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GreyFinn 'Dialogue' Product Overview
Overview

 • Not everyone that visits your website is a potential
   customer, sad but true! So why treat them all the same?

 • What you really want to be able to do is identify those visitors
   that really are prospects and focus on these visitors.

 • Dialogue is a real time website tool suitable for use in all B2B
   and B2C environment, current customers represent the
   following sectors:
   Finance, Insurance, Consulting, Automotive, Legal, Energy, TV
   / Media and many others…
Online

  • Average website conversion > 3%*
  • 2012 online ad spend £4BN+*
  • 52% of digital marketers agree that “the ability to
        personalise content is fundamental to online
        strategy”**

  • Almost no money spent on improving conversion /
        identifying customers – all on driving traffic


* IAB    **Adobe / eConsultancy Research
Buying cycle
 The buying process has changed: adapt your process and technology to ensure
 that your web presence provides an appropriate experience

 What brands/products do
                                                            Consumers gather
 consumers have in mind
                                                            information to narrow
 as they contemplate a
                                                            their choices
 purchase?




                                                            Consumer decides on a
 Consumers tell others
                                                            brand and concludes
 about the product or
                                                            the purchase
 service they bought
GreyFinn 'Dialogue' Product Overview
Dialogue: key benefits

            Increase sales:
            The right sales person talking to the right
            visitor at the right time

            Nurture visitors:
            Identify hot prospects and ‘nurture’ them
            through to conversion

            Enhance analytics:
            Understand who visits your site and the
            type of visitor that converts
Dialogue: key benefits

            Optimise marketing:
            Reduce the sales cycle; focus on those
            activities that deliver customers not traffic

            Proactive engagement:
            Enhance user experience and sales with
            personalised timely engagement

            Improved efficiency: Increase the
            utilisation and cost effectiveness of your
            sales team
Dialogue: key benefits

            Differentiate:
            Provide an enhanced online experience and
            differentiate from your competitors

            Improve customer loyalty:
            Enable cross-selling and up-selling by knowing
            when existing customers are ‘in market’

            Enhance process/systems:
            Fully integrate customer data and ‘dialogue’
            into existing systems and processes
GreyFinn 'Dialogue' Product Overview
Product Overview

 • Simple 4 step process

 • Real time application that makes your website more
   productive and enables you to:
    o Increase sales
    o Be more effective and efficient
    o Provide a better consumer experience
Visitor Data Collection
                Data Collection           Data Augmentation
            •   Browsing behaviour       The harvested data can be
            •   Number of visits         enhanced with additional
            •   Search terms             data sets to strengthen the
            •   Adwords/Banner           visitor profile (and prospect
                referrals                analysis).
            •   Time on site / pages
            •   Marketing campaign       Examples:
                details                  • Credit rating
            •   Geographical             • Social media profile
                information: e.g.        • Address / telephone
                company / country        • Detail from your CRM /
            •   Demographic                 Customer database
                information (existing    • Pretty much anything…
                user)
            •   Returning visitor /
                previous visit details
Analysis and Profiling

                         Rules Engine (examples)
                         •   Specific search terms
                         •   Product specific pages
                         •   Time on site / pages
                         •   Shopping Cart
                             Abandonment
                         •   Product brochure
                             download (but no
                             enquiry)
                         •   Adwords / Banner
                             referrals
                         •   Marketing Campaign
                         •   Company alert watchlist
                         •   Returning visitor
                         •   Existing customer
                         •   Product price / stock level
Visitor Segmentation

          Visitor/Rules
         Matching (examples)
     •    Identification of the
          hottest prospects
     •    Previously identified
          ‘targets’
     •    Existing customers
     •    Those visitors we wish to
          engage
     •    Visitors that may require
          assistance
     •    Those about to ‘abandon’
     •    Prospects we have
          already targeted (via
          on/offline marketing
          etc…)
Visitor Engagement / Intervention

                   Personalised targeted
                    visitor engagement
               •    Appropriate targeted
                    message for that prospect
               •    Alert the right salesperson
                    for that prospect
               •    Supply sales person with
                    full prospect information
               •    Link into CRM system
               •    Link into Contact Centre
                    system
               •    Engage via: live chat /
                    telephone / call back /
                    email
Integration and configuration

  • Installation on your website takes minutes

  • Sales team / contact centre simply require mobile phone and
    internet access (dependent upon contact method)

  • Automated A/B testing implemented to ensure best results

  • Implementation and maintenance of the ‘rules engine’ is a
    fully managed service

  • Data provided to enable subsequent re-targeting
GreyFinn 'Dialogue' Product Overview

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GreyFinn 'Dialogue' Product Overview

  • 2. Overview • Not everyone that visits your website is a potential customer, sad but true! So why treat them all the same? • What you really want to be able to do is identify those visitors that really are prospects and focus on these visitors. • Dialogue is a real time website tool suitable for use in all B2B and B2C environment, current customers represent the following sectors: Finance, Insurance, Consulting, Automotive, Legal, Energy, TV / Media and many others…
  • 3. Online • Average website conversion > 3%* • 2012 online ad spend £4BN+* • 52% of digital marketers agree that “the ability to personalise content is fundamental to online strategy”** • Almost no money spent on improving conversion / identifying customers – all on driving traffic * IAB **Adobe / eConsultancy Research
  • 4. Buying cycle The buying process has changed: adapt your process and technology to ensure that your web presence provides an appropriate experience What brands/products do Consumers gather consumers have in mind information to narrow as they contemplate a their choices purchase? Consumer decides on a Consumers tell others brand and concludes about the product or the purchase service they bought
  • 6. Dialogue: key benefits Increase sales: The right sales person talking to the right visitor at the right time Nurture visitors: Identify hot prospects and ‘nurture’ them through to conversion Enhance analytics: Understand who visits your site and the type of visitor that converts
  • 7. Dialogue: key benefits Optimise marketing: Reduce the sales cycle; focus on those activities that deliver customers not traffic Proactive engagement: Enhance user experience and sales with personalised timely engagement Improved efficiency: Increase the utilisation and cost effectiveness of your sales team
  • 8. Dialogue: key benefits Differentiate: Provide an enhanced online experience and differentiate from your competitors Improve customer loyalty: Enable cross-selling and up-selling by knowing when existing customers are ‘in market’ Enhance process/systems: Fully integrate customer data and ‘dialogue’ into existing systems and processes
  • 10. Product Overview • Simple 4 step process • Real time application that makes your website more productive and enables you to: o Increase sales o Be more effective and efficient o Provide a better consumer experience
  • 11. Visitor Data Collection Data Collection Data Augmentation • Browsing behaviour The harvested data can be • Number of visits enhanced with additional • Search terms data sets to strengthen the • Adwords/Banner visitor profile (and prospect referrals analysis). • Time on site / pages • Marketing campaign Examples: details • Credit rating • Geographical • Social media profile information: e.g. • Address / telephone company / country • Detail from your CRM / • Demographic Customer database information (existing • Pretty much anything… user) • Returning visitor / previous visit details
  • 12. Analysis and Profiling Rules Engine (examples) • Specific search terms • Product specific pages • Time on site / pages • Shopping Cart Abandonment • Product brochure download (but no enquiry) • Adwords / Banner referrals • Marketing Campaign • Company alert watchlist • Returning visitor • Existing customer • Product price / stock level
  • 13. Visitor Segmentation Visitor/Rules Matching (examples) • Identification of the hottest prospects • Previously identified ‘targets’ • Existing customers • Those visitors we wish to engage • Visitors that may require assistance • Those about to ‘abandon’ • Prospects we have already targeted (via on/offline marketing etc…)
  • 14. Visitor Engagement / Intervention Personalised targeted visitor engagement • Appropriate targeted message for that prospect • Alert the right salesperson for that prospect • Supply sales person with full prospect information • Link into CRM system • Link into Contact Centre system • Engage via: live chat / telephone / call back / email
  • 15. Integration and configuration • Installation on your website takes minutes • Sales team / contact centre simply require mobile phone and internet access (dependent upon contact method) • Automated A/B testing implemented to ensure best results • Implementation and maintenance of the ‘rules engine’ is a fully managed service • Data provided to enable subsequent re-targeting