Keith Joeris,

Business Development Consultant – America’s SMB

Field Sales Manager – South US

Thursday, April 13, 2023

Pitney Bowes Software

Overview

Pitney Bowes Software

• Founded in 1965• Acquired by Pitney Bowes, July

2004• Headquarters in Lanham, MD• Nearly 700 global employees, more

than 3,000 customers worldwide• Primarily led by Group 1 Software,

Pitney Bowes achieved $202 million in software revenue in 2006, $219 in 2007

• Recognized as the 128th largest software company in the world in 2007

• Founded in 1986• Acquired by Pitney Bowes

November 2007• Leading global provider of location

intelligence solutions • Headquartered in Troy, NY• 900 employees worldwide, 24

offices worldwide• More than 7,000 global

organizations in an array of industries

• MapInfo achieved $185 million in revenue in 2007

MapInfo Group 1 Software

In April 2008 Group 1 Software and MapInfo merged forces. In January 2009, we established Pitney Bowes Software.

Pitney Bowes Software

• Over 25 years providing software solutions

• Over 1,700 employees worldwide

– Americas – 1,000+

– EMEA – 400+

– Asia Pacific – 300+

• Offices in the Americas, EMEA, Asia Pacific

• Strategic partners and distribution channels in 60 countries worldwide

• Vertical market focus: Insurance, Financial Services, Public Sector,

Communications, Retail/Real Estate/Restaurants, Natural Resources,

and Emerging Markets

• Revenues ~$500M

• Strategic growth component of Pitney Bowes

AmericasInternational

The industries that we enable

Insurance

Utilities

Healthcare

Telecommunications

Financial Services

Retail

Our Capabilities

InsightUnderstanding and predicting customer behavior

DataIntegrating and

enriching individual

customer data

StrategyDeciding and executing on the customer best- next-action

CommunicationsManaging and

connecting the cross-channel customer

dialogue

PBS Capabilities - Data

Data Enhancement• Demographic data• Psychographic data• Social-economic data

Data prep & composition• Data integration• Data cleansing• Data standardization• Identity Relationships• Data profiling

360° Customer View

InsightData

StrategyCommunications

Location Intelligence• Address validation • Address cleansing• Global Geocoding• Tax data• Risk data

PBS Capabilities - Insight

Customer Analytics

• Customer segmentation & targeting

• Propensity to churn and purchase

• Customer lifetime value (CLV) analysis

Campaign Analysis

• Offer management• Uplift modelling• Contact optimization

Location Intelligence

• Target market definitions• Market analysis• Site-locations analysis• Sales and delivery routing• Risk analysis• Territory and tax-area

assignments

InsightData

StrategyCommunications

PBS Capabilities - Strategy

Organization Strategy• Location strategy• Performance Management• Direct marketing• Campaign management

Customer Strategy• Customer strategy and

governance• Offer management• Contact optimization• Real-time decisioning

InsightData

StrategyCommunications

PBS Capabilities - Communication

Multi-channel output• Document composition• Doc archiving/retrieve• Interactive doc comp• Print production mgmt• Mail efficiency

Cross-channel interactions• Campaign management• Customer lifecycle

management • Connected, consistent cross-

channel dialogues• Integrated customer fulfilment• Real-time recommendations• Inbound offer management

InsightData

Strategy

Communications

Profile customersIdentify best customersReach right prospects

Predict risk of churn Identify and address

churn/ defections Preempt with

retention offers

Predict future needsDeliver proactive

service resolutionDecisions for best-next

action

Predict future lifecycle events

Recommend up-sell/ cross-sell offers

Configure account strategies to meet customer needs

Determine best channelReflect customer

preferences

Our solutions enable customer lifecycle management

Result: Maximize Customer Lifetime Value

Acquire > Convert > Serve > Grow > Retain

Pro

fitab

ility

$0

Optimized Customer Lifecycle

Typical Customer Lifecycle

PBS Value

Customer Lifetime

• Acquire profitable customers

• Make customers profitable faster

• Reduce cost to serve and drive margin

• Cross-sell/up-sell and drive revenue

• Reduce number of unprofitable customers

• Focus on retention, loyalty and engagement to drive profitability

Location Intelligence

Data Quality

An

alytics

MD

M

Data Integration

Current Solutions:• Multiple Vendors with

competing, overlapping capabilities

• Too complex

• Too expensive

Pitney Bowes Software Vision:• Single unified

framework

• Insight built on managed data on customer, location and assets

• Simple

• Cost effective

Customer

AssetLocati

on

Delivering the Goods…

12

Spectrum Technology Platform

Working together

What we do:Operational Intelligence Mailing Efficiency/Discounts List Processing/Data Normalization/Duplicate Identification

& Resolution Customer Data Quality Location Intelligence Lat/Long assignment (to rooftop) Spatial Analysis (distance, point in polygon) Mapping Tax jurisdiction assignment Communication Management Document creation (physical/digital) eMessaging (real time messaging) Document storage/retrieval (Vault) EBPP Predictive Analytics Site Selection (where do I put my next store) Direct Consumer Marketing (who is my best customer) 

Who we serve: Field based coverage Serve all verticals/marketsMajor Accounts Reps: Very Large Named Accounts Enterprise Reps: Vertical Based Small number of Named

AccountsTerritory Field Representatives Non-Named Accounts Sell full product suite Medium/Large business

focus Emerging Markets focus  

Working together

 Incremental PBS Value:

• On-demand/SaaS offerings • Address correction/validation• Location Intelligence• Tax Jurisdiction• List Processing/Mail Outsourcing• Visualizing data (turn lists of data into visual experience) 

 What is in it for US Mailing:

• Additional functionality to complete a Solution

• Differentiation to competition• Single vendor solution – no 3rd party

components• Enterprise caliber components

(processing volume) 

Working together

Areas that we have already helped US Mailing:• On-Demand/SaaS Mapping and routing solutions• Geo-coding• High volume data cleansing – Spectrum• On-Demand/SaaS address validation (US, Canada, International• High volume CCM • Marketing Solutions/Data Visualization -Portrait   

Working together

Examples: On-line (pop-up) Address validation

• Send Suite Live handoff to reduce return mail – especially certified• Validate address at point of collection via web app Enhanced email delivery of statements – Plug in to Planet Press • Provide complete statement portal • Intelligent email delivery with receipt upon opening• Complete payment integrations• Internal customer service statement viewing and step by step assistance.

Contact Information

• Keith Joeris – Field Sales Manager – South US– Cell: 830-481-3580

• South Central – Monica Norman– Phone 704.796.7717

• South East - Dave Fogarty – Inside Sales – Phone: 518.285.7127

• My Territory– South US

NM, CO, TX, OK,

KS, MO, AR, LA

TN, MS, AL

GA, SC, FL

We would be happy to help.

Do You Have Any Questions?

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