the secrets of powerful b2b communications | ed field - maverick marketing
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Enterprise Ireland - eMarketing Event - Dublin - October 2014TRANSCRIPT
Enterprise Ireland eBusiness Workshop
Dublin, 22nd October 2014
Secrets of powerful B2B communications
#1Clear, engaging, persuasive, comprehensive communications.
#2An effective, sustainable set of activities to get you in front of prospects.
Helping Irish companies
grow international sales
How: Brand & communications
development. Developing sales &
marketing activities.
What: Directing, planning, copywriting,
design, technical, training, marketing
activities.
About: Since 2005. Deep digital
expertise. Team of 10.
What can be achieved?
// University of Limerick
Global exposure for online masters.
Client: University of Limerick
Sector: Post graduate education
Markets: Global
HQ: Limerick, Ireland
Website(s): ul.ie/masters-project-and-programme-management/
Client since: UL 2008, CPM faculty 2012
With a website and some digital
marketing can you sell a two year,
€13,000 online masters?
To people who have never heard of UL
and live 6,000 miles away?
Persuade people to choose UL over
Penn State, Harvard and others?
Brought to life in a new website
Magnetic marketing to find needles in a haystack
Results
Safety Storage takes the UK
Client: Safety Storage
Sector: Bespoke chemical storage units
Markets: Ireland & UK
HQ: Limerick, Ireland
Website(s): safetystorage.ie
safetystoragesystems.co.uk
Client since: 2006
Can we enter a new market
without a physical presence?
With a website and some search
marketing can we develop the UK
market?
Marketing
Results
UK sales from zero to 60% of
turnover in just 3 years.
Secrets of powerful B2B communications
#1Clear, engaging, persuasive, comprehensive communications.
#2An effective, sustainable set of activities to get you in front of prospects.
Secret #1
Layer it upThere’s no other way
Secret #2
Know why you exist
Our purpose is to harness technology to fundamentally simplify and strengthen the entire supervisory lifecycle for every financial regulatory body in the world.
To make systems smarter, faster and easier to use.
To apply our expertise, experience and systems to regulatory affairs, making the process as simple and easy as possible for clients. To lessen the pain of regulation.
To provide high tech, portable, fabric & air structures so work can get done whatever the conditions, whatever the location.
Secret #3
The logic of engagement
The logic of engagement.
I understand your world
I understand your challenge/pain/problems
I understand your needs
The ideal solution is...
Our solution is...
1
2
3
4
5
Secret #4
Words before design
We know what we’re doing
10M+Lines of clean, logical code
2m+People interacting with our solutions each month
180+ Projects delivered
ACTION POINT | The wisdom of grey hairs, the creativity of youth. We know what works and we see
where things are going. We’re more than 10 years delivering premium quality code, striving for the
highest standards. A genuine, passionate, capable partner you can trust.
Need to streamline compliance
and minimise risk?
Under pressure to meet standards and stay compliant? Increasingly
swamped with data, admin, and paperwork?
Secret #5
Be human
Solgari Cloud IntegratedCommunication Services
Corporate Presentation 2013
Telecoms Market Ripe for Cloud
Services
• Solgari Services - founded in 2011 with over €4m in funding, Solgari provides SaaS based Integrated Contact Centre & Cloud PBX services to businesses world-wide
• Telecoms Revolution - move from legacy on-premise telephony infrastructure to cloud services is gaining pace, driven by lower costs and higher productivity
• Management Team - former Oracle, Siebel, Texas Instruments & Citigroup executives
Legacy Telecoms:
Complex, Costly & Disjointed
Solgari Solution:
Integrated Cloud Communications
Global Cloud Contact Centre
CONTACT CENTRE ADD ON MODULE : PREDICTIVE DIALLING
Features include:
•Data Analytics
•Tier 1 VoIP
•ACD
•IVR
•CRM Integration
•Real Time Monitoring
•CIT
•Skill-based Routing
•Proficiency Weighting
•Inbound/Outbound Contact Blending
•Multi-Channel Capability
•Call Logging
•Ringback
Features include:
• Progressive Dialler
• Call Preview
• User-Defined Lead Filtering
• Multi-Number Dialling
• Custom Disposition
• Campaign Scheduling
• Abandonment Rate Throttle
• Campaign-specific Retry
• Agent Scripting
• ACD
• Remote Agent Capabilities
• Call Logging
ADD ON MODULE : IVR
Features include:
• Speech Recognition
• Marketing Surveys
• Opinion Polls
• Self Service Lines
• Credit Card Payment
• Proactive Customer Care
• Message Facility
• Script Flow
Proprietary SaaS Technology
- CICS
Solgari Value Proposition
Secret #6
Back it up
Secret #7
Inspire action
#1Clear, engaging, persuasive, comprehensive communications.
#2An effective, sustainable set of activities to get you in front of prospects.
Secret #1
Be selective
What activities we see working
// Search marketing – both organic & paid
// Producing and sharing useful content
// Emails to your database
// Online events – webinars
// Trade shows
// Online advertising (mostly using Google network)
// Direct mail (often using LinkedIn to select prospects)
// PR – for online and offline exposure
Secret #2
B2B paid search engine
visibility requires
deep expertise.
Secret #3
Follow with Google retargeting
Perfect when there’s a long decision making process i.e. B2B purchases
Secret #4
Personalise
Secret #5
Beware of hype
Use whatever works!!
Secret #6
Sustain
Commitment to a program – a roadmap.
Commit time, talent and cash.
Needs quality execution.
Analyse and iterate. Develop or kill off.
Always on + campaign.
#1Clear, engaging, persuasive, comprehensive communications.
#2An effective, sustainable set of activities to get you in front of prospects.
Communications & activity making a difference
Right customers. A faster sale.
Competitive edge.
Increased engagement with all.
Stand out. Cut through.
Reach further. More focus.
Strength. Growth. Profit.
