SlideShare a Scribd company logo
Deborah Weinswig 
Chief Customer Officer
Anne Marie Stephen
Vice President Retail Sales and
Customer Development
Follow the passion

Life gives others lemons, entrepreneurs 
make, market and sell lemonade
Profitect 

The Profitect software solution
uses pattern analytics to identify
revenue reducing activities, and
integrated task management
provides timely, detailed, and
guided actions to resolve the
issue. Improvements to the top
and bottom line are continuously
measured, ensuring
sustainability across the
business. 

iInside 

We help our client measure,
engage and optimize offline
locations with actionable
performance location analytics
derived from in store shopper
behavior measurement and
shopper engagement.
HOW WE GOT HERE
The Journey
DEBORAH
●  1997-1999 - Strategist - Morgan Stanley
●  1999-2002 - Managing Director - Bear Stearns
●  2002-2013 - Managing Director - Citi Group
○  Top II Broadlines analyst from 2003-2013
○  Top II Food and Drug analyst from 2005-2013
●  2013-Present - Profitect
Intro to Tech Sector

●  Scott Friend
●  Guy Yehiav
●  Oracle Retail Strategy Council
●  Annual report ranking who was best and who was worst
from a tech perspective
●  Conference with Bain Retail VC Practice
Wall Street to Silicon Valley
●  October 14, 2013
●  3 Companies asked me to be on their Board of Advisors
○  Profitect
○  Tradestone
○  Rubin Singer
●  Profitect was looking for a Chief Customer Officer
●  Left Citi on October 28, 2013
●  Started with Profitect on October 29, 2013
Why I Chose Profitect 

●  Focused on brick and mortar retailers, in addition to
other retail channels
○  Ensure success
○  Survival of traditional retail channel
●  Work with developers/REITs and help REITS and
retailers
Big vs. Small
●  Moving from a company of 250,000 to a company of ~50
●  A single administrative assist
●  Cost conscious
●  Many remote employees
●  Learning new technology
○  Google Hangout
ANNE MARIE
Early Career 
•  In-Store Boots on Ground Retail 
•  Sales and Management in Luxury and Department Stores
•  Wholesale Side 

SHIFT to Retail Technology nearly 10 years ago
•  Video Technology and Analytics – Not so fancy name then
•  Predictive Analytics
•  Then came MOBILE
Why Mobile and Location Analytics

•  Clients got smarter
o Once clients mastered initial data and driving results questions became
more detailed – what was happening inside the store 
•  Hints that Mobile was growing 
o With the predictive analytics the company was adopting a cross channel
strategy – saw mobile growing
•  Risk and Possibility 
o Took the opportunity join a mobile company, took the risk and knew that
it was the right time and right place
Mobile 

•  Dynamic platform
•  Fluid - moves with customers
•  Mobile adoption rapid pace 
•  Connect with the consumer 
•  Generate lots of data

And I love data…
LEAD THE HORSE 
Be the Expert
Evangelist 
•  They don’t know what they don’t know
•  Not techies
•  Definitely not data scientists

How to sell the value? 
•  You have to create the value
•  Understand their business, speak to their key issues, not all issues
•  Business challenge you are solving 
•  Jason Fried- 37 Signals/Basecamp – Job you are hired to do
1.  Who you are 
2.  What you do 
3.  Why you do it 
4.  Why Should They Care
•  Clear message to the market of
who you are
•  Point of view
•  Business challenge or new
opportunity you are evangelizing

•  How does this help them improve
or optimize
Always keep in mind


They do not know what they do not know
(even if they tell you they do)
•  Tendency to talk tech
o  Need to speak plainly
•  Cool stuff it does
o  Features are good but
Value is where it’s at
•  Clients believe they know
your tech
o  Make sure to clean up
gray areas 
•  New technologies
•  Control your message 
•  Control the scope
•  Start with the easy stuff, show
improvement, then move to
next
Collect	
  Data	
  
Bring	
  together	
  data	
  
to	
  create	
  a	
  profit	
  
hub	
  at	
  a	
  frac5on	
  of	
  
the	
  5me	
  
Get	
  the	
  story	
  
Pa8ern	
  logic	
  automa5cally	
  
iden5fies	
  the	
  “story”	
  from	
  
your	
  data	
  
Take	
  Ac2on	
  
Automated	
  opportunity	
  
delivery	
  with	
  associated	
  
best	
  prac5ces	
  and	
  tasks	
  
ensure	
  consistent	
  
execu5on	
  
•  Measure the current status 
•  Apply your solution 
•  Identify the opportunity 
•  Take Action
•  Measure Results
CHALLENGES 

WHAT YOU MAY BE FACING IN THE REAL
WORLD
Make it Proactive Relationship … Retailers move at a snails pace

•  Increased data and capabilities 
•  Increased stakeholders
•  Increased number decision makers
•  Increases sales cycle
•  Slows down the Revenue Generation
Challenge: Speed up the process 9-12 month sales cycle
WHAT WORKS
What should it look like
Organizational Clarity 
Scalability
Transparency 
Collaborative 
Communication 

PASSION and DESIRE to Go FAST
Deborah Weinswig 
Chief Customer Officer
Anne Marie Stephen
Vice President Retail Sales and
Customer Development
M: 312.613.4434     
O: 714.685.9776 x2006
E: amstephen@iinside.com

@IndoorAnalytics
@AnneMarie_ams
Q & A

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Plug and Play Presentation 021914

  • 1. Deborah Weinswig Chief Customer Officer Anne Marie Stephen Vice President Retail Sales and Customer Development
  • 2. Follow the passion Life gives others lemons, entrepreneurs make, market and sell lemonade
  • 3. Profitect The Profitect software solution uses pattern analytics to identify revenue reducing activities, and integrated task management provides timely, detailed, and guided actions to resolve the issue. Improvements to the top and bottom line are continuously measured, ensuring sustainability across the business. iInside We help our client measure, engage and optimize offline locations with actionable performance location analytics derived from in store shopper behavior measurement and shopper engagement.
  • 4. HOW WE GOT HERE The Journey
  • 6. ●  1997-1999 - Strategist - Morgan Stanley ●  1999-2002 - Managing Director - Bear Stearns ●  2002-2013 - Managing Director - Citi Group ○  Top II Broadlines analyst from 2003-2013 ○  Top II Food and Drug analyst from 2005-2013 ●  2013-Present - Profitect
  • 7. Intro to Tech Sector ●  Scott Friend ●  Guy Yehiav ●  Oracle Retail Strategy Council ●  Annual report ranking who was best and who was worst from a tech perspective ●  Conference with Bain Retail VC Practice
  • 8. Wall Street to Silicon Valley ●  October 14, 2013 ●  3 Companies asked me to be on their Board of Advisors ○  Profitect ○  Tradestone ○  Rubin Singer ●  Profitect was looking for a Chief Customer Officer ●  Left Citi on October 28, 2013 ●  Started with Profitect on October 29, 2013
  • 9. Why I Chose Profitect ●  Focused on brick and mortar retailers, in addition to other retail channels ○  Ensure success ○  Survival of traditional retail channel ●  Work with developers/REITs and help REITS and retailers
  • 10. Big vs. Small ●  Moving from a company of 250,000 to a company of ~50 ●  A single administrative assist ●  Cost conscious ●  Many remote employees ●  Learning new technology ○  Google Hangout
  • 12. Early Career •  In-Store Boots on Ground Retail •  Sales and Management in Luxury and Department Stores •  Wholesale Side SHIFT to Retail Technology nearly 10 years ago •  Video Technology and Analytics – Not so fancy name then •  Predictive Analytics •  Then came MOBILE
  • 13. Why Mobile and Location Analytics •  Clients got smarter o Once clients mastered initial data and driving results questions became more detailed – what was happening inside the store •  Hints that Mobile was growing o With the predictive analytics the company was adopting a cross channel strategy – saw mobile growing •  Risk and Possibility o Took the opportunity join a mobile company, took the risk and knew that it was the right time and right place
  • 14. Mobile •  Dynamic platform •  Fluid - moves with customers •  Mobile adoption rapid pace •  Connect with the consumer •  Generate lots of data And I love data…
  • 15. LEAD THE HORSE Be the Expert
  • 16. Evangelist •  They don’t know what they don’t know •  Not techies •  Definitely not data scientists How to sell the value? •  You have to create the value •  Understand their business, speak to their key issues, not all issues •  Business challenge you are solving •  Jason Fried- 37 Signals/Basecamp – Job you are hired to do
  • 17. 1.  Who you are 2.  What you do 3.  Why you do it 4.  Why Should They Care •  Clear message to the market of who you are •  Point of view •  Business challenge or new opportunity you are evangelizing •  How does this help them improve or optimize
  • 18. Always keep in mind They do not know what they do not know (even if they tell you they do)
  • 19. •  Tendency to talk tech o  Need to speak plainly •  Cool stuff it does o  Features are good but Value is where it’s at •  Clients believe they know your tech o  Make sure to clean up gray areas •  New technologies •  Control your message •  Control the scope •  Start with the easy stuff, show improvement, then move to next
  • 20. Collect  Data   Bring  together  data   to  create  a  profit   hub  at  a  frac5on  of   the  5me   Get  the  story   Pa8ern  logic  automa5cally   iden5fies  the  “story”  from   your  data   Take  Ac2on   Automated  opportunity   delivery  with  associated   best  prac5ces  and  tasks   ensure  consistent   execu5on   •  Measure the current status •  Apply your solution •  Identify the opportunity •  Take Action •  Measure Results
  • 21. CHALLENGES WHAT YOU MAY BE FACING IN THE REAL WORLD
  • 22. Make it Proactive Relationship … Retailers move at a snails pace •  Increased data and capabilities •  Increased stakeholders •  Increased number decision makers •  Increases sales cycle •  Slows down the Revenue Generation Challenge: Speed up the process 9-12 month sales cycle
  • 23. WHAT WORKS What should it look like
  • 24. Organizational Clarity Scalability Transparency Collaborative Communication PASSION and DESIRE to Go FAST
  • 25. Deborah Weinswig Chief Customer Officer Anne Marie Stephen Vice President Retail Sales and Customer Development M: 312.613.4434      O: 714.685.9776 x2006 E: amstephen@iinside.com @IndoorAnalytics @AnneMarie_ams
  • 26. Q & A