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Thursday 28th
October 2010
Enhancing your
Transpromo Strategy
Enhancing Transpromo
• Introduction to IOS
• The Landscape...
• What is it ?
• Who’s doing it ?
• Drivers and Challenges
•...
Overview of DST Systems
•$2.3 billion turnover group - DST Systems Inc
•Employing over 13,500 people, serving 55 countries...
Innovative Output Solutions
•New UK Print and Communications Group formed September 2010
•Formed through merger of DST Out...
Group Service Offering
Dagenham
•Marketing Communications
•Transactional
•Trigger Mailings
•Regulatory Documents
Cut shee...
The Landscape
• ... and most of this mail fails to connect to mass media campaigns being
executed or to drive revenue
• 90...
Enhanced Transpromo - What is it?
• Measurable
Multichannel Transpromo ‘Precision Marketing‘
• Transpromo
• Multichannel
•...
Who's doing it?
• On-line
• On-Paper
• On-high-volume essential communications even less?
• Joined up between all the above
Online advertising
Media trendsSource: Warc Source: comScore Inc
Internet Versus TV Adspend, 2009
THE UK IS THE ONE OF THE...
Drivers and Challenges
• Useable ROI
• Virtuous CYCLE
• Customer Retention
• Complexity
• Relevance
• Security
What about privacy? Gartner
perspective
What is the average lift you typically see with your coordinated/integrated
market...
Opportunity and Benefits
• 360 experience - more customer insight ?
• Using the Statement data to drive both content and c...
Examples - Consumer
• Retail credit card - effective transpromo paper solution, including
purls and urls.
Stage 1 – design...
Examples - Consumer
• BENEFITS:
• ROI – the existing workflows meant that online content could
be generated without any ad...
Examples - Business
• Asset Management - collaboration on content to generate up to the minute fund performance reports
ta...
Behind the scenes - workflow
1: Storage1: Storage
2: Account
Management
2: Account
Management
3: Operations3: Operations
5: DP5: DP
9: Comms9: Comms
9:...
Ingredients Needed
• Communications strategy
• Content management and workflow
• Delivery channel management
• Metrics and...
Conclusion
• More complex than it sounds
• A response to a more sophisticated consumer
• Obligation on the company to know...
THANKYOU
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David Hall - Enhancing Your TransPromo Strategy

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David Hall - Enhancing Your TransPromo Strategy

  1. 1. Thursday 28th October 2010 Enhancing your Transpromo Strategy
  2. 2. Enhancing Transpromo • Introduction to IOS • The Landscape... • What is it ? • Who’s doing it ? • Drivers and Challenges • Opportunity & Benefits • Examples • Ingredients to make it work • Conclusion
  3. 3. Overview of DST Systems •$2.3 billion turnover group - DST Systems Inc •Employing over 13,500 people, serving 55 countries •Output facilities in the UK and North America •Over 2.5 billion secure communications per annum •eServices business formed in 1996 now processes more than 3 billion online transactions each year •One of the worlds largest B2B/B2C eServices providers •Pioneers in TransPromo in the UK and the leading exponent globally •Newly formed UK group - Innovative Output Solutions
  4. 4. Innovative Output Solutions •New UK Print and Communications Group formed September 2010 •Formed through merger of DST Output in the UK and Dsicmm (DST 65%, Dsicmm 35%) •IOS Group services portfolio: • Complex data driven solutions • Leading edge digital and litho printing • Traditional print and Direct Mail services • Postal and delivery solutions • Range of eServices •All supported by a unique development platform, integrated workflows and internal business continuity •Committed to providing excellent service, flexibility and innovation in communications from 6 sites throughout the UK •Turnover of £130 million, 1,300 staff with over 500,000 sq ft of production
  5. 5. Group Service Offering Dagenham •Marketing Communications •Transactional •Trigger Mailings •Regulatory Documents Cut sheet laser Colour digital print Sheet fed litho Intelligent enclosing Bristol •Bulk statement/invoices •White paper/full colour •eDelivery High speed colour digital print Cut sheet laser Intelligent enclosing Northampton •Marketing and Regulatory Mailings Cut sheet laser Colour digital print Sheet fed litho Machine & hand enclosing Polywrap Peterborough •Marketing and Regulatory Mailings Cut sheet laser Colour digital print Sheet fed litho Machine & hand enclosing Polywrap Manchester •Marketing Communications •Regulatory Documents •Paper and eDelivery Continuous & cut sheet laser Colour digital print Web & cut sheet litho Intelligent enclosing Jarrow •Pick and Pack Fulfilment •Response Handling
  6. 6. The Landscape • ... and most of this mail fails to connect to mass media campaigns being executed or to drive revenue • 90% of all company communication today still relies on print • 15% of corporate revenue is spent on publishing costs, including customer directed statements and direct mail • 75% of statement mail is in the bank, credit card, telephone, insurance and utility segments...
  7. 7. Enhanced Transpromo - What is it? • Measurable Multichannel Transpromo ‘Precision Marketing‘ • Transpromo • Multichannel • More effective Customer communication • Content and Data driven
  8. 8. Who's doing it? • On-line • On-Paper • On-high-volume essential communications even less? • Joined up between all the above
  9. 9. Online advertising Media trendsSource: Warc Source: comScore Inc Internet Versus TV Adspend, 2009 THE UK IS THE ONE OF THE FEW DEVELOPED ECONOMIES WHERE INTERNET ADVERTISING SPEND HAS GROWN LARGER THAN TV UK Top 15 web destinations - total unique visitors and time spent, February 2010
  10. 10. Drivers and Challenges • Useable ROI • Virtuous CYCLE • Customer Retention • Complexity • Relevance • Security
  11. 11. What about privacy? Gartner perspective What is the average lift you typically see with your coordinated/integrated marketing effort? Source: FAKE No real understanding or relationship, but attempts to simulate one “Dear Mr. John Doe” BLATANT ABUSE “Let us emphasize how much information we have on you” “Dear John, we noticed...” JUNK No real understanding or relationship, nor any appearance of one “Dear Valued Customer” SERENDIPITY Seemingly fortuitous offering of the right product at the right time “Dear John, we thought...” Perceived level of targeting Actual level of targeting HIGH LOW LOW HIGH
  12. 12. Opportunity and Benefits • 360 experience - more customer insight ? • Using the Statement data to drive both content and contemporary insights • Making relevant offers based on the channel • Improved loyalty
  13. 13. Examples - Consumer • Retail credit card - effective transpromo paper solution, including purls and urls. Stage 1 – design workflow Stage 2 – HTML Content Stage 3 – Paper Content
  14. 14. Examples - Consumer • BENEFITS: • ROI – the existing workflows meant that online content could be generated without any additional investment in software or process • Improved loyalty – no actual figures, anecdotal based on web-site traffic & increase in message volumes.
  15. 15. Examples - Business • Asset Management - collaboration on content to generate up to the minute fund performance reports tailored to individual investors. Printed on paper and made available online to intermediaries improve the sales process • BENEFITS: • Improved customer service • Reduced Lead times • Drove traffic to the web-site
  16. 16. Behind the scenes - workflow
  17. 17. 1: Storage1: Storage 2: Account Management 2: Account Management 3: Operations3: Operations 5: DP5: DP 9: Comms9: Comms 9: Comms9: Comms 1: Storage 2: Account Management 3: Operations 4: Maintenance 5: DP 6: Email Delivery 7: SMS Delivery 8: Web Hosting 9: Comms 10: 3rd Party 11: DR 12: Payment Processing 1: Storage 2: Account Management 3: Operations 4: Maintenance 5: DP 6: Email Delivery 7: SMS Delivery 8: Web Hosting 9: Comms 10: 3rd Party 11: DR 12: Payment Processing Behind the scenes - operational
  18. 18. Ingredients Needed • Communications strategy • Content management and workflow • Delivery channel management • Metrics and feedback
  19. 19. Conclusion • More complex than it sounds • A response to a more sophisticated consumer • Obligation on the company to know their customer • Can contribute to Loyalty and Brand strength • Probably unavoidable
  20. 20. THANKYOU

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