For A Fact. For A Fact. Strategy & Consulting based on Facts.

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1 For A Fact Strategy & Consulting based on Facts

2 Arts Karriere Hvad BSS Career & Alumni BSS RekruBering

3 Hvad Hvordan

4 Hvad Hvordan Hvorfor

5 Start med Hvorfor Start With Why - Simon Sinek TED talk

6 Hvad er formålet med I dag? Hvorfor Datadrevet marketing? Marketing Automation Inspiration Viden

7 Edit content in relation to communication Segment of communication Analysis phases Focus areas Sophisticated level Channel Module Visitor to prospect 1 Customer lifetime cycle Customer purchase flow Business processes Automatic flow 2 Automation Segmentation Content Data Blast Profile Persona Behavior Predictive Mobil Social Sites Print Sale Prospect to lead 3 Marke@ng Company sales process Work processes Loyalty programs 4 Lead to purchase ready 10 Content strategy Data analysis Marketing Automation For A Fact CRM

8 Hvorfor Datadrevet marketing + CRM Arts Karriere BSS Career & Alumni BSS Execu@ve

9 Faser for kommunikation Website Content Hvor er du? Her er din kunde Programs

10 Faser for kommunikation Besøgende til prospect Prospect til lead Lead til købsklar

11 Faser for kommunikation Kundens købsflow/beslutnings proces Besøgende til prospect Virksomhedens salgsproces Prospect til lead Faser Lead til købsklar

12 Faser for kommunikation Hvis kunden spørger Hvad er mit problem Hvordan løser jeg mit problem Er I den rig@ge for mig? Tiltræk Plej deres interesse Købsklar Besøgende til prospect Prospect til lead Lead til købsklar

13 Faser for kommunikation Website Hvis kunden spørger Hvad er mit problem Hvordan løser jeg mit problem Er I den rigtige for mig? Så vil de have Undervisning Viden Løsninger og hvilke produkter der er egnet Støtte i beslutningen Hvilket indhold skal deles? Trends 101 læring Hvordan gør jeg guider Hvad er en mulig løsning og hvordan virker den? Hvordan vælger jeg Pris Demo Case studie ROI TCO Besøgende til prospect Prospect til lead Lead til købsklar

14 Hvornår er Datadrevet marketing bedst? ROI 4,3% conversion rate 1,2 % conversion rate 2,8 % conversion rate Segmenta@on Content Data 1:All 1:1 Sophis@cated Level Blast Driven Profile Driven Persona Driven Behavior Driven Predic@ve Messages

15 Hvad bruges hvor? Blast Profile Persona Behavior Predictive List Templates Dynamic Templates Advance search view New fields om Contact, Lead Dashboards Repots Dynamic content Freemarker JS Segment by Click behavior Workflow Nurture flow Data 3rd part behavior CMS portal sync Advance Workflows Advance Nurture flow Data behavior in CRM Easy data analysis A/B split test More templates Subscrip)on center Dashboards Opens, Click, New sign up, Most visit page, ROI RFM model Profile center

16 MARKETING og MARKETING Microsob Dynamics CRM

17 Hvad kan ClickDimensions? I forhold til Marketing Automtion Indsamle data Eksekverer på data Til det har vi forskellige funktioner Analysere data

18 ClickDimensions funktioner Web Tracking Lead Scoring Nurture SMS Messaging Campaign Tracking Form Capture Surveys Landing Pages Social Discovery Event Management Training & Support

19 types QuickSend Simple Ideal for salespeople Drag & Drop / Block Editors Simple Wizard- driven No HTML involved

20 types Freestyle Editor Medium Very flexible ability to edit HTML Custom HTML Advanced 100% control of HTML

21 Send Bulk Send to any of leads, contacts, accounts and/or lists Single Send any template directly from a lead or contact record Workflow Send from any CRM workflow process

22 test

23 Heatmap

24 A/B Split test

25 Dynamisk indhold

26 SMS 2 forskellige systemer i ClickDimensions men reelt kun 1 ClickDimensions Connectors

27 SMS Send kontaktpersoner, Via Workflow

28 SMS SMS tracking i CRM

29 Forms

30 Forms

31 Forms

32 Forms

33 Landingpages

34 Subscription page

35 Subscription page

36 Survey

37 Survey Survey resultater 1. Hvilken version af Microsoft Dynamics CRM bruger virksomheden pt? Microsoft Dynamics CRM 2011 Online Microsoft Dynamics CRM 2011 On-premise Microsoft Dynamics CRM 2013 Online Microsoft Dynamics CRM 2013 On-premise Microsoft Dynamics CRM 2015 Online Microsoft Dynamics CRM 2015 On-premise Microsoft Dynamics CRM 4.0 Online Microsoft Dynamics CRM 4.0 On-premise CRMUG - spørgeskema Response Response Percent Count 0% % 4 7.1% % % % 4 0% 0 0% 0 Answered questions Bruger virksomheden ClickDimensions i dag? Response Response Percent Count Ja 35.7% 5 Nej 64.3% 9 Answered questions Sæt kryds ud for alle de funktioner i ClickDimensions, I benytter i dag. Response Response Percent Count Marketing 23.5% 4 Event håndtering 5.9% 1 Kampagne tracking 0% 0 Landingsider 17.6% 3 Lead Score 5.9% 1 Nurture program 5.9% 1 SMS 5.9% 1 Social 0% 0 Spørgeskema 11.8% 2 Web Tracking 11.8% 2 Webforms 11.8% 2 Answered questions Bruger salgsafdelingen data fra ClickDimensions i deres salgsarbejde? Response Response Percent Count Ja 80% 4 Nej 20% 1 Answered questions 5 5. Hvad vil I gerne vide noget om i ClickDimensions? Response Response Percent Count Marketing 12.8% 11 Event håndtering 9.3% 8 Kampagne tracking 10.5% 9 Landingsider 7% 6 Lead Score 7% 6 Nurture program 5.8% 5 SMS 8.1% 7

38 Adfærdslogging Indsamling af data

39 Adfærdslogging Sammensæt en 360 profil af din kontakt / lead

40 Webtracking Anonymous Visitors Identified Organizations Identified Visitors Qualified Visitors ClickDimensions tracks all website visitors and their ClickDimensions discovers the from which visitors are browsing Through link clicks or form captures visitors themselves ClickDimensions calls social discovery ClickDimensions links past anonymous browsing Can be new CRM lead or CRM lead or contact Through social discovery, form capture, web behavior, lead score, etc. qualified leads become obvious Sales wins more quickly and efficiently measures, refines and improves

41 Webtracking Anonymous Visitors ClickDimensions tracks all website visitors and their Besøgende til prospect Identified Organizations ClickDimensions discovers the from which visitors are browsing Identified Visitors Through link clicks or form captures visitors themselves ClickDimensions calls social discovery ClickDimensions links Prospect til past lead anonymous browsing Can be new CRM lead or CRM lead or contact Qualified Visitors Through social discovery, form capture, web behavior, lead score, etc. qualified leads become obvious Sales wins more Lead til quickly købsklar and efficiently measures, refines and improves

42 Adfærdslogging Muligheder? Kombiner data med andre CRM parametre. Eksempel - Vi kan vise hver account manager en visning af deres egne kontakter, opdelt eber adfærdsmæssige data, indsamlet på e- mail marke@ng kampagner. Vi kundens livscyklus data og fremhæve de mest ak@ve kontakter fra poten@elle kunder, som har en åben salgsmulighed i CRM.

43 Adfærdslogging Kort eksempel

44 Adfærdslogging Kort eksempel

45 Adfærdslogging Uendelige muligheder med data i CRM Latest Link Click Total Number of Link Clicks Latest Page View Total Number of Page Views

46 Social discovery Sammensæt en 360 profil af din kontakt / lead

47 Lead score Hvert besøg, klik, m.m. giver point

48 Lead score I kan se samlet score på Kontakter, Leads

49 Campaigns

50 Campaigns Med standart CRM bliver kampagne svar ikke gemt i CRM Manuel opgave at Seminar / Event invita@oner Overblik? ekstern database, Excel ark, manuel indtastning

51 Campaigns system gemmer kampagne respons i CRM

52 Campaigns system gemmer kampagne respons i CRM

53 Adfærdslogging Eksekverer på data

54 Socail sharing Social sharing er deling af jeres indhold

55 Socail engagement

56 Nurture programs Nurture flow en serie af hændelser. I vil forsøge at påvirke, fastholde, informere m.m. Velkomst program Produkt informa@oner Fastholdelse gentegning af licens, abonnement m.m. Win back /Churn strategi Dynamics Workflow Trigger baseret Note: Nurture når løbende ak@vitet uden dato mål ak@vitet en dato

57 Campaign Automation builder

58 Campaign flows

59 Service Common examples of s: Welcome message / Account opening Shipment tracking and order status Order shipment confirma@on Account termina@on Payment confirma@on Invoice Marke@ng Batch Rela@on 1:1 1:All (Aime for 1:1) Convert Transac@onal s to Opt- in flows Brand/Informa@onal No@fica@on Trigger Alert Common examples of no@fica@on s: Gemng in touch a few days aber registra@on Congratula@ons aber a status change (first purchase, subscrip@on...) Birthday Shopping Cart Abandonment Goods back in stock Discounts on recently browsed products Gree@ngs aber a purchase Feedback request aber a purchase (product, service...) following up a purchase and proposing other items Series of gree@ng messages and/or hands- on account management messages Etc. Social Loyalty programs 1:All 1:1 1:x Opt- in (Yes) Yes Yes Yes Yes Unsubscribe link (Yes) Yes Yes Yes Yes Type of Communica@on? Order confirma@on Shipping Service pick up Sa@sfac@on surveys NewsleBer Weekly Ad Local and Na@onal events Birthday New mover Purchase triggers Pre- orders Programs news Program benefits Program rewards Cer@ficates For A Fact permissions

60 permissions kontra passiv accept? Dine accepter SKAL være Dobbelt opt- in eller ej? Du er ikke at kræve dobbelt opt- in. Loven og Facebooks retningslinjer er ikke det samme! Du er ikke at kræve dobbelt opt- in. Hvad hvis jeg bryder reglerne? en bøde pa 100 kroner per uopfordrede mail (eller SMS), dog minimum kroner. DeBe forudsæber dog at: - Du bliver meldt - Forbrugerombudsmanden tager sagen op - Forbrugerombudsmanden kører sagen - Og poli@et istemmer sig Forbrugerombudsmandens anbefaling

61 permissions

62 For A Fact Strategy & Consulting based on Facts