Raybec Case

316 views

Published on

Published in: Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
316
On SlideShare
0
From Embeds
0
Number of Embeds
7
Actions
Shares
0
Downloads
2
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Raybec Case

  1. 1. MD Management: Relationship Program Customer Value. Right. Now.
  2. 2. Best Practice: Relationship Strategies Customer Experience Create Customer Value Sales Marketing & Activity Marketing & Support Support Feedback Management Technology Plan – Execute - Manage - Learn Customer Value. Right. Now.
  3. 3. Advisor and Corporate Planning Process Total Company Plan New Customer Plan + Business Plan = Total Plan Plan Tracking Work Load Marketing Hot Topics Sales Support Sales Rep #1 Sales Rep #2 Sales Rep #3 Sales Rep ‘n’ Sales Representative #1 New Customer Plan + Business Plan = Total Plan Plan Tracking Work Load Marketing Hot Topics Sales Support Customer Value. Right. Now.
  4. 4. Relationship Prospect Program Plan ROI Customer Value. Right. Now.
  5. 5. Best Practice: Relationship Strategies Customer Experience Create Customer Value Sales Marketing & Activity Marketing & Support Support Feedback Management Technology Plan – Execute - Manage - Learn Customer Value. Right. Now.
  6. 6. Prospect Program: Pre-call Marketing • Marketing pieces are timed to go out 8 days prior to planned calls • Key Messages vary by segment • Personalized from rep • Drives calls, request for information and key contact data Customer Value. Right. Now.
  7. 7. Quarterly Blueprint Email Program Customer Value. Right. Now.
  8. 8. Targeted Relationship Program Landing Page
  9. 9. Landing Page Strategy Map Customer Value. Right. Now.
  10. 10. Reps Can Edit Each Program and Plan Who They Will Call Bulk Assignment Select Customers Edit Status Program Summary Call Dates Customer Value. Right. Now.
  11. 11. Best Practice: Relationship Strategies Customer Experience Create Customer Value Sales Marketing & Activity Marketing & Support Support Feedback Management Technology Plan – Execute - Manage - Learn Customer Value. Right. Now.
  12. 12. Automated Fulfillment to Info Requests Customer Value. Right. Now.
  13. 13. Best Practice: Relationship Strategies Customer Experience Create Customer Value Sales Marketing & Activity Marketing & Support Support Feedback Management Technology Plan – Execute - Manage - Learn Customer Value. Right. Now.
  14. 14. Sales Support Scripts Messages Sales Tools Talking Points Objections Customer Value. Right. Now.
  15. 15. Key Relationship Data Preferences Needs and Interests Competitive Relationships Objections Customer Value. Right. Now.
  16. 16. Best Practice: Relationship Strategies Customer Experience Create Customer Value Sales Marketing & Activity Marketing & Support Support Feedback Management Technology Plan – Execute - Manage - Learn Customer Value. Right. Now.
  17. 17. MD Fuse Marketing – Email Selections Customer Value. Right. Now.
  18. 18. Best Practice: Relationship Strategies Customer Experience Create Customer Value Sales Marketing & Activity Marketing & Support Support Feedback Management Technology Plan – Execute - Manage - Learn Customer Value. Right. Now.
  19. 19. Reps Activities are Updated with Call Requests Customer Value. Right. Now.
  20. 20. Sales Activity Management Customize Report Filters Review Key Metrics Customer Value. Right. Now.
  21. 21. The Shift: From Sales Coaching to Management Feedback Sales Activity Strategy & Analysis Sales Management Sales Desired State Performance Sales Activity Effectiveness Sales Review Management Management Training Sales Sales data & key Calls, meetings, effectiveness Current State success metrics proposals, sales data, Coaching activities Customer Value. Right. Now.
  22. 22. Best Practice: Relationship Strategies Customer Experience Create Customer Value Sales Marketing & Activity Marketing & Support Support Feedback Management Technology Plan – Execute - Manage - Learn Customer Value. Right. Now.
  23. 23. Test, Learn & Roll-Out Strategy Learning Test 1 Roll-Out 1 Learning Test 2 Roll-Out 2 Learning Test ‘n’ Roll-Out ‘n’ List Testing Sample Low High Response of 5.0% 5,000 4.40% 5.60% Response of 5.0% 10,000 4.57% 5.43% Response of 5.0% 20,000 4.70% 5.30% Response of 5.0% 40,000 4.79% 5.21% Response of 10.0% 5,000 9.17% 10.83% Response of 10.0% 10,000 9.41% 10.59% Response of 10.0% 20,000 9.58% 10.42% Response of 10.0% 40,000 9.71% 10.29% Response of 15.0% 5,000 14.01% 15.99% Response of 15.0% 10,000 14.30% 15.70% Response of 15.0% 20,000 14.51% 15.49% Response of 15.0% 40,000 14.65% 15.35% Customer Value. Right. Now.
  24. 24. Results  Results are statistically Overall Conversion valid with a confidence Relationship Prospect y% Program interval of 95% Control Group x%  Test and control groups were tracked Incremental Lift 159% for over 48 months Customer Value. Right. Now.

×