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ROI B2B Maximization. Data Driven. Digital Transformation Roadmap

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London conferences 2018: ROI of Data driven digital transformation. B2B Marketing IGNITE

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ROI B2B Maximization. Data Driven. Digital Transformation Roadmap

  1. 1. ROI B2B MaximizationData Driven Digital Transformation Roadmap @KevinSigliano Professor @IEBusiness School / Partner @GoodRebels 1
  2. 2. ConsumerReality Check Companies
  3. 3. B2B Challenges 2018 Powered by Data Driven
  4. 4. 1/2 EMPLOYEE ENGAGEMENT GENERATES 80% CUSTOMER LOYALTY IN B2B. DEMAND METRIC
  5. 5. GARTNER CUSTOMERS WILL MANAGE 80% OF THEIR NEEDS WITH NO HUMANS PROCESSES BY 2020.
  6. 6. KO MARKETING 30% OF PROFITS IS GENERATED BY EXISTING CUSTOMERS.
  7. 7. EMARKETER 55% OF H2H CUSTOMERS WOULD PAY EXTRA TO GUARANTEE A BETTER SERVICE.
  8. 8. DESTINATION CRM REDUCING CHURN BY 5% INCREASES PROFIT BY +100%
  9. 9. Does your company effectively solve all of these B2B challenges? 9
  10. 10. Only 10% of data.
 Ginni Rometty CEO of IBM
  11. 11. Increased Data challenges ahead
  12. 12. Datalakes are the first milestone for all organizations with B2B challenges
  13. 13. Priorities 
 for the next 24 months
  14. 14. B2B Consumer Experience
  15. 15. B2B Omnichannel
  16. 16. AI + Datatech
  17. 17. powered by disruptive innovation Your company needs B2B Digital Transformation
  18. 18. E- Customer Experience - M- New Business Models - O- Operational Efficiency - I- Business Intelligence - Digital Transformation: Key dimensions Digital Transformation must redesign value propositions and generate improved operational efficiency, intelligence, client experience and financial results.
  19. 19. Customer Experience B2B Best Practices of Data Driven Strategy
  20. 20. B2B Best Practices of Data Driven Strategy Business Models
  21. 21. B2B Best Practices of Data Driven Strategy Operational Efficiency
  22. 22. B2B Best Practices of Data Driven Strategy Business Intelligence
  23. 23. Digital Transformation B2B APPs - E - Experience - M - Business Models - O - Operations - I - Intelligence Customer understanding • Always on Digital insights • Social monitoring • Updated Customer journey • Shared Buyer Personas Touch Points • Cross-channel coherence • Customer service integrated with monitoring Sales / Growth • Digital sales channels • Predictive marketing • Streamlined processes Digitally-modified businesses • Product/ service augmentation • Digital transition New Digital Businesses • Digital products/ services • Reshaping org. boundaries • Digital sales channels • Innovation centers Digital globalisation • Enterprise Integration • Redistribution decision authority • Shared digital services Process digitisation • Performance improvement • New organizational workflows Worker enablement • Community knowledge sharing • Broader communication • Digital culture training Performance management • Operational transparency • Data-driven decision making Customer Insights • Social CRM • Proactive monitoring • Incorporate social information Organizational Efficiency • Cross-channel tools • Open communication and KM Measurement • Company-wide DT metrics • Shared (open) dashboards • Metrics tied to CEX
  24. 24. Digital Innovation is ongoing journey
  25. 25. Speed is critical
  26. 26. Scorecard Achieving Results
  27. 27. Digital 360º Business Client Brand Internal Impact Employee | Innovation
  28. 28. The Effective Dynamics RODTO return on objectives RODTi : return on investment
  29. 29. Scorecard
  30. 30. Insights of ROI Data Driven Digital Transformation 30
  31. 31. Data Driven Digital Transformation means ! Growth ! Agility ! Efficiency ! Profits ! Survival.©_Eckes-Granini_Produktion_Labor
  32. 32. ROI Mckinsey Study 2016 84% Sales 75% Productivity 77% Intelligence
  33. 33. ROI University of Bath 2x Profit 10x Consumer Centricity +10% Consumer Satisfaction +20% Productivity +59% Innovation -40% Employee 
 Turnover
  34. 34. ROI drivers
  35. 35. Roadmap L Leadership E Engagement A Architecture R ROI N Net Revenue
  36. 36. EMOI driven E - Customer Experience - M - New Business Models - O - Operational Efficiency - I - Business Intelligence -
  37. 37. Leadership
  38. 38. Employee Engagement
  39. 39. Data & Technology
  40. 40. Scorecard Employee Innovation Productivity Stakeholder Engagement Revenue Growth Profit Collaboration Learning
  41. 41. The ROI of Data Driven Digital TransformationKevin Sigliano 42 Stay Connected @kevinsigliano Professor at @IE Business School ksigliano@faculty.ie.edu 
 
 For more DT ROI cases: goodrebels.com & admira.com

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