Innerworkings Pitch - Think Small to Get Big 3-4-13
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Transcript of Innerworkings Pitch - Think Small to Get Big 3-4-13
“Thinking Small to Get Big”
A Revenue Opportunity For
InnerWorkings
Offering
Integrated Marketing Management
“Thinking Small to Get Big”
Purpose of the Meeting
To introduce a new digital service for InnerWorking clients that will:
• Produce an ongoing revenue stream for InnerWorkings
• Match the current stated goals of the company
• Incur no additional marginal expense
• Require no technical knowledge or expertise
• Endear InnerWorkings to it’s current client base
• Provide InnerWorkings the ability to garner new middle market
clients
Major Marketing Trends
Proliferation of New Engagement Channels
Increasing Customer Power
Improving Marketing Performance & Accountability
Evolution of channels and technologies
Improving cross-channel customer interactions
Delivering exceptional “real-time” experiences
More informed customers
Expectations for relevancy and personalization
Increasing control and influence over peers
Increasing accountability for performance
Doing more with less
Linking activities to achieving business objectives
CH
AN
NELS
CU
STO
MER
SP
ER
FO
RM
AN
CE
Researched from 2012 IBM CMO Study
What are CMO’s & Marketers Wants and Needs?
2013E
2007 2008 2009 2010 2011 2012E
2006
1.8 billionmobile devices by 2014
2014E
TabletsSmartphonesLaptopsDesktop
Mobile Revolution
Source: Gartner Research, Smartphone, Tablet, and PC Forecast, December 2011
Next Generation Mobile Devices are Changing How We Access the Web and Print will be an Important Portal
Media Digitalization is HUGE
$76B
65%+
Growth
Growth
An Opportunity that can be achieved through Print Media
7
Background Information
What are CMO’s & Marketers Problems ?
Research provide by … 2012 Aberdeen Group Study
Problem - Launching new campaign initiatives. The options are:
1. Purchasing and Operating legacy MRM Systems for:
2. Employing Campaign Agency for MRM Campaigns 3. Corporate Marketing Dept. will staff up and execute them 4. Outsource to vendors who charge similar to other media
Agenda
Integrated Marketing Management (IMM) as a Service…
1. What is IMM?
2. How does IMM work and why?
3. How Centripetal Media makes IMM available to Middle
Market Clients through Print Service Providers
4. How InnerWorkings can partner with Centripetal Media
What is Integrated Marketing Management
Integrated Marketing Management is when…
“Marketers truly have control of planning, budgeting and spending ……..so they can execute multichannel campaigns that directly tie return on marketing investment to their business results.”
360 Degree View of Customer
Catalog
TV
BlogsBanner Ads
Marketing
Adapter
Search
Call Center
Websites
Adapter
Word of Mouth
Print Direct Mail
Adapter
Social Media
Retail
Print is the trigger spoke in the hub of totally integrated marketing
Integrated Marketing Management ” A Solution Framework Approach”
Marketing Analytics
MiningModeling
Reporting Trending
ProfilingSegmenting
Marketing Operations
Workflow & Rules
Plan Spend
BrandAssets
CampaignDesign
Multi-Channel Campaign Automation
LeadsCampaignAutomation
Source Data
Product/SKU
Inventory
Sales/POS/
Franchise
Supplier
Promotional/Loyalty Data
Strategic Insight and Marketing Processes
Seamless Customer Engagement
CallCenter
Events
Mobile
Channels Customers
Sales
Consumer
Partner
Pre-engineeredConsumer-
centricData
ManagementAssets
Data Warehouse
Consumer
Feedback Loop
Social Media
Web
11
How does Integrated Marketing Management (IMM) work?
IMM helps you get the most out of your marketing efforts by maintaining all content across your organization. Then IMM uses advanced database technologies to continuously deliver the right messages to customers. Here are the major elements of Integrated Marketing Management………
Campaign Mgt. & Digital Marketing
Marketing Analytics
Marketing Operations
Marketing Operations
Customer Engagement
Real-time Interactions
Customers
Customers
Review and Revise Plan
Finance and Planning
Campaign Planning
Create Content
Approve Content
Produce Content
Gain 100%, real-time visibility into the companies marketing spend
Media, Digital Content and Collateral(see next slide)Marketing Operations
Reduce turnaround time for reviews by 50%
Marketing OperationsMarketing Operations gives your marketing teams the tools to automate the finance, planning and creation of timely, relevant campaigns for their customers and prospects.
Media, Digital Content and Collateral
Customer Data Warehouse
Analytics
Email Deliverability
Real-time Decisioning
Dialogue
Segmentation
Data Mining
Campaign Execution
43% US retail sales influenced by the web
Campaign Management & Digital MarketingReach customers using online and offline channels that are most convenient for them, including social networks, web and email.
Achieve 40-75% response rates
Inbound marketing attains 10x higher conversion rates than outbound marketing
Mobile/SMS
Web, Socialand Email
BroadcastMedia
Live Event
CallCenter
Retail
CustomersEngage with your customers using the right message at the right time, buildingrelationships by creating the best possible experience.
Real-time interactions
Customer Engagement
Real-time interactions
Confirmed first year ROI > 700%
Reconcile and Optimize Customer Engagement Spending
Marketing AnalyticsMaintain a broader view into how and where your marketing budget is beingutilized. IMM delivers the ability to adjust activities in-flight if necessary.
Measuring Campaign Performance via Analytics
Why an Integrated Marketing Management (IMM) approach?
The closed-loop framework of IMM provides improved manageability, better accountability and higher ROMI.
Marketing Operations
Customers3
Marketing Analytics
4
Review andRevise Plan
Finance and Planning
Campaign Planning
Create Content
Approve Content Produce
Content
Marketing Operations1
Campaign Management & Digital Marketing
2
Media, Digital Content and Collateral
Call Center
Live Event
BroadcastMedia
Web, Socialand Email
Mobile/SMS
Reconcile andOptimize Spending
CustomerEngagement
CustomerData Warehouse
Data Mining
Analytics
Segmentation
Dialogue
Email Deliverability
Real-timeDecisioning
Real-timeInteractions
Retail
18
Illustration of IMM
Connect to a Slide Presentation
WWW.__________.com
Link to Lyrus Demo Slides…… possibly their live demo…..
19
Centripetal makes Integrated Marketing Management available
‘As a Service’ through Print Service Providers
Integrated Marketing Management (IMM) as a Service…
“The Value Proposition” - Should be delivered by a PSP’s?
“The Customers Problem” - Repairing a Fragmented Customer Experience
“The Customers Solution” - Moving toward a more integrated experience
Yes, your Account Team can understand how to sell this solution
#1 Cloud platform for employee social apps (IDC)
Automate and extend your business
Proven with 100,000+ customers
400% productivity improvement
108% ROI
http://www.ustream.tv/recorded/21122644
Guided Selling App for Your Sales Team
Extend
Start demo at 50:10
21
Guided Selling for Inner Workings Reps.
InnerWorkings Client Engagement Process:
1. Consultation and Analysis of client needs
2. Outline Proposed Marketing Process
3. Initial Client Engagement and Develop Formal Plan
4. Review Plan with Client for Approval
5. Signing Agreement
6. Installation, Training and Operations
Summary
Why should InnerWorkings Partner to Provide Services
• Print Service Providers are natural channels for enabling Integrated Marketing Management
• Print Service Providers need to protect and build upon their existing client investment
• Centripetal Media is built to allow Print Service Providers to improve their revenue and margin by offering Integrated Marketing Management to their clients
23
How to Partner with Centripetal
The Pricing Package Package and
Contract Pricing
Engagement Agreement
Your Customers are already exploring alternatives
Contact:
Centripetal MediaDavid Motheral Jr. [email protected]
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