How to create More Profitable Growth in 2010?
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This document discusses Milestone Marketing and the services it provides to help clients grow their businesses profitably through high-performance marketing. It outlines Milestone's approach of working with clients as a partner to co-define marketing strategies, implement effective campaigns and programs, and focus on measuring marketing ROI. Services include areas like strategy/innovation, lead generation, account growth, and marketing operations/managed services.
How to create More Profitable Growth in 2010?
- 1. Hands-on support to create more profitable growth. Create more leads. Grow accounts faster. Strengthen your marketing team. Get ‘Milestone inside’. 2009
- 2. Current challenge... Strictly confidential © Milestone Marketing 2008
- 3. Milestone clients (2009) Strictly confidential © Milestone Marketing 2008
- 4. Milestone brings you high performance marketing. Educate your High market! performance marketing Advertising & PR Brand building Innovators Leaders Followers Laggards Lead Generation & Account Growth Sales growth Strictly confidential © Milestone Marketing 2008
- 5. Current B2B Marketing practices: unclear ROI of marketing budget. CRM system? Central Marketing Department Lead conversion? ROI? Marketing budget! Qualified (costs…) leads? BU / Dealer / BU / Dealer / BU / Dealer / BU / Dealer / Reseller Reseller Reseller Reseller ? ? ? ? End Customers End Customers End Customers End Customers Strictly confidential © Milestone Marketing 2008
- 6. ‘Milestone inside’: Fit, flexibility & ROI instead of (just) costs CRM system? Milestone inside •Specialist knowledge Central Marketing • Flexible capacity Department Lead conversion? ROI? Marketing Tools as a budget! Qualified shared service (costs…) leads? (investment) BU / Dealer / BU / Dealer / BU / Dealer / BU / Dealer / Reseller Reseller Reseller Reseller ? ? ? ? Campaigns to grow accounts & generate leads End Customers End Customers End Customers End Customers Strictly confidential © Milestone Marketing 2008
- 7. ‘Milestone inside’ assures ‘closed loop’ marketing, measurable results, best practices and benchmarks. Mgt Portal & Intelligence Milestone inside (Continuum®) Central Marketing Department Drive lead conversion : push ROI Marketing Register Investment: qualified shared services leads BU / Dealer / BU / Dealer / BU / Dealer / BU / Dealer / Reseller Reseller Reseller Reseller platform platform platform platform Measure results Marketing Marketing Marketing Marketing Programs Programs Programs Programs End Customers End Customers End Customers End Customers Strictly confidential © Milestone Marketing 2008
- 8. Clients use us to create more marketing ROI faster (‘Milestone inside’ is how we work with, not for, clients) Client Mkt & Sales team In-depth understanding of markets, metrics, customers & channels Better Smart Planning KPI measurement Marketing & process design & follow-up monitoring ROI (Mkt & Sales coop!) Great Execution: Operational excellence in Marketing Marketing Marketing Operations Marketing Automation (in/outsourcing) Engineers Extended team Strictly confidential © Milestone Marketing 2008
- 9. Where do you want to grow your business? 1. Strategy, Brand & Business Development 2. Lead Generation 3. Account Growth Campaigns Programs 4. Team: specialist expertise & interim capacity 5. Tools (eDM, CMS/DAM, CRM, Dashboards) Strictly confidential © Milestone Marketing 2008
- 10. B2B Commerce operations: key players Clients’ Central Sales & Marketing Management Campaigns Clients’ local Brand agency & Portal Clients’ local Sales Units Powered by: Clients’ local Sales Units Sales Units - Brand book & guidelines - Creative materials - Customer (end-user) insights - Campaign set-up & management - Pro-active account management - Drive lead nurturing & conversion - Secure database management - Portal management - SLA management - Manage subcontractors Strictly confidential © Milestone Marketing 2008
- 11. Typical Milestone projects & services Marketing Engineering (projects): • Account Development programs • Lead Generation campaigns • Implement marketing shared services • Interim Marketing management / Extended team • Specialist know-how: CRM, eDM, search, social media, webinars, whitepapers • Co-create (online) marketing strategies and account plans • Lead nurturing & conversion Marketing Operations Factory (services): • Run & optimize lead generation campaigns • Marketing Operations Management: eDM, newsletters, webinars, whitepapers, search, content management, CRM. • Marketing dashboards & reporting • Database management & integration (CRM, eMarketing) Strictly confidential © Milestone Marketing 2008
- 12. Milestone: your partner in high-ROI B2B marketing Milestone is a full service Marketing & Sales service firm Helping you to further grow your B2B business profitably. We combine vision with action to make a real difference and your business step-by-step more successful. We prefer to cooperate in result driven business models as your preferred partner to co-define smart marketing & sales strategies, translate them into effective campaigns & programs, and implement them using our expert staff and leading software tools. We are passionate about making marketing & sales measurable enabling continuous improvement of marketing & sales ROI. With Milestone inside, you can outperform your competitors Rather than having to outspend them… Strictly confidential © Milestone Marketing 2008
- 13. Next steps • Define & approve phase 1 cooperation: – Team – Duration – Deliverables – Budget – NDA • Schedule kick-off meeting • Enjoy the cooperation & results • Evaluate phase 1 & enter phase 2: longer term partnership Strictly confidential © Milestone Marketing 2008
- 14. Fact based. Result driven. Milestone Marketing BV Caesar Building Zonnebaan 9 3542 EA Utrecht PO Box 13267, 3507 LG Utrecht The Netherlands T +31-(0)30-242 9065 F +31-(0)30-240 4242 www.milestonemarketing.com
- 15. Milestone Appendix Strictly confidential © Milestone Marketing 2008
- 16. Service portfolio of Milestone Strategy, Innovation & Lead Generation & Marketing Operations & Business Development Account Growth Managed Services Business model: Business model: Business model: • Consulting (fee/hr) • Project mgt • Service (SLA) mgt • Participation (shares) • Fee/project • Fee/period • Result based kickback • Result based component • Strategic issues • Tactical issues • Operational issues • 2-3 yr horizon • 0,5 – 1 yr horizon • SLA 1-3 yrs horizon • Strategy: • Project management • Campaign execution: – Market segmentation • Product introductions – Newsletters & eDM – Business focus – Search campaigns • Rebranding – Event mgt – Targeting & positioning – Marketing mix • Marketing planning • Dashboards – Platform planning • Account planning • Database mgt • Innovation: convert • Campaign & online • Content & web mgt concepts to cashflow marketing planning • Sales support • Business Development: • Tools as-a-service (CRM, single & multicompany DAM, CMS, eDM, MRM) Strictly confidential © Milestone Marketing 2008
- 17. Example: DSM Engineering Plastics - Akulon Campaign www.livingsolutions.dsmep.com Direct Email campaign Banner campaign Akulon Airbag automotive sites: e.g. Whitepaper - Webinar Visitor Contact www.ae-plus.com Automotive Engineer … Email CTA Register to Register to Download Download Register for Register for Webinar Webinar Contact form Contact form email engine Contact (DMD) Form Registration Contact Segment Data Automotive Personal contacts (~ 4500) DEP contact DB Profile Contact form DEP Marketing & Sales Strictly confidential © Milestone Marketing 2008
- 18. Example: Ford Fiesta Lead Generation Campaign www.helemaalvannu.nl Call Testdrive Direct email campaign Planning Fiesta inviation testdrive CTA Contact Contact Contact Visit Email CTA Register for testdrive CTA Planning visit account - manager email engine (DMD) Registration Account management Data Personal Profile Ford Fleet Fleetowners Contact DB contacts (~ 590) Strictly confidential © Milestone Marketing 2008
- 19. Example: MarketingTop Executive Circle event Rembrandt Tower, Amsterdam Strictly confidential © Milestone Marketing 2008
- 20. Profit from Marketing Shared Services Efficient and effective tool(s) for marketing collaboration Strictly confidential © Milestone Marketing 2008
- 21. Fact based. Result driven. Milestone Marketing BV Caesar Building Zonnebaan 9 3542 EA Utrecht PO Box 13267, 3507 LG Utrecht The Netherlands T +31-(0)30-242 9065 F +31-(0)30-240 4242 www.milestonemarketing.com