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We can now create customer value thruco-creation and enablementRohan Buultjensrohan_buultjens@hotmail.comCREATING VALUE TH...
Rohan Buultjens | CIO Event Dubai April 22nd | Page 2AGENDA› Changing Dynamics› Marketing Spiral› Building Awareness› Valu...
Rohan Buultjens | CIO Event Dubai April 22nd | Page 3CHANGING DYNAMICS› The first recorded advertisement was placed in a B...
Rohan Buultjens | CIO Event Dubai April 22nd | Page 4Marketing SpiralEngagementConvenienceRelevanceCommunityCSome importan...
Rohan Buultjens | CIO Event Dubai April 22nd | Page 5Enhance the perceptionDrive a Value propositionInsights, Ideas & Solu...
Rohan Buultjens | CIO Event Dubai April 22nd | Page 6Awareness KnowledgeConsiderationAcquire Onboard Serve Grow RetainCust...
Rohan Buultjens | CIO Event Dubai April 22nd | Page 7Awareness KnowledgeConsiderationAcquire Onboard Serve Grow RetainCust...
Rohan Buultjens | CIO Event Dubai April 22nd | Page 8Thank you› rohan_buultjens@hotmail.com
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Rohan Buultjens, VP Enterprise Architecture at Etisalat - Creating value through engagement

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Rohan Buultjens, VP Enterprise Architecture at Etisalat spoke at the CIO Middle East Event April 2013

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Rohan Buultjens, VP Enterprise Architecture at Etisalat - Creating value through engagement

  1. 1. We can now create customer value thruco-creation and enablementRohan Buultjensrohan_buultjens@hotmail.comCREATING VALUE THRUENGAGEMENT
  2. 2. Rohan Buultjens | CIO Event Dubai April 22nd | Page 2AGENDA› Changing Dynamics› Marketing Spiral› Building Awareness› Value Delivery› Q&A
  3. 3. Rohan Buultjens | CIO Event Dubai April 22nd | Page 3CHANGING DYNAMICS› The first recorded advertisement was placed in a Bostonnewspaper in 1704. There after this was one of thedominant means used for consumers to discover products& services› However, today’s customer is more informed, & moreconnected with the proliferation of internet & mobilecomputing› We need to move away from a conventional marketingapproach to a more collaborative marketing approachwhich is based on attracting, assisting & affiliating.› This needs a change in mindset in the way we bring inawareness of our products and services to customers
  4. 4. Rohan Buultjens | CIO Event Dubai April 22nd | Page 4Marketing SpiralEngagementConvenienceRelevanceCommunityCSome important areas you need to look at and seriously consider so you can drive aunique brand experienceAwarenessKnowledgeConsiderationetcAwarenessInteractionEngagementParticipationConversationAffinityCustomers NeedsRelevant ContentFrequent UpdatesBuying HabitsReactions to web designDemographicsFavorite & Least Favorite productsQualityValueTimelinessAppropriateness of goods &servicesReputationSecurityAttractRetainGrowBrandDifferentiationCustomerLoyaltyMarketing Spiral
  5. 5. Rohan Buultjens | CIO Event Dubai April 22nd | Page 5Enhance the perceptionDrive a Value propositionInsights, Ideas & SolutionDrive Value co-creation withthe engagementCoachingCollaborationEngagement & MonitoringCustomerSalesSalesManagementDrive Value innovation byenablementBuilding Awareness
  6. 6. Rohan Buultjens | CIO Event Dubai April 22nd | Page 6Awareness KnowledgeConsiderationAcquire Onboard Serve Grow RetainCustomer Experience Management‘Engage’COMPANY CustomerCUSTOMERExecutivealignmentSales & marketingalignmentProvide visibilitySalesSalesManagementMaintaincontrolofthesalescollateralInitiate communicationOffer ValueEnable Customer Listen to the customerand drive valueinnovationSuch an engagementsdrives the customer toco-create valueDrive Brand valueengageEnable management toknow in real-time thesales engagementprocess and effectivenessand efficiency in theawareness and interactionCoachingCollaborateFinalizingEnable the re-seller withproper content, valueanalysis tools, and properinformation to drive a wowengagement with thecustomerEnhancePerceptionDrive a Value PropositionInsights, ideas & solutions
  7. 7. Rohan Buultjens | CIO Event Dubai April 22nd | Page 7Awareness KnowledgeConsiderationAcquire Onboard Serve Grow RetainCustomer Experience Management‘Engage’COMPANYRe sellerEnable the re-seller withproper content, valueanalysis tools, and properinformation to drive a wowengagement with thecustomerSalesManagementEnable management toknow in real-time thesales engagementprocess and effectivenessand efficiency in theawareness and interactionCustomerInitiate communicationOffer ValueEnable Customer Listen to the customerand drive valueinnovationSuch an engagementsdrives the customer toco-create valueCUSTOMERDrive Brand valueengageMaintaincontrolofthesalescollateralExecutivealignmentSales & marketingalignmentProvide visibilityCoaching Email templatesBest PracticesCollaborate Right ResourcesFinalizing Engagement DashboardReal-time view of theengagementEnhancePerceptionDrive a Value PropositionInsights, ideas & solutions
  8. 8. Rohan Buultjens | CIO Event Dubai April 22nd | Page 8Thank you› rohan_buultjens@hotmail.com

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