49. 49. Proximus B2B Case
  50. 50. Proximus B2B Case
  51. 51. Proximus B2B Case
  52. 52. Proximus B2B Case
  53. 53. Proximus B2B Case
  54. 54. Perspectives CAMPAIGN BOOSTER We have information about that man. T op We know that he’s a middle consumer for example.M iddle Low
  55. 55. PerspectivesCAMPAIGN BOOSTER Every person in charge of the action has a different access to the information. Agencies access HQ access Manager access
  56. 56. PerspectivesAnd we can calculate the average ROC for each segment.
  57. 57. Perspectives TOTAL 1400% XX% XX% XX% … … … T op (1.500.000€-100.000) 100.000€M iddle 1000% XX% XX% XX% … … … Low 500% XX% XX% XX% … … … e-DM e-invit e-news MEOS Events Workshops
  58. 58. Your questions
  59. 59. moviebusiness @ctivation solutions
  60. 60. L‟utilisation des nouvellestechnologies dans le monde événementiel Emmanuel Mossay VO communication
  61. 61. Plan• Module 1: Measure the key figures and draw the line• Module 2: Profile and Meet the targets at the right time with the right message• Module 3: Boost the performances thanks to the right technologies
  62. 62. Pro-active TOP COR X0 Individual RMP Approach Coming Re-active Who, Goals, retro-planning Case Up- Existing selling To create Get A GO Power For OZ Of the CY BGH Yearly100 % Tailor- TOP 5 & N°1 Top Events‟ Made Int. MCM Prove 1-2-1 Cor Catalogue Event Orange 1-2-1 Event Tailor-made Meeting Event Quality Meeting Deal ! (Fin, Mkt) (IT/Telco)(signature) Yearly50 % Top Head of … Cor Innovation Event Events‟ Club M* Catalogue M*40 % Visits Speed Ticketing YMTC Main Visits Telecom DM Telecom CITy Events‟ The Fairs Catalogue closing Ticketing & Unions Influencers Events‟ Vertical10 % Catalogue Ticketing Clubs‟ Events Events/ Fairs Illustr ative Demo GSM Black GSM<10 % „MNP‟ „MNP‟ Users Privé berry Privé Internal Internal Internal Interna Event Event Event Event Tools Q2 Q3 Q4 Q1
  63. 63. Mapping of All events / DMU‟s Investments by Decision-Power: DMU Perspective Existing To create MU DMU 775/34508 Of the CY 620/5320 Of the CY Clubs 2 High Rel Events Golf‟s Relatio. Business TOP 5 (Chambers) TOP 5 Top Event Event Fairs 2.2% 12% 340 att. 100 att. COR 80 att. 490 att. 220 att. Top Round Tables Golf‟s 75 att COR Event (Fin, Mkt) (IT/Telco) (signature) (Fin, Mkt) (IT/Telco) (signature) 100/26422 142/10274 106/1358 50/8748 1585/5332 775/1358 275 att 35 att. 285 att. Head 10% 58% Head of … of … Partners‟ YMTC Events Telecom Mobistar Visits 200 att. 1480 att. City 35 att. Telindus Telecom 250 att. Main Main 1.3% Influencers DM Symposium City 30% Influencers DM 200 att 250 att Vertical Events Business 0.5% (eg. HR Fair) Fairs 0.4% 50 att. 100 att. GSM& Unions „MNP‟ Privé InternalUsers Internal Event Event 70 3030 COR PRO 1125 1672 2004: 798
  64. 64. Events‟ Drivers
  65. 65. Events‟ DriversRMP - Main ratios (aver.) Reg. % Show % Leads %Fairs / Symposium 5% 60% 4%Clubs Events 83% 86% 2%Relational Events 60% 88% 28%Content Events 13% 69% 16%
  66. 66. Events‟ Drivers Une société souhaite inviter 10.000 personnes par e-mails à un événement. Combien de participants pouvons-nous attendre à cette événement, si nous tenons compte : - d’un taux d’inscription de 20 % et - d’un taux de présence de 80 % ?
  67. 67. Events‟ DriversVous souhaitez accueillir 300 personnes à un événement,vous disposez d’une base de données de 15000 personnes.Combien de personnes devriez-vous inviter si vous tenez comp- d’un taux d’inscription de 10 %etd’un taux de présence de 70 % ?
  68. 68. Plan• Module 1: Measure the key figures and draw the line• Module 2: Profile and Meet the targets at the right time with the right message• Module 3: Boost the performances thanks to the right technologies
  69. 69. Module 3 Boost the performancesthanks to the right technologies
  70. 70. Introduction Drivers ROI Definition Activation Reports Traffic Leads Analysesto measure Way to master Generation Generation To measure The & tools the projectperformance the results SMS ID web Giftsweb web web Fairs EventsTombolas Promo Field
  71. 71. Why using technologies?« Le poisson-éléphant » Ressemble à tout autre poisson …
  72. 72. Why using technologies?« Le poisson-éléphant »But its an anti-terrorist system used by the Israeli company “Mekorot”, in charge of the drink water distribution.
  73. 73. Why using technologies?V ok danger • driver
  74. 74. • drivers Why using technologies? = RFIDAccess tools
  75. 75. RFID =technologies
  76. 76. =ID by target(0495-555555, emossay@email.be)
  77. 77. festivalcampus kot bar Friends’ kot ID by target (0495-55555, emossay@email.be)
  78. 78. How use technologies?Any connectable (*) devices … enablingAny reliable (*) technologies VXML Wifi Infra-red …(*) reliable = devices & technologies working in other industries. Available back-ups
  79. 79. Business Interactive Platform Voting, Extra infos e-Live Requests, survey Demos, CRM Etc. Boost Leads % Measure Quality % Get extra infos Sms/e- …… reminder, navigation, last-minute Get Extra Data info, re-couponing Event Boost Show % Citibank-Durant MarCom Manager durant@citibank.com Boost Hit % +32 497 6666 97 Sms/e- … buy extra data … invite, pre-contest, Forward, & propose VO registration, couponing Events‟ data 100 % Extend Market Coverage % 25% Database quality Time- … Before the action on the Action After the action … to-market
  80. 80. ApplicationsBusiness to business applications
  81. 81. Get the message from the Minister of Economy ?Performance sur le Salon MIPIM 2007:>27.000 visiteurs>2.639 visiteurs contactés 10%>476 dossiers téléchargés 18%
  82. 82. 2003Relation Management Program Key success factor V: New Leads’ Generation at Fairs Before the Event At the Event After the Event Citibank-Durant Your Own Cartoon89
  83. 83. Mobistar @ Telecom City 15 % invested in attractiveness tools Before the event Exhibition Area SMS Infos‟ Push Valet Patio Hall 5 E-invitations 2 SPV’s Welcome Coffee Hostesses Booth Bar Happy Hours Sanjiv & VIP Breakfast Speech Cartoonist Others: TBD ? Demos & leads “‟gifts” “‟contest” (Profiles & Partners)90
  84. 84. ApplicationsBusiness to citizen/ consumers applications
  85. 85. extra info:Alterwave.com
  86. 86. extra info:Alterwave.com
  87. 87. NottingHill Carnival – UK extra info: Alterwave.com
  88. 88. Applications
  89. 89. Applications Mobile Application ArchitectureRegistration Desk UMTS Score in the field Web Server + Database
  90. 90. ApplicationsPDA Application: Screenshots • Registration of Participants • To link the participant to the RFID wristband
  91. 91. ApplicationsScanning of Participant using RFID wristband
  92. 92. ApplicationsScore Board: Screenshots
  93. 93. Future applications Traffic & data Managementfor the Delhaize 140 th birthday
  94. 94. Future applications• Gestion du flux des 50 shuttles du parking• Gestion du flux des participants (15.000)• Gestion de la satisfaction des participants
  95. 95. Gestion du fluxdes 50 shuttles duparking Future applications Où sont Les navettes ? Qui bloque Où ?
  96. 96. Gestion du fluxdes 50 shuttles duparking Future applications
  97. 97. Future applications Gestion du flux des 50 shuttles du parkingpositioning
  98. 98. Future applicationsGestion du flux des 50 shuttles du parking
  99. 99. Future applications Combien De personnes sur le site ?Gestion du flux des participants 3 2 Quelles sont les tendances critiques ? 1
  100. 100. Future applicationsGestion du flux des participants
  101. 101. Gestion du flux des participants Future applications
  102. 102. En utilisant des badges individuels RFID, ainsi que des écrans et des plateformesinformatiques reliées aux animations, écrans, podiums, etc.              Ergonomie  ,                      Organisateur invités Messages visuels et sonores de la marque
  103. 103. Future applications
  104. 104. Future applications Mobile Tagging
  105. 105. Future applications VXML For english press oneIVR Pour le français faites le deux oneVXML
  106. 106. Future applications Invitees Current timing : Dday - 321400 Confirm NOW ! 1st forecasting SMS push (300) Registration based on previous experiences1200 GO ?1000 Attendees800600 Re-launch Them ! Voice deposit (450)400 Pro-active Advises GO ? According previous Experiences200 on these contacts behaviour Timeline Start D - 28 D - 21 D - 14 D-7 Dday Invitees: 5000 Registration: 1200 Attendees: 1000
  107. 107. Check-list/ Team member Compteurs de ParticipantsSatisfaction /zones % / Zone Alertes Synthèse des rencontres commerciales Carnet d’adresses, agendas, documents des systèmes de back-up etc.
  108. 108. Chec-list/ Team member Compteurs deSatisfaction participants:/zones % / Zone Alertes Synthèse des rencontres commerciales Carnet d’adresses, agendas, documents des systèmes de back-up etc.
  109. 109. Valeur ajoutée Vente marketing Ergonomie & personnalisation Qualité des services offerts Base événementielle Gestion des flux de participants Logistique Sécurité
  110. 110. Expected evolution • Global decision based on local KPI‟s (Mastercard) • COM budget based on (immediat) returnsYesterday • Information technologies are accelerating Tomorrow the business • Strong competitions: small agecies (Delhaize) • short term COM budget allocation to satisfy shareholders wishes (HP, Cisco)
  111. 111. A modifier• NFC• XLS détaillé• Add tablet PC for the check list manager
  112. 112. Expected evolution « My database is sick »« wouaw S.L.A.effect » ROI / ROO / ROC « let‟s justify my budget » « let‟s talk with my purchase Manager about the catering »
  113. 113. Your questions
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