Optimizing Lead to Customer Process

The Changing World Of Marketing & Sales

Challenges in Sales & Marketing

External Sales & Marketing are dealing with big changes in the shift from

traditional channels to digital channels

More customer awareness due to enormous available information on internet

Customers are using social media channels to evaluate companies, brands and products

Internal Sales & Marketing have frequent conflicts and compete over

resources

Sales is notorious for claiming that leads produced by Marketing are useless

Marketing is notorious for not understanding the individual customer

In 80% of the cases, Marketing and Sales work against each other

Challenges in Sales & Marketing

Traditional Sales & Marketing

Common workflow in Marketing and Sales: Marketing moves Leads

to Sales without qualification

80% of Sales Calls show that Leads are not sales ready

As a consequence collaboration between Marketing and Sales fails

This situation applies to 80-90% of B2B companies

Modern Sales & Marketing

Common workflow in Marketing and Sales: Leads are in control of

what information they receive and how

Leads have more access to information through Internet

Leads need to be nurtured

Use Online Marketing methods: SEO, Pay per click, Blogging, Buzz Marketing and Analytics

About Bizzmaxx

Bizzmaxx

Bizzmaxx

Marketing Service Provider located in Rotterdam, NL and specialized in Digital Marketing, Real-time Marketing, Business Analytics and Marketing & Sales Alignment

History: Started 2012 Q1 in generic Business Intelligence staffing – business model not rewarding – changed to current model 2012 Q3

Expertise: Focused around Sales Funnel Improvement such as Database Marketers and Business Analysts. Associates are freelance certified professionals for consulting, implementation and execution

Offerings: Digital Marketing, Real-time Marketing, Business Analytics and Marketing & Sales Alignment

Delivery model both in the Cloud and On-Premise

Business Partner IBM: Marketing Center and SPSS

Core Offerings

Core Offerings

Digital Marketing – Focus on broaden your Online Exposure and support Top-line Growth

Combination of Real-time Marketing and Business Analytics – IBM Marketing Center

Business Analytics – Focus on customer insight based on data and statistics

Real-time Marketing – Focus on productivity: more leads, more prospects and more new customers

Marketing & Sales Alignment – Focus on integration: Marketing and Sales Goals, Execution and Results

Combination of the above turns your company into a commercial powerhouse

Target Audience

Target Audience

C-Level Managers Business Development

Marketing

Sales

Services

Market Segments E-Commerce and Retail

Finance

Telecom

Multinationals with the European headquarters in the Benelux

Company Size E-Commerce, Retail and Telecom between # 200 and # 2,000 FTE

Finance and Multinationals bigger than # 2,000 FTE

Positioning Statement

Positioning Statement

For Marketing & Sales Managers in large and midsized companies in e-Commerce, Finance, Retail, Telecom and Multinationals with European HQ in the Benelux

Who need to improve Online Exposure , Visitor-to-Client Conversion, Customer Insight and Marketing & Sales Cooperation

BIzzmaxx’s Digital Marketing, Marketing Automation and Marketing & Sales Alignment Capabilities

Are Marketing & Sales Improvement services

That Provide better Leads and Customers, Synchronization with your Business Strategy and Access to Multiple Online Communities.

Unlike other Service Providers

Bizzmaxx focuses entirely on improving your Marketing & Sales Funnel and the Results that come with it

Unique Value Proposition

Unique Value Proposition

Compelling reason to buy Bizzmaxx focuses entirely on improving your

Marketing & Sales Funnel Bizzmaxx combines Innovative Technology with

certified Skills in Marketing and Business Analytics Bizzmaxx focuses on tangible and intangible results

for Clients

Tangible Results Productivity: Cost reduction in Marketing and IT staff

can add up to 30% per year Insight: You will focus on the right customer at the

right time in less than six months

Non-tangible Results Aligned Marketing & Sales will run like a commercial

powerhouse Time-to-Market is NOW, Digital Marketing, Real-time

Marketing and Business Analytics are very important components for your competitive strength

How Can Bizzmaxx Help You?

Digital Marketing Plan

Digital Marketing Plan

Main Challenge – You lack Online Exposure and are therefore missing out on Leads and New Clients

Solution: Our Six-step Digital Marketing Plan Current Situation – where are you right now? Goals – what do you want to achieve? Strategy – how do you get there? Tactics – how exactly do you get there? Actions – who does what and when? Metrics – how do you monitor performance?

We focus on results Our baseline is meeting your goals If we exceed your goals, we like to share a

percentage of your profits If we do not reach your goals, part of your

investment will be reimbursed

Generating New Business

Solution For Generating New Business

Solution For Generating New Business

Marketing Automation and Business Analytics IBM Marketing Center - Cloud-based, all-in-

one solution combining customer analytics with real-time marketing

Customer Analytics & Real-time Marketing – Combines web/digital/mobile analytics with real-time marketing execution

Visitor Data Tracking – Draws on all the digital analytics data that visitors provide

Personalized Marketing – Incorporates analytical insight directly into easy-to-use targeting features

Marketing & Analytics – Can provide excellent marketing and analytics capabilities now and in the future

IBM Marketing Center – Who does what?

IBM Marketing Center

IBM Marketing Center

Cloud-based, all-in-one solution combining customer analytics with real-time marketing

IBM® Marketing Center is a new software as a service (SaaS) module in IBM’s Enterprise Marketing Management (EMM) suite. It expands IBM EMM’s Digital Marketing Optimization solution with additional marketing execution capabilities, combining digital marketing analytics, A/B testing, email marketing, site personalization, and more, in one intuitive real-time marketing application. IBM Marketing Center primarily uses digital analytics data as input, while enabling clients to import offline customer and sales data as needed. The product is available since September 2012.

IBM Marketing Center

Combines web/digital/mobile analytics data with real-time marketing execution. Features include A/B testing, email marketing, site personalization, and more, all in one intuitive real-time marketing application

Draws on all the digital analytics data that visitors provide. Uses data derived from visitors’ online experiences while enabling clients to import additional offline data as needed

Incorporates the analytical insight directly into easy-to-use targeting features. Allows for a personalized approach for marketing communications tailored to individuals

Can provide excellent marketing and analytics capabilities now and in the future. Customers who start with this module on a standalone basis can later expand their solution

Customer Analytics & Real-time Marketing

Customer Analytics & Real-time Marketing

Combines web/digital/mobile analytics with real-time marketing execution Marketers can carry out, analyze, and

optimize targeted, real-time site personalization and email marketing programs without burdening technical resources

They can also create and export target lists for integration with other channels or programs, using IBM Marketing Center

Saves effort and eliminates human error by using built-in automated tracking and analytics

Increases website success with automated A/B testing

Visitor Data Tracking

Visitor Data Tracking

Draws on all the digital analytics data that visitors provide

Provides digital profiles, tracking and storing a customer’s complete digital interaction history

Enables importing additional customer, marketing, and offline business data to augment the digital profile

Can be used as a standalone or with Coremetrics Web Analytics

No additional tagging is required for existing IBM Coremetrics customers. Automatically tags impressions and clicks in emails and site personalization for analytics

Personalized Marketing

Personalized Marketing

Incorporates analytical insight directly into easy-to-use targeting features Delivers marketing communications designed for

each customer as an individual, that will be more relevant, compelling — and far more successful

Provides everything needed so that users can define personalized marketing communications without burdening IT

Enables managing campaigns with fine-grained controls, for example to avoid contact fatigue or set campaign precedence when customers are candidates for multiple communications. Digital assets can be managed within the application and delivered with high performance by means of a Content Delivery Network

Marketing & Analytics

Marketing & Analytics

Can provide excellent marketing and analytics capabilities now and in the future Existing and prospective IBM Digital Marketing Optimization

Solution customers will gain additional marketing execution capabilities by adding this module.

The solution is expandable to the complete IBM Marketing Interaction Optimization Solution by adding additional product modules from IBM’s EMM suite

Reduces the IT cost, complexity and delay previously required to integrate digital analytics, email, and site personalization. Analysis, targeting, personalization, and execution are all available through one intuitive SaaS application.

Complements existing web analytics solutions – with no retagging needed in the case of Coremetrics customers

IBM Marketing Center

Who does what? IBM provides all Technology aspects around

Marketing Center such as the Cloud-based software solution and the helpdesk. The Client will sign an agreement with IBM.

Bizzmaxx provides Expertise and Skills around Marketing Center such as Database Marketers and Business Analysts. We will gradually transfer knowledge about Marketing Center to Client’s employees. The Client will sign an agreement with Bizzmaxx.

Together we provide the entire solution to help you improve your Marketing & Sales performance and become more competitive

Marketing & Sales Alignment

Marketing & Sales Alignment

Main Challenge – The communication gap between Sales and Marketing – with each team working in a silo

Solution: Our Eight-step Marketing & Sales Alignment Involve Sales from the start of each campaign Make sure that Sales and Marketing speak a common language Create a single set of goals for both teams Make sure that Marketing understands how Sales is rewarded Attend each other’s meetings Give Marketing access to sales tools Make sure your reporting structures collaboration Look after the relationship

We focus on results Our baseline is meeting your goals If we exceed your goals, we like to share a percentage of your profits If we do not reach your goals, part of your investment will be

reimbursed

Mobile Surveys

Mobile Surveys

Main Challenge – You lack Real-time Customer Intelligence and need an efficient and effective App to improve Knowledge, Productivity and Insight

Applications Tradeshows, Associations Market & Field Research Retail, Customer Satisfaction Real-time Conference Feedback And Many More

Your Benefits Surveys disclose Knowledge your Marketing and Sales Team

would be unable to uncover More Productivity and Insight, Less Errors More Insight regarding each individual Prospect or Customer Lower Total Cost of Ownership (TCO) on Customer

Intelligence

Where Can You Reach Bizzmaxx?

errol.vanengelen@bizzmaxx.nl bizzmaxx.com linked.com/company/bizzmaxx twitter.com/bizzmaxx_eu youtube.com/user/BizzmaxxTV?feature=mhee +31 10 413 44 34 +31 6 15 890 800

Optimizing Lead to Customer Process