Business Acceleration PlanBenchmark / Framework / Roadmap

August 2017

by

Denis Doeland / Pim van Berkel / Ben Spanjaard

Define your goals and objectives

Business Acceleration Framework# Goal Objective Main KPI - primarily measured by Sub KPI's - supporting measured by

1 Brand Equity Chart potential Business Value of Fan Base

Fan profiles + Term of completeness 1a #Profiles / connections

Business Value - allocated 1b #Characteristics

Business Value - non-allocated 1c #Customer Income options (now only ticketing)

2 Brand Reputation Connect with and reach to (target) audience

Reach (wideness and depth) 2a Reach - acquisition

2b Reach - activation

2c Reach - retention

2d Reach - revenue

2e Reach - referral

Quality of Reach 2f Engagement (IPM)

Benchmarking 2g Ranking / Benchmarking

3 Marketing Efficiency Return On (Marketing) Investment / Engagement Cost of Sales and ROI on AARRR 3a #A, A, R, R, R / Cost

4 Business Accelaration Increase revenue from exisiting revenue streams

Total Revenue (per revenue stream) 4a ARPU

ARPU (Average Revenue Per User) 4b #Customers

4c #Retention

4d Customer Lifetime Value

5 Business Activation Increase revenue from additional revenue stream

Total Revenue (per revenue stream) 5a ARPU

ARPU (Average Revenue Per User) 5b #Customers

5c #Retention

5d Customer Lifetime Value

(c) 2017 DDMCA | All rights reserved | contact: denis.doeland@ddmca.com

Plan of approach

Asse

ssm

ent

Pivo

ting

Rol

l out

Result -Company Value

Daily Effort -Analyses / Execution

Time (in weeks)

Effort Value

Business Acceleration Benchmark Business Acceleration Framework Business Acceleration Roadmap

(c) 2017 DDMCA | All rights reserved | contact: denis.doeland@ddmca.com

Identify your data landscape

Data StorageData Acquisition Extract | Transform

Data Processing

Data Management Platform

Business Acceleration Framework

Business Acceleration Roadmap • Business Analyses• Business Execution

Content Intelligence

Marketing Intelligence

Sales Intelligence

Service Intelligence

‣ Personalized Communication ‣ Segmentation of Target Audience ‣ Single Customer View ‣ Deep Customer Insights ‣ Campaign Evaluation

‣ Social Lead Generation ‣ Profiling / Look-a-likes ‣ Targeted Sales ‣ Pricing Strategies

‣ Content Consumption Insights ‣ Content Segmentation ‣ Content Production (on insights) ‣ Content Acquisition ‣ Content Recommendation ‣ Audience Retention

‣ Customer Care Insights ‣ Connection Insights ‣ Call Center & Social Webcare ‣ Social Sentiment Monitoring

Products & ServicesWeb ActivitySocial ConnectionsCRM & Mail

Data Sources Assessment

Content ServiceSalesMarketing

(c) 2017 DDMCA | All rights reserved | contact: denis.doeland@ddmca.com

Determine your channels

Member Data

Transaction Data

Web Behavior Data / App Data

Social Media Data

Campaign Data

Music consumption data

Demographics, Geo Graphics & User Data

Single Customer View

Data Management

Platform

Customer Contact & Service Data

Location Data, Weather, Valuation etc.

Data Visualization

Tools

Business Intelligence

MI | SI | CI | SI

Reports

Feed for

several business

processes

Memberships

Connection with Artists

Content - Sites / Apps

Advertising Network

Marketing Automation

Partnerships / Sponsoring

A&R

E-commerce & Sales

Tour schedule

Data

integration

Assessment Pivoting Roll Out

Business Acceleration Benchmark Business Acceleration Framework Business Acceleration Roadmap

(c) 2017 DDMCA | All rights reserved | contact: denis.doeland@ddmca.com

Guide your organization with

the framework

Business Acceleration Framework (example in numbers)

# Goal Purpose Primarily measured by Q1 Q2 Q3 forecast Q4 forecast YTD forecast Metric

1 Brand Equity Chart potential Business Value of Fan Base

Fan profiles + Term of completeness

n/a n/a n/a n/a n/a #Profiles / connections

Business Value - allocated 155% 195% 213% 230% 198% #Characteristics

Business Value - non-allocated 171% 183% 210% 205% 192%

#Customer Income options (now only ticketing)

2 Brand Reputation Connect with and reach to (target) audience

Reach (wideness and depth) 145% 226% 73% 176% 155% Reach - acquisition

186% 231% 140% 164% 180% Reach - activation

89% 126% 76% 127% 104% Reach - retention

819% 810% 720% 372% 680% Reach - revenue

779% 372% 548% 227% 481% Reach - referral

Quality of Reach n/a n/a n/a n/a n/a Engagement (IPM)

Benchmarking n/a n/a n/a n/a n/a Ranking / Benchmarking

3 Marketing Efficiency Return On (Marketing) Investment / Engagement

Cost of Sales and ROI on AARRR n/a n/a n/a n/a n/a #A, A, R, R, R / Cost

4 Business Accelaration Increase revenue from exisiting business models

Total Revenue (per revenue stream) n/a n/a n/a n/a n/a ARPU

ARPU (Average Revenue Per User) n/a n/a n/a n/a n/a #Customers

n/a n/a n/a n/a n/a #Retention

n/a n/a n/a n/a n/a Customer Lifetime Value

5 Business ActivationIncrease revenue from additional business models

Total Revenue (per revenue stream) n/a n/a n/a n/a n/a ARPU

ARPU (Average Revenue Per User) n/a n/a n/a n/a n/a #Customers

n/a n/a n/a n/a n/a #Retention

n/a n/a n/a n/a n/a Customer Lifetime Value

320%

196%

(c) 2017 DDMCA | All rights reserved | contact: denis.doeland@ddmca.com

Note | Disclaimer | Copyright

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DDMCA and Fanalists are currently working to refine it’s models based on data from several social analytics from different social media channels. Questions how to evaluate a n organization? Need a full report or benchmark for your organization? Information can be required via the details below.

Contact

DDMCAAttn. Denis DoelandKeizersgracht 330-b1016 EZ AmsterdamThe Netherlands

Mobile: +31 6 13520250E-mail: denis@ddmca.comWeb: ddmca.com

Supported by

FanalistsAttn. Ben SpanjaardDanzigerkade 13-c1013 AR AmsterdamThe Netherlands

Mobile: +31 6 52025013E-mail: ben.spanjaard@fanlists.comWeb: fanalists.com