CMO Summit Customer Acquisition & Growth
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Best practices for customer acquisition, retention and expansion
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CMO Summit Customer Acquisition & Growth
- 3. New Customers vs. Current Source: SiriusDecisions SiriusPerspective: Despite the generally accepted truth that it pays to sell to current customers, few companies do so systematically.
- 7. Customer Acquisition Approach – IBM CxO Studies
- 8. The Customer Acquisition Journey Source:, Forrester Research
- 9. Anatomy of the Journey Marketing 3/15 Targeted Campaign 4/26 Pega.com visits December Community Regs 6/21 Tradeshow Meeting 12/15 VOC 1/20 Negotiation Feb: Close/Won November Newsletter Sign-Ups 11/1 Proof Of Concept January Web & Community 8/15 Contact Us Web Request 8/18 Qualification SQL October 15 Unique Web Visitors 10/1 Initial Meeting and Demo
- 14. Leveraging Customer Success Client Success Public Awareness Case Studies Press Speaking Awards References
- 16. The Results
- 18. Customer Expansion – Campaign Framework Offerings for Sale Product 1 Product 2 Product 3 Product 4 Product 5 Product 6 Product 7 Product 8
- 19. Customer Expansion – Campaign Framework Offerings for Sale Product 1 Product 2 Product 3 Product 4 Product 5 Product 6 Product 7 Product 8 Campaign Framework Leadership Industry Vertical 1 Solution Set 3 Upgrade Offer Indsutry Vertical 4 Industry Vertical 3 Indsutry Vertical 2 Horizontal Segment Solution Set 1 Solution Set 2 Channel 1 Channel 2
Editor's Notes
- Pete Kranik tips 5 min intro 10 min each Lesson learned (success and flops) Examples, our business issue, how we approached it Ask question to the group, sharing and facilitating Think of our top questions High on content, low on slides
- Pete Kranik tips 5 min intro 10 min each Lesson learned (success and flops) Examples, our business issue, how we approached it Ask question to the group, sharing and facilitating Think of our top questions High on content, low on slides
- Why Pegasystems? Battle-tested for 20 years, developing mission-critical applications for blue-chip customers around the world. Global organization, with offices across the U.S., and in Europe and Asia-Pacific. Publicly-traded on NASDAQ since 1996. Extensive experience developing rules-based business process management applications for banks, insurance companies and healthcare providers and payers. Establishing recognized thought leadership in the industry with ‘smart BPM’ (as attested to by Gartner ‘Leaders’ positioning in BRE and BPM Magic Quadrants, 2003). Strong financial performance in both revenues and profits, particularly over the last two years. Our customers are predominantly large, internationally-known companies considered to be among the best in their respective industries.
- GJ does this
- Pete Kranik tips 5 min intro 10 min each Lesson learned (success and flops) Examples, our business issue, how we approached it Ask question to the group, sharing and facilitating Think of our top questions High on content, low on slides
- Are you doing this? PURL
- Voice of the Customer