This document discusses customer management and sales analysis using key performance indicators (KPIs). It provides an overview of the major players in the customer relationship management software market and their respective market shares. It also discusses various aspects of customer management solutions including current offerings, sales and marketing strategies, the sales process, product fit, customer retention and satisfaction. It provides details on evaluating sales performance by region and peeling back the layers to understand drivers of sales velocity. It emphasizes the importance of measuring KPIs, analyzing metrics, identifying opportunities for improvement, and iterating to optimize performance.
CX16 Leading Retailers Optimize The Customer JourneyMaria Humphrey
From acquisition to post-conversion, retail customers have come to expect relevant, individualized promotional content for each step of their shopping journey. Our panel of leading retail brands – Cabela’s, Crocs, and Hallmark Baby – will demonstrate their strategies for personalizing digital marketing content, and how these messages strengthen customer engagement.
Capturing Demand & Driving High-Value External Traffic to Your Amazon Store Tinuiti
Did you know 51% of shoppers start their product search off-Amazon? While it’s important for brands to be invested in the Amazon ecosystem, there’s also significant opportunity to be reaching shoppers when they’re not on Amazon. Fine-tune your Web-to-Amazon approach to gain a competitive advantage and attract new customers.
Traction Forge: Transformational Manufacturing StrategyBraden Ford
Today’s manufacturing organizations are facing a major transition; the pivot from “Cost per Unit” to “Customer Centric”. The focus is no longer on “faster and cheaper” but on “customer experience”. Learn how manufacturing companies are successfully transitioning to customer centric organizations.
CX16 Leading Retailers Optimize The Customer JourneyMaria Humphrey
From acquisition to post-conversion, retail customers have come to expect relevant, individualized promotional content for each step of their shopping journey. Our panel of leading retail brands – Cabela’s, Crocs, and Hallmark Baby – will demonstrate their strategies for personalizing digital marketing content, and how these messages strengthen customer engagement.
Capturing Demand & Driving High-Value External Traffic to Your Amazon Store Tinuiti
Did you know 51% of shoppers start their product search off-Amazon? While it’s important for brands to be invested in the Amazon ecosystem, there’s also significant opportunity to be reaching shoppers when they’re not on Amazon. Fine-tune your Web-to-Amazon approach to gain a competitive advantage and attract new customers.
Traction Forge: Transformational Manufacturing StrategyBraden Ford
Today’s manufacturing organizations are facing a major transition; the pivot from “Cost per Unit” to “Customer Centric”. The focus is no longer on “faster and cheaper” but on “customer experience”. Learn how manufacturing companies are successfully transitioning to customer centric organizations.
Walmart Advertising Strategies to Accelerate Your Marketplace SalesTinuiti
The Walmart Marketplace offers third-party sellers serious potential for revenue and exposure. As the second-most popular online retailer in the world, Walmart.com brings in a whopping 127 million unique visitors every month. For brands who are looking to grow beyond Amazon, Walmart represents opportunity to succeed on a marketplace that still has low competition and an easier buy box scenario. Learn Tinuiti’s proven methodology of campaign structure, keyword optimization and product promotion in marketplace advertising and developing a unique-to-Walmart approach. We’ll cover how to sell on Walmart.com, using Walmart Seller Center, product listing qualifications, and how brands are using Walmart advertising to drive sales.
Using Sales Enabled mobile devices can dramatically increase your teams close rate, shorten the sales cycle and give them additional selling time. Particularly in highly technical industries such as medical device and product sales, having all your messages and materials at their fingertips will significantly improve performance.
ARM yourself with Exponea - 7 tips for growthExponea
Improving ARM ability significantly impacts business performance. You need to track and measure metrics to identify pain-points. Following 7 tips in these slides will help you grow.
Channel data management is a solution that enables companies who want to transform their channel into the 'New Smart Channel'.
Zyme’s leadership position in the CDM (Channel Data Management) space helps high-tech companies easily navigate complex and important tracking channel data in a very efficient manner.
For more information, please visit - http://www.zyme.com/channel-data-management
Achieving Sales Performance Optimization Through Automated Incentive Compensa...Callidus Software
presented at TrueConnection: Sales Performance Management Conference 2007 by Jeff Staley, CRM Center of Excellence at SAP, and Jim Thomas, Senior Sales Engineer at Callidus Software
Walmart Advertising Strategies to Accelerate Your Marketplace SalesTinuiti
The Walmart Marketplace offers third-party sellers serious potential for revenue and exposure. As the second-most popular online retailer in the world, Walmart.com brings in a whopping 127 million unique visitors every month. For brands who are looking to grow beyond Amazon, Walmart represents opportunity to succeed on a marketplace that still has low competition and an easier buy box scenario. Learn Tinuiti’s proven methodology of campaign structure, keyword optimization and product promotion in marketplace advertising and developing a unique-to-Walmart approach. We’ll cover how to sell on Walmart.com, using Walmart Seller Center, product listing qualifications, and how brands are using Walmart advertising to drive sales.
Using Sales Enabled mobile devices can dramatically increase your teams close rate, shorten the sales cycle and give them additional selling time. Particularly in highly technical industries such as medical device and product sales, having all your messages and materials at their fingertips will significantly improve performance.
ARM yourself with Exponea - 7 tips for growthExponea
Improving ARM ability significantly impacts business performance. You need to track and measure metrics to identify pain-points. Following 7 tips in these slides will help you grow.
Channel data management is a solution that enables companies who want to transform their channel into the 'New Smart Channel'.
Zyme’s leadership position in the CDM (Channel Data Management) space helps high-tech companies easily navigate complex and important tracking channel data in a very efficient manner.
For more information, please visit - http://www.zyme.com/channel-data-management
Achieving Sales Performance Optimization Through Automated Incentive Compensa...Callidus Software
presented at TrueConnection: Sales Performance Management Conference 2007 by Jeff Staley, CRM Center of Excellence at SAP, and Jim Thomas, Senior Sales Engineer at Callidus Software
Functions required for building a deep technology company in robotics, computer vision and AI. Learning from my experience of managing a company at leadership level.
Building a Culture of Experimentation at HPOptimizely
Today’s leading digital businesses, such as Amazon, Google and Facebook, cite experimentation as the key to constantly improving their digital experiences. Yet many companies are still in the early stages of adopting a test and learn mindset when it comes to innovating on their own experiences.
In this webinar, hear how HP has built a global center of excellence, structured their experimentation teams and meetings, and focused on technology, governance, and strategy on their way to building a culture of experimentation.
You'll learn:
- How we structured our Center Of Excellence, and why it's working for us at a global scale
- Our emphasis on Data and Strategy, ensuring we make effective business decisions
- How we’ve interlocked our technologies to give us insights and the edge on our Experiments
- Our Partnership and Growth Story, on our way to grow experiments by 3x worldwide YoY
Sales & Marketing Development Plan - a template for the CROFan Foundry
This playbook helps you build, measure, learn and adjust your sales and marketing leadership plan. It addresses many topics under Sales and Distribution, Customer Development, Strategic Marketing Frameworks and Integrated marketing Plans, including sample metrics for measuring progress.
My presentation at ProductCamp Helsinki: "Analytics is the Bookkeeping of Marketing." The world is full of data and yet so many organizations struggle to use it wisely. Analytics is the bookkeeping of marketing – like profit and balance sheets are for the business. In this session Petri is covering common pitfalls of analytics. He is also showing Google Analytics auditing results and telling about couple of advanced analytics examples.
Digital Transformation Journey at Sealed Air Leveraging SAP Solutions for Cus...SAP Customer Experience
Join Naveen Kandasami to learn how Sealed Air, the inventor of Bubble Wrap and a leading knowledge-based provider, combines its knowledge, science and technologies with SAP Hybris Cloud for Customer, to provide solutions that address customer needs and re-imagine the industries which it serves to create a world that works better. For more information, visit us at: https://www.hybris.com/
The Scalable Way: Unlocking Data To Drive Great Customer Experience and Conve...VWO
Watch this webinar to understand how some of the leading Fortune 2000 organizations have built a robust and scalable process to turn data into insights, and to use insights to elevate their CX leading to drastically higher conversions and in turn Revenue/ROI.
[Webinar] The Scalable Way: Unlocking Data To Drive Great Customer Experience...VWO
Watch this webinar to understand how some of the leading Fortune 2000 organizations have built a robust and scalable process to turn data into insights, and to use insights to elevate their CX leading to drastically higher conversions and in turn Revenue/ROI.
How do you scale marketing programs to 3,000+ channel resale partners? Set up an organization that creates repeatable, customizable programs and garner vendor rates based on volume pricing.
Strategic Planning And Budgeting Part 2: Alignment, Budgeting, and ResourcesKenny Ong
ABF Budgeting, Forecasting and Financial Planning Conference, Feb 2009
*Understanding what strategic planning is and why it is important
*Clarify the difference between vision, mission statement, goals and objectives
*The external environment: The need to understand the economic cycle
*Tying the strategic plan to the budget
*Cost Reduction methods and advice
27. Sales Strategy Top Competitor Competitor Competitive score Market share by segment Business Strategy Business Strategy Competitor Competitor Sales by channel Sales by region Based on Sales Target Potential Customers Based on Sales Target Potential Customers Top Competitor Competitive bidding success % Based on Sales Target Best salesman
28. Sales Process How many times you advance from first sales appointment to the next phase (Lead Generation) Best salesman Best salesman Lead Conversion ratio: Customer show sale interest after first communication Based on Sales Targets Based on Sales Target Industry Best Practice Industry Best Practice Sales cycle in days Closing Ratio Based on Customer type Sales Targets Based on Sales Targets Industry Best Practice Best Salesman Avg. revenue per sales Effectiveness of sales representative staff Based on Sales Targets Sales Target Past Performance Sales Targets Competitor Best salesman Industry Best Practice % repeat sales 80-20 Rule
29. Product Fit Competitor Products Competitor Products Feature Importance Feature Satisfaction % of original requirements # of out of scope requirements Customer demand Market insight Customer demand Competitor Products Over a period of time Competitor Products Product age – End of Life Active users, Licenses, Customer demand Market insight Product pipeline ROI, company strategy Competitors. Across Industry Satisfy market needs Total release cycle time R&D % Budget Ratio Based on Company Strategy Thought leadership
30. Customer Most satisfied customer Competitior Industry Best Practice Competitor Offering Total customer lost during different stages of customer life cycle Total customer lost during different stages of customer life cycle Profitable Customer (Repeat Purchase) Based on Account Target Based on Customer type Based on Sales Targets Customer Complaint Account mgmt, Lab, Platform, tools, Quality, SLA, Operations, Reporting etc Customer Satisfaction Competitior Total release cycle time Customer Satisfaction + repeatbale process Customer Satisfaction + repeat Sales Competitors. Across Industry R&D % Budget Ratio Thought leadership
Increase visibility on customer requirement and behaviourIncrease visibility within company process and resultsMetrics not only demonstrate performance but also help in decision makingProcess: Stable, Repeatable set of dependent activitiesProcess: Activity 1 + (>) Activity 2 + (>) Activity 3Activity = input into outputOutput = Input + ActivityEfficiency = Output Volume / Input VolumeSpeed = 1/Cycle timeActivity uses resources: Cost of capacityKeep it simple: Since each process can be broken into smaller processes, and each activity can be broken into smaller activities, you get to choose the level of granularity. And, you get to choose the activities to include or not include. For example, the selling part of the process above is often broken down into excruciating detail, creating a lot of overhead reporting of sales activities that is never used to make a single decisionFocus on bottlenecks it won’t help to add more salespeople or shorten your sales cycle in an inbound sales model if you don’t have the leads to support the new capacity. You must increase the leads first. The right approach is to identify your current bottleneck, remove it, and then see where the next bottleneck appears, then remove it, and so onSimplify by combining multiple metricsVisualize and measure the process end to endKnow the processSolving customer problem: Customer process as wellEnd to end cost