Enterprise Marketing Management (EMM) Overview

Enterprise Marketing Management Solutions

Fully integrated solutions that target your customers’ needs, increase their loyalty and fuel revenue growth

Founded: 1988

Number of Employees: 110

Locations: Chicago, Kansas City & Omaha

Services:

— Solutions Group provides the industry insight, experience, techniques and tools to ensure that business and technology strategies are aligned and achieve the anticipated return on technology investments.

‐ Enterprise Marketing Management (EMM) solutions enable your company to implement marketing technologies that provide the analytics, information and insight needed to deliver communications that generate higher revenues, increase client base, maximize customer retention while lowering your costs.

‐ Project Management Solutions (PMS) provides custom IT project management solutions that enable clients to deliver mission-critical projects on time, on budget and of value.

‐ Network Service & Support (NSS) creates the foundation to optimize, secure, upgrade and maintain the network to ensure the highest service level for the enterprise.

— Staffing Services (SS) – Our staffing services deliver flexible and responsive resource assistance by augmenting technology staff to meet ongoing project needs.

— Customer Profile: Mid-market organizations with prominent clients in the advertising, associations, non-profits, healthcare, financial services, insurance industries, telecommunications and manufacturing.

RiverPoint At A Glance

RiverPoint Can Help You

Grow revenue Better segmentation of prospective customers or members Enhanced targeted offers Improved response rates

Improve customer retention Enhanced understanding of member activity and response Customer-centric messaging and promotional

communications Multi-channel campaigns for increased response rates Increased response = improved retention = revenue growth

Increase customer value Establish your customers’ Lifetime Value (LTV) Target and segment based upon LTV & Churn Risk Deliver multi-channel campaigns using these valuations

Enterprise Marketing Management (EMM)

EMM:Gartner Magic Quadrant

EMM:Gartner and Forrester

Marketing Complexity Increases…

From This…

To This…

Enterprise Marketing Management

Powerful Analysis Capabilities for Smarter Marketing

Customer AnalyticsUser-led analysis tools to define & understand target audiences

Predictive ModelingAutomated data mining for:

Segmentation Propensity scoring Lifetime value prediction Cross-sell likelihood

Web AnalyticsKPI dashboards & reportsFrictionless ad hoc analysisGranular, visitor-level insight to

drive profitable action

EMM:Business Intelligence

Business Intelligence

Analyze Customer Behaviors Provide Improved Segmentation Utilize Predictive Analytics Build Cross-sell recommendations

EMM:Multi-Channel Marketing

Multi-Channel Marketing

Build Complex, Multi-Channel Campaigns Design And Execute Multi-Channel, Multi-Wave Campaigns Track, report response across all channels

EMM:Multi-Channel Marketing

Multi-Channel Marketing

Build Complex, Multi-Channel Campaigns Member Lifecycle Campaigns: Automate Multi-channel, Multi-wave

Recurring campaigns

Integrated email, SMS authoring and execution Personalized, Dynamic Web Offers Track, report response across all channels

Action: Automate 1:1 Follow-up

Send leads to call centerSend leads to call centerfor high-value existing membersfor high-value existing members

Cross-ChannelTargeting

and Execution

Customer Activities Shift to Online…

Cross-Channel

85% of online users have made an online

purchase in 2007

Internet

Over 80% of online consumers buy offline &

spend more when they do

54% cross-channel shoppers research offline and buy

online

EMM:Web Content and Analytics

Web Content Management and Analytics

Analyze Web Content and Effectiveness Target the right customersConvert visits to sales

What Is Visualization?

VISIUAL ANALYTICS VISIUAL ANALYTICS software:

—Allows easy monitoring of key customer data and metrics

—Provides an environment for visual exploration of customer data to find insights

—Makes it easy to act on insights by visually selecting campaign targets

—Designed for use by marketers, not technical analysts

—Flexible enough to analyze almost any other type of marketing data

Visual Analytics: Exploration

Cityscape

1) Interactive EXPLORATION of data

Geographic

Visual Analytics: Exploration

2) Geographic EXPLORATION of data

Path Analysis

Visual Analytics: Exploration

3) Granular EXPLORATION of data

EMM:Data Visualization

Drag-n-drop filters, metrics

Affinium Insight

EMM:Web Content and Analytics

Web Content Management and Analytics

Analyze Web Content and Effectiveness Target the right customers Convert visits to sales

… interacting with your customers on their terms

Rethinking Marketing

Marketing needs to feel so relevant to the customer that it feels like a service—Deeper customer awareness —Relevant and timely messages—Consistency across channels and time

Lacks a Software Platform for Responding

1. Channel evolution

2. Growing complexity

3. Audience fatigue

4. AccountabilityReview & Approval

Messages & Offers

Execution

Measure Response

Results Reporting

Segments, Targets

Plans, Budgets

Actual ROI?

ETL, SQL

IT/DBA Coding

?

Association Marketing

Listening, understanding, and speaking over time

Customer Dialog Framework

Pre-Sale

First Sale

Changing Needs

Pre-Sale

Attrition

Customer Experience

Inte

ract

ion

s

Dialog Across Customer Life Cycle

Search Campaigns

Partner Marketing

On-Boarding Campaign

Service Check Up

Event-Based Campaign Customer Self-Service

Cross-Sell Tests Survey Campaigns

Customer Recovery

Next-Best Offer/ Service

Customer Winback

Act

ivit

ies

Per

Day

Dialog Across Customer Life Cycle

…Transactions… (Purchases, Usage)

…Transactions… (Purchases, Usage)

…Other Activity…(Calls, IVR, Affiliates)…Other Activity…(Calls, IVR, Affiliates)

…Web Activity……Web Activity…

Campaigns targeting anonymous visitors

Campaigns targeting anonymous visitors

React to missed on-boarding activities

React to missed on-boarding activities

Detect a pattern of reduced interest

Detect a pattern of reduced interest

Respond to competitive offers

Respond to competitive offers

Use one-to-one dialogs to stimulate usage and gather feedback

Use one-to-one dialogs to stimulate usage and gather feedback

Notify customers about website for convenience thru call center

Notify customers about website for convenience thru call center

Customer Life Cycle Over Time

Enterprise Marketing ManagementRiverPoint Solutions

RiverPoint and Unica

Enterprise Marketing Management Solutions (EMM)

creates value for your organization by optimizing your

business strategies with marketing automation.

Thank you!

Russell Rosen847.721.9646

rrosen@RiverPoint.com

Contact Information