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FY 2015 MarCom Budget and ROI Review

FY 2015 MarCom Budget and ROI Review. September 18, 2014. Agenda. CE overview YTD program ROI review Advertising and media Public relations and social media Direct response update Collateral Interactive Sales support material Research. What we are doing.

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FY 2015 MarCom Budget and ROI Review

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  1. FY 2015 MarCom Budget and ROI Review September 18, 2014

  2. Agenda • CE overview • YTD program ROI review • Advertising and media • Public relations and social media • Direct response update • Collateral • Interactive • Sales support material • Research

  3. What we are doing • Continuing to improve the effectiveness of our marketing channel mix by measuring results and understanding what works best • Using first-touch or multi-touch attribution to learn which programs really impact revenue • Allocating budget to the highest ROI channels (budget mix optimization) • Understanding key marketing metrics such as flow and conversion rate for each stage of the buying process • Delivering weekly or monthly reports on progress optimizing program based on findings

  4. Purchase process and CE touch points Go2UTi.com Customer Events Trade Shows Public Relations Added Value SEO Keyword Search Case Studies Customer Emailers eNews Letters Advertorials Collateral Client Referrals Blogs 60% of evaluation and qualification is being done before the company or sales person is contacted Industry Events Social Media Online Banners Videos Webinars White Papers Print Ads Infographics Direct Marketing Research

  5. Using data to drive decisions

  6. Glossary of terms and definitions

  7. Activity overview and ROI metrics Focus on growth – Supports first step in the buying process • 4%

  8. Activity overview and ROI metrics Focus on growth – Supports first step in the buying process

  9. Activity overview and ROI metrics Develops brand personality for company As a result of seeing the campaign – 88% of respondents would like to learn more about UTi 75% of respondents would consider using UTi 55% of respondents would likely tell someone else about UTi 74% of respondents liked campaign better than competitors advertising

  10. Activity overview and ROI metrics

  11. Activity overview and ROI metrics

  12. Activity overview and ROI metrics

  13. Activity overview and ROI metrics Generate qualified leads for sales follow-up

  14. Activity overview and ROI metrics Generate qualified leads for sales follow-up

  15. What is the size of your company in annual sales?

  16. How much will you spend on transportation, SCM and/or contract logistics and distribution during the next 12 months?

  17. What industry are you in?

  18. What is your role in the decision making process?

  19. How important are the following capabilities? Pricing, tracking and ground services are the most important capabilities when choosing a transportation, SCM partner

  20. Activity overview and ROI metrics Self-help support for sales force * Estimated savings from stock photo usage fines

  21. Activity overview and ROI metrics Growth focus

  22. Activity overview and ROI metrics

  23. Activity overview and ROI metrics * Does not include UTi produced collateral ** Metrics scale: 1 – 5

  24. Activity overview and ROI metrics Focus on information– Provides incites for data driven decisions Metrics scale: 1 – 5

  25. FY 2015 MarCom Budget and ROI Review September 18, 2014

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