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Discovering Marketing’s True Role           g          gin Driving Profitable GrowthKathryn Kendall     Sean GeehanVice Pr...
Sustainable         Predictable         Profitable         Growth!!© 2010 Geehan Group. All Rights Reserved   Page 2
© 2010 Geehan Group. All Rights Reserved   Page 3
About Crown Partners               Crown Partners is an            international management              consulting firm s...
Tale of 2 Companies                                  Com                               Starbucks          HCL             ...
B2B Executive Playbook                Step 1                         Step 2           Step 3          Step 4        Engage...
ROI on Decision Maker Customer Programs Results are Measureable     l               bl                                    ...
Kathryn Kendall                                           Crown Partners                                           Sean Ge...
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Discovering Marketing's True Role in Driving Profitable Growth

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July 2010, Columbus AMA, Sean Geehan presenting with Kathryn Kendall
Discovering Marketing’s True Role in Driving Profitable Growth

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Discovering Marketing's True Role in Driving Profitable Growth

  1. 1. Discovering Marketing’s True Role g gin Driving Profitable GrowthKathryn Kendall Sean GeehanVice President FounderCrown Partners Geehan Group
  2. 2. Sustainable Predictable Profitable Growth!!© 2010 Geehan Group. All Rights Reserved Page 2
  3. 3. © 2010 Geehan Group. All Rights Reserved Page 3
  4. 4. About Crown Partners Crown Partners is an international management consulting firm serving Global 2000 and mid- mid- market companies with sales, marketing and IT automation services. t ti i Headquartered in Dayton, q y , with offices globally. globally.© 2010 Geehan Group. All Rights Reserved Page 4
  5. 5. Tale of 2 Companies Com Starbucks HCL $10 Billion Revenue $2 Billion Revenue 70 Million Customers 367 Customers 70% - 12 Million Customers 70% - 38 Customers The Fate of B2B Companies Rests in the hands of R t i th h d f Just a Few People. People. p© 2010 Geehan Group. All Rights Reserved Page 6
  6. 6. B2B Executive Playbook Step 1 Step 2 Step 3 Step 4 Engage Decision Organizational Executive Leverage Makers Planning Sponsor Customers Market Alignment Internal Alignment Innovation Profitable Growth© 2010 Geehan Group. All Rights Reserved Page 8
  7. 7. ROI on Decision Maker Customer Programs Results are Measureable l bl Little or No With Decision Maker Decision Maker Retention 72% 90% Account Growth 4% 12% Referencable 28% 94% “Our executive customer programs have proven to be the most effective way to positively impact top and bottom line results.” Jeff Garrity CFO, CFO Services© 2010 Geehan Group. All Rights Reserved Page 13
  8. 8. Kathryn Kendall Crown Partners Sean Geehan Geehan Group© 2010 Geehan Group. All Rights Reserved Page 16

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