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Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*
Drive*pipeline,*Energise*
Customer*relaConships*&*
...
Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*
•  78%*
•  57%*
•  X50*
Fragmented*experience*
Get*...
Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*
The*empowered*customer*
Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*
Strong individual
experience…
But no scale.
Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*
Winning*over*the*empowered*customer*requires:*
•  M...
Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*
Customers*are*willing*to*trade*privacy*for*convenie...
Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*
Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*
Enter*the*age*of*big*data*
By*2020,*Gartner*
predic...
Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*
The*ChaoCc*Ecosystem*Overwhelms*MarkeCng*Strategy*
...
Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* 10*Oracle*ConfidenCal*–*Restricted*
Across!anonymous...
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Bridging*the*gap*between*Digital*MarkeCng*and*RelaC...
Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*
Reading*‘digital*body*language’*involves*
knowing*w...
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Deliver!customer...
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Katapult$10%
Companies*that**
automate*lead*managem...
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Because!customer...
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ROMI*Y*Accountab...
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The*ROI*of*Lead...
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Customer*success*
Exact$Increases$Sales$Qualified$Le...
Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*
Benelux*customers*
20*
20*
EV*Box*
Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* @alpmimar*#MME15*ImplemenCng********************at*...
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Accelerate!digit...
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Don’t*miss*us*at*
October$20th$2016$
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13:30$]$...
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Drive pipeline, Energise Customer relationships & Boost Campaign ROI

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Drive pipeline, Energise Customer relationships & Boost Campaign ROI

  1. 1. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Drive*pipeline,*Energise* Customer*relaConships*&* Boost*Campaign*ROI* Are*you*taking*advantage*of*the*hidden* sales*cycle?* Kris*Bogaerts* Sales*Lead*MarkeCng*Cloud*Belgium*&*Luxembourg* be.linkedin.com/in/kbogaerts*
  2. 2. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* •  78%* •  57%* •  X50* Fragmented*experience* Get*frustrated* Prevents*them*from*buying* * Anonymous*research*in*B2B* * Expected*data*explosion*by*the*year*2020* Y>*75*%*is*B2C*data** Y*Accenture*research* * * * * Y*Joint*Google*and*CEB* research* * Y*IDC*Research* * * * * *
  3. 3. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* The*empowered*customer*
  4. 4. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Strong individual experience… But no scale.
  5. 5. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Winning*over*the*empowered*customer*requires:* •  MarkeCng*that*feels*like*good*service* •  Relevant*to*the*individual* •  In*the*context*of*what*the*customer*is*looking*for* at*this*moment* •  Consistent* •  OpCmized* •  Across*channels* •  To*known*customers* •  &*unknown*audiences* •  At*scale*
  6. 6. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Customers*are*willing*to*trade*privacy*for*convenience*with* brands*they*trust*and*respect*
  7. 7. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*
  8. 8. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Enter*the*age*of*big*data* By*2020,*Gartner* predicts*data* volumes*will*grow*to** 20*X*what*they*are* today* x20$ Gartner! 75%*of*digital* informaCon*is* generated*by* individuals* 75%$ IDC! On*average,*B2B*buyers* are*57%*through*the* purchase*decision*before* engaging*a*supplier*sales* rep.* 57%$ Joint-Google-and-CEB- research! Sources:* hbp://panelpicker.sxsw.com/vote/20006* hbp://uk.emc.com/about/news/press/2011/20110628Y01.htm* hbp://www.execuCveboard.com/exbdYresources/content/digitalYevoluCon/index.html*
  9. 9. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* The*ChaoCc*Ecosystem*Overwhelms*MarkeCng*Strategy* Image!source:! Gartner! Total$Marke1ng$Tech$ Landscape$size$2016:$ 3,874$Vendors$ (X$2$since$2015)$ ! 0!ChiefMarTec! * Oracle*ConfidenCal*–*Internal/Restricted/Highly*Restricted* 9*
  10. 10. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* 10*Oracle*ConfidenCal*–*Restricted* Across!anonymous!and!known!channels! Know*Your** Customers*Beber* Behavior** Preference* Interests*
  11. 11. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Bridging*the*gap*between*Digital*MarkeCng*and*RelaConship* MarkeCng*
  12. 12. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Reading*‘digital*body*language’*involves* knowing*where*each*prospect*has*been* online.* Reading*‘digital*body*language’* 1.  Behaviours* 2.  Preferences* 3.  SenCment* 4.  AcCviCes* Source:* hbp://trends.eYstrategyblog.com/2012/09/07/howYsocialYconsumersYseeYitYvsYhowYsocialYmaketersYseeYitYinfographic/3609* e6Strategy-Trends! While*76%*of** marketers*believe** “They$know$what$their$ consumers$want”$in* terms*of*social*media* content*and*interacCon,* only*34%*have*actually* asked*those*buyers.* 76% 34% 12*ORACLE*ID*GRAPH*
  13. 13. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* 13*Oracle*ConfidenCal*–*Restricted* Deliver!customer!centricity!by!providing!markeAng!simplicity! Orchestrate*the*Total*Brand*Experience*
  14. 14. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Katapult$10% Companies*that** automate*lead*management* and*send*new*content* automaCcally*based*on*digital* body*language*signals*typically* see*a*10%*increase*in*revenue* in*just*6Y9*months.*! Source:** hbp://blog.katapult.co.uk/inbound/11YreasonsYtoYnurtureYyourYleadsYwithYmarkeCngYautomaCon/* Develop*the*content*that*will*abract* their*abenCon*and*send*it* automaCcally*trough*the*channel*of* their*choice*in*a*consistent*and* opCmized*way.*
  15. 15. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* 15*Oracle*ConfidenCal*–*Restricted* Because!customer!journeys!are!no!longer!predictable!! Adapt*to*EverYChanging*Customer*ExpectaCons*
  16. 16. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Oracle*ConfidenCal*–*Internal/Restricted/Highly*Restricted* 16* Customer*Centricity,*Loyalty,*Predictability* Oracle*ConfidenCal*–*Internal/Restricted/Highly*Restricted* 16*Copyright*©*2014*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Oracle*ConfidenCal*–*Internal/Restricted/Highly*Restricted* 16* Buying*process*shiming*to*markeCngY driven* MARKETING$ SALES$ Educa1on$ Ac1ve$ Buying$ Closing$ •  MarkeCng*plays*criCcal*role* •  Driven*by*Digital*&*AnalyCcs*
  17. 17. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* 17*Oracle*ConfidenCal*–*Restricted* ROMI*Y*Accountability*
  18. 18. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Oracle*ConfidenCal*Y*Restricted* 18* The*ROI*of*Lead*Scoring* 79%$of*B2B* marketers*have*NOT* established*lead* scoring.** Y*MarkeCngSherpa* Companies*that*get*lead* scoring*right*have*a* 192%$higher*average* lead*qualificaCon*rate*than* those*that*do*not.* Y*Aberdeen*Research**
  19. 19. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Customer*success* Exact$Increases$Sales$Qualified$Leads$by$35%$with$Modern$Marke1ng$ Challenges$ FacilitaCng*campaign*rollout*across*a*growing*number*of*countries,*channels,*and*languages* Measuring*performance*by*Sales*Qualified*Leads*and*MarkeCng*Qualified*Leads* Managing*massive*lead*throughput,*benchmark*markeCng*data,*and*budget*forecasCng* * Solu1ons$ Campaign*and*lead*management* Sales*enablement* Customer*lifecycle*markeCng* * Results$ Increased*Sales*Qualified*Leads*by*35%.* Grew*subscripCon*and*conversion*rates*by*10–15%.* Improved*collaboraCon*between*central*and*local*teams*in*both*sales*and*markeCng.* * * Mark*Appel:* Global*MarkeCng* Director*Cloud* SoluCons*at*Exact* MARKIES*Winner* 2014*
  20. 20. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Benelux*customers* 20* 20* EV*Box*
  21. 21. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* @alpmimar*#MME15*ImplemenCng********************at*an*Enterprise*Company*
  22. 22. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* 22*Oracle*ConfidenCal*–*Restricted* Accelerate!digital!transformaAon!with!strong!out0of0the0box!tools! Depend*on*a*Proven*Plarorm* Experienced*Ready*to*Go* Integrated*
  23. 23. Copyright*©*2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Don’t*miss*us*at* October$20th$2016$ $ $ $ 13:30$]$14:00:$ ExpectaCon*to*expression*Y*Why*markeCng*is* driving*the*Customer*Experience* !  Pre]book$your$appointment$ with$our$modern$marke1ng$ specialists$now$

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