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Customer Engagement Strategies C Suite Programs
1.
The Three Keys
to Engaging C-Suite Executives January, 2007 © 2006-2007 Customer Engagement Strategies, Inc.
2.
True or False
• My company could have stronger relationships with customer C- Suite executives • My company could do a better job of providing customer C-Suite executives with strategic insight and information that they can use to be more successful • My company could have more success attracting customer C-Suite executives to meetings and events • My company could do a better job of understanding how our brand promises align with our customer C-Suite executives experience • My company could use a more robust process for developing, planning, implementing and measuring programs designed to engage customer and prospect C-Suite executives © 2006 Customer Engagement Strategies, Inc.
3.
What Attracts C-Suite
Execs? • Peers • World-class thought leaders • True value in exchange for time, effort and expense • Unique, peak experiences © 2006 Customer Engagement Strategies, Inc.
4.
Three Keys to
Attracting C-Suite Executives • Stimulate the intellectual – Peers – World-class thought leaders – Time for reflection • Stimulate the emotional – Peers – Time for relaxation • Create a peak experience – World-class venues – World-class activities © 2006 Customer Engagement Strategies, Inc.
5.
C-Suite Engagement Programs
Deliver • Target and deliver C-level executives exclusively and repeatedly • Strengthen corporate brand and credibility • Drive new revenue • Accelerate pipeline opportunities • Enhance existing relationships • Build customer loyalty • Deliver demonstrable ROI and ROO for marketing dollars • Increase customer life-time value © 2006 Customer Engagement Strategies, Inc.
6.
How It Works
ROI & ROO ROI & ROO projections measurement Final Final Information Goals & Implement Assess Program Report & Gathering Objectives Program Program Definition Briefing How will audience be How was audience transformed transformed by experience by experience and/or and/or relationship? What will relationship? Did audience audience think, feel and do? think, feel and do as planned? © 2006 Customer Engagement Strategies, Inc.
7.
Why It Works
• Creates an exclusively branded, must-attend platform • Builds a network of peers • Creates an educational, problem-solving environment • Re-combines the emotional and intellectual • Earns you the right to go for the close • Delivers measurable ROI and ROO © 2006 Customer Engagement Strategies, Inc.
8.
Oracle Case Study
• 150 C-level customers • 2 Days of activities at Ritz Carlton Half Moon Bay • Speakers: – Henry Kissinger – Gerald Ford – Larry Ellison • Partner: – Callaway • Gift Certificate • Free fittings & class © 2006 Customer Engagement Strategies, Inc.
9.
Oracle Success
• $40 Million of Business Directly Attributed to Executive Summit • High Customer Satisfaction • Business Relationships Strengthened • Now Committed To Quarterly Targeted Customer Engagements © 2006 Customer Engagement Strategies, Inc.
10.
Oracle – Take
Two • 260 CIOs from Fortune 1000 companies • 2 days of activities • Ritz Carlton Half Moon Bay • Targeted prospects representing $75 Million in new revenue generation and pipeline acceleration • Senator George Mitchell; Chuck Phillips, Morgan Stanley; John Madden, Monday Night Football; Larry Ellison, Oracle • Success - $75 Million goal achieved © 2006 Customer Engagement Strategies, Inc.
11.
Thank you.
For more information: www.customerengagement.com hklein@customerengagement.com 781-559-8202 © 2006 Customer Engagement Strategies, Inc.
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