This document provides tips for nurturing B2B leads. It discusses changing from a push marketing to pull marketing approach focused on education. It emphasizes listening to customers and providing relevant content. It recommends defining response policies and nurturing contacts with a systematic dialogue approach. Content should be tailored to customer needs at different stages of their journey. Activity-based scoring and automation can help route contacts. Metrics like responses, marketing validated leads, and sales acceptance should be monitored.
1) The document discusses Citizens Financial Group's implementation of a video banking program to transform the customer experience.
2) The program allows customers to access specialized financial advisors via video conferencing to get personalized advice and complete transactions.
3) The implementation is a phased approach, with an initial focus on improving the mobile sales force, followed by increased internal video conferencing and ultimately delivering an unparalleled mobile banking experience.
The document summarizes key findings from IBM's 2011 Global Chief Marketing Officer Study, which interviewed over 1,700 CMOs from 19 industries and 64 countries. The study found that 79% of CMOs expect complexity to increase significantly in the next 5 years but only 48% feel prepared to handle that complexity. The document outlines strategies for CMOs to adapt, including delivering value to empowered customers, fostering lasting customer connections, and capturing value through advanced analytics. It provides examples of how IBM is helping clients implement these strategies to transform their marketing functions and adapt to changing times.
This document discusses customer relationship management (CRM) in the context of the manufacturing industry. It outlines the challenges manufacturers face from limited demand visibility, global coordination needs, and intense competition. It then describes how CRM can help by integrating a company's value chain to create enhanced customer value. Key trends in CRM discussed include social and mobile CRM, as well as new frontiers like commercial e-communities. The benefits of social CRM are outlined, such as improved targeting and customer experience. Mobility in CRM is also highlighted as enabling work from anywhere and reducing sales cycles with unfettered customer information.
This document discusses how organizations can optimize their business through the use of information and analytics. It describes how the world is becoming more instrumented, interconnected and intelligent, creating both opportunities and challenges for organizations regarding data volume, variety and velocity. The document advocates that organizations can gain insights, make better decisions and outperform competitors by leveraging analytics at the point of impact across their business. It also outlines IBM's capabilities and solutions for business optimization, including industry-specific approaches, predictive analytics, information governance and workload-optimized systems and services.
Capgemini Social Media Management PresentationAttensity
1) The document discusses social media engagement strategies for customer service and marketing. It outlines the importance of transparency and trust in building social media engagement.
2) Various social media engagement tactics are presented, including responding to customer issues, developing advocates, and measuring key metrics like sentiment.
3) The challenges of managing large amounts of social media data and identifying priority customer issues are discussed. A process for filtering noise and classifying conversations is proposed.
This document discusses how interactive webinars can enable continuous lead generation for sales teams. It notes that continuous qualified leads is a top priority for salespeople but is difficult for marketing to provide. The document then introduces PresenterNet's approach of using interactive webinars that allow attendees to provide information and request follow-ups. This generates a steady flow of qualified leads at low cost. It also discusses best practices for webinar lead generation programs.
Portrait Software is a customer experience management company that provides software to help companies become more customer-centric. The document discusses how customer centricity is important for business success and increased revenue. It then summarizes Portrait's software suite which includes analytics, outbound marketing, and inbound recommendation tools to optimize customer interactions across channels. The software aims to provide a single customer view, personalized recommendations, and consistent service to improve customer retention and cross-selling.
1) The document discusses Citizens Financial Group's implementation of a video banking program to transform the customer experience.
2) The program allows customers to access specialized financial advisors via video conferencing to get personalized advice and complete transactions.
3) The implementation is a phased approach, with an initial focus on improving the mobile sales force, followed by increased internal video conferencing and ultimately delivering an unparalleled mobile banking experience.
The document summarizes key findings from IBM's 2011 Global Chief Marketing Officer Study, which interviewed over 1,700 CMOs from 19 industries and 64 countries. The study found that 79% of CMOs expect complexity to increase significantly in the next 5 years but only 48% feel prepared to handle that complexity. The document outlines strategies for CMOs to adapt, including delivering value to empowered customers, fostering lasting customer connections, and capturing value through advanced analytics. It provides examples of how IBM is helping clients implement these strategies to transform their marketing functions and adapt to changing times.
This document discusses customer relationship management (CRM) in the context of the manufacturing industry. It outlines the challenges manufacturers face from limited demand visibility, global coordination needs, and intense competition. It then describes how CRM can help by integrating a company's value chain to create enhanced customer value. Key trends in CRM discussed include social and mobile CRM, as well as new frontiers like commercial e-communities. The benefits of social CRM are outlined, such as improved targeting and customer experience. Mobility in CRM is also highlighted as enabling work from anywhere and reducing sales cycles with unfettered customer information.
This document discusses how organizations can optimize their business through the use of information and analytics. It describes how the world is becoming more instrumented, interconnected and intelligent, creating both opportunities and challenges for organizations regarding data volume, variety and velocity. The document advocates that organizations can gain insights, make better decisions and outperform competitors by leveraging analytics at the point of impact across their business. It also outlines IBM's capabilities and solutions for business optimization, including industry-specific approaches, predictive analytics, information governance and workload-optimized systems and services.
Capgemini Social Media Management PresentationAttensity
1) The document discusses social media engagement strategies for customer service and marketing. It outlines the importance of transparency and trust in building social media engagement.
2) Various social media engagement tactics are presented, including responding to customer issues, developing advocates, and measuring key metrics like sentiment.
3) The challenges of managing large amounts of social media data and identifying priority customer issues are discussed. A process for filtering noise and classifying conversations is proposed.
This document discusses how interactive webinars can enable continuous lead generation for sales teams. It notes that continuous qualified leads is a top priority for salespeople but is difficult for marketing to provide. The document then introduces PresenterNet's approach of using interactive webinars that allow attendees to provide information and request follow-ups. This generates a steady flow of qualified leads at low cost. It also discusses best practices for webinar lead generation programs.
Portrait Software is a customer experience management company that provides software to help companies become more customer-centric. The document discusses how customer centricity is important for business success and increased revenue. It then summarizes Portrait's software suite which includes analytics, outbound marketing, and inbound recommendation tools to optimize customer interactions across channels. The software aims to provide a single customer view, personalized recommendations, and consistent service to improve customer retention and cross-selling.
Presentation given at the FutureCommerce2011 conference in the Bridgewater Hall, Manchester on July 12th 2011.
Conf organised by How Do in conjunction with Manchester Evening News
Uadvantage overview marketing services system of recordMarcus Witte
The document discusses marketing execution services (MES) and how the Uadvantage system provides a complete "system of record" solution. It summarizes that Uadvantage 1) records all inter-company transactions and interactions, 2) provides collaboration and commerce platforms, and 3) manages project specifications, quoting, procurement, and invoicing to support multiple procurement methods. The value proposition is that Uadvantage reduces costs, streamlines processes, speeds cycle time, increases productivity, improves job visibility, and ensures compliance while providing functionality like bidding, reporting, customization, and business intelligence tools.
IBM Collaboration Forum - Lars-Olof AllerhedIBM Sverige
Exceptional Web Experiences and IBM Northstar project
Denna presentation lär dig mera om hur du kan förbättra dialogen med dina kunder med hjälp av IBMs lösningar inom Exceptional Web Experience och Exceptional Customer Experience. IBM:s lösningar kan hjälpa dig att knyta kunderna närmare ditt varumärke, öka kundnöjdheten samt minska kostnader.
Denna presentation hölls vid IBM Collaboration Forum 2011 i Stockholm.
Talare: Lars Olof Allerhed, Collaboration Evangelist, IBM Collaboration Solutions
The document summarizes an international conference on Islamic microfinance in Mauritius organized by the Center of Islamic Banking & Economics. It discusses technology for Islamic finance and whether it is time to invest. The conference will discuss Oracle and Islamic finance, the need to re-architect Islamic banking technology, and the benefits of a re-architected technology platform. It concludes by outlining how a re-architected platform can provide benefits such as being designed for universal banking, end-to-end integration, and regulatory and Shariah compliance.
The BrainYard Webcast - Social Business & Social Analytics - 3/1/12Mark Heid
This webcast presentation discussed how social analytics can help companies better understand customers and improve marketing strategies. It began with an overview of why businesses need to be interactive on social media to keep up with rapidly changing consumer behaviors. The presentation then covered how social analytics can provide insights into customer attributes, preferences, interests and behaviors to improve targeting, personalization and predictive modeling. Specific IBM social analytics products and solutions were demonstrated for monitoring earned, owned and paid social media and integrating insights with traditional marketing and business systems. The webcast concluded with recommendations for companies to capture social data, analyze it and then act on insights by engaging customers through social media marketing and business execution.
Social Analytics - Putting the Science into Social BusinessMark Heid
This webinar discusses how IBM helps companies become more social and interactive businesses through social analytics. It covers how marketing is evolving to focus on customer experience across channels and gaining insights from social media. IBM provides solutions for capturing social data, analyzing it, and taking action to engage customers through owned, paid and earned media. The webinar promotes IBM's vision for an enterprise marketing management suite to optimize the entire marketing process.
IBM can provide a new dimension in computing for financial institutions. (1) Management integration, (2) Multi-platform integration, (3) Stack integration.
This document discusses the benefits of using a closed loop marketing (CLM) approach on iPad and Android tablets. It notes that most physicians are satisfied with iPad detailing and prefer in-person dialogue with reps. Using tablets can increase sales productivity, extend sales calls, and increase trust. The Agnitio CLM platform allows for differentiated messaging, real-time customer profiling, and interactive delivery of personalized messages across multiple channels including tablets. This enhances the customer experience and sales rep effectiveness.
Crown Partners: Achieving Marketing Nirvana - Campaign, Systems and Analytics...Day Software
Achieving Marketing Nirvana: Campaign, Systems and Analytics Integration
Challenged with managing multiple campaigns across multiple systems with disparate analytics? Learn how Crown Partners and their Global 2000 customers have successfully implemented the “5 M’s Methodology” for increased speed to market and improved insight to results while managing the balance between IT and Marketing requirements.
Guy Sulzberger, VP Mid-Market Sales, Crown Partners
Beyond Google Analytics focuses on how marketers need more advanced analytics tools to understand complex customer journeys across multiple digital channels and optimize marketing campaigns. It discusses trends driving this need such as the proliferation of digital platforms, more complex customer behaviors, and the desire to prove marketing ROI. The presentation then covers conversion rate optimization and multi-channel reporting tools that can help increase efficiencies, test design elements, and attribute conversions across touchpoints like SEO, social media, display ads and paid search.
This document discusses strategies for building a customer-centric platform for Vietnamese banks. It covers global banking trends, challenges around growing business, reducing costs, and meeting regulations. It then discusses three key strategies: expanding delivery channels beyond branches and ATMs, innovating products through blended offerings, and integrating customer relationship management with core banking. Mobile banking is highlighted as an emerging dominant channel in Vietnam. A modern, open platform core banking solution is presented as a way to increase agility over legacy systems.
Fiat-Microsoft Day keynote by Mario DerbaMario Derba
Microsoft is partnering with FIAT to help the automotive industry address key issues like costs and regulations through collaboration and connectivity across the value chain. Microsoft will provide integrated platforms and software to help optimize FIAT's functions both within and across different parts of their business. Examples of Microsoft technologies that could help include Windows, Office, and cloud-based solutions to enable information sharing and a digital work environment for FIAT.
CRM Trends: From Multi Channels to Cross ChannelsEinat Shimoni
The document discusses trends in customer relationship management (CRM) from 2009. It notes that CRM is shifting from transactions to interactions and customer experience management. As customers use multiple channels to engage with companies, there is a need for organizations to adopt a holistic multi-channel CRM strategy rather than managing channels separately. However, many companies are not analyzing customer interactions across channels or taking a unified view of the customer experience. Social media is also transforming customers into more vocal participants in conversations about brands and products. The key is for companies to maximize the customer experience through a collaborative, cross-channel approach.
Forrester's Kate Leggett recently blogged about the business benefits of improving the Agent Desktop experience, and I was inspired to add additional color commentary to this as I am currently working with a client who has some significant Agent Desktop challenges. So below is a summary of the Top 6 KPIs and Business Benefits associated with improving your Customer Service Agent's Desktop experience. The 6 KPIs are below:
Improving Agent Handle Time.
Increasing First Call Resolution.
Improving Agent Satisfaction & Turnover.
Improving Training & Ramp Up Time.
Improve Customer Satisfaction.
Increase Revenue.
The document discusses the need for a solution to aggregate and analyze online product reviews in order to provide personalized and trustworthy recommendations that help reduce consumer indecision and returns. It outlines key features of the proposed solution and lessons learned from initial market research, including the importance of consensus and sharing non-technical user experiences. Next steps discussed include further market research and exploring options like algorithm licensing.
The document discusses features of Voxtron Communication Center (VCC), a multi-channel customer interaction solution. Key points include:
1) VCC supports various interaction channels including voice, email, SMS, fax, and web chat to provide self-service and reduce call volumes.
2) Features include advanced routing, remote agent functionality, integrated voice recording, out of the box integrations, powerful dashboards, and an advanced dialer.
3) The solution aims to drive customer advocacy through optimized multi-channel interactions and agent empowerment.
The document summarizes key findings from an IBM study on Chief Marketing Officers. It finds that Benelux CMOs feel more prepared than global peers but underprepared in data handling, social media, and customer alignment. CMOs are also shifting focus to technologies like social media and analytics. By 2015, CMOs expect Net Promoter Score and ROI to be top measures of marketing success.
The analyst session presentation agenda provides an overview of the topics and presenters for the Monday, April 11th meeting. The day will include presentations on helping clients transform for growth, new capabilities for the agile enterprise, a cloud update, and Q&A sessions. There will also be executive 1-1 meetings and a reception in the evening. Marie Wieck will present in the morning on business strategy, results, and customer validation to help clients transform. Beth Smith will then discuss new product capabilities to enable agility, integration, and scalability.
This document discusses specialized marketing services for technology buyers. It begins by noting that technology marketing has become more challenging with outdated contact databases, poor rental list performance, lack of communication discipline, and time to market pressures. It then addresses critical needs of technology vendors such as building sales pipeline, increasing lead quality, expanding marketing portfolios, and increasing cost effectiveness.
The document provides an overview of FeedAbo, a private marketing services company. It details FeedAbo's competence centers, proprietary contact list, pre-built integrations, country-specific teams, and data cleansing processes. Biographies of key management team members are also included. The document concludes by discussing engagement models, the FeedAbo difference regarding their in-
This is the slideset I presented at the Demand Generation Summit in London on November 4th 2008 (sponsored by Banner, Eloqua, Google, MarketOne, BrightTALK)
Presentation given at the FutureCommerce2011 conference in the Bridgewater Hall, Manchester on July 12th 2011.
Conf organised by How Do in conjunction with Manchester Evening News
Uadvantage overview marketing services system of recordMarcus Witte
The document discusses marketing execution services (MES) and how the Uadvantage system provides a complete "system of record" solution. It summarizes that Uadvantage 1) records all inter-company transactions and interactions, 2) provides collaboration and commerce platforms, and 3) manages project specifications, quoting, procurement, and invoicing to support multiple procurement methods. The value proposition is that Uadvantage reduces costs, streamlines processes, speeds cycle time, increases productivity, improves job visibility, and ensures compliance while providing functionality like bidding, reporting, customization, and business intelligence tools.
IBM Collaboration Forum - Lars-Olof AllerhedIBM Sverige
Exceptional Web Experiences and IBM Northstar project
Denna presentation lär dig mera om hur du kan förbättra dialogen med dina kunder med hjälp av IBMs lösningar inom Exceptional Web Experience och Exceptional Customer Experience. IBM:s lösningar kan hjälpa dig att knyta kunderna närmare ditt varumärke, öka kundnöjdheten samt minska kostnader.
Denna presentation hölls vid IBM Collaboration Forum 2011 i Stockholm.
Talare: Lars Olof Allerhed, Collaboration Evangelist, IBM Collaboration Solutions
The document summarizes an international conference on Islamic microfinance in Mauritius organized by the Center of Islamic Banking & Economics. It discusses technology for Islamic finance and whether it is time to invest. The conference will discuss Oracle and Islamic finance, the need to re-architect Islamic banking technology, and the benefits of a re-architected technology platform. It concludes by outlining how a re-architected platform can provide benefits such as being designed for universal banking, end-to-end integration, and regulatory and Shariah compliance.
The BrainYard Webcast - Social Business & Social Analytics - 3/1/12Mark Heid
This webcast presentation discussed how social analytics can help companies better understand customers and improve marketing strategies. It began with an overview of why businesses need to be interactive on social media to keep up with rapidly changing consumer behaviors. The presentation then covered how social analytics can provide insights into customer attributes, preferences, interests and behaviors to improve targeting, personalization and predictive modeling. Specific IBM social analytics products and solutions were demonstrated for monitoring earned, owned and paid social media and integrating insights with traditional marketing and business systems. The webcast concluded with recommendations for companies to capture social data, analyze it and then act on insights by engaging customers through social media marketing and business execution.
Social Analytics - Putting the Science into Social BusinessMark Heid
This webinar discusses how IBM helps companies become more social and interactive businesses through social analytics. It covers how marketing is evolving to focus on customer experience across channels and gaining insights from social media. IBM provides solutions for capturing social data, analyzing it, and taking action to engage customers through owned, paid and earned media. The webinar promotes IBM's vision for an enterprise marketing management suite to optimize the entire marketing process.
IBM can provide a new dimension in computing for financial institutions. (1) Management integration, (2) Multi-platform integration, (3) Stack integration.
This document discusses the benefits of using a closed loop marketing (CLM) approach on iPad and Android tablets. It notes that most physicians are satisfied with iPad detailing and prefer in-person dialogue with reps. Using tablets can increase sales productivity, extend sales calls, and increase trust. The Agnitio CLM platform allows for differentiated messaging, real-time customer profiling, and interactive delivery of personalized messages across multiple channels including tablets. This enhances the customer experience and sales rep effectiveness.
Crown Partners: Achieving Marketing Nirvana - Campaign, Systems and Analytics...Day Software
Achieving Marketing Nirvana: Campaign, Systems and Analytics Integration
Challenged with managing multiple campaigns across multiple systems with disparate analytics? Learn how Crown Partners and their Global 2000 customers have successfully implemented the “5 M’s Methodology” for increased speed to market and improved insight to results while managing the balance between IT and Marketing requirements.
Guy Sulzberger, VP Mid-Market Sales, Crown Partners
Beyond Google Analytics focuses on how marketers need more advanced analytics tools to understand complex customer journeys across multiple digital channels and optimize marketing campaigns. It discusses trends driving this need such as the proliferation of digital platforms, more complex customer behaviors, and the desire to prove marketing ROI. The presentation then covers conversion rate optimization and multi-channel reporting tools that can help increase efficiencies, test design elements, and attribute conversions across touchpoints like SEO, social media, display ads and paid search.
This document discusses strategies for building a customer-centric platform for Vietnamese banks. It covers global banking trends, challenges around growing business, reducing costs, and meeting regulations. It then discusses three key strategies: expanding delivery channels beyond branches and ATMs, innovating products through blended offerings, and integrating customer relationship management with core banking. Mobile banking is highlighted as an emerging dominant channel in Vietnam. A modern, open platform core banking solution is presented as a way to increase agility over legacy systems.
Fiat-Microsoft Day keynote by Mario DerbaMario Derba
Microsoft is partnering with FIAT to help the automotive industry address key issues like costs and regulations through collaboration and connectivity across the value chain. Microsoft will provide integrated platforms and software to help optimize FIAT's functions both within and across different parts of their business. Examples of Microsoft technologies that could help include Windows, Office, and cloud-based solutions to enable information sharing and a digital work environment for FIAT.
CRM Trends: From Multi Channels to Cross ChannelsEinat Shimoni
The document discusses trends in customer relationship management (CRM) from 2009. It notes that CRM is shifting from transactions to interactions and customer experience management. As customers use multiple channels to engage with companies, there is a need for organizations to adopt a holistic multi-channel CRM strategy rather than managing channels separately. However, many companies are not analyzing customer interactions across channels or taking a unified view of the customer experience. Social media is also transforming customers into more vocal participants in conversations about brands and products. The key is for companies to maximize the customer experience through a collaborative, cross-channel approach.
Forrester's Kate Leggett recently blogged about the business benefits of improving the Agent Desktop experience, and I was inspired to add additional color commentary to this as I am currently working with a client who has some significant Agent Desktop challenges. So below is a summary of the Top 6 KPIs and Business Benefits associated with improving your Customer Service Agent's Desktop experience. The 6 KPIs are below:
Improving Agent Handle Time.
Increasing First Call Resolution.
Improving Agent Satisfaction & Turnover.
Improving Training & Ramp Up Time.
Improve Customer Satisfaction.
Increase Revenue.
The document discusses the need for a solution to aggregate and analyze online product reviews in order to provide personalized and trustworthy recommendations that help reduce consumer indecision and returns. It outlines key features of the proposed solution and lessons learned from initial market research, including the importance of consensus and sharing non-technical user experiences. Next steps discussed include further market research and exploring options like algorithm licensing.
The document discusses features of Voxtron Communication Center (VCC), a multi-channel customer interaction solution. Key points include:
1) VCC supports various interaction channels including voice, email, SMS, fax, and web chat to provide self-service and reduce call volumes.
2) Features include advanced routing, remote agent functionality, integrated voice recording, out of the box integrations, powerful dashboards, and an advanced dialer.
3) The solution aims to drive customer advocacy through optimized multi-channel interactions and agent empowerment.
The document summarizes key findings from an IBM study on Chief Marketing Officers. It finds that Benelux CMOs feel more prepared than global peers but underprepared in data handling, social media, and customer alignment. CMOs are also shifting focus to technologies like social media and analytics. By 2015, CMOs expect Net Promoter Score and ROI to be top measures of marketing success.
The analyst session presentation agenda provides an overview of the topics and presenters for the Monday, April 11th meeting. The day will include presentations on helping clients transform for growth, new capabilities for the agile enterprise, a cloud update, and Q&A sessions. There will also be executive 1-1 meetings and a reception in the evening. Marie Wieck will present in the morning on business strategy, results, and customer validation to help clients transform. Beth Smith will then discuss new product capabilities to enable agility, integration, and scalability.
This document discusses specialized marketing services for technology buyers. It begins by noting that technology marketing has become more challenging with outdated contact databases, poor rental list performance, lack of communication discipline, and time to market pressures. It then addresses critical needs of technology vendors such as building sales pipeline, increasing lead quality, expanding marketing portfolios, and increasing cost effectiveness.
The document provides an overview of FeedAbo, a private marketing services company. It details FeedAbo's competence centers, proprietary contact list, pre-built integrations, country-specific teams, and data cleansing processes. Biographies of key management team members are also included. The document concludes by discussing engagement models, the FeedAbo difference regarding their in-
This is the slideset I presented at the Demand Generation Summit in London on November 4th 2008 (sponsored by Banner, Eloqua, Google, MarketOne, BrightTALK)
5 - Making Information Pay 2011 -- KONCZAL, JOHN (Sterling Commerce)bisg
1) The document discusses IBM's Smarter Commerce solutions for optimizing the commerce cycle in publishing through the use of business insights.
2) Smarter Commerce uses insights into customers and partners to drive smarter actions, decisions, and processes across customer engagement, partner/supplier management, and sales channel enablement.
3) The key takeaway is that gathering insights and applying them to commerce dynamically increases revenue and profitability.
ECR Europe Forum ‘08. The moment of truth – putting Category Management into ...ECR Community
Category management is a process that involves analyzing category data to identify opportunities, setting objectives, and developing strategies and tactics to improve sales and profits. It requires moving from isolated projects to an ongoing way of working through continuous analysis, planning, execution and review. Key aspects include developing a joint category plan and KPI dashboard, prioritizing issues, agreeing on objectives and action plans, and regularly reviewing results to refine strategies. The goal is to optimize the "moment of truth" in-store experience and drive customer loyalty.
(1) IBM is promoting the concept of social business, where social media and networking tools are integrated into core business processes.
(2) When implemented properly through aligning goals, gaining trust, engaging users, networking processes, managing reputation and risk, and analyzing data, social business can lead to benefits like increased sales, customer satisfaction, innovation, and knowledge sharing.
(3) IBM provides its own social networking platform called IBM Connections to help companies implement social business practices.
The state of marketing 2012 ibm's global survey of marketers finalChris Wright
We surveyed more than 360 marketing practitioners globally to determine the adoption, market demand, spending and priority of different kinds of marketing solutions.
Delivering Exceptional Web Experiences In a Social WorldLuis Benitez
Becoming a social business it's about connecting your employees, partners, and customers in a human-centered way utilizing the best Web 2.0 technologies out there.
Runner Up: Best Use of Customer InsightB2B Marketing
In July 2011, international IT services company Atos Origin acquired Siemens IT Services and rebranded as Atos. The merger catapulted Atos up from the eleventh to the third IT provider to financial services organisations in Europe. It was a huge opportunity for Atos to target a larger global financial services client base. The resulting prospect campaign combined deep prospect insight, personalised approaches and integrated international execution. It delivered a 350x ROI.
Key takeaways will address the benefits of building sector-specific propositions, developing deep prospect intelligence, and combining data, creative communications and telemarketing in a single joined-up approach.
Presentation by Paul Everett at the B2B awards showcase event, covering the Atos "Power to Perform" lead generation campaign: a small but perfectly formed campaign that delivered 350x ROI. A first experiment with including audio to create a slidecast (recorded on the day and with the intro and conclusion cut hence the abrupt start and finish!).
Soccnx III - The shift towards Social Selling in IBMLetsConnect
Speakers: Stephen Kruger
Our internal sales organisation is moving from a traditional legacy CRM system to a completely new Social based approach. This talk will outline the history, approach and design of this new collaborative based solution.
The document discusses how businesses need to adapt to succeed in today's complex and changing economic environment. It recommends that companies focus on value, exploit opportunities, and act with speed. Additionally, it emphasizes that business partners need to team up and capitalize on hot opportunities like green IT and social networking through ecosystem development. Finally, it provides steps for business partners to get started in establishing leadership, making hard decisions, developing a roadmap, and communicating their plans.
This document discusses strategies for companies to define and execute key relationship strategies to sell more. It recommends companies focus on creating customer value through an optimal contact stream for engagement, call/meeting support, feedback management, and relationship tools. Companies can use Raybec's relationship strategy process, workshop, and tools to plan, execute, manage, and learn about relationships at each stage of the customer lifecycle to improve sales and retention.
Defines the concept of Sales 2.0 from the sales leader’s perspective, separates the reality from the hype, and provides recommendations on how to begin incorporating the best of these emerging tools and practices into your 2010 sales and marketing strategy.
The document discusses how business ecosystems are becoming more instrumented, interconnected, and intelligent due to increasing mobile connectivity and proliferation of channels. It argues that organizations need to challenge traditional business models and urgently manage their channel mix to exploit these trends. The document provides an overview of IBM's social selling capabilities which include discovering customer insights, engaging expertise across organizations, acting on profitable opportunities, and maximizing reach through mobile devices. It describes different starting points for social selling and engaging expertise across organizations.
The workshop focused on best practices for using social media data. Participants discussed challenges like data fragmentation across platforms and metrics. The first presentation provided strategies for gathering comprehensive social data and reporting impact to stakeholders. The second presentation outlined frameworks for social data KPIs, influencer insights, and measuring business impact. Breakout groups then developed KPIs to measure the success of a car launch social media campaign across Europe.
How ECI Telecom Developed a Content-Marketing Program from Concept to Complet...B2B Lead Roundtable
When Michelle Levy, Associate Vice President of Marketing Programs for ECI Telecom, was tasked with marketing an innovative, powerful solution to a varied, broad audience who knew nothing of its value, she responded by developing a comprehensive content-marketing initiative.
Her goal: to make efficient and effective use of time, money and resources. She was impressed by the outcomes - a 79 percent e-mail open rate - and surprised by how the initiative positively impacted the organization’s entire marketing effort.
The document summarizes a proposed 1-day ECM sales training course by AIIM. The course would teach sales reps and partners how to identify sales opportunities, engage customers by offering unique insights, and demonstrate value. The training would include industry research, exercises, and optional ongoing support like deal preparation and case studies. The goal is to help reps meet sales quotas by focusing on business problems rather than just products.
Are you trying to make sense out of this fast-changing marketing automation environment? Or, better yet, are you trying to find ways to deliver on that long-term lead nurturing strategy that you so eloquently sold to your execs last year? Then, join us as we tackle some of the great myths about automated lead nurturing. Using real-world examples
of Pardot in action, you will see how to overcome the hurdles that stand in the way of executing effective automated marketing and offer sage advice to help generate the promised results from your marketing automation system.