Not everyone that visits your website is a potential customer, sad but true! So why treat them all the same? What you really want to be able to do is identify those visitors that really are prospects and focus on these visitors. Dialogue is a real time website tool suitable for use in all B2B and B2C environment, current customers represent the following sectors: Finance, Insurance, Consulting, Automotive, Legal, Energy, TV / Media and many others… Dialogue collects lots of important data from your website visitors as they arrive and move around your website; not just about the current visit but also any previous visits to your site. This can be augmented with additional relevant data sets (credit rating / CRM data / social media profiles etc.) to provide you with a fully formed view of your traffic. An advanced ‘rules’ engine identifies which of those visitors match your predetermined criteria as a prospect. This could be a single/range of products and services or any other variable and then alerts the relevant people within business. Just to give you an idea, example triggers could include: 1. Visitor viewing products that you are holding a lot of stock for 2. The visitor is from a company that you are keen to do business with 3. A visitor downloaded a product brochure, but did not make a subsequent enquiry 4. They may have visited your site or specific product pages on many occasions (indicating a high level of interest) but have not yet made a purchase or enquiry 5. Shopping Cart Abandonment – the visitor has exited the checkout process at a specified point In many cases there will clearly be a whole range of customisable ‘triggers’: Product X / Search term Y / Time on site Z etc, etc… You decide what you regard as the appropriate next steps for each segment of prospects and the system will implement this activity. Customer engagement will vary on a client by client basis; this could be via a contact centre or by alerting individual or specific sales teams per prospect segment. There are in built tools within Dialogue or the facility to integrate with existing providers. Visitor engagement can take a variety of forms; this could be a specific question set, a request for further information or a direct approach. This provides your valuable prospects with a personalised, timely, and relevant website experience. All elements of the product can integrate with your existing systems: CRM / Contact Management etc. to enable a fully integrated approach. Data integrates with existing systems and processes and enables focused re-targeting. Please get in touch to find out more.

2. Overview
• Not everyone that visits your website is a potential
customer, sad but true! So why treat them all the same?
• What you really want to be able to do is identify those visitors
that really are prospects and focus on these visitors.
• Dialogue is a real time website tool suitable for use in all B2B
and B2C environment, current customers represent the
following sectors:
Finance, Insurance, Consulting, Automotive, Legal, Energy, TV
/ Media and many others…

3. Online
• Average website conversion > 3%*
• 2012 online ad spend £4BN+*
• 52% of digital marketers agree that “the ability to
personalise content is fundamental to online
strategy”**
• Almost no money spent on improving conversion /
identifying customers – all on driving traffic
* IAB **Adobe / eConsultancy Research

4. Buying cycle
The buying process has changed: adapt your process and technology to ensure
that your web presence provides an appropriate experience
What brands/products do
Consumers gather
consumers have in mind
information to narrow
as they contemplate a
their choices
purchase?
Consumer decides on a
Consumers tell others
brand and concludes
about the product or
the purchase
service they bought

6. Dialogue: key benefits
Increase sales:
The right sales person talking to the right
visitor at the right time
Nurture visitors:
Identify hot prospects and ‘nurture’ them
through to conversion
Enhance analytics:
Understand who visits your site and the
type of visitor that converts

7. Dialogue: key benefits
Optimise marketing:
Reduce the sales cycle; focus on those
activities that deliver customers not traffic
Proactive engagement:
Enhance user experience and sales with
personalised timely engagement
Improved efficiency: Increase the
utilisation and cost effectiveness of your
sales team

8. Dialogue: key benefits
Differentiate:
Provide an enhanced online experience and
differentiate from your competitors
Improve customer loyalty:
Enable cross-selling and up-selling by knowing
when existing customers are ‘in market’
Enhance process/systems:
Fully integrate customer data and ‘dialogue’
into existing systems and processes

10. Product Overview
• Simple 4 step process
• Real time application that makes your website more
productive and enables you to:
o Increase sales
o Be more effective and efficient
o Provide a better consumer experience

11. Visitor Data Collection
Data Collection Data Augmentation
• Browsing behaviour The harvested data can be
• Number of visits enhanced with additional
• Search terms data sets to strengthen the
• Adwords/Banner visitor profile (and prospect
referrals analysis).
• Time on site / pages
• Marketing campaign Examples:
details • Credit rating
• Geographical • Social media profile
information: e.g. • Address / telephone
company / country • Detail from your CRM /
• Demographic Customer database
information (existing • Pretty much anything…
user)
• Returning visitor /
previous visit details

12. Analysis and Profiling
Rules Engine (examples)
• Specific search terms
• Product specific pages
• Time on site / pages
• Shopping Cart
Abandonment
• Product brochure
download (but no
enquiry)
• Adwords / Banner
referrals
• Marketing Campaign
• Company alert watchlist
• Returning visitor
• Existing customer
• Product price / stock level

13. Visitor Segmentation
Visitor/Rules
Matching (examples)
• Identification of the
hottest prospects
• Previously identified
‘targets’
• Existing customers
• Those visitors we wish to
engage
• Visitors that may require
assistance
• Those about to ‘abandon’
• Prospects we have
already targeted (via
on/offline marketing
etc…)

14. Visitor Engagement / Intervention
Personalised targeted
visitor engagement
• Appropriate targeted
message for that prospect
• Alert the right salesperson
for that prospect
• Supply sales person with
full prospect information
• Link into CRM system
• Link into Contact Centre
system
• Engage via: live chat /
telephone / call back /
email

15. Integration and configuration
• Installation on your website takes minutes
• Sales team / contact centre simply require mobile phone and
internet access (dependent upon contact method)
• Automated A/B testing implemented to ensure best results
• Implementation and maintenance of the ‘rules engine’ is a
fully managed service
• Data provided to enable subsequent re-targeting