presentation Willison B G

Information about presentation Willison B G

Published on April 3, 2008

Author: Reinardo

Source: authorstream.com

Content

Slide1:  E-Strategies in a Multichannel Environment BAFT São Paulo, Brasil BroadVision Today:  BroadVision Today Profile Founded 05/13/93 First product ship 01/01/96 IPO (Nasdaq:BVSN) 06/21/96 Secondary (NeuerMarkt: BDN) 11/1/99 Employees 2,300+ End-Users 1,200+ Live sites 800+ Partners 200+ Performance Revenue Annual growth rate EPS 2000 $419.0M +360% $0.12 1999 $116.0M +127% 0.07 1998 $50.9M +88% 0.01 1997 $27.1M +149% (0.12) 1996 $10.9M — (0.18) Operations Redwood City, Atlanta, Boston, Chicago, DC, Denver, DFW, LA London, Amsterdam, Milan, Munich, Paris, Stockholm, Zurich Taipei, Beijing, Hong Kong, Seoul, Singapore, Sydney, Tokyo Sao Paulo, Mexico City, Buenos Aires Slide3:  Market Leadership: BVSN Accolades Global Leader in E-Financial Services 200+ Financial Services Customers on 5 continents:  Global Leader in E-Financial Services 200+ Financial Services Customers on 5 continents ZIONS BANK Chevy Chase Bank Global Leader in E-Financial Services 200+ Financial Services Customers on 5 continents:  Global Leader in E-Financial Services 200+ Financial Services Customers on 5 continents GE Capital Zurich Financial Kuwait Finance DBS Fortis Credit Lyonnaise Standard Chartered Banco Sao Paolo Commerz Bank Citibank China Trust Sanwa Softbank TD Waterhouse Northern Trust E*Trade Dah Sing Bank USAA BroadVision Knows Telco too!:  BroadVision Knows Telco too! British Telecom Cable & Wireless France Telecom KPN Telecom Italia Rockwell Ericsson NTT DoCoMo Vodafone Motorola Japan Telecom Hong Kong Telecom Malaysia Telecom MCI/WorldCom Bell South Telus TelMex Nortel Cisco Verizon Sprint BroadVision do Brasil, Limitada:  BroadVision do Brasil, Limitada The first e-business company in Brasil, customers since 1997 The largest team of any e-business company in Brasil and Latin America 39 customers in Brasil and 16 others throughout Latin America Significant investment in our presence in Brasil, profitable and here to stay! What we hear from Bankers…:  What we hear from Bankers… Customer churn, Low customer satisfaction Product & service commoditization Increased online competition Variable application self-development Source: Competing with Superior Service, Deloitte & Touche Poor service 45% 23% 15% 13% 5% Lack of personal attention Better product Price Others Why do customers switch institutions? Financial Services eVolution:  Proactive CRM ERM Mass Marketing Flogging Personalization Retail Financial Progression Financial Services eVolution Personalized Relationship Management Secure Transactions Static Information Customer Focus Product Focus Brasilian Bank Operating Costs:  Brasilian Bank Operating Costs Mail/Statement transaction U$2.00 Face-to-face transaction U$1.07 Call center transaction U$0.54 ATM transaction U$0.27 Internet transaction U$0.10 Focus on Results!:  Focus on Results! Not one Brasilian bank offers a personalized and dynamic web experience for it’s customers A major money center bank based in NY standardized on BV in 90 days..and has generated over 150 million web transactions…and was ranked the No.1 banking web-site by Gomes and Forrester..Oh yea enrollment is up by 71% and operating expenses are down by 75%… Focus on: IT cost reduction Business cost reductions New revenue opportunities You have the opportunity to::  You have the opportunity to: Reduce the churn of profitable customers…who transact the least Increase share of wallet, Increase revenue from new product sales by personalizing info, offers and promos Reduce costs by serving customers where and when customers want to be served: Internet, Kiosk, ATM, PDA, Cell, telephone retention Anytime/Anywhere/Anything ERM:  Presentation Logic E-Business Knowledge Application Logic Content Graphics Designer Human Factor Expert Business Manager Developer Author/Editor XSL Visual Design Center Command Posts JSP/Java/J2EE XML Repository Staging, Workflow Anytime/Anywhere/Anything ERM How well does your strategy REACT?:  How well does your strategy REACT? Retention of profitable customers Expansion of customers with propensity for additional products and profits Attraction of new customers with high profit potential from day one Cost management of unprofitable customers Target customers with personalized, 1:1 marketing that meet their wants, needs and current life stage situation. BroadVision do Brasil:  BroadVision do Brasil Muito Obrigado [email protected] Tel: (11) 3048 4184 BroadVision Ecosystem = 1,200+ Customers:  BroadVision Ecosystem = 1,200+ Customers UMC BVSN Financial Performance:  BVSN Financial Performance ROI – It’s the Revenue… :  ROI – It’s the Revenue… Additional Revenue Reduce churn Site stickiness! Increase share of customer Higher product and services revenues from Up & Cross Sell of financial products & services External ads, links, real estate fees Also… …Cost Savings … Migration to lower cost channel Staff reduction/reallocation But, its really the Revenue! One-To-One Financial Summary:  One-To-One Financial Summary Personalized Financial Service Management from home banking to multiple integrated services Own customer’s eFinancial Services experience Specific one, home banking for example Multiple, integrated services Personal attention/service forge stronger customer ties & differentiate from “commodity” transaction houses Segment & deliver targeted messages; increase share of customer Built on high performance, scaleable personalized platform BroadVision Ecosystem = 200+ Partners:  BroadVision Ecosystem = 200+ Partners Platform Vendors (20) BroadVision One-To-One Ecosystem Applications Suite:  BroadVision One-To-One Ecosystem Applications Suite BroadVision is Vertical:  ABN AMRO Banca Populare Bank of America Citibank CCF Credit Suisse DBS E-Trade Fleet Boston Frost Bank Hartford Life HSBC ING Bank Liberty Financial Stand. Charter TD Waterhouse Bank Boston Amway Japan Blackwells Boots Circuit City Dixon’s Fingerhut Hallmark Home Depot Maytag Office Max Sears Shop At Home Walmart Agilent Air Liquide E-Purchasing GE Georgia Pacific GSA Hilti Molex MRO.com Online Asset Exchange RS Components Sealed Air WW Grainger Amadeus Air Canada Budget Canada Carlson Club Med Forte Hotels RailEurope Rand McNally TAM Airlines Nippon Travel Auto Strada Carboulevard Fiat Renault Toyota VW Bell Atlantic British Telecom BT Cellnet Ericsson Essent France Telecom GTE KPN MCI Worldcom Motorola Nortel NTT DoCoMo Vodafone Telecom Italia Telia Telus BroadVision is Vertical All have access to BroadVision Wireless technology! ERM vs. CRM Differentiation Matrix:  ERM vs. CRM Differentiation Matrix Conclusion:  Conclusion Enterprises want integrated solutions E-business is the top agenda across the board Validated with 700 CEOs & CIOs globally Definitely “buy”, not “build” Standardization is the way to go One-stop shopping; reduce moving parts BroadVision has the comprehensive solutions Thought leadership: enterprise ecosystem Embrace open, multi-platform standards Compatible with 3rd-party J2EE and EJB Sizable worldwide footprint/infrastructure Happy customers; committed partners BroadVision do Brasil:  BroadVision do Brasil Xerox do Brasil has all the requirements to be a successful customer and partner: Large existing customer base Recognized brand name Identified as a trusted partner Understanding of technology Smart, hard working employees who are VERY aggressive eRelationship Management Needs To Be Constituent Specific:  eRelationship Management Needs To Be Constituent Specific Suppliers Telco Resellers Corp Customers Enterprise B2B Portal Tailored PRM site for each reseller Tailored Key Account Management Portal for each key customer Tailored Supplier Management Portal for each supplier Sell Side Buy Side Today’s focus Telco Web Functionality Trend:  eRM centered B2B site will bring competitive advantage Telco Web Functionality Trend B2C Consumer products/ services: Sales Marketing EBPP eCare B2C + B2B 1.0 Consumer products/services: Sales Marketing EBPP eCare Business products/Services: Sales Marketing eCare B2C + B2B 2.0 Consumer products/ services: Sales Marketing EBPP eCare Relationship centered B2B sites Partnership management Key account management t Today’s capability for most Telco's ERM Value Creation Lifecycle:  ERM Value Creation Lifecycle Need it Research it Acquire it Experience it Share it E-Enterprise E-Constituency BroadVision One-To-One Ecosystem Applications Suite:  BroadVision One-To-One Ecosystem Applications Suite Business Challenges::  Business Challenges: Scalability – need to effectively serve a large audience ·  Personalization – need to address each persons interests ·  Time-to-Market – need to implement quickly ·   Efficiency - buying and selling these types of products is typically time-consuming and inefficient ·   Complicated process - these types of transactions involve a lengthy exchange of information: requesting a quote, meeting specifications, approving the quote, fine- tuning the order, and finally shipping the product   Summary:  Summary The next wave of B2B is about relationship management. Competitive advantages can be gained through developing full scale relationship centric Marketplace sites. Buy and implement applications designed to enable rapid deployment of full functionality eRM capabilities. Maximize opportunities to increase revenue and customer satisfaction and decrease costs. Business Issues Driving B2B Initiatives:  Business Issues Driving B2B Initiatives Increase customer loyalty: Churn management is ever more important as New entrants poising to take shares Some markets getting close to saturation Customer acquisition cost on the rise Reduce customer relationship cost: several trends are driving the increase of customer service cost in Telco: As CSRs have increasingly been asked to take on more responsibilities (service + sales), Telco needs to invest more in training and hire higher cost personnel High CSR turnover rate As The Largest Value Creation Is At Pre and Post Transaction:  Source: McKinsey & Co., 7/30/00 Pre/post transaction relationship management Enhance integrated value chain relationships Reduce interaction costs Increase market efficiency Increase supply chain visibility 35% 15% 15% 35% As The Largest Value Creation Is At Pre and Post Transaction Reseller Relationship Is A Many-To-Many Collaboration and Transaction Relationship:  Reseller Relationship Is A Many-To-Many Collaboration and Transaction Relationship Connect Reseller Team Reseller Personnel Partner Mgr Partner Rep Product Mgr Legal Sales Rep, Key acct Sales Rep, SME Legal Reseller Relationship Is about collaboration and transaction Consists of a personalized many-to-many relationship Reseller Sites Require A Rich Set of Functionality:  Reseller Sites Require A Rich Set of Functionality Reseller Site Sales Support Channel Mgmt Pre-Sales Support Transactional Support Post-Sales Support Product catalog Leads mgmt Sales collateral RFQ Contact Mgmt Collaboration BroadVision Products Are Well Suited For Reseller Relationship Management:  BroadVision Products Are Well Suited For Reseller Relationship Management Reseller Site Sales Support Channel Mgmt Pre-Sales Support Transactional Support Post-Sales Support Product catalog Leads mgmt Sales collateral RFQ Contact Mgmt Information Transaction As Each Individual Plays A Unique Role In the Relationship, Each Needs A Personalized View:  As Each Individual Plays A Unique Role In the Relationship, Each Needs A Personalized View Sample Partner Alliance Manager Home Page Personalized Section for Partner management tools Personalized Section for Partner Performance Review Similarly, Relationship Specific Site Is Needed For Key Customers:  Similarly, Relationship Specific Site Is Needed For Key Customers BVConnect Fieldstone Team Fieldstone Telecom Mgmt Team Acct Rep Acct Mgr CSR Legal Telecom administrator Key Customer Relationship Is about service, collaboration and transaction Consists of a personalized many-to-many relationship As in the case of reseller, BroadVision Products are designed to manage such complex relationships Sample Customer Telecom Administrator Home Page:  Sample Customer Telecom Administrator Home Page Sample Major Account Manager Home Page:  Sample Major Account Manager Home Page

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