Closing With CoffeeEnergizing and Engaging Target Accounts

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Glengarry Glen Ross

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Put That Coffee Down!

Coffee is for closers.

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Pick That Coffee Up!

Customers: “Domo is like my morning coffee.”“Domo is the first thing I do in the

morning.”

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3 Rules for an Engaging Campaign1. Relevant2. Relatable3. Emotional

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Coffee Campaign Theme

1. Get Energized with Domo!2. Let Domo Digest Your Data!3. Domo, You’ll Like it a Latte!4. Wake Up With Domo

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Wake Up With Domo

WAKE UP WITH DOMODOMO.COM

VOLUME I NOVEMBER 2016294% ROI

Silicon Slopes, UT, November 2016

SABMiller is a London-based, multinational brewing and beverage company. Its brands include internationally famous beers such as Peroni Nastro Azzuro, Pilsner Urquell, Miller and Grolsch. They are the second largest brewing company by revenues and on of the world’s largest bottlers of Coca-Cola.

With operations in 80 countries and over 200 brands around the world, SABMiller brings refreshment, sociability and good economic benefit to all of the ecosystem that goes around the making, supplying, selling and enjoying of beer. However, due to the nature of the business, brands were monitored in a slightly haphazard way with disconnected data sources.

According to Charlie Hiscocks, Director for Integrated Activation Capability for SABMiller, “We are a very data-orientated organization, and our CMO has a saying, ‘Data against data, the best data wins.’ Domo is providing us with the means to the best data.”

“Before Domo, we didn’t have anything that would give us a global comparability across all of our data sources. The way that brands would get information about what digital activity they were doing was from individual agencies, and they might have several agencies. To dive deeper, even for one brand, required a lot of back and forth with the agency.”

SABMiller needed to create a global, standardized system into which all data assets could be plugged. So, they turned to Domo.

SABMILLER “TURNS THE LIGHTS ON” WITH DOMO

Silicon Slopes, UT, November 2016 As one of the largest non-profit scientific and educational institutions in the world, National Geographic had a fair share of marketing data but lacked a way to visualize the data in a consumable format.

”Anyone can pull data, but actually analyzing it and getting a key takeaway was challenging,” commented Mia Vallo, National Geographic’s Sr. Director of Marketing Analytics and Optimization.

Since implementing Domo, National Geographic has used the software to run analytics for their digital membership program and quickly experienced the value Domo provides.

“We can easily look at things like acquisitions to goal, or how specific segments perform in conversion rates,” said Vallo.

“Everybody on the acquisitions campaign team is able to see where we are in terms of registration, the cost per acquisition, CPA by campaign, CPA per creative, etc.”

National Geographic has also benefited from Domo’s ability optimize data and save valuable time.

DOMO HELPS NATIONAL GEOGRAPHIC UNLOCK THE POWER OF DATA

“WITH DOMO, THE CHANGE HAS BEEN FAIRLY SEISMIC. IT’S LIKE BEING IN A ROOM WITH NO LIGHTS ON AND TURNING ON A LIGHT.”

info@domo.com800.899.1000

“What Domo has allowed us to do is to have a uniform approach to measurement, first and foremost, and it’s allowed us to overnight understand where we need to be troubleshooting in the organization.”

The need to drill-deeper into data for real-time insights was key.

“The platform is so responsive and so fast, that I don’t have to think about, ‘Oh, I’m going to need to run a report to find the answer.’ With Domo, It’s just there.”

“With Domo, you get the data without having to ask for the data. It’s part of day-to-day brand management and part of how senior management is able to ask good questions and make good decisions.”

“WE NEEDED A WAY TO VISUALIZE THE DATA AND TELL A STORY THAT PROVIDED ACTIONABLE INSIGHTS.”

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Digital Ads

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First Test

Net New Accounts• Brand Awareness• Drive Engagement• New SALs• Mediocre Results

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Iterate

ABC• Alway

s• Be • Closin

g

ABM• Always• Be • M-proving

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M-proving and Adapting

Existing Customers• Adoption• Upsells• Expansion

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Wake Up With Domo Days

What is a Domo Day• Onsite visit/event – with coffee!• Low barrier to entry/non salesy• Meet other key business

leaders*• Key Players: Product Advocates,

AE, Internal Champion, CSM, Field Mktg

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Wake Up With Domo Days

Results:• It’s Working• Seeing 5x to 7x return on spend• Helped take one Enterprise

account from 2,000 licenses to 10,000

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M-proving Efficiencies

• Partnering with PFL • Helping Sales outline Ideal

Accounts • Prioritizing Opportunities

against Renewal Dates

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Takeaways

• Find something unique to your brand/market position

• Listen to customers• Don’t over complicate• Beta-test• M-prove!!

Thank you.