Connecting the Dots

b l b l l k

(81%) ill go online to erif those recommendations

Web, Online, Internet, Mobile, Social Network…………

(81%) will go online to verify those recommendations

(61%) specifically through researching product/service information

(55%) reading user reviews 

(43%) searching ratings websites(43%) searching ratings websites

Exponential Data GrowthExponential Data Growth

Wh t iWhat is happeninghappeningout there?out there?

Big DataBig DataBe ready to face a world of multi exponential data growth…..

CorporationBig

CorporationHistorical Data(ERP, CRM, and etc)

gData

IIssuesLarge EnterprisesMid‐Size CompaniesSmall Companies

Current FutureSmall Companies

to toto to

1to1:     1‐to‐1   / targeted conversation 鎖定式對話1toALL: 1‐to‐all / social marketing           社群行銷ALLto1: all‐to‐1 / influence 影響ALLto1: all to 1 / influence                         影響

Connecting the DotsConnecting the Dots

BE STRATEGICBE STRATEGIC

Product ‐ CentricProduct  Centric

Consumer ‐ Centric

International CRM vs Asian CRM

Consumer ‐ Centric

International CRM vs Asian CRM

Pre‐Sales Sales After‐Sales Up‐Sell

Need需求產生

Awareness知名

Interest興趣

Search搜尋

Purchase購買

Usage使用

Satisfaction滿意

Dissatisfaction不滿意

Product ‐ Centric

Inventory Management Cost and Product Management

ReadyFor Shipping

Warehousing Delivery Packaging Manufacturing&

Assembly

Procurement Supply‐Chain 

CASE STUDYB2C

Inside‐out power usersCRM Consulting

Service calls related to Nature of Issue

Hardware EDO/SD/DDR RAM

Detail of Issue

Power User 12282

Software

4420Power SMPS mode582820

Te

Specification

1984 Fan operating voltage820625

Repeat‐saleU l

Closing the loop

Text Minin

Specification

1386625

BIOS

922Up‐saleCross‐saleI fl i l l

ng Engine922Drivers

1340Influential‐sale

CRM ToolsBehavior

Matching EmailMbr Database to

Data Accuracy 

Lifestyle Coding

Analysis

40%10% Acquire more infoProcess(Mosiac) 40%10%Effective

Power Users

Outside‐in power users VIP

Corporate PromoterOpinion Leader

10%

VIP

4% 6%MAVEN SALESMAN

uses knowledge toadvise others

uses knowledgeto persuade others

10%4% 6%tech savvy

loyalist

advise others what to buy

pto become brand 

users

loyalist

contributor

Attack with great product offers

b hd ff

Feed tech news and related

product

gamer

l k

TLC birthday offers

Incentive bundle packagesProduct pre‐launch

noticeover‐clocker

Exclusive sale eventsExclusive access

Activate consumer migration for profit optimization 

Product A Product B Product CPrice

Product

High 1PRICE POINT power user

MidPRICE POINT

power user

Low 2PRICE POINT

PRICE POINT

PRICE POINT

P h Consumer Browsing

passive user

CRM Marketing

Purchase BehaviorMost recent purchaseHi h d

ConsumerActivenessFrequent member site log inFrequent event

BrowsingBehaviorTarget productcandidate

Engagement

CampaignHigh spenderFrequent

Frequent eventparticipant Incentive

CASE STUDY

Take B2B to the CRM world

Business Objective:Embedded market through Online Strategy:  South Asia (40%), SEA, (30%), Taiwan (17%), Korea (6%), ANZ (4%), RoA (3%)

Business Objective:

Reach Relationship Revenuep

Demand CreationDemand Creation Online ExperienceOnline Experience

ContentContentCapabilityCapability

Online Sales CenterOnline Sales Center

LocalSales Rep.

Virtual Event ‐ where is all happensVirtual Event  where is all happens

Virtual Event – Increase Customer Experiencep

Widget for you to configureWidget for you to configure 

Virtual Conference + Analytic CRMGeneral Contact List

Final Registered Rate( 2 days results )

Final Registered Rate25%

SEGMENATION

Purchase Consumer Browsing

CRM

Purchase Behavior

ConsumerActiveness

BrowsingBehavior

is the Futureis the Future

C i W ldCuration Worldh

策展的世界

where consumers are creators

策展的世界

Share content with your own TASTES a e co te t t you o S

Database and Software FutureDatabase and Software FutureInfrastructure

HadoopRelational Database p

HOW TO BUILD STRATEGYHOW TO BUILD STRATEGYFROM

ANALYTIC DATA

Take advantage of the NEWWORLDTake advantage of the NEW WORLDN

OIS

ED

ATA

N 1) Find

2) Sort

Trust

3) Filter

YOURBRAND

Organizing

New Job TitleNew Job Title1. Curator2 Sr Tech Curator2. Sr. Tech Curator3. Chief Curate Officer3. Chief Curate Officer

W b 3 0 Cl dWeb 3.0 or Cloudis not about Google, Facebook, or Amazon…!!!

It’s about us!!!It s about us!!!

THANK YOUTHANK YOU &&

Pl t b h !Pleasure to be here!