This document provides an overview of LBi's CRM services. It discusses LBi's history and growth in the CRM sector since 2008. It also outlines the types of CRM services offered, including retention strategies, loyalty programs, social CRM, multi-channel strategies, and technology selection. Case studies and client examples are also mentioned.
27. Whilst vendor-neutral, we have developed partnerships
with industry-leading CRM & Social CRM companies
We offer our clients a comprehensive suite of SaaS and
on premise solutions, including:
We have experience with a variety of ESPs, including:
58. HISTORY YEAR-ON-YEAR GROWTH WHAT’S NEXT
2008 saw LBi formalise its CRM offering CRM ascended most clients’ agendas in 2011 saw CRM continued growth
in response to a growing demand from 2009, with the recession reminding globally: driving broader client
both existing and new clients to create companies that understanding and penetration across our key markets. New
more effective ways to manage and managing profitable customer clients included Volvo in Sweden (My
facilitate conversations and profitable relationships is a business priority. Volvo), Sony Ericsson Xperia (Social CRM
relationships between consumers and programme), Coca-Cola (customer
“CRM offers a level of accountability
their brands. engagement platform), Americans Elect
favoured by clients when marketing
and Bayer Crop Science (full service CRM
2009 saw our CRM capability go from budgets are squeezed and greater focus
programmes), Lloyds Bank 2012
strength to strength; winning new is placed on accountability and return on
Trackside (eCRM programme).
clients such as BT Tradespace and Barratt investment. “
Developments, developing existing client We saw our first CRM award wins for
2010 saw continued, rapid growth of our
accounts like Electrolux, bringing new Hendrick’s Gin social CRM programme,
CRM capability globally: trebling the
talent into the team, and developing a continued interest from clients in
team, developing our IP and working
significant pipeline of opportunities outsourcing operational management of
with new clients such as Invesco
going into 2010. their CRM programmes as well as
Perpetual, Royal Bank of Scotland, Lloyds
providing CRM and Social CRM solutions.
Banking Group, Bristol Meyers Squibb,
Johnson & Johnson, Zwistal, Coca Cola, 2012 has seen CRM reach a new level of
William Grant & Sons, SABMiller and maturity in the UK – no longer a “service
Aldar Properties. extension” but a key part of our strategic
capability. The benefits of blended
Typical business challenges and briefs
Customer Strategy demonstrated on
included developing customer retention
client accounts like Virgin Atlantic,
and engagement strategies, optimising
Barclays, Logica and Coca-Cola.
existing lifecycle programmes, creating
loyalty programmes (brand loyalty vs.
reward point schemes) and deploying
social CRM programmes focused on
building and mobilising brand advocates.
Pipa Unsworth
Global Head of CRM
LBi London
146 Brick Lane
London
E1 6RU
60. About LBi CRM
Click Unsworth
Pipa to edit Master text styles
Global Head of CRM
Pipa.Unsworth@LBi.com
@Peepa
61. Type Service Description
Retaining a customer is on average 8x cheaper than acquiring one.
Deliverable Retention Strategy
Retention strategy devises ways to motivate repeat purchase.
Loyalty programs are structured marketing efforts that reward, and
Deliverable Loyalty Strategy
therefore encourage, loyal buying behaviour.
CRM, evolved. Business functions enabled by a systems and
Deliverable Social CRM
technology, designed to improve customer responsiveness.
CRM technology Identifying the right technology solution to maximise ROI tailored
Deliverable
strategy to fit different business models and departmental organisation
Multi-channel Evaluating the customer experience to map out touch points and
Deliverable
strategy define the right channels to affect customer behaviour.
A series of coordinated activities designed to enhance the level of
Deliverable Customer service
customer satisfaction with a company, product or service.
Deliverable Email
Effective design of direct communications, technologies and
Deliverable Mobile messaging automation to deliver against a variety of business objectives in
making the customer’s experience more seamless.
Social direct
Deliverable
messaging
62. Type Service Description
Integrating social Helping clients define the business case for extending customer
Plug-in
customer care care into social media, platforms, governance and stakeholders.
What’s Next? Helping clients define the commercial case for more innovative
Plug-in
Customer workshop customer comms through brand immersion and workshop
Customer
Plug-in A process to audit, implement and optimise email communications
experience email
that improve ROI and customer satisfaction
optimisation
Defining the role for CRM and high level strategic roadmap through
IP CRM Discovery
analysis of intelligence gathering and stakeholder interviews.
Capabilities A diagnostic tool that defines the business’s CRM maturity model –
IP
Assessment Strategy; Customer data; Technology; Marketing; Sales; Services
A technology vendor selection process that addresses different
IP Technology Audit
types and scales of customer management implementation.
A multi-disciplinary workshop process to help explore, refine and
IP Visioning Workshop
define the CRM vision under one umbrella platform
Customer A comms planning tool to help design the desired customer
IP
Experience Map experience across relevant customer touch points in their lifecycle
Roadmap & Project Frameworks and documentation to guide the project from
IP
charters definition through to implementation and version control.
63. Type Service Description
Data Quality An audit process to help businesses understand and improve the
Deliverable
(Audit & Advisory) robustness of their data practices and storage
Data Capture The desired state of data capture, form design, data planning and
Deliverable
Strategy management, data analysis to derive data quality
Customer Journey Analysis of platforms, communications, interactions and messages
Deliverable
analysis to identify gaps, breaks and opportunities for improved efficiency
Customer Analysis of research and big data to develop multipurpose
Deliverable
Segmentation segmentation that identify distinct target customer groups
Multi-channel A three step process to help businesses comply with the latest EU
Plug-in
Data Compliance legislation across cookies, contact and data collection permissions.
Dovetails with the Customer Experience Map to design
IP Touchpoint plan
interactions, decisions, timings, frequencies and key messages.
CRM scenarios &
IP Visualising the touchpoint plan from a customer’s point-of-view
storyboards
Business & contact Defining the business, customer and contact criteria / constraints
IP
rules that underpin the CRM or direct communications architecture
Creative & action What’s next briefs are informed by the touch point plan or individual
IP
briefs comms and campaign briefs to create the compelling propositions
Key Messages A framework to organise and review multiple key messages,
IP
matrix propositions and calls-to-action / response handling
64. Type Service Description
Data Cleansing Process to ensure data is accurate, consistent and without
Deliverable
(Enrichment) duplicate copies for purpose of customer intelligence.
Communications and data initiatives to effectively convert
Deliverable Lead Generation
customer interest into a prospect pool for direct communication
Programme Focusing on the quality of inputs/outputs alongside the technology
Deliverable
Management platform to optimise customer responsiveness across channels
Community Ongoing management and mediation of the customer service
Deliverable
Management experience through social media platforms and networks
Branded platform A mobile optimised solution for recruiting and engaging customers
Plug-in
Mobile sampling to trial a new product or service
Automated
A process to audit, implement and optimise email communications
Plug-in Ecommerce
that drive relevant x-sell and upsell opportunities
Repurchase triggers
IP KPI framework A bespoke measurement framework
IP Mechanics design Programme governance, response and redemption handling
Test & learn A comprehensive suite of effectiveness test parameters based on
IP
framework appropriate proving or disproving quantifiable hypotheses
Measurement solutions that are able to aggregate and analyse
IP Dashboard analytics
multiple data streams to inform effectiveness and optimisation
Optimisation can be achieved through pre-testing (Beta), live-
IP Optimisation tactics
testing (in-flight) and post (sunset) e.g. A/B and Multivariate tests
65. Type Service Description
This service is available as consultancy only solution through to full
Deliverable Vendor evaluation pitch support including the management of a full RFP, shortlisting
and selection
Database Gathering and specifying business and technical requirements to
Deliverable
development inform the development and implementation of bespoke databases
Campaign An end-to-end solution, providing users with a database platform
Deliverable
management and suite of software tools to enable ongoing campaign provision
Software platforms designed to assist departments and
Deliverable Automation organizations in simplifying processes by automating repetitive
tasks or where there are a significant number of variants
Whilst vendor-neutral, we have developed partnerships with
IP Partnerships industry-leading CRM & Social CRM companies and experience with
most leading ESPs
Hinweis der Redaktion
CRM remains a fundamental business process……which must openly address customer goals via social channels.
A fundamental goal of customer strategy is switch prospects into customers efficiently, minimising attrition From a mass audience who might not be in-market at the time, but might have an interest in brand stories
Valuable content (useful, entertaining etc.) drives positive engagement, conversation and sharing across a mass audiencePositive sentiment helps to translate consideration into serious consideration and conversion amongst prospectsCustomers will feel validated in their own purchase and brand decisions
Understanding what drives your particular audience to create, contribute or spectate in social mediashould inspire every strategy Unlocking the value exchange means creating and distributing content that fulfils these five criteria
Creating a compelling customer experience ‘closes the loop’Delivering on promises is a platform for lasting relationships across repurchase, loyalty and advocacyEnabling customers to share their experiences has a tangible impact on the perception of prospects and audiences within the mass market
Customer Strategy organises a multitude of challenges against 5 core objectivesExamples if needed…1Attract customers - Lead generation;Recruitment;Data capture;Memberships;Product trial;Promotions / Couponing2 Improve the customer’s experience – Registrations; Assisted sale;Inbox-delivery;Open & click-rates;Conversion-rates;Reduce bounce-rate / unsubscribes3Keep current customers, reduce churn – Repurchase; Retention / churn reduction ;Loyalty / programmes;Promoters / recommendations;Advocacy / agents4 Offer new products and services - Cross-sell & upsell;Keep Warm;Welcome;Win back;Product bundling / service extension;Customer co-creation strategies5 Improve customer profitability - Sales conversion;Direct To Customer;E-commerce / f-commerce / m-commerce;Reduce marketing costs;Reduce cost-to-serve;Reduce Call Centre volumes
It is up to 8 times cheaper to retain an existing customer than acquire a new one…and now your existing customers are you most efficient means to entice new customers
The information age has transformed the way in which brands seek to strengthen their customer relationshipsWe have already detailed the role of community, peer-to-peer and content in the mass market
Traditional lead management approaches have adapted due to the ‘socially-infused’ purchase funnelBusinesses are increasingly able to embed new functions into their digital platforms to make them reactive, in real-time, to customer behavior in whichever digital platform or device they use
Control of the conversation has shifted in favor of the customerSmart brands have enabled these conversations to happen and coalesce from recommendations through to collaborative research and development
And “the internet of things” means all these interactions can become connected
CRM has had to evolve because of three driving trendsScreens and pervasive media (that connect on and offline experiences)Social media and earned reachBig data and storage in the cloud
Bringing it all together…What we want is positive influence and advocacy at every step, not as a separate step or as an endgame
The changing media landscape means changing customer dataEmploying ‘big data’ effectively helps brands to address their communities of influence as oneThe top journey illustrates a customer’s journey, the bottom the journey from mass market to brand advocate. We want to identify ways to bring them together.To facilitate this ideal means building and consolidating customer data over time, unlocking customer value in three phases.
Our role is to help clients pivot around their customers in the Information Age – from promise to proof.This doesn’t necessarily mean new thinking for new channels, because old promises of outstanding service and value remain as compelling to customers as ever.
1 It’s tempting for brands to be everything to everyone and always-on – relevance through value exchange is imperative2 People will give permission to share more of their data via more touch points if there is a clear reason-to-believe
3 Businesses need proof in order to grow and embed customer strategies4 Identifying a portfolio of triggers from ‘easy’ to ‘hard’ improves responsiveness of customer behaviour. It builds consistency around a ‘single customer view’
5 Companies don’t need state of the art tools and huge volumes of customer data to start building better relationships6 Harnessing habitual behaviour as a true measure of loyalty
7 Delivering best practise through one channel be it desktop, mobile, email or social8 Integration across the right blend of channels to match customer behaviours and routines
“In this age, companies that thrive are those that tilt their budgets toward customer knowledge and relationships.” Forrester, 2011
Results for RBS:A CRM strategy was fully developed that centralised all RBS investor interactions from multiple data sources, gave a single view of the investor and allowed a structured approach to communicationsThis enhanced the relevancy and proactivity of all communications across multiple channels and Departments
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