The document discusses the shift towards consumer-centric strategies in marketing and CRM, emphasizing the need for personalization and engagement through online platforms. It highlights the importance of utilizing big data and analytics to understand consumer behavior, with various case studies illustrating effective online sales strategies. Additionally, it suggests the emergence of new roles like 'curator' to navigate the evolving digital landscape.

1. Connecting the Dots

2. Web, Online, Internet, Mobile, Social Network…………
b l bl l k
(81%) will go online to verify those recommendations
(81%) ill go online to erif those recommendations
(61%) specifically through researching product/service information
(55%) reading user reviews
(43%) searching ratings websites
(43%) searching ratings websites

3. Exponential Data Growth
Exponential Data Growth
What is
Wh t i
happening
out there?
out there?

4. Big Data
Big Data Be ready to face a world of multi exponential data growth…..
Corporation
Big
g
Historical Data
(ERP, CRM, and etc) Data
Issues
Large Enterprises
Mid‐Size Companies
Small Companies
Small Companies
Current Future

6. to to
1to1: 1‐to‐1 / targeted conversation 鎖定式對話
1toALL: 1‐to‐all / social marketing 社群行銷
影響
ALLto1: all to 1 / influence 影響
ALLto1: all‐to‐1 / influence

7. Connecting the Dots
BE STRATEGIC
BE STRATEGIC

8. Product
Product ‐ Centric
Consumer ‐ Centric

9. International CRM vs Asian CRM
International CRM vs Asian CRM
Consumer ‐ Centric
Pre‐Sales Sales After‐Sales Up‐Sell
Need Awareness Interest Search Purchase Usage Satisfaction
需求產生 知名 興趣 搜尋 購買 使用 滿意
Dissatisfaction
不滿意
Product ‐ Centric
Inventory Management Cost and Product Management
Ready Warehousing Delivery Packaging Supply‐Chain Manufacturing Procurement
For &
Shipping Assembly

10. B2C CASE STUDY

11. Inside‐out power users CRM Consulting
Service calls related to Nature of Issue Detail of Issue
Hardware EDO/SD/DDR RAM
Power
User 12282 4420 582
Power SMPS mode
Software
820
Text Minin
Te
Closing the loop
Repeat‐sale
1984 Fan operating voltage
Specification
625
ng Engine
Up‐sale
U l
Cross‐sale 1386 BIOS
Influential‐sale
I fl i l l 922
Drivers
Behavior
Analysis
CRM Tools 1340
Lifestyle Data Matching Email
10%Effective
Coding
(Mosiac)
Accuracy
Process
Mbr Database to
Acquire more info
40%
Power Users

12. Outside‐in power users
VIP
Opinion Leader Corporate Promoter
MAVEN 10% SALESMAN
4%
uses knowledge to
advise others
others
what to buy tech savvy
6%
uses knowledge
to persuade others
p
to become brand
users
loyalist
Feed tech news Attack with great
and related product offers
product contributor
TLC birthday offers
b hd ff
Product pre‐launch gamer
notice Incentive bundle packages
over‐clocker
l k
Exclusive access Exclusive sale events

13. Activate consumer migration for profit optimization
Product
Product A Product B Product C
Price
High 1
PRICE POINT power user
power user
Mid
PRICE POINT
PRICE POINT
Low 2
PRICE POINT
PRICE POINT
passive user
CRM Marketing
Purchase
P h Consumer Browsing
Behavior Activeness Behavior
Engagement
Most recent Frequent member Target product
purchase site log in candidate Campaign
High spender
Hi h d Frequent event
Frequent event
Frequent participant Incentive

14. CASE STUDY
Take B2B to the CRM world

15. Business Objective:
Business Objective:
Embedded market through Online Strategy: South Asia (40%), SEA, (30%), Taiwan (17%),
Korea (6%), ANZ (4%), RoA (3%)

16. Reach Relationship
p Revenue
Demand Creation Online Experience
Capability Content
Online Sales Center
Local
Sales Rep.

17. Virtual Event where is all happens
Virtual Event ‐ where is all happens

18. Virtual Event – Increase Customer Experience
p

19. Widget for you to configure
Widget for you to configure

20. Virtual Conference + Analytic CRM
General Contact List
( 2 days results )
Final Registered Rate
Final Registered Rate
25%
SEGMENATION
CRM
Purchase
Purchase Consumer Browsing
Behavior Activeness Behavior

21. is the
is the Future

22. Curation W ld
C i World
where consumers are creators
h
策展的世界

23. S a e co te t t you o
Share content with your own TASTE
S

24. Database and Software Future
Database and Software Future
Infrastructure
Relational Database Hadoop
p

25. HOW TO BUILD STRATEGY
HOW TO BUILD STRATEGY
FROM
ANALYTIC DATA

26. Take advantage of the NEW WORLD
Take advantage of the NEW WORLD
DATA NOISE
N
1) Find
Trust
2) Sort
3) Filter
YOUR
BRAND
Organizing

27. New Job Title
New Job Title
1. Curator
2. Sr. Tech Curator
2 Sr Tech Curator
3. Chief Curate Officer
Chief Curate Officer

28. Web 3.0 or Cloud
W b 3 0 Cl d
is not about Google, Facebook, or Amazon…!!!
It s about us!!!
It’s about us!!!

29. THANK YOU
THANK YOU
&
Pleasure to be here!
Pl t b h !