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05/01/2023 Developing strategic capabilities – J501 project 1
J501 – Developing Strategic Capabilities
Pragnya Balamurukesan
Armaan Choudhary
Rishikesh Muchhala
Prajakta Patil
Project presentation for ABC* Electronics*Name changed in order to maintain anonymity of client
05/01/2023 Developing strategic capabilities – J501 project 2
AgendaIntroduction
Recommendations
Timeline
Appendix
Risks and mitigation strategies
Next Steps
05/01/2023 Developing strategic capabilities – J501 project 3
Our understanding
ABC electronics operates in the
electronics repair industry and has
resumed operations in January 2016
ABC needs to re-establish the
relationships with past retailers and partners
to increase their consumer outreach
and sales
What sales and marketing strategy can ABC adopt to exceed a
conversion rate (by sales) of 1.4%
(industry standard)?
05/01/2023 Developing strategic capabilities – J501 project 4
A three pronged sales and marketing strategy will help ABC Electronics achieve the desired growth
Exceed a conversion rate of 1.4 % (industry standard)
Convey a strong value proposition by using a content marketing strategy and improving online presence through SEO
ABC Electronics Sales and Marketing Strategy
Build stronger relationships through a sales team to increase responsiveness of leads and get referrals
Assess gaps in the services being provided to current customers to evaluate current performance
Source: https://www.klipfolio.com/resources/kpi-examples/digital-marketing/online-conversions-metric
05/01/2023 Developing strategic capabilities – J501 project 5
Convey value proposition through a strong digital media presence
Incorporate a documented content marketing strategy to articulate and refine ABC’s value
proposition
Creating content Delivering content
Content marketing Value proposition
Reduced sales budgetReduced sales cycle Higher conversion rate
Webpages: TestimonialsWebpages: Case studiesSearch Engine Optimization
Content planning and content promotion can help you leverage the incredible power and longevity of content
marketing and SEO
Source: http://searchengineland.com/content-marketing-seo-bigger-picture-219796
05/01/2023 Developing strategic capabilities – J501 project 6
Industry research shows using content marketing can increase conversion rate by 6 times
“When content marketing adopters and non-adopters are compared, the adopters have conversion rates that are nearly six times higher than their competitors”-Content Marketing Institute
Source: 2016 B2B Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs
“72% of marketers worldwide said relevant content creation was the most effective SEO tactic ”- MarketingProfs
48%
32%
16%
4%
Percentage of B2B Marketers WhoHave a Content Marketing Strategy
Yes, but it is not documented
Yes, and it is documented
No
Unsure
Extremely Valuable
Very Valuable
Somewhat Valuable
Not Very Valuable
Not At All Valuable
0% 5% 10% 15% 20% 25% 30% 35% 40%
How B2B MarketersPerceive the Value of Internal Content Marketing Meetings
54%Say Meetings are Valuable
05/01/2023 Developing strategic capabilities – J501 project 7
SEO increases percentage leads converted to sales in B2B marketing by 10%
Socia
l Med
iaEm
ail
Blogging
SEO
Direct
Trade S
hows
Telemark
eting
PPC0%
2%
4%
6%
8%
10%
12%
14%
16%
18%
16%
11%
9% 9%
6% 6%5%
4%
13%
11%
7%
15%
7%
10%
8%9%
Time Allocation Above - Average Sales Conversion
ABC electronics - Big Commerce marketing dashboard SEO improvement - Percentage leads converted to sales
Direct Search Search optimized Referrer Subdomain Social $-
$100,000.00
$200,000.00
$300,000.00
$400,000.00
$500,000.00
$600,000.00
$700,000.00
0.00%
2.00%
4.00%
6.00%
8.00%
10.00%
12.00%
Projected
Source: http://www.business2community.com/content-marketing/content-marketing-worth-investment-0820523#WOGtJqcKhLYS04bi.97Source : ABC electronics – Big Commerce marketing dashboard
05/01/2023 Developing strategic capabilities – J501 project 8
Employing a sales representative will enhance customer relationships and response rate
• Prospecting• Meeting with prospects and customers• Meeting follow ups• Response to proposals• Create and send quotes/ contracts• Keep a continuous sales pipeline & generate leads• Trend and competitor analysis• Account planning/ upselling opportunities
• Expense Reports• Administrative requests/ in office tasks• Customer service requests by customers• Post-Sales Requests• Sending collateral to prospects• Set up and tear down at trade show events• Understand and research product know how• Schedule meetings and update executives
Increased delegation of selling function so top level management can focus on operation efficiency and
maintain current relationship
Increased personal touch as a part of ABC’s go to market
strategy. Increased brand awareness in the market
“ABC values personal touch in
business and envisions maintaining long term
term relationships with all our partners. ABC plans on
meeting clients to understand their needs and serve them
in the best way possible”
Core
Sel
ling
Func
tions
Non
Cor
e Se
lling
Benefits realized
Source: https://www.fourquadrant.com/go-to-market-strategy-the-cost-of-b2b-direct-selling/
Message conveyed
05/01/2023 Developing strategic capabilities – J501 project 9
Customized marketing by a sales representative will increase ABC Electronics’ revenue by $519,630
In person Events
Webminars
Case stdudies
Whitepapers
Videos
Research Reports
eNewsletters
Blogs
0% 10% 20% 30% 40% 50% 60% 70% 80%
75%
66%
65%
63%
62%
61%
60%
59%Key revenue generation sources
• Acquiring new customers• Upselling/Increasing revenue from existing
customers• Different customer segments include:
Big RetailersDealersLocal Repair Shops
$49,500.00
$154,000.00
$77,000.00
54%
31%
15%
Reducing customer
churn
Acquiring new
customersUpselling to
existing customers
Small shops
Brand dealers
Big retailers
Effectiveness Ratings for B2B Tactics
Indiana: Market at a
glance• 3.3 Million TV Homes• About 109 Big Retailers• About 370 Small repair shops• About 278 Brand Dealers
Source: https://www.fourquadrant.com/go-to-market-strategy-the-cost-of-b2b-direct-selling/Source: http://www.ABCelectronicsinc.com/
05/01/2023 Developing strategic capabilities – J501 project 10
Source: https://www.b2binternational.com/themes/customer-satisfaction-publications/Source: http://marketeer.kapost.com/customer-experience-marketing-stats/Source: https://blog.optimizely.com/2015/10/07/online-surveys/Source: https://www.marketingsherpa.com/article/case-study/b2b-survey-program-brand-advocates
Administer customer surveys to understand gaps in services and increase customer engagement
Financial BenefitsCustomer Surveys
Know what your customers want before investing in content marketingLearn about what your customers -• are concerned about (fears)• are curious to know• are seeking solutions for (problems)• are dreaming about having (desire)
Benefits• Increased customer loyalty• Increased brand awareness and
engagement• Increased market share• First-hand feedback from customers will
help ABC analyze current state and fill gaps proactively
Just a 5% reduction in the customer defection rate can increase profits by 25% to 85%, depending on the industry
Studies reveal that customer engagements provide a competitive advantage, in some cases doubling sales year over year
Diligently administered surveys can increase conversion rate from 12% to 30%, depending on the industry
05/01/2023 Developing strategic capabilities – J501 project 11
Gain insights to determine a brand message that resonates with customers
Source: http://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/how-b2b-companies-talk-past-their-customersSource: http://blogs.gartner.com/jake-sorofman/gartner-surveys-confirm-customer-experience-new-battlefield/
“Customers who are fully engaged represent 23% premium in terms of share of wallet, profitability, revenue, and relationship growth compared with the average customer : sales pass, loyalty stays - potentially - forever.”-Neosperience
“In 2016, 89% of companies expect to compete mostly on the basis of customer experience, versus 36% four years ago”-Gartner
Cares about honest, open dialogue
Acts responsibly across its supply chain
Has a high level of specialist expertise
Fits in well with my value and beleifs
Is a leader in its field
Brand theme
Top global B2B companies' stated affiliation with theme, %
Theme's contribution to perceived brand strength, %
Correlation Ranking
0
00
36
4
15
11
10
16
17
Source: McKinsey Quarterly
“Three questions whose answers may point to opportunities for improvement :• Are you telling the same story as your competitors?• Does your sales force say it is facing headwinds?• Do you deliver your brand in a consistent way?”
12
ABC can implement a strong marketing plan in 11 months
05/01/2023
PlanningExecutionTestingBuilt-in lag time
Month 1 -2
Month 3-4 Month 4-5 Month 5-6 Month 7-8 Month 9-10
Month 11
Articulate strategy
Hire sales representative
Customer survey and requirements
Content marketing
Website enhancement (SEO)
Refine Target Customer group
In-person meetings/events
Critical success factors1. Stakeholder buy-in2. Change management3. Training and
documentation4. Motivated sales and
marketing team
Developing strategic capabilities – J501 project
Milestone
05/01/2023
05/01/2023 Developing strategic capabilities – J501 project 13
Risks and mitigations
Source: http://blog.marketing.ai/3-key-risks-of-content-marketing/
Probability
Impa
ct
Inherent risk profile
2. Results of surveys conducted to find out what target customers really need may result in too few facts or erroneous conclusions due to skewed customer demographics
3. Inconsistency in perception of brand within ABC due to content marketing strategy may lead to mis-delivery of message to customers and prospects
1. Loss of revenue due to incapacity to handle a heavy influx of business as a result of marketing
Monitoring effect of marketing to enable improved planning and forecasting, will allow ABC to plan for a large influx of business and build servicing capabilities
Incentivize all customer segments to actively participate in the survey, convey goals, objectives with them and share insights received.
Have a center of content and strategy that can serve both as one source of truth for the different teams, and at the same time connects to the different channels for drafting, approvals and publishing makes it much easier to verify alignment.
1
2
3
05/01/2023 14
An effective content marketing strategy that is executed effectively to convey a strong value proposition can help ABC re-establish their foothold in the repairs industry and exceed conversion rate (by sales) of 1.4% (industry standard)
Assess customer needs by investing in market research strategies
Convey value proposition through state of the art website
Acquire new customers and deepen existing relationships by incentivizing a salesperson to take in-person meetings
Developing strategic capabilities – J501 project
Implementing a marketing strategy will improve brand awareness and re-position ABC in the industry
05/01/2023 15
Appendix
Developing strategic capabilities – J501 project
Core and adjacency model
Customer engagement
Improving SEO ranking
Social media platforms
Considerations when hiring a sales representative
References
05/01/2023 Developing strategic capabilities – J501 project 16
Mapping growth opportunities using Bain’s Core and adjacency model
Core
Repair Television sets
Repair Desktops, Laptops, home appliances
Adjacency
“Too many companies leave money on the table in their core businesses. More than 80% of executives say they are not even close to achieving full potential in their core business.”-Bain & Co.
Define the core
Focus
Expand
Rede
fine
Focus on building their core business to reach full potential
Take advantage of core capabilities to expand into adjacent markets
Renew company
strategy and capabilities
Source: Bain & Co.
05/01/2023 Developing strategic capabilities – J501 project 17
Strategies for strengthening the core
Define the core
Focus
Expand
Rede
fine Goals for core
1. Prevent customer churn2. Get more business from existing
customers3. Leverage existing relationships to
increase market outreach4. Reiterate and convey value
proposition
Gaps in core1. Consumer awareness2. Untapped opportunities
amongst existing customers
3. Building trust among new customers
4. Unclear value proposition
05/01/2023 Developing strategic capabilities – J501 project 18
Improving SEO rankingsGoogle ranks a content based on 3 metrics1. Click through rate – Ratio of number of times a result was clicked v/s number of times it was displayed2. Dwell time – Time spent on clicked result webpage3. Pogo sticking – Frequency of users quickly clicking search results in succession
Improving number of clicks4. Identify pages with low click rate and prioritize improving them5. Improve titles and descriptions by meeting the technical requirements and making them more enticing for
users to click6. Implement rich snippets wherever possible, such as information about product, price and quality, so that they
are displayed within the search itself
Increase dwell time7. Create compelling content that is unique, credible and trustworthy written in a concise and polished manner8. Optimize speed and utility by improving load time, navigability and reducing ads and pop up’s9. Encourage visitors to explore your site by linking related content
Source: Aleh Barysevich (2016) “7+ Ways to Attract Searchers and Boost Your SEO Rankings”
05/01/2023 Developing strategic capabilities – J501 project 19
Hiring a sales representative will require careful consideration from the perspective of ABC
Focus on pursuing “Qualified opportunities”
Focus on understanding different customer segment’s needs
Focus on having an accurate sales pipeline
Have a well defined sales process documented in a “sale playbook”
Focus on getting access to decision makers
Perform rigorous competitor analysis and document what works for them
ABC Sales rep best practices
Base salary - $33,000
Compensation – 15% of ($519,630) uncapped - $77,944
Benefits – Including insurance and vacation days
Total cost of hiring a sales rep per working day – (33000+77944)/200 = $555/ day
Gas, cell phone and lunch expenses incurred from client meetings (Average - $21,025)
Other benefits same as equivalent full time employees
ABC Sales Rep sample compensation
Source: B2B business best practices
Prospecting
Qualifying
Meetings
Meeting Preparation
Meeting Follow-up
Responding to RFP’s
Developing proposals
Getting the contract signed and submitted
Responding to e-mails and voicemails
ABC Sales rep key tasks
Content creation and marketing strategies are much effective if they are aligned with more in-person events and direct selling to get the message across to a broader scope of audiences
Example based on $380k total compensation
05/01/2023 Developing strategic capabilities – J501 project 20
Analyzing results of surveysUnderstanding your company’s position in the market based on
the aggregated survey scores
Understanding your customer’s likelihood to churn based on their survey results
Select survey channel based on revenue generated by the customer
Source : https://www.b2binternational.com/publications/customer-satisfaction-survey/Source : https://www.b2binternational.com/publications/online-versus-telephone-which-is-best-in-business-to-business-market-research/
05/01/2023 Developing strategic capabilities – J501 project 21
Formulating Directed Questions Aligned With ABC’ Objectives Will Help Quantify Results and Categorize Insights Derived From Responses
I like ABC for their fair and competitive pricing – Agree?
The ABC call center personnel have never disappointed me – Agree?
I find ABC’ website easy to use and intuitive – Agree?
I like ABC for their quality and defect free output – Agree?
I like ABC for their quick turnaround time – Agree?
I sometimes choose ABC’ competitors because…
I want to share contact of a friend who ABC could serve – Agree?
I am not sure if I know all that ABC has to offer – Agree?
ABC should also start offering services like…
ABC should email me about its new offers and services once a…
I can predict how often I would need ABC in a typical month – Agree?
ABC should really tie up with…
State of our core services
State of our support
functions
Our customers inherent wants
Going forward…
Evaluate our strengths and weaknesses and learn what our customers value the most in us
Understand if our support functions need to be restructured in order to align with our core services
Identify the potential reasons why we lose business to our competitors; make strategic changes to remediate that
Implement a model where business volume can be predicted in order to optimize turnaround time and balance demand and supply of orders
05/01/2023 Developing strategic capabilities – J501 project 22
Market research techniques and best practices1. Market Description Surveys2. Market Profiling-Segmentation Surveys3. Stage in the Purchase Process / Tracking Surveys4. Customer Intention – Purchase Analysis Surveys5. Customer Attitudes and Expectations Surveys6. Customer Trust – Loyalty – Retention Analysis Surveys7. New Product Concept Analysis Surveys8. New Product Acceptance and Demand Surveys9. Habits and Uses Surveys10. Product Fulfillment Surveys11. Competitive Product and Market Positioning12. Brand Equity Surveys13. Advertising Value Identification and Analysis Surveys14. Advertising Media and Message Effectiveness Surveys15. Sales Force Effectiveness Surveys.16. Sales Lead Generation Surveys17. Customer Service Surveys18. Customer Service Representative (CSR) Surveys— Attitudes, Burnout,
Turnover, and Retention19. Sales Forecasting and Market Tracking Surveys20. Prices Setting Surveys and Elasticity of Demand Analysis
Types Of Marketing Researches Tips For Efficient Market Research
1. Keep the survey questions short – preferably yes/no based2. Determine the ideal frequency of these surveys based on your
customer engagement and industry standards. 3. Send them a thank you note with personalized message based on
their feedback4. Show them how you have worked on their feedback after a few
months5. Also create anonymous surveys for employees in order to take
into account their opinions and suggestions as well6. Typically, for B2B business models, the purchasing cycles are
longer. Hence seeing immediate results may not be possible7. When you’re part of a B2B market, you’re typically dealing with
complex purchase decisions, an overall smaller customer base, and heavily technical products. In such cases, it takes patience in approach to gather pertinent data
8. It takes 12 positive customer experiences to negate the poor impression left behind from one unresolved, bad experience
05/01/2023 Developing strategic capabilities – J501 project 23
Social media platforms
Youtube
Slideshare
0% 10% 20% 30% 40% 50% 60% 70%
66%
55%
51%
41%
30%
22%
Effectiveness Ratings forB2B Social Media Platforms
Source: 2016 B2B Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs
Youtube
Google+
0 10 20 30 40 50 60 70 80 90 100
94
87
84
74
62
B2B Content MarketingSocial Media Platform Usage
05/01/2023 Developing strategic capabilities – J501 project 24
ReferencesConvey value proposition through a strong digital media presence• http://searchengineland.com/content-marketing-seo-bigger-picture-219796Industry research shows using content marketing can increase conversion rate by 6 times• 2016 B2B Content Marketing Trends—North America: Content Marketing Institute/MarketingProfsSEO increases percentage leads converted to sales in B2B marketing• http://www.business2community.com/content-marketing/content-marketing-worth-investment-0820523#WOGtJqcKhLYS04bi.97• ABC electronics – Big Commerce marketing dashboardEmploying a sales representative will enhance customer relationships and response rate• https://www.fourquadrant.com/go-to-market-strategy-the-cost-of-b2b-direct-selling/Customized marketing by a sales representative will increase ABC Electronics’ revenue by $519,630• https://www.fourquadrant.com/go-to-market-strategy-the-cost-of-b2b-direct-selling/• http://www.ABCelectronicsinc.com/Gain insights through customer engagement to determine a brand message that resonates with them• http://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/how-b2b-companies-talk-past-their-customers• http://blogs.gartner.com/jake-sorofman/gartner-surveys-confirm-customer-experience-new-battlefield/• https://blog.optimizely.com/2015/10/07/online-surveys/• https://www.marketingsherpa.com/article/case-study/b2b-survey-program-brand-advocatesAdminister customer surveys to understand gaps in services and increase customer engagement • https://www.b2binternational.com/themes/customer-satisfaction-publications/• http://marketeer.kapost.com/customer-experience-marketing-stats/Risks and mitigations• http://blog.marketing.ai/3-key-risks-of-content-marketing/