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Keith Joeris,
Business Development Consultant – America’s SMB
Field Sales Manager – South US
Thursday, April 13, 2023
Pitney Bowes Software
Overview
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Pitney Bowes Software
• Founded in 1965• Acquired by Pitney Bowes, July
2004• Headquarters in Lanham, MD• Nearly 700 global employees, more
than 3,000 customers worldwide• Primarily led by Group 1 Software,
Pitney Bowes achieved $202 million in software revenue in 2006, $219 in 2007
• Recognized as the 128th largest software company in the world in 2007
• Founded in 1986• Acquired by Pitney Bowes
November 2007• Leading global provider of location
intelligence solutions • Headquartered in Troy, NY• 900 employees worldwide, 24
offices worldwide• More than 7,000 global
organizations in an array of industries
• MapInfo achieved $185 million in revenue in 2007
MapInfo Group 1 Software
In April 2008 Group 1 Software and MapInfo merged forces. In January 2009, we established Pitney Bowes Software.
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Pitney Bowes Software
• Over 25 years providing software solutions
• Over 1,700 employees worldwide
– Americas – 1,000+
– EMEA – 400+
– Asia Pacific – 300+
• Offices in the Americas, EMEA, Asia Pacific
• Strategic partners and distribution channels in 60 countries worldwide
• Vertical market focus: Insurance, Financial Services, Public Sector,
Communications, Retail/Real Estate/Restaurants, Natural Resources,
and Emerging Markets
• Revenues ~$500M
• Strategic growth component of Pitney Bowes
AmericasInternational
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The industries that we enable
Insurance
Utilities
Healthcare
Telecommunications
Financial Services
Retail
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Our Capabilities
InsightUnderstanding and predicting customer behavior
DataIntegrating and
enriching individual
customer data
StrategyDeciding and executing on the customer best- next-action
CommunicationsManaging and
connecting the cross-channel customer
dialogue
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PBS Capabilities - Data
Data Enhancement• Demographic data• Psychographic data• Social-economic data
Data prep & composition• Data integration• Data cleansing• Data standardization• Identity Relationships• Data profiling
360° Customer View
InsightData
StrategyCommunications
Location Intelligence• Address validation • Address cleansing• Global Geocoding• Tax data• Risk data
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PBS Capabilities - Insight
Customer Analytics
• Customer segmentation & targeting
• Propensity to churn and purchase
• Customer lifetime value (CLV) analysis
Campaign Analysis
• Offer management• Uplift modelling• Contact optimization
Location Intelligence
• Target market definitions• Market analysis• Site-locations analysis• Sales and delivery routing• Risk analysis• Territory and tax-area
assignments
InsightData
StrategyCommunications
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PBS Capabilities - Strategy
Organization Strategy• Location strategy• Performance Management• Direct marketing• Campaign management
Customer Strategy• Customer strategy and
governance• Offer management• Contact optimization• Real-time decisioning
InsightData
StrategyCommunications
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PBS Capabilities - Communication
Multi-channel output• Document composition• Doc archiving/retrieve• Interactive doc comp• Print production mgmt• Mail efficiency
Cross-channel interactions• Campaign management• Customer lifecycle
management • Connected, consistent cross-
channel dialogues• Integrated customer fulfilment• Real-time recommendations• Inbound offer management
InsightData
Strategy
Communications
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Profile customersIdentify best customersReach right prospects
Predict risk of churn Identify and address
churn/ defections Preempt with
retention offers
Predict future needsDeliver proactive
service resolutionDecisions for best-next
action
Predict future lifecycle events
Recommend up-sell/ cross-sell offers
Configure account strategies to meet customer needs
Determine best channelReflect customer
preferences
Our solutions enable customer lifecycle management
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Result: Maximize Customer Lifetime Value
Acquire > Convert > Serve > Grow > Retain
Pro
fitab
ility
$0
Optimized Customer Lifecycle
Typical Customer Lifecycle
PBS Value
Customer Lifetime
• Acquire profitable customers
• Make customers profitable faster
• Reduce cost to serve and drive margin
• Cross-sell/up-sell and drive revenue
• Reduce number of unprofitable customers
• Focus on retention, loyalty and engagement to drive profitability
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Location Intelligence
Data Quality
An
alytics
MD
M
Data Integration
Current Solutions:• Multiple Vendors with
competing, overlapping capabilities
• Too complex
• Too expensive
Pitney Bowes Software Vision:• Single unified
framework
• Insight built on managed data on customer, location and assets
• Simple
• Cost effective
Customer
AssetLocati
on
Delivering the Goods…
12
Spectrum Technology Platform
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Working together
What we do:Operational Intelligence Mailing Efficiency/Discounts List Processing/Data Normalization/Duplicate Identification
& Resolution Customer Data Quality Location Intelligence Lat/Long assignment (to rooftop) Spatial Analysis (distance, point in polygon) Mapping Tax jurisdiction assignment Communication Management Document creation (physical/digital) eMessaging (real time messaging) Document storage/retrieval (Vault) EBPP Predictive Analytics Site Selection (where do I put my next store) Direct Consumer Marketing (who is my best customer)
Who we serve: Field based coverage Serve all verticals/marketsMajor Accounts Reps: Very Large Named Accounts Enterprise Reps: Vertical Based Small number of Named
AccountsTerritory Field Representatives Non-Named Accounts Sell full product suite Medium/Large business
focus Emerging Markets focus
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Working together
Incremental PBS Value:
• On-demand/SaaS offerings • Address correction/validation• Location Intelligence• Tax Jurisdiction• List Processing/Mail Outsourcing• Visualizing data (turn lists of data into visual experience)
What is in it for US Mailing:
• Additional functionality to complete a Solution
• Differentiation to competition• Single vendor solution – no 3rd party
components• Enterprise caliber components
(processing volume)
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Working together
Areas that we have already helped US Mailing:• On-Demand/SaaS Mapping and routing solutions• Geo-coding• High volume data cleansing – Spectrum• On-Demand/SaaS address validation (US, Canada, International• High volume CCM • Marketing Solutions/Data Visualization -Portrait
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Working together
Examples: On-line (pop-up) Address validation
• Send Suite Live handoff to reduce return mail – especially certified• Validate address at point of collection via web app Enhanced email delivery of statements – Plug in to Planet Press • Provide complete statement portal • Intelligent email delivery with receipt upon opening• Complete payment integrations• Internal customer service statement viewing and step by step assistance.
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Contact Information
• Keith Joeris – Field Sales Manager – South US– Cell: 830-481-3580
• South Central – Monica Norman– Phone 704.796.7717
• South East - Dave Fogarty – Inside Sales – Phone: 518.285.7127
• My Territory– South US
NM, CO, TX, OK,
KS, MO, AR, LA
TN, MS, AL
GA, SC, FL
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We would be happy to help.
Do You Have Any Questions?
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