drive pipeline, energise customer relationships & boost campaign roi

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*


•  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******


The*empowered*customer*


Strong individual experience… But no scale.


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*


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


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*


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*


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


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*


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


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.*


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*


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**


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*10–15%.*Improved*collaboraCon*between*central*and*local*teams*in*both*sales*and*markeCng.***

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


Benelux*customers*

20*

20*EV*Box*


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

Experienced*Ready*to*Go* Integrated*


Don’t*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$

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