Traditionally, marketers have been "ideas" people, experimenting with creative ways to generate leads and create awareness. For some time, it was accepted that the benefit of marketing would be soft and qualitative in nature. Until today, ROI-based reporting and ROI Drivers for Aquisition Campaigns had long been an inexact science. But the transformation in marketing is well underway—so that this critical, revenue-connected function is now considered more of a numbers game than a creative or qualitative game.
This document outlines a marketing, sales, and support process offered by Zerobyte to help clients acquire and retain customers. Key points include:
- Zerobyte offers marketing services to find, sell to, and support clients in the UK, North America, and India on a pay-for-success model.
- Their services include developing marketing strategies, conducting research, acquiring new customers, and maintaining long-term relationships through customer retention programs.
- Effective marketing and support are important for acquiring one-time customers as well as developing lifetime customer relationships that increase sales and profits over many years.
The document discusses four key strategies for companies to achieve profitable and sustainable revenue growth during an economic downturn: 1) Focus on existing customer accounts by deepening relationships and tailoring offers; 2) Ensure every sales opportunity is captured through efficient upselling and cross-selling; 3) Reduce the cost to serve customers by empowering associates with tools to work smarter; and 4) Maintain a strong focus on service quality to differentiate the brand in the marketplace.
These are Analytical platforms that enable a sudden spurt of performance improvement. Designed to answer specific problems that retailers face, these solutions use BI, Analytics, Big Data and Mobility based approaches to provide a clean wrap.
The document introduces a new advertising strategy for Shell Energy North America that is more proactive, integrated across communication channels, and objective in its measurements. It proposes setting specific marketing objectives for over 50% of advertisements, integrating advertising into an overall customer communications plan, and measuring results using statistical methodologies like gross rating points. The goal is to make advertising more effective at influencing customer perceptions and supporting the sales process.
The document provides an overview and sample report of a business performance measurement tool called The Business Mirror. The tool allows businesses to [1] analyze key areas of their operations in a short period of time, [2] critically assess their performance by benchmarking against industry standards, and [3] identify areas for improvement to help their business grow. The sample report shows performance metrics and targets across various business functions including sales, operations, finance, protecting the business, and people.
The document provides guidelines for key account managers at ABC Food Co. It outlines responsibilities like developing annual contracts and customer plans, managing sales targets, product listings and promotions, as well as monitoring customer service and profitability. It also discusses managing the relationship with key accounts through annual contracts, sales reports, marketing plans, financial processes, merchandising in stores, and collaboration across internal teams. The goal is to strengthen relationships and achieve sustainable profitable growth aligned with ABC's overall strategy.
This document summarizes challenges in converting leads to sales in today's market and proposes solutions. Traditional lead generation and sales approaches are no longer effective due to changes in buyer behavior. Buyers now do extensive research online before contacting sales and expect knowledgeable discussions of how solutions can benefit their business. However, most sales teams still rely on outdated sales approaches. The document recommends aligning sales and marketing messaging based on buyer personas, using inbound marketing to generate and nurture leads, training salespeople in a formal sales process aligned with the buyer journey, and ongoing investment in sales and marketing technologies and strategies.
The typical marketer and sales person, in a complex B2B sales environment,understands the value of a truly qualified “sales-ready” lead over a marketing ready prospect, because it meets a designated set of criteria and progresses into a sale faster with fewer selling resources
This document outlines a marketing, sales, and support process offered by Zerobyte to help clients acquire and retain customers. Key points include:
- Zerobyte offers marketing services to find, sell to, and support clients in the UK, North America, and India on a pay-for-success model.
- Their services include developing marketing strategies, conducting research, acquiring new customers, and maintaining long-term relationships through customer retention programs.
- Effective marketing and support are important for acquiring one-time customers as well as developing lifetime customer relationships that increase sales and profits over many years.
The document discusses four key strategies for companies to achieve profitable and sustainable revenue growth during an economic downturn: 1) Focus on existing customer accounts by deepening relationships and tailoring offers; 2) Ensure every sales opportunity is captured through efficient upselling and cross-selling; 3) Reduce the cost to serve customers by empowering associates with tools to work smarter; and 4) Maintain a strong focus on service quality to differentiate the brand in the marketplace.
These are Analytical platforms that enable a sudden spurt of performance improvement. Designed to answer specific problems that retailers face, these solutions use BI, Analytics, Big Data and Mobility based approaches to provide a clean wrap.
The document introduces a new advertising strategy for Shell Energy North America that is more proactive, integrated across communication channels, and objective in its measurements. It proposes setting specific marketing objectives for over 50% of advertisements, integrating advertising into an overall customer communications plan, and measuring results using statistical methodologies like gross rating points. The goal is to make advertising more effective at influencing customer perceptions and supporting the sales process.
The document provides an overview and sample report of a business performance measurement tool called The Business Mirror. The tool allows businesses to [1] analyze key areas of their operations in a short period of time, [2] critically assess their performance by benchmarking against industry standards, and [3] identify areas for improvement to help their business grow. The sample report shows performance metrics and targets across various business functions including sales, operations, finance, protecting the business, and people.
The document provides guidelines for key account managers at ABC Food Co. It outlines responsibilities like developing annual contracts and customer plans, managing sales targets, product listings and promotions, as well as monitoring customer service and profitability. It also discusses managing the relationship with key accounts through annual contracts, sales reports, marketing plans, financial processes, merchandising in stores, and collaboration across internal teams. The goal is to strengthen relationships and achieve sustainable profitable growth aligned with ABC's overall strategy.
This document summarizes challenges in converting leads to sales in today's market and proposes solutions. Traditional lead generation and sales approaches are no longer effective due to changes in buyer behavior. Buyers now do extensive research online before contacting sales and expect knowledgeable discussions of how solutions can benefit their business. However, most sales teams still rely on outdated sales approaches. The document recommends aligning sales and marketing messaging based on buyer personas, using inbound marketing to generate and nurture leads, training salespeople in a formal sales process aligned with the buyer journey, and ongoing investment in sales and marketing technologies and strategies.
The typical marketer and sales person, in a complex B2B sales environment,understands the value of a truly qualified “sales-ready” lead over a marketing ready prospect, because it meets a designated set of criteria and progresses into a sale faster with fewer selling resources
The document discusses IBM's Application-Specific Licensing (ASL) program, which allows business partners to bundle IBM software with their own applications and services into an integrated solution. The ASL program provides partners with benefits like consistent pricing over the life of their contract, worldwide sales reach through a single agreement, and joint sales and marketing support from IBM. The document outlines various ASL contract models and licensing options that partners can choose from to best meet their business needs. It also highlights the business value the ASL program provides to partners in terms of increased revenue, profitability, and competitive differentiation through optimized bundled solutions.
Recurring revenue analysis is a toolset of analysis that can be employed when a business generates revenue through subscription/contract based means.
1 Conceptual ARR guidance
2 Engagement best practices
3 Application of data analytics
4 Example analyses
Nine business models and the metrics you should track-convertedOneDayIncubation
Tracking metrics is important for understanding your business performance, identifying areas for improvement, benchmarking against competitors, and fundraising. The document defines metrics for nine common business models: enterprise software, SaaS, usage-based, subscription, transactional, marketplace, e-commerce, advertising, and hardware. It provides the definition and purpose of key metrics for each model and common mistakes to avoid, such as using bookings and revenue interchangeably or including non-recurring revenue in monthly recurring revenue calculations.
Marketelligent Capabilities & Offerings for Sales AnalyticsMarketelligent
The document summarizes Marketelligent's capabilities in sales analytics for consumer packaged goods (CPG) companies. It provides examples of how Marketelligent helps clients track sales performance, identify drivers of share loss, and conduct pricing simulations. Marketelligent also offers forecasting, trade promotion optimization, market mix modeling, and SKU rationalization to improve business decisions. The management team descriptions suggest Marketelligent provides data-driven consulting services to consumer industries globally.
Effectively executed, Joint Business Planning with your channel partners is the best way to ensure alignment of business goals and effective allocation of resources.
However, many companies have either abandoned joint planning or limited its scope because it has been too labor intensive to create the initial plan and too cumbersome to manage throughout the plan’s life.
Learn the best practices of Joint Marketing Planning (JMP) and how you can benefit–without adding resources or increasing workload for your staff or partners.
This webinar is presented by Craig DeWolf, Vice President Strategic Development for CCI, with over 30 years of best practice experience in the design and management of channel programs.
Price & Revenue Management at L&T Infotechutsavbhatt
The document discusses price optimization and management software that helps businesses boost margins in a down economy. Key points:
1) This type of software helps companies identify issues with their pricing policies and practices that reduce revenue and margins. It also helps companies determine prices that target markets will accept.
2) Adoption of these solutions is growing for companies over $500 million in revenue, especially in industries with complex pricing.
3) The greatest interest comes from manufacturing, distribution, and logistics companies, but awareness is spreading to other industries like medical devices and business services.
This document contains definitions of marketing terms starting with A. It is a dictionary of marketing terminology. Some key terms defined include advertising, marketing mix, market segmentation, pricing, and sales. The document provides concise explanations of common concepts in marketing.
Data, Content & Automation at the center of your Digital Performance Marketing Activations . Your Digital Master class starts with an introduction to the Digital Marketing Landscape focusing on the prominence of embracing digital performance as a key marketing media in order to get the closest possible to your business goals. We will also cover how a coherent and efficient digital strategy can be thought to perfectly complement your global business strategy. Planning and operating digital campaigns will also be an important component of this master class followed by some key guidelines related to data and content automation. How do you define the effectiveness of your digital marketing efforts without measurement and reporting? We will end the session by answering this question and discussing some case studies along with various tips & tricks to keep you innovative and ahead of your competition.
The document discusses choosing the right sales channels. It covers developing a channel strategy, types of sales channels and their capabilities and limitations. It also discusses common mistakes in sales strategies, questions to answer when planning channel entry, and how to develop an effective channel marketing plan. The key takeaway is that choosing the right sales channels is important for product distribution and success.
10 important marketing metrics by eLamaEthanFoster13
This document discusses 10 important marketing metrics to track: ROI, CPO, CPC, CPA, LTV, CAC, LTV to CAC ratio, Payback CAC, Marketing Originated Customer Percentage, and Marketing Influenced Customer Percentage. It provides the definitions and formulas for calculating each metric. Tracking these metrics regularly allows marketers to understand what is and is not working in their campaigns and optimize their strategies based on the results.
Increasing company value by sales channels choices 1.1Greg Nutkins
This document discusses different sales channel strategies for software companies, specifically comparing direct sales versus indirect/partner channels. It notes that indirect channels can help reach new geographies and customer segments in a more cost-effective manner by spreading sales and support costs across multiple product lines. However, direct sales may be preferable for large deals and customers. The document provides financial models comparing the profitability of different channels and qualitative factors to consider. It also outlines what resellers/partners look for in vendors, how they should be compensated, and keys to a successful partner program like transparency into results and treating partners as extensions of the company.
Een presentatie van Laurent Coenca van Logica, over Innovative campaign management tijdens de Applied Customer Insight (ACI) netwerksessie op 13 maart 2012 in Amstelveen
The document discusses customer relationship management (CRM). It notes that traditional marketing approaches are no longer effective and companies are now focusing more on relationship marketing and customer retention. CRM can help companies retain customers, enable cross-selling opportunities, and introduce new products. There are three main types of CRM: operational, analytical, and collaborative. Operational CRM involves direct customer interactions while analytical CRM uses data to identify opportunities and optimize customer behavior. Implementing an effective CRM strategy provides many benefits but also poses some challenges for companies.
This document discusses 5 crucial considerations for B2B commerce: 1) providing customers a B2C-like experience, 2) systematically making and keeping commitments cost-effectively, 3) being easy to do business with while maintaining risk standards, 4) infusing product/pricing/promotion strategies into customer interactions, and 5) centralizing governance while localizing market execution. It emphasizes the importance of an omni-channel approach and using customer data and relationships to optimize the customer experience across all sales channels.
This document provides a playbook for technology vendors to unleash the revenue potential of the SMB channel. It outlines strategies for identifying and recruiting qualified SMB partners, getting partners sales-ready through training and enablement, and providing ongoing support through marketing, sales tools, and reporting. The playbook recommends proactive engagement with partners at every stage including onboarding, training, solution development, and ongoing communication to accelerate partner sales. It also stresses the importance of metrics to track partner progress and performance.
Hbs moorman sales force transformation 060512nlbdraper
1. The document discusses transforming a sales force through an incremental or transformational approach. It outlines a case example of a company undergoing a sales force transformation journey.
2. A deep dive evaluation uncovered insights into the company's sales strategy, market coverage, processes, culture and skills. This provided precursors to successful change.
3. The transformation required a systematic, fact-based approach across various workstreams from customer insight to operations. Changes to structure, tools, incentives and culture improved sales force performance.
1) Revenue management techniques help increase revenue but traditionally fail to account for demand generation functions like marketing. Integrating revenue management, marketing, pricing, and distribution channels allows firms to optimize total demand profit.
2) Under a total demand profit optimization framework, demand forecasts drive appropriate promotion strategies, customer-centric pricing considers customer value and willingness to pay, and customers are incentivized to book through most profitable channels.
3) Future benefits come from tightly coupling revenue management with customer intelligence and data to develop customer-centric pricing based on individual customer preferences, behaviors and value.
This document discusses designing a metrics dashboard for a sales organization. It recommends identifying key performance metrics that support sales objectives and strategy to help managers effectively oversee the sales team. Some benefits of a dashboard include gaining insight into sales drivers, identifying areas needing improvement, and enabling performance benchmarking. The document provides a framework for selecting metrics based on both corporate perspectives and elements of sales performance. It also outlines a process for creating a dashboard that includes selecting appropriate metrics, designing the dashboard, and implementing it.
Sales enablement solutions have shown dramatic impact for both sales and marketing departments by increasing efficiency. As buyers have become more risk-averse and seek efficiencies, companies are deploying sales enablement platforms to help sales teams add value and communicate effectively while handling wider product offerings. Case studies demonstrate sales enablement platforms can boost productivity and revenue generation while reducing costs.
Marketers relying on indirect channels undertake unique challenges to capture partner mindshare and maintain sales velocity throughout their demand chain. A comprehensive incentive strategy can help overcome these challenges. This eBook presents some of the practices to follow, and pitfalls to avoid, to ensure an efficient and effective incentive strategy throughout your demand chain.
Building a culture of Effectiveness
Möt en expert på hur man skapar effektivitet och lönsamhet i en marknadsorganisation. Om utmaningar i kontakten mellan marknadsavdelning, ledning och styrelse, samt konsekvenser för byråerna. Om hur det kan bli fel och lösningen på problemen med att bygga effektivitet i en organisation.
Relazioni industriali: primo Project Work, Master in Risorse Umane e Organizzazione
OBIETTIVO: Esplorare i concetti chiave delle Relazioni Industriali e ragionare sulla loro evoluzione attraverso i cambiamenti socio-economici e politico-istituzionali, con l'intento di pensarle come un sistema complesso di piani di azione tra loro interconnessi e popolati da attori sociali (l’azienda, il sindacato e i lavoratori) legati l’un l’altro da una forte interdipendenza.
A cura di Iolanda Tartaglia, Andrea Antonelli, Cinzia Palmiero, Martino Carrieri, Angela Bova
Il project work completo è on line sul sito: http://freeyourtalent.eu/gruppi/pw01-RUO-relazioni-industriali
The document discusses IBM's Application-Specific Licensing (ASL) program, which allows business partners to bundle IBM software with their own applications and services into an integrated solution. The ASL program provides partners with benefits like consistent pricing over the life of their contract, worldwide sales reach through a single agreement, and joint sales and marketing support from IBM. The document outlines various ASL contract models and licensing options that partners can choose from to best meet their business needs. It also highlights the business value the ASL program provides to partners in terms of increased revenue, profitability, and competitive differentiation through optimized bundled solutions.
Recurring revenue analysis is a toolset of analysis that can be employed when a business generates revenue through subscription/contract based means.
1 Conceptual ARR guidance
2 Engagement best practices
3 Application of data analytics
4 Example analyses
Nine business models and the metrics you should track-convertedOneDayIncubation
Tracking metrics is important for understanding your business performance, identifying areas for improvement, benchmarking against competitors, and fundraising. The document defines metrics for nine common business models: enterprise software, SaaS, usage-based, subscription, transactional, marketplace, e-commerce, advertising, and hardware. It provides the definition and purpose of key metrics for each model and common mistakes to avoid, such as using bookings and revenue interchangeably or including non-recurring revenue in monthly recurring revenue calculations.
Marketelligent Capabilities & Offerings for Sales AnalyticsMarketelligent
The document summarizes Marketelligent's capabilities in sales analytics for consumer packaged goods (CPG) companies. It provides examples of how Marketelligent helps clients track sales performance, identify drivers of share loss, and conduct pricing simulations. Marketelligent also offers forecasting, trade promotion optimization, market mix modeling, and SKU rationalization to improve business decisions. The management team descriptions suggest Marketelligent provides data-driven consulting services to consumer industries globally.
Effectively executed, Joint Business Planning with your channel partners is the best way to ensure alignment of business goals and effective allocation of resources.
However, many companies have either abandoned joint planning or limited its scope because it has been too labor intensive to create the initial plan and too cumbersome to manage throughout the plan’s life.
Learn the best practices of Joint Marketing Planning (JMP) and how you can benefit–without adding resources or increasing workload for your staff or partners.
This webinar is presented by Craig DeWolf, Vice President Strategic Development for CCI, with over 30 years of best practice experience in the design and management of channel programs.
Price & Revenue Management at L&T Infotechutsavbhatt
The document discusses price optimization and management software that helps businesses boost margins in a down economy. Key points:
1) This type of software helps companies identify issues with their pricing policies and practices that reduce revenue and margins. It also helps companies determine prices that target markets will accept.
2) Adoption of these solutions is growing for companies over $500 million in revenue, especially in industries with complex pricing.
3) The greatest interest comes from manufacturing, distribution, and logistics companies, but awareness is spreading to other industries like medical devices and business services.
This document contains definitions of marketing terms starting with A. It is a dictionary of marketing terminology. Some key terms defined include advertising, marketing mix, market segmentation, pricing, and sales. The document provides concise explanations of common concepts in marketing.
Data, Content & Automation at the center of your Digital Performance Marketing Activations . Your Digital Master class starts with an introduction to the Digital Marketing Landscape focusing on the prominence of embracing digital performance as a key marketing media in order to get the closest possible to your business goals. We will also cover how a coherent and efficient digital strategy can be thought to perfectly complement your global business strategy. Planning and operating digital campaigns will also be an important component of this master class followed by some key guidelines related to data and content automation. How do you define the effectiveness of your digital marketing efforts without measurement and reporting? We will end the session by answering this question and discussing some case studies along with various tips & tricks to keep you innovative and ahead of your competition.
The document discusses choosing the right sales channels. It covers developing a channel strategy, types of sales channels and their capabilities and limitations. It also discusses common mistakes in sales strategies, questions to answer when planning channel entry, and how to develop an effective channel marketing plan. The key takeaway is that choosing the right sales channels is important for product distribution and success.
10 important marketing metrics by eLamaEthanFoster13
This document discusses 10 important marketing metrics to track: ROI, CPO, CPC, CPA, LTV, CAC, LTV to CAC ratio, Payback CAC, Marketing Originated Customer Percentage, and Marketing Influenced Customer Percentage. It provides the definitions and formulas for calculating each metric. Tracking these metrics regularly allows marketers to understand what is and is not working in their campaigns and optimize their strategies based on the results.
Increasing company value by sales channels choices 1.1Greg Nutkins
This document discusses different sales channel strategies for software companies, specifically comparing direct sales versus indirect/partner channels. It notes that indirect channels can help reach new geographies and customer segments in a more cost-effective manner by spreading sales and support costs across multiple product lines. However, direct sales may be preferable for large deals and customers. The document provides financial models comparing the profitability of different channels and qualitative factors to consider. It also outlines what resellers/partners look for in vendors, how they should be compensated, and keys to a successful partner program like transparency into results and treating partners as extensions of the company.
Een presentatie van Laurent Coenca van Logica, over Innovative campaign management tijdens de Applied Customer Insight (ACI) netwerksessie op 13 maart 2012 in Amstelveen
The document discusses customer relationship management (CRM). It notes that traditional marketing approaches are no longer effective and companies are now focusing more on relationship marketing and customer retention. CRM can help companies retain customers, enable cross-selling opportunities, and introduce new products. There are three main types of CRM: operational, analytical, and collaborative. Operational CRM involves direct customer interactions while analytical CRM uses data to identify opportunities and optimize customer behavior. Implementing an effective CRM strategy provides many benefits but also poses some challenges for companies.
This document discusses 5 crucial considerations for B2B commerce: 1) providing customers a B2C-like experience, 2) systematically making and keeping commitments cost-effectively, 3) being easy to do business with while maintaining risk standards, 4) infusing product/pricing/promotion strategies into customer interactions, and 5) centralizing governance while localizing market execution. It emphasizes the importance of an omni-channel approach and using customer data and relationships to optimize the customer experience across all sales channels.
This document provides a playbook for technology vendors to unleash the revenue potential of the SMB channel. It outlines strategies for identifying and recruiting qualified SMB partners, getting partners sales-ready through training and enablement, and providing ongoing support through marketing, sales tools, and reporting. The playbook recommends proactive engagement with partners at every stage including onboarding, training, solution development, and ongoing communication to accelerate partner sales. It also stresses the importance of metrics to track partner progress and performance.
Hbs moorman sales force transformation 060512nlbdraper
1. The document discusses transforming a sales force through an incremental or transformational approach. It outlines a case example of a company undergoing a sales force transformation journey.
2. A deep dive evaluation uncovered insights into the company's sales strategy, market coverage, processes, culture and skills. This provided precursors to successful change.
3. The transformation required a systematic, fact-based approach across various workstreams from customer insight to operations. Changes to structure, tools, incentives and culture improved sales force performance.
1) Revenue management techniques help increase revenue but traditionally fail to account for demand generation functions like marketing. Integrating revenue management, marketing, pricing, and distribution channels allows firms to optimize total demand profit.
2) Under a total demand profit optimization framework, demand forecasts drive appropriate promotion strategies, customer-centric pricing considers customer value and willingness to pay, and customers are incentivized to book through most profitable channels.
3) Future benefits come from tightly coupling revenue management with customer intelligence and data to develop customer-centric pricing based on individual customer preferences, behaviors and value.
This document discusses designing a metrics dashboard for a sales organization. It recommends identifying key performance metrics that support sales objectives and strategy to help managers effectively oversee the sales team. Some benefits of a dashboard include gaining insight into sales drivers, identifying areas needing improvement, and enabling performance benchmarking. The document provides a framework for selecting metrics based on both corporate perspectives and elements of sales performance. It also outlines a process for creating a dashboard that includes selecting appropriate metrics, designing the dashboard, and implementing it.
Sales enablement solutions have shown dramatic impact for both sales and marketing departments by increasing efficiency. As buyers have become more risk-averse and seek efficiencies, companies are deploying sales enablement platforms to help sales teams add value and communicate effectively while handling wider product offerings. Case studies demonstrate sales enablement platforms can boost productivity and revenue generation while reducing costs.
Marketers relying on indirect channels undertake unique challenges to capture partner mindshare and maintain sales velocity throughout their demand chain. A comprehensive incentive strategy can help overcome these challenges. This eBook presents some of the practices to follow, and pitfalls to avoid, to ensure an efficient and effective incentive strategy throughout your demand chain.
Building a culture of Effectiveness
Möt en expert på hur man skapar effektivitet och lönsamhet i en marknadsorganisation. Om utmaningar i kontakten mellan marknadsavdelning, ledning och styrelse, samt konsekvenser för byråerna. Om hur det kan bli fel och lösningen på problemen med att bygga effektivitet i en organisation.
Relazioni industriali: primo Project Work, Master in Risorse Umane e Organizzazione
OBIETTIVO: Esplorare i concetti chiave delle Relazioni Industriali e ragionare sulla loro evoluzione attraverso i cambiamenti socio-economici e politico-istituzionali, con l'intento di pensarle come un sistema complesso di piani di azione tra loro interconnessi e popolati da attori sociali (l’azienda, il sindacato e i lavoratori) legati l’un l’altro da una forte interdipendenza.
A cura di Iolanda Tartaglia, Andrea Antonelli, Cinzia Palmiero, Martino Carrieri, Angela Bova
Il project work completo è on line sul sito: http://freeyourtalent.eu/gruppi/pw01-RUO-relazioni-industriali
The document discusses the statement of cash flows, including:
1. It provides information about a company's ability to generate cash flows, pay obligations, and reasons for differences between net income and cash flows from operations.
2. Activities are classified as operating, investing, or financing based on whether they are from income statement items, long-term asset items, or long-term liability/equity items.
3. The indirect method is most commonly used to prepare the statement of cash flows, where net income is adjusted for non-cash expenses to determine cash flows from operations.
Financial ratios are used to analyze a firm's financial performance by comparing numbers within the firm over time and against competitors. The document discusses key financial ratios used to evaluate a firm's liquidity, profitability, financing, and returns. It provides examples of Davies' ratios compared to peer averages. While ratios provide insights, limitations include difficulty identifying true peers and that high or low ratios alone don't determine performance.
Bhagavat Gita- The divine song of God.Bella Meraki
Bhagavat Gita- The divine song of God.
Here the essence of Bhagavat Gita is portrayed.
-Why do you worry without cause?
Whom do you fear without reason?
Who can kill you?
The soul is neither born, nor does it die.
Whatever happened,
happened for the good;
whatever is happening,
is happening for the good;
whatever will happen,
will also happen for the good only
You need not have any regrets for the past.
You need not worry for the future.
The present is happening...
What did you lose that you cry about?
What did you bring with you,
which you think you have lost?
What did you produce,
which you think got destroyed?
You did not bring anything,
whatever you have, you received from here.
Whatever you have given, you have given only here.
Whatever you took, you took from God.
Whatever you gave, you gave to Him.
You came empty handed,
you will leave empty handed
Change is the law of the universe.
What you think of as death,
is indeed life.
In one instance you can be
a millionaire, and
in the other instance you can
be steeped
in poverty.
Yours and mine, big & small
erase these ideas from your mind.
Then everything is yours and
you belong to everyone.
This body is not yours,
neither are you of the body.
The body is made of fire, water, air, earth and
ether, and will disappear into these elements.
But the soul is permanent - so who are you?
Dedicate your being to God.
He is the one to be ultimately relied upon.
Those who know of his support are forever
free from fear, worry and sorrow.
Whatever you do,
do it as a dedication to God.
This will bring you the
tremendous experience of
joy and life-freedom forever.
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive function. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
Decoding the KPI Kaleidoscope with Sandfox Advisorssaastr
Metrics are important to investors because they provide visibility into a SaaS company's revenue growth, sales efficiency, and customer retention. Key metrics include monthly recurring revenue/annual recurring revenue to measure topline growth, revenue churn to understand customer retention, and customer acquisition cost and lifetime value to assess the efficiency and profitability of the growth strategy. Maintaining high growth, strong sales efficiency through a favorable magic number ratio above 1, and low revenue churn are positive signs for investors.
1) The document discusses how companies can achieve profitable and sustainable revenue growth, even during economic downturns.
2) It recommends focusing on existing customer accounts, capturing every sales opportunity, maintaining service quality, and reducing customer service costs.
3) Specific tactics include communicating appreciation to customers, targeting promotional offers, optimizing sales conversions, and providing associates with tools and technologies to improve efficiency.
The document discusses Infinity Contact's services for helping companies reach small and medium sized businesses (SMBs). It provides tailored sales pitches by industry, SMB advisors to match needs with solutions, needs assessments to identify pain points, and value propositions tied to addressing those pain points. Infinity Contact has a database of over a million SMBs from various sources and can provide metrics like revenue per sale, sales per hour, conversion rates, and total pipeline value. It also discusses using buyer analytics to ensure the right salesperson reaches out to the right buyer with the right offer.
A framework for customer relationship managementVivek Gopan
1. Customer relationship management (CRM) involves using technology to organize sales, marketing, customer service and technical support to manage interactions with current and future customers.
2. Companies analyze customer purchase histories and characteristics stored in a customer information file to calculate customer lifetime value and identify the most profitable customers to target.
3. Relationship marketing programs like loyalty programs, customer satisfaction initiatives, and mass customization are used to increase customer retention, loyalty, and long-term profitability.
Customer satisfaction results from a product meeting or exceeding a customer's expectations in terms of quality, service, and value. Companies measure customer satisfaction through complaint systems, surveys, and other tools to understand how well they are meeting customer needs. Maintaining customer satisfaction and loyalty requires understanding customer perceptions of value, managing the customer experience, and optimizing the value chain and delivery network to continuously create value for customers.
Measuring ROI in Digital Marketing_ Metrics That Matter.pdfFirstDigiAdd3
In Digital Marketing, ROI is determined by combining quantitative and qualitative measurements. By gaining insight into the success of their online marketing initiatives, these indicators assist organizations in improving their strategy and more effectively allocating their resources.
Marketing ROI isn't all cut and dry these days. This deck gives you a brief run down of 9 things you really need to thinking about in planning the measurement of your marketing activities across all sales channels.
The Top Ways to Optimize Your Pay-Per-Call CampaignsAffiliate Summit
The document provides tips for optimizing pay per call campaigns in three stages: getting started, intermediate steps, and advanced steps. Getting started involves structuring payouts to drive quality traffic, establishing partnerships with trustworthy affiliates, and reviewing performance. Intermediate steps include knowing what a quality call looks like, defining success with key performance indicators (KPIs), and optimizing the interactive voice response (IVR) system. Advanced steps are maximizing monetization, expanding new partnerships, and continually testing campaigns. The overall advice is to focus on call data, align call handling with campaign goals, and refine campaigns through ongoing testing.
This document provides an overview of a workshop on using Smart Bidding to align business goals with Google ads. The workshop covers:
- Why value-based bidding is important for businesses to optimize based on the true value of conversions rather than just volume or cost.
- Different options for Smart Bidding, including both non-predictive and predictive approaches, to maximize results based on business metrics like revenue, profit or lifetime value.
- Examples and case studies of how to implement value-based bidding for different business types like online retailers, lead generators, and agencies. This includes integrating first-party data signals into bidding to improve performance.
Mastering click to-call to capture more customers and revenueInvoca
Learn how to capture customers with click-to-call, best practices and easy tips in getting started, and boosting results with deeper call intelligence.
The document discusses building customer equity in organizations through becoming more customer-centric. It outlines an agenda for a workshop on the topic, including establishing a knowledge base around data-driven marketing and customer-centric practices. Barriers to becoming more customer-centric are discussed, such as lack of executive support, no clear vision, compensation not aligned with customer metrics, and data challenges. Participants are asked to rate their own organization on these barriers and develop a plan to advance their customer-centric efforts.
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The top Ways to Optimize Your Pay Per Call CampaignsInvoca
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Customer experience improvement can—and does— drive bottom-line results. So how can we prove that making customers happier can make you and your shareholders happier too?
Pivotal Mobile Customer Relationship Management (CRM) applications provide a range of solutions that ensure a sale is never delayed because of limited access to critical data.
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Wird ein Social CRM Tool mit dem Anspruch implementiert, die ohnehin nur mäßig funktionierende CRM Installation zu verbessern, führt dies so gut wie sicher zu einer Enttäuschung. Die besten Projektergebnisse erzielt ein Social CRM als natürliche Erweiterung der bisherigen CRM-Tools und-Strategien
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Implementing lead management best practices through marketing automation reduces the cost of marketing, fills the sales pipeline faster with better quality leads, and grows revenue
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From Complexity and Frustration to Simplicity and Effectiveness it is the most viable foundation for discovering new opportunities that build momentum and inspire growth.
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The executive Guide to CRM architechturePivotal CRM
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Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
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Understanding User Needs and Satisfying ThemAggregage
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Pivotal CRM - Marketing and ROI
1. A r t i c l e
Marketing and the ROI Goldmine
change is sweeping through marketing organizations everywhere. expectations are
rising—give us more, better quality leads, more quickly. the mandate of doing more
with less has never been more apparent, and pressure is increasing for marketing
teams to draw a direct line between their activities and the bottom line.
Traditionally, marketers have been "ideas" people, experimenting with creative ways to generate leads
and create awareness. For some time, it was accepted that the benefit of marketing would be soft
and qualitative in nature: We know half of our marketing activities are useful—we just don’t know
which half. We know marketing is necessary, we just don’t know how good we are at it. Until today,
ROI-based reporting had long been an inexact science. But the transformation in marketing is well
underway—so that this critical, revenue-connected function is now considered more of a numbers
game than a creative or qualitative game.
With insight into each customer’s lifecycle, preferences, and profitability, you can precisely track
which campaigns work, which ones don’t, and why. This lets you focus resources on proven tactics
so that a greater number of prospects sign up to learn more about you, and your team gets smarter
about how they use resources.
Defining rOi in the Marketing Framework
Investopedia.com defines return on investment (ROI) as profit or loss resulting from an investment
transaction, usually expressed as an annual percentage return. Formal ROI calculations include the
following elements:
• initial investment: Total cost of the investment being analyzed
• Ongoing expense: Cost to operate and maintain the investment
• Benefit: Tangible cash benefit resulting from the investment decision, the combination of increased
revenues and decreased costs
• Discount rate: The factor representing the time value of money.
While calculating ROI can be a complicated process, in general terms, positive ROI is generated by
increases in revenues and/or decreases in costs. In fact, marketers usually invoke the term without
including its complicated calculations. In this regard,to the extent that marketing programs deliver
tangible benefits that can be assigned monetary values, they are said to generate ROI.
Where Marketing Delivers Value
Marketers use marketing automation software applications to acquire and retain customers more
effectively. Marketing acquisition and retention campaigns are designed to deliver responses
from their target audiences and to set as many suitable respondents as possible on a long-term
path to a mutually beneficial relationship. Clearly, a great deal of value and potential profit rests
on the effectiveness of every communication, special offer, or invitation that leaves the marketing
department. Since positive ROI is driven by increases in revenues and decreases in costs, if
measurable revenue generation or cost savings can be associated with a response, ROI can
be demonstrated.
The business of marketing is demand generation. Results such as increased lead generation or
sales to new and existing customers are key metrics describing demand generation. Translating
these metrics into a revenue stream provides the top-line component of ROI.
CDC MarketFirst | Article
2. Marketing and the rOi Goldmine
Since the majority of marketing communications today rOi Drivers for retention campaigns
are in digital format, the cost savings from substituting
bits for atoms are tangible. Savings from replacement of Marketing managers know that sales to existing
human or paper-based interactions can be calculated customers generate higher margins than sales to new
and used to validate marketing ROI. Thus, a framework customers because they don’t carry the burden of
to calculate ROI for a marketing campaign or program acquisition costs. If fact, most companies find that the
is to determine: major portion of their profits is driven by sales to existing
customers. To the extent that the marketing department
• Cost savings at the same level of demand generation can deliver increased sales to existing customers, it will
for a given program be justifying its investment.
• New revenue generated via net new demand
The basic objective of retention campaigns is to
Because of the closed-loop capabilities of marketing increase the lifetime value (LTV) of existing customers.
automation applications, responses to marketing Calculation of the lifetime value of a customer is
programs can be measured and ROI calculations a difficult process and few companies have LTV
can be built into each program and campaign report. calculations that they use with
Thus, certain responses can be used as drivers in a great deal of confidence. However, the basic elements
ROI calculations. of LTV are the amount a customer spends and the
period of time that the customer is actively purchasing.
rOi Drivers for Aquisition campaigns Increases to either spending or longevity by marketing
New customer acquisition will always be a major are significant contributions. Some of the key ROI
component of a marketing department’s objectives. drivers for customer retention campaigns are:
Some of the key ROI drivers for customer acquisition
• increased Sales per customer: New revenue
campaigns are:
generated from increased transaction levels
• lead Generation: New revenue calculated from • Higher Margins per Sale: New revenue calculated
the expected revenue per qualified-lead-producing from cross-sales of higher margin products through
response, based on known sales conversion rates better targeting of offers
and average order size statistics
• increased House e-mail Files: Cost savings from
• Sales conversion: New revenue calculated from the migrating relationship programs to the Internet;
revenues from order-generating responses based on e.g., by acquiring e-mail addresses and receiving
actual sales permission to send e-mail
• reduced Sales contacts: Cost savings calculated • loyalty/rewards Program redemptions:
from the number of contacts during the sales cycle New revenue generated to qualify for awards
that an automated lead generation and qualification
campaign that replaces contacts generated by the • Win Back campaign responses: New
sales force, reducing the cost per sale evenue generated from responses to Win Back
campaign offers
• reduced Fulfillment costs: Calculates cost savings
as the reduced cost of automated digital fulfillment of Developing Marketing rOi reports
program-specific offers and marketing collateral
In order to develop a ROI report for a marketing
• reduced Direct Mail costs: Cost savings including
campaign, it is necessary to measure the economic
printing, postage and handling, materials and any
value of campaign responses. The ROI drivers
difference in list costs
described above should be selected, as appropriate,
• reduced call center costs: Cost savings calculated as variables for resulting calculations. Taking a lead-
from telephone and customer service rep costs for generation oriented program as a typical example,
response registration and offer fulfillment additional statistical information may be required, if it
• reduced Sales cycles: The time value of money is not available directly from the company’s sales and
and competitive advantage generated from faster financial databases:
deployment of sales campaigns • Sales conversion rates: How many leads scored as
A that enter the sales funnel result in a sale
• Sales cycle Data: Length of time an A lead spends
in the sales funnel and the number of sales contacts
needed to convert
CDC MarketFirst | Article
3. Marketing and the rOi Goldmine
• Average Order Size: Average order for the product In cases where the ROI is being calculated based on
or service that is the focus of the campaign cost savings, the following chart of standard costs-per-
• customer Acquisition cost: The current budgeted contact can be used if no other cost data is available.
cost of acquiring a new customer
Software company New Product launch eMarketing campaign rOi report
Outbound e-mail total Percent comments
Attempted 8,000 00%
Failed 00 0.6%
Bounced 50 0.89% Indicates a good list
Completed 7,650 98.75%
Unsubscribed 00 0.6% Low opt-out rate
e-mail responses total Percent comments
Download (Link ) ,50 9.%
Download + Info (Link ) ,650 .84%
Buy (Link ) 750 .7%
Total Responses 6,80 4.67% 5% overall response
Web Forms Submitted total Percent comments
Download 4,40 68.7%
Buy 560 74.67% Some problems with form completion
Projected revenues total equation comments
Sales to date $,800,000.00 (560 x $5,000)
Trials to date $0,600,000.00 (4,40 x 50% x $500)
Total to date $,400,000.00 ROI result, new revenues
For reference: Sample costs-per-contact Used to calculate rOi
contact cost per contact
Seminar ......................... $ 50 Telemarketing ................ $ –$5
Sales Contact ................ $ 0 Value Newsletter ........... $ 4
Trade Show ................... $ 00 Direct Mail ...................... $ –$
Telesales ....................... $ 5–$ 40 Products Catalog .......... $ 0.60
Personal Recognition .... $ 5 Print Advertising ............ $ 0.0
Business Letter ............. $ 0 Broadcast ...................... $ 0.0
Overnight Delivery ......... $ 5 Fax ................................. $ 0.05
Closing Literature .......... $ 5 Email ............................. $ 0.0–$0.05
Business Catalog .......... $ 7 WWW .............................. ?
CDC MarketFirst | Article