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Navigable Slide Index

1. Introduction
2. What's the benefit?
3. E/R ratios - importance and improvements
4. How to use multichannel sales and marketing?
5. How did we segment the market?
6. Scenarios modelled in the BT-MB ECP project
7. Integrated channel management model
8. Reasons to call
9. Organising the desk based sales organisation
10. Channels integration with common systems
11. Sample of coverage maps
12. Key metrics
13. A 9 box model for costumers tracking
14. Landscaping approach
15. Siebel based account development plan
16. The "QPB" scenario
17. Conclusions

Topics Covered

• What is the benefit?
• Multichannel increases productivity through 'shift and lift'
• How can multichannel sales and marketing be used?
• How did we segment the market?
• How did we organize the desk based sales organization?
• Key to integrate the channels with common systems and measures
• Sample of coverage maps
• Key metrics
• Landscaping approach
• Siebel based account development plan

Links

Series:

• Multichannel Marketing

Categories:

• Marketing & Sales
• Technology & Operations

Talk Citation

Publication History

• Published on December 31, 2008
• Archived on March 17, 2022