3. The leading marketing innovator in the
Nordics
500
MILLION
Customer
interactions
delivered
49%
GROWTH
Annually during
last five years
Working on Sales-
Driven marketing
160.000
HOURS
In strategy, content,
advertising, data, and
technology
75
PEOPLE
15. The Sales Robot
Blueprint
Tracks & scores
customer behavior
Does not run on
coffeine
Has a briefcase full of
engagement tactics
Triggers personal
dialog with
customers at the
right moment
Focuses only on
relevant opportunities
Helps sales people
to close more deals TM
16.
17. The goal is customer lifecycle management...
€
SUSPECT LEAD CUSTOMER
CUSTOMER LIFECYCLE MANAGEMENTLEAD GENERATION
Direct
Mail
LEAD MANAGEMENT
Social
Media
Advertising
Content
Download
Nurturing 1
Nurturing 2
Nurturing N
Search
Dialogue A
Dialogue B
Dialogue C
Dialogue N
Trigger 1
Trigger 2
Trigger 3
Trigger N
24. A new way of organizing
25
CMO
Online Events Products
CMO
Demand gen
& nurturing
Analytics &
technology
Customer
experience
vs.
25. Why
do we need it?
What
is it?
How
to make it work?
1 2 3
• Digitalization
• Data
• Cloud & APIs
• Filling the funnel
• Up- and cross-
selling
• Churn management
• From projects to process
• Scalability
• Growth hacking
Hinweis der Redaktion
B2B alkaa muistuttamaan B2C-maailmaa jne kaikki tietää tämän
Dataa generoituu valtavasti
Internet of things tulee kasvattam
aan datan määrää entisestään erityisesti B2B:ssä
Ciscon mittari yli 15 miljardia ihmistä, prosessia ja asiaa kytkettynä verkkoon. Tulee olemaan yli 20 miljardia by end of next year.
Tältä asiakkaan polku näyttää tällä hetkellä, dataa on mutta kukaan ei tee mitään
Pilvi tuo palvelut kaikkialle
API:t mahdollistaa kaiken yhdistämisen
API:t korvaa middle managementin
Joten myyjien määrä vähenee
Mitä Sales robot ei ole: Cybernetic organism with living tissue over metal endoskeleton
It’s not an AI that eventually turns out be bad for humans – yet at least
These are my two favorite shapes when it comes to consulting
Some people claim that the funnel metaphor is dead – but they don’t see the point: it’s still a numbers game and you’ll always have a funnel
But what is important is the shape of the funnel – and that’s something for the sales robot
It helps to fill the funnel from the top and it helps to narrow it down from the middle – sales people focus only on the relevant leads
Finally the customers end up from the funnel to the customer base – which is almost always a sort of pyramid
Organisaatiot muuttuvat
KPIt muuttuvat Amrkkinoijan mittareissa on kuinka paljon pipelineä se on tuottanut
Organisaatiot muuttuvat
KPIt muuttuvat Amrkkinoijan mittareissa on kuinka paljon pipelineä se on tuottanut