drive pipeline, energise customer relationships & boost campaign roi

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  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    Drive*pipeline,*Energise*Customer*relaConships*&*Boost*Campaign*ROI*Are*you*taking*advantage*of*the*hidden*sales*cycle?*

    Kris*Bogaerts*Sales*Lead*MarkeCng*Cloud*Belgium*&*Luxembourg*be.linkedin.com/in/kbogaerts*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    78%*

    57%*

    X50*

    Fragmented*experience*

    Get*frustrated*

    Prevents*them*from*buying*

    *

    Anonymous*research*in*B2B*

    *

    Expected*data*explosion*by*the*year*2020*

    Y>*75*%*is*B2C*data**

    Y*Accenture*research*****Y*Joint*Google*and*CEB*research**Y*IDC*Research******

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    The*empowered*customer*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    Strong individual experience But no scale.

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    Winning*over*the*empowered*customer*requires:*

    MarkeCng*that*feels*like*good*service* Relevant*to*the*individual* In*the*context*of*what*the*customer*is*looking*for*

    at*this*moment* Consistent* OpCmized* Across*channels* To*known*customers* &*unknown*audiences* At*scale*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    Customers*are*willing*to*trade*privacy*for*convenience*with*brands*they*trust*and*respect*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    Enter*the*age*of*big*data*

    By*2020,*Gartner*predicts*data*

    volumes*will*grow*to**20*X*what*they*are*

    today*

    x20$ Gartner!

    75%*of*digital*informaCon*is*generated*by*individuals*

    75%$ IDC!

    On*average,*B2B*buyers*are*57%*through*the*

    purchase*decision*before*engaging*a*supplier*sales*

    rep.*

    57%$ Joint-Google-and-CEB-research!

    Sources:*hbp://panelpicker.sxsw.com/vote/20006*

    hbp://uk.emc.com/about/news/press/2011/20110628Y01.htm*hbp://www.execuCveboard.com/exbdYresources/content/digitalYevoluCon/index.html*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    The*ChaoCc*Ecosystem*Overwhelms*MarkeCng*Strategy*

    Image!source:!Gartner!

    Total$Marke1ng$Tech$Landscape$size$2016:$

    3,874$Vendors$

    (X$2$since$2015)$!

    0!ChiefMarTec!*

    Oracle*ConfidenCal**Internal/Restricted/Highly*Restricted* 9*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* 10*Oracle*ConfidenCal**Restricted*

    Across!anonymous!and!known!channels!

    Know*Your**Customers*Beber*

    Behavior** Preference* Interests*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    Bridging*the*gap*between*Digital*MarkeCng*and*RelaConship*MarkeCng*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    Reading*digital*body*language*involves*knowing*where*each*prospect*has*been*online.*

    Reading*digital*body*language*1. Behaviours*

    2. Preferences*

    3. SenCment*

    4. AcCviCes*

    Source:*hbp://trends.eYstrategyblog.com/2012/09/07/howYsocialYconsumersYseeYitYvsYhowYsocialYmaketersYseeYitYinfographic/3609*

    e6Strategy-Trends!

    While*76%*of**marketers*believe**

    They$know$what$their$consumers$want$in*terms*of*social*media*

    content*and*interacCon,*only*34%*have*actually*asked*those*buyers.*

    76%

    34% 12*ORACLE*ID*GRAPH*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* 13*Oracle*ConfidenCal**Restricted*

    Deliver!customer!centricity!by!providing!markeAng!simplicity!Orchestrate*the*Total*Brand*Experience*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    Katapult$10%

    Companies*that**automate*lead*management*

    and*send*new*content*automaCcally*based*on*digital*body*language*signals*typically*see*a*10%*increase*in*revenue*

    in*just*6Y9*months.*!

    Source:**hbp://blog.katapult.co.uk/inbound/11YreasonsYtoYnurtureYyourYleadsYwithYmarkeCngYautomaCon/*

    Develop*the*content*that*will*abract*their*abenCon*and*send*it*automaCcally*trough*the*channel*of*their*choice*in*a*consistent*and*opCmized*way.*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* 15*Oracle*ConfidenCal**Restricted*

    Because!customer!journeys!are!no!longer!predictable!!Adapt*to*EverYChanging*Customer*ExpectaCons*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Oracle*ConfidenCal**Internal/Restricted/Highly*Restricted* 16*

    Customer*Centricity,*Loyalty,*Predictability*

    Oracle*ConfidenCal**Internal/Restricted/Highly*Restricted* 16*Copyright**2014*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Oracle*ConfidenCal**Internal/Restricted/Highly*Restricted* 16*

    Buying*process*shiming*to*markeCngYdriven*

    MARKETING$ SALES$

    Educa1on$ Ac1ve$Buying$ Closing$

    MarkeCng*plays*criCcal*role*

    Driven*by*Digital*&*AnalyCcs*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* 17*Oracle*ConfidenCal**Restricted*

    ROMI*Y*Accountability*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* Oracle*ConfidenCal*Y*Restricted* 18*

    The*ROI*of*Lead*Scoring*

    79%$of*B2B*marketers*have*NOT*established*lead*scoring.**

    Y*MarkeCngSherpa*Companies*that*get*lead*scoring*right*have*a*

    192%$higher*average*lead*qualificaCon*rate*than*

    those*that*do*not.*

    Y*Aberdeen*Research**

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    Customer*success*Exact$Increases$Sales$Qualified$Leads$by$35%$with$Modern$Marke1ng$

    Challenges$FacilitaCng*campaign*rollout*across*a*growing*number*of*countries,*channels,*and*languages*Measuring*performance*by*Sales*Qualified*Leads*and*MarkeCng*Qualified*Leads*Managing*massive*lead*throughput,*benchmark*markeCng*data,*and*budget*forecasCng**Solu1ons$Campaign*and*lead*management*Sales*enablement*Customer*lifecycle*markeCng**Results$Increased*Sales*Qualified*Leads*by*35%.*Grew*subscripCon*and*conversion*rates*by*1015%.*Improved*collaboraCon*between*central*and*local*teams*in*both*sales*and*markeCng.***

    Mark*Appel:*Global*MarkeCng*Director*Cloud*SoluCons*at*Exact*MARKIES*Winner*2014*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    Benelux*customers*

    20*

    20*EV*Box*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* @alpmimar*#MME15*ImplemenCng********************at*an*Enterprise*Company*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|* 22*Oracle*ConfidenCal**Restricted*

    Accelerate!digital!transformaAon!with!strong!out0of0the0box!tools!Depend*on*a*Proven*Plarorm*

    Experienced*Ready*to*Go* Integrated*

  • Copyright**2016,*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

    Dont*miss*us*at*

    October$20th$2016$$$$13:30$]$14:00:$ExpectaCon*to*expression*Y*Why*markeCng*is*driving*the*Customer*Experience*

    ! Pre]book$your$appointment$with$our$modern$marke1ng$specialists$now$