"B2B Domination: Marketing's huge opportunity to drive profitable growth" webinar by Regalix. Presenter: Sean Geehan Key Takeaways from the webinar: • Unraveling the differences between B2B and B2C • Increasing marketing’s credibility with the Leadership team • Aligning strategies to market needs • Engaging & leveraging your most valuable customers • Achieving sustainable, predictable and profitable growth You can watch the archived version of the webinar by visiting this link - http://bit.ly/1g0CSG2

1. Presenter
Name:
Sean Geehan Date: March / 25 / 2014
B2B Domination:
Marketing’s Huge Opportunity to Drive Profitable Growth
Hashtag: #B2BDomination

2. #B2BDomination
Housekeeping
Unmute computer speakers
Slides and recording distributed via email afterwards
Submit questions via the Q&A panel through Go-to-Webinar
Hashtag: #B2BDomination
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3. #B2BDomination
About the Presenter
 Renowned author of the groundbreaking National Bestseller book,
“The B2B Executive Playbook”, - first book in the market to
exclusively focus on running a B2B company.
 Recognized expert on B2B leadership, executive market engagement
programs and integrating innovation into the strategic planning
process to drive long-term and predictable business results.
 Recipient of the prestigious Ernst & Young Entrepreneur of the Year
award. Has been inducted into the E&Y National Hall of Fame.
 CEO and Founder of Geehan Group, a leading professional services
company.
 Has more than 20 years of extensive experience in the areas of
leadership, strategy, sales, marketing and product development.
Sean Geehan
Author, Founder & CEO – Geehan Group
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About Regalix
 An award-winning Co-Innovation company that leverages technology and
marketing to help companies grow.
 Forefront of Innovation
o Digital Marketing Services
o Technology Enabled Services
o Regalix Labs
 Multi-disciplinary Leadership Team & Strong Advisory Board, 175+ Team
 Fortune 500 and Venture Backed Customers (B2B and B2C)
 Global Operations: HQ in Silicon Valley, 2 Offices
 Industry Recognition
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Free Downloads
Sean Geehan
Author, CEO & Founder,
Geehan Group
Download Abstract Chapter Now
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B2B Marketing Statistics
- 87% marketers plan to increase their budget allocation towards Digital marketing in
the next twelve months
- 83% marketers believe that Email will continue to be the most effective distribution
channel in their marketing mix, followed by Events and Search Engines
- 75% marketers believe that Video will be the most effective content asset in the year
2014
- 85% marketers report a decrease in marketing spends on Mobile marketing and
offline marketing such as Radio and Television
[source: Regalix Research]
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7. Total Sales: $87 Billion
Customers: 600,000,000
Sales: $100 Billion
Customers: 4,400
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8. The Fate of B2B
Companies Rests
in the hands
of Just a
Few People.
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9. Total Number of Clients: 578Total Number of Clients: 578
Client Revenue Total Revenue
Top 5 Clients 15.3%
Top 10 Clients 24.1%
Top 20 Clients 34.2%
Top 100 Clients 75%
Taken from HCL Technologies’ Fourth Quarter Results FY2013
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10. 10
Human
Resources
Finance
Manufacturing
Service
Back Office
Similar in B2B & B2C Different in B2B & B2C
Strategy
R&D
Marketing
Sales
Go-to-Market

11. The official organization Chart
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13. Source: Study by The Fournaise Marketing Group

14. 73%say their
marketing executives
lack business credibility.
Why?Source: Study by The Fournaise Marketing Group
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15. 77% said marketers
talk too much brand and
not enough revenue.
Source: Study by The Fournaise Marketing Group
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16. 74% think marketing
focuses too much on
trends.
Source: Study by The Fournaise Marketing Group
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17. 17

18. 72% say marketing
can’t demonstrate ROI.
Source: Study by The Fournaise Marketing Group
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19. Source: IBM Global CMO Study, 2011.

22. CMOs say proving
Marketing ROI is the
#1factor for marketing’s
success and credibility.
Source: IBM Global CMO Study, 2011.
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23. 23

24. Users
Execute
Features/Functions Workflow
10%
60%
Purchasing 15%
15%
User and PurchasingUser and Purchasing
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25. $1 Billion
25
27
customers
3,200
customers
Grow these
accounts by 10%
$70 million
70%
$700
M
30%
$300
M
Grow these
accounts by 10% $30 million
It would take 10X the amount
in transactions to get half the
Revenue

26. Broad
Market
Target
Market
All
Customers Top Customers
Decision
Makers
Influencers
Users/
Purchasing
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27. Acquisition
=
Lower level
small deals
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28. Keys to
Tangible B2B
Marketing
ROI 28

29. Acquisition Retention
Decision
Makers
Influencers
Users/
Purchasing 40%40%
Typical Companies Spend the
Majority of Their Marketing Budget
Acquiring New Customers
60%60%40%40% 60%60%60%60%
Spending by Segment
Analysis of Marketing Spend
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30. Broad
Market
Target
Market
All
Customers Top 20
Decision
Makers
Influencers
Users/
Purchasing
Typical Companies Spend the
Majority of Their Marketing Budget
Targeting Non-Decision Makers
70%70%
10%10%
20%20%
35%35%
45%45%
20%20%
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Spending by Audience Level
Analysis of Marketing Spend

31. Broad
Market
Target
Market All Customers
Top
Customers
Decision
Makers
Influencers
Users/
Purchasing
Acquisition Retention
Analysis of Marketing Spend
GreatestGreatest
ROIROI
4th4th 2nd2nd
3rd3rd
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32. Executive Summit with Decision Makers
Conference (Industry/Functional/Issue) with Decision Makers
Phone Call w/customer
Case Study/White Paper
3rd
Party/Analyst
Video/written Testimonials
Phone Call with Influencer
Direct Marketing
Social Media
Website quotes/testimonials
Sales/Product Collateral with Quotes
3rd
Party Ratings
Site visit with Influencer
Customer Blogs
User Groups
Join Council
Co-Design
Trade Show
Communities
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33. 33
=

34. 34

35. 35
Consolidated Revenues
InUS$Mn
3 Year CAGR: 20%

36.  Most important
Customers
 Decision maker level
 Leadership team
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37. Councils enable and deliver:
Retention and account growth
Industry insight and direction
Sales and margin growth
Sparks relevant innovation
Generates advocacy
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No Decision
Maker
With 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, Services
ROI on Decision Maker Customer Programs
Results are MeasureableResults are Measureable

39. 937-271-3914
@seangeehan
sean@geehangroup.com
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Get in Touch
 If you have any questions about this webinar please feel free to get in touch with us at
marketing@regalix-inc.com
 For more information on Regalix visit: www.regalix.com
 For more information on Sean Geehan visit: www.seangeehan.com
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