contacts enecto - turning web visits into business interaction user group 18.05.09 david botros...
TRANSCRIPT
Contacts
Enecto - Turning web visits into business
InterAction User Group 18.05.09
David BotrosSenior Account ManagerTel: +44 (0)208 433 6820Mob: +44 (0)7912 406 [email protected]
Nigel Lindsey-SmithSenior Account ManagerTel: +44 (0)208 433 6824Mob: +44 (0)7912 406 [email protected]
Enecto I Level 2 I Portland House I Stag Place I London I SW1 5RS
Enecto – Company Overviewb2b web identification (vs analytics)How can it be usedInterAction CRMBenefits of integrationCase StudyQ&A
AgendaPlease view this presentation in
full-screen format to enable animation
Founded in Sweden in 20025 offices throughout EuropeOver 1200 clients in 25 countriesWeb based b2b solutions
Our mission To help our clients increase revenues and profitability by making use of web-based business information and intelligence.
Partners in Technology & Marketing
Website AnalyticsWeb analytics measure the performance of your website in a commercial context. This data is typically used to improve a web site or marketing campaigns.
Available information
How many visitorsMost popular pages
Pages with biggest drop off rateMost popular key words
Busiest times
b2b Web Intelligence Identify visitors to your website
Who has visited your website?When and for how long?What services are they interested in?How did they get to your site?Have they been back?How do you contact them?
How valuable is this information?
27% of visitors are not business opportunitiesCompetitors, potential suppliers, students…
73% of your visitors are interested in your services Unknown prospects, targets (known), existing clients…
8/10 business decisions start with investigation online
*
*
* Figures provided represent an average over 15 customer sites in a cross section of industries and relate to identifiable traffic only.
How can knowledge of this activity be used?
Engage with prospects while they are in involved in their decision making process
Contact known targets at exactly the right time
Develop stronger relationships with existing clients. Identify and maximise cross sell and up sell opportunities
How can this informationbenefit users of InterAction?
How does your CRM system benefit your business?
Improved Client Experience
Helps to generate additional revenue
Sharing ofClient Data
Increased Retention
Enables targeted marketing
Is a trusted source of contacts/ leads
What are the main challenges?
User Adoption
Poor Data Quality
Finding ReliableLead Sources
DemonstratingROI for CRM
Apathy Among
End Users
Users Data ROI
This is where we can help
Users
Data
ROI
This is where we can help
Increased engagement
Quantity and quality
Greater CRM value
Is there an existing
CRM record?
ProspectFinder
Yes
Update CRM record with key visit information
Send event driven alert to
Account Owner
Account Owner has the option to engage with client
Visitor activityVisitor engaged
Is there an existing
CRM record?
ProspectFinder
No
Does the visit satisfy specificqualification
criteria
Alert relevant CRM users providing opportunity to engage
YES
Create a new and complete customer
record in CRM
Visitor activityLead explored
Case Study –
About Lawson• Lawson provide software and service solutions
• Over 3800 employees worldwide
• US $350m revenue
• More than 4000 customers in 40 countries
• Customers in manufacturing, distribution & service sectors
• Over 15000 unique visitors per month
Case Study –
ObjectivesGenerate a greater volume of new business opportunitiesIdentify prospects and up/cross sell opportunities with clients
Integrate qualified opportunities directly into CRMAutomatically and constantly enrich existing database
Improve user engagement with CRMLink CRM with valuable client insight and revenue generation
Maximise current investment in marketing activities
Case Study –
ActionsQualification and delivery rules established with end users
Report content, format and frequency tailored to suit
Integration with CRM system
Understand nature of client engagement
Client activity to be reported to CRM users
Case Study –
ResultsEach user has tailored reports delivered to a specific schedule
Database enriched daily
Improved client experience & more informed end user
Contact strategies determined for each type of opportunity
Increased client retention and average account value
Improved conversion on new opportunities
CRM value demonstrated within the business
”Enecto helps us work more effectively through a simple and accessible solution with an automatic flow of new leads going directly into our CRM system. Result: right sales activity at the right time.”
Karin Westlund, Marketing ManagerStreamServe
”To be aware of customer interest at this level is hugely beneficial to our business”
Anders Ekman, VP Marketing Communication Lawson
”The perfect solution for acquiring new clients”Fredrik Hellström, e-Business Manager
Monster Worldwide
Client testimonials…
