Audio: https://soundcloud.com/user-85021010/gaining-true-media-advantage-presentation-slides-wednesday-4-november-2015 Jitterbit, Haymarket Media and makepositive hosted an exciting evening event at London's freshest digital hub on Wednesday, 4 November 2015, to discover how top media and publishing organisations are unlocking the full potential of their existing applications using the power of Salesforce cloud and its integration partners.

2. Who we are

3. • Over 400 successful Salesforce
project deliveries
• Customer satisfaction rating of 9.6
• Over 90 Salesforce experts
• Offices in London, Manchester
and India
Platinum Salesforce Partner

4. What we are known for
• Leaders in engagement solutions
• #1 professional services partner
for Salesforce in the UK
• Innovation & thought leadership
• Leading the way with Marketing
Cloud in the UK

5. Our story so far

6. Delivering innovation within Media
We’ve successfully delivered innovative Salesforce solutions
for more than 30 companies across the Media industry.

7. Our Services
Strategy
Implementation
Support
Our Solutions
Engage
CollaborateInnovate
What we do

8. Delivery Pathway
Propositions
Health Check
Blue Printing
Managed Services

9. Technology & Media

10. • The printing press was
invented in 1440
• The earliest European newspaper
was printed in 17th Century
• Marshall McLuhan 1967:
“The medium is the message”
Media print era

11. New challenges
Social media & how it’s
changing consumer
behaviour
Fast forward to now

12. Connect ad sales to subscriptions
Know your consumer
• Track usage?
• Request preference information

13. Solution considerations - Mobility
Think about your customers
• How they consuming it?
• Where are they using it?
• How are they interacting?
Think about your model

14. Infrastructure
• Is it connected?
• Is it current?
• Has it defined your business?
Solution considerations - Agility

15. Solution considerations - You
What about you?
• Are you ready to change?
• Will you collaborate across
your business?

16. Gaining the advantage

18. 1
Salesforce Journey
Salesforce Journey
Stuart Flitton

19. 2Salesforce Journey
Legacy Solution vs rapidly growing digital business

20. 3
Beauty parade
Salesforce Journey

21. 4Salesforce Journey
● Improved productivity
● Improved visibility
● Scale up the solution to suit all brands
● Flexible ‘Partnership’ operating model
What we learnt - key points

22. 5Salesforce Journey

23. 6Salesforce Journey
………….10 months later

24. 7Salesforce Journey
………….What’s next?

25. R
CHANGE IS THE NEW CONSTANT
WHEN THE SALESFORCE PROJECT BEGAN
! We sold website locations, volume and insertion dates and classifieds
! Often brand and channel centric
TODAY
! We deliver always on performance activity across detailed customer
audience segments and API driven lead generation (classifieds)
through both our own websites but also non owned premium websites
and media channels

26. R
THE RETURN OF THE VERTICAL
BEATING GOOGLE & FACEBOOK

27. R
TRUE COMPETITIVE SET
MONOPOLY PLAYSAGENCIES & BRANDS
DATA PLAYS
MARKET SET
THE BENCHMARK
MONOPOLISING
DIGITAL REVENUE

28. R
DATA PLATFORMS ENABLING OUR BUSINESS
DMP
Ad
Targe)ng
and
Performance
Personalised
Dynamic
Marke2ng
Personalised
Content
Data
Visualisa2on
Insight
Cross
Channel
Data
Partnerships
i.e.
Video
/
TV,
Radio
and
Billboard
ECRM
Ad
Network
&
Extension
Events
LEAD
GEN
&
VIP

29. R
DATA WALL – COMPETITIVE ADVANTAGE

30. R
MARKET LEADING DATA - UNIQUENESS
COMPETITOR
SETS
DRIVING
STYLE GENDER
TOP 10
FAMILY
CARS
BEHAVIOUR
ON SITE
MAKE, MODEL,
SEARCH
TOP 10
BUDGET CARS
POSTCODE
EMAIL
DATA
EXISTING
CARFINANCE
TYPE
DEALS
MONTHLY
INCOME
INTENDED
CAR
TARGET
PRICE
BRANCH
SEARCH
PETROL VS.
DIESEL
NEWS
CAR
CATEGORY BRAND
AWARENESS
CAR
REG
DVLA
ECRM
CUSTOMERS
&
PARTNERS
SURVEY
DATA
1,000 ‘Motoring’ Data Points

31. R

32. R
ORGANISING DATA TO PERFORM

33. R
MULTIPLE
REVIEWS
SEGMENT
SEARCH
FIRST
DRIVES
WHAT’S
COMING UP
MOTOR
SHOW
CONTENT
BEST VS
WORST BY
SEGMENT
REFINED
REVIEWS
COMPARISONS
DIESEL
VS
PETROL
WHAT CAR?
FINANCE
SPECIFICATIONS
TEST DRIVES
&
BROCHURES
DEALER
LOCATOR
CALCULATORS VALUATIONS
TARGET
PRICE
PURCHASE FUNNEL
CONSIDERATION
IN-MARKET
Grading intent – not generic auto intender
157%

34. R

35. R
CAMPAIGN OVERVIEW
! Traditionally keyword led for their tactical campaign
! They provided a set budget with a blended CPM across all formats
! Instead of dictating the targeting requirements, KPIs were set:
1. £x per named lead
2. £x per non named lead
APPROACH
! Full transparency between Client/Agency
! Full flexibility to use our first party data to optimise to goals
RESULTS
! Hit the KPIs and halved the cost-per-named-lead
! Out-performed competition - higher volumes and better
CASE STUDY - VW

36. R
GROW AD REVENUE VIA DATA

37. R
CO-OPERATE – AUTO MEDIA PARTNERSHIP

38. R
EXTENSIONS & REACH
OUTDOOR,
IN-­‐CAR
&
DEVICE
VIDEO
/
TV
DIGITAL
RADIO
Motoring
Digital
Publisher
Network
COMPETIT
OR
SETS
DRIVI
NG
STYLE
GENDE
R
TOP 10
FAMILY
CARS
BEHAVIOU
R
ON SITE
MAKE,
MODEL,
SEARCH
TOP 10
BUDGET CARS
POSTCODE
EMAIL
DATA
EXISTI
NG
CARFINANCE
TYPE
DEAL
S
MONTH
LY
INCOME
INTENDE
D
CAR
TARGE
T
PRICE
BRAN
CH
SEARC
H
PETROL VS.
DIESEL
NE
W
S
CAR
CATEGORY
BRAND
AWARENESS
Haymarket
Motoring
EMAIL
&
NOTIFICATIONS
CUSTOMERS

39. R
MORE DATA
! Single Sign On (One CustomerView)
! User Journeys – Product Managers
! Content Development
! Media Network Partners & Customers
! Data Partnerships
! New Product Development
Setting 90 day targets

40. R
SUMMARY
! Google & Face book Is Benchmark
! Get Deep On Data To Drive Entire Business
! Care Deeply About Customer Outcome
! Performance to Satisfaction
! Accelerator Floored

41. Media & Publishing | Jitterbit
The integration magic bullet

42. Our story, so far…

43. Global
Founded in California with our Global HQ in Alameda and our EMEA HQ in London.
We are one of the fastest growing integration companies.
We have strong global brands as customers and work across multiple vertical industries

44. History
Privately held since 2004 and currently in a funding round. Founded by Ilan Sehayek (CTO) and Sharam Sasson (Chairman).
Enjoyed steady organic growth focussing on simplifying integration for customers. We consider ourselves to be a new school
integration vendors vendor.
2011
George
Gallegos (CEO)
2012
Salesforce
Data
Loader
2013
Cloud
Data
Loader
2014
Harm
ony Platform
2015
Greg
Brush
(SVP
Global Sales)
2015
Harm
ony Live
- API Platform

45. iPaaS
Is a response to the growing challenge cloud represents for business. It bridges the gap between the cloud
applications/services and behind the firewall applications. True iPaaS is more than tacking a cloud hub onto old
school approaches. It dictates or should dictate an agile approach to integration that focuses on business value.
iPaaS favours time to value over architectural nirvana.

46. How do we solve? the integration challenge…

47. Firewall
Minimal complexity
Salesforce
Oracle

48. Amazon
Marketo
Ebay
Firewall
Full complexity
n*(n-1)/2
Salesforce
Recurly
Zendesk
DFP
Oracle Papermule

49. Amazon MarketoEbay
JBCM
Firewall
Salesforce
JBCM
Recurly ZendeskDFP
Oracle Papermule

50. JITTERBIT STUDIO
JITTERBIT STUDIO (DESIGN) WEB CONSOLE
LOCAL AGENT GROUP
DESIGN API
LOCAL ENVIRONMENT CLOUD ENVIRONMENT
CUSTOMISATION
S
PLUGINS
FIREWALL
AGENT 1
DESIGN REPO DATA LOGS
RUNTIME API
CLOUD AGENT
CLOUD AGENT GROUP
CUSTOMISATION
S
PLUGINS
DESIGN REPO DATA LOGS
MANAGEMENT API
Harmony
API GATEWAY
MESSAGING
ACTIVITY
LOGS
MTSCHEMA
REPO
MTDESIGN
REPO

51. Solution
Media & Publishing
COMMON DATA MODEL
ONE PLATFORM
IMPLEMENTATION DESIGN PATTERN

52. Solution Partnerships
Increasingly, we are building partnerships with companies and organisations that just
want to generically solve industry problems.

53. End of presentation