Celsius Cloud

Celsius Cloud: Understand your Marketing Data and identify the best Sales Opportunities

Who we are

About Celsius

. Founded in 1992 & HQ in Sophia-Antipolis, France’s ‘Silicon

Valley’.

. Part of WPP PLC – the world’s largest marketing services

corporation

. EMEA focus with Global reach

B2B Database Marketing – “We Love Data”

. Marketing universe data integration

. Clean up and de-duplication of your data

. Improve with new accounts and contacts

. Acquire info via traditional (calling, data vendors) and new technologies (digital marketing, social media…)

. Lead scoring and strategic data analysis

B2B Demand Generation

. Multi-country telemarketing programmes

. Marketing Automation as a Managed Service

. Account Based Marketing Programs

Top expertise delivering to leading IT and Services customers

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What is Celsius Cloud key offering?


Understand your Marketing Data and identify the best Sales Opportunities

Without a central repository for your marketing data, your data will remain sitting in silos, which in turn will lead to poor data quality, duplication and unnecessary data purchases across your organization.

The cost of bad quality data is 12% lost revenue, according to

recent data quality reports.

Data in silos will result in mixed and potentially inconsistent messages. Customers may be addressed as prospects and the opportunity pipeline disturbed by irrelevant and potentially dangerous or distracting messaging.

You will have no holistic view of marketing activity on each account and prospect, rendering Account-Based Marketing impossible

40% of the anticipated value of all business initiatives is never achieved because of poor data quality both in the planning and execution phases.

How much of an issue is data quality?

CONFIDENTIAL – DO NOT DISTRIBUTE http://www.celsiusinternational.com/bad-data-costs-you-money/

We know that data doesn’t always come ready to use.Celsius Cloud provides on-going data integration to create an comprehensive data universe for you


CELSIUSTELE

CLOUD

Financial Data

EventsData

CelsiusCloud Main Features

Web-based data

platform

CelsiusCloud is a data hosting and maintenance facility, which delivers a quality marketing database for businesses as a service via a web based technology platform. Uses the latest .NET technology with MS SQL Server and requires only a standard browser to use it.

Live connection to

your data sources

Data is consumed into CelsiusCloud via each data source’s API (application programming interface) or through scheduled data transfers via an FTP. Key attributes (Opportunities, Customer Flags, Industry, Size) can be pushed back to the source systems.

Integration of

marketing universe

CelsiusCloud removes the Marketers “data pain” of data quality and data silos . It assembles, stores and maintains up-to-date information in a structured central database to create a marketing universe of prospects, customers, contacts, campaigns, enquiries, lead history, license and sales transactions. The TeleCloudfacility integrates data from telemarketing campaigns.


CelsiusCloud Main Features

On-going data

maintenance and

enhancement

Integration of custom business rules to keep your data standardized (e.g. generate industry based on SIC code, Employee bands based on size, Job title coding) for segmentation purposes. Enhancement of key attributes using external databases like the Celsius Enterprise Database

Reporting and

Analysis

Custom and standard dashboards display a summary of the population profile of the entire database and allows users to set individual filters for doing analytics. The selected data can be exported from the dashboard.

On-going matching,

not just on system Ids!

Automated “fuzzy” matching to identify where account and/or contact name records in data arriving via an API, a file transfer or a file being added from an external source match with data already in CelsiusCloud, and either add new or update existing records accordingly. Means that records without common IDs are automatically matched, based on business rules.


Short and Long-Term Benefits of CelsiusCloud

• Availability/Accessibility of data - integrating data in CelsiusCloud makes it easy to retrieve, view, query, and analyse data by anyone in your company.

• Consistency and accuracy – key data types are consistently maintained and flagged making it clear where customers, opportunities are situated. Data that should be excluded (opt-outs) are flagged automatically avoiding room for human error.

• Completeness of data – data universe includes both historical and recent data of customers, prospects, contacts, enquiries, campaigns, all enhanced with key attributes for segmentation and targeting.

• Reduced duplication – all data sources are managed together in one repository which allows easier identification of duplicates for their removal.

• Resource efficiency – less time spent consolidating, standardizing data manually from different sources because data is automatically merged and enhanced.

• Lower data acquisition costs – all data sets are stored in the same repository which avoids purchasing the same data over and over again.

• Greater accountability – complete overview of data allows for rapid and more accurate reporting of ROI on marketing campaigns (emails, events, telemarketing) on account and contact level.

• Better decision-making – visibility on the customer/prospects’ behavior, or “the buyer’s journey” using a scoring model, supports the marketing teams to make more informed decisions on which accounts/contacts to target, when, where and how.


Customer Case 1


Cleaning, Coding, Standardizing Deduplication and Enhancing


Do not count the ompanies you reach;engage with the companies that count !

3 key data challenges to solve


Do not count the companies you reach;engage with the companies that count !

Customer Case 2


When data sits in different systemsMarketing can not have a solid customer view



The Attachmate Group consists of 4 different business units, all with different databases. Without a central repository for marketing data,there is no visibility on overall data quality, duplication issues and, more important, Upsell or cross sell opportunities

A central Marketing Database grouping account,contact and activity data / transactions from multipleData sources. Attachmate is now able to deliver the right info to the right buyersAt the right time The database is being deduped and cleansed on real time in theCelsius Cloud, hence avoiding inconsistent or erroneous data to flow from one application to another

Richard W. Bradford, WorldWide Sales Process and Operations: « Celsius has successfully replaced our current prospect management data platform and now facilitates the management of prospect data while reducing our maintenance cost significantly »

Customer

customer

Decision Maker

Customer

Customer Case 3


Managing the EMEA Marketing Database of a Global Top 5 IT company



Dell EMEA is addressing the MidMarket and Enterprise segment both with Direct and Channel Sales.

The database is in SFDC butit lacks the coverage that marketing needs tosuccessfully perform and deliver leads

The EMEA CRM team lacks a complete view of the customer engagement and as suchthe quarterly Sales Plays can not deliverthe expected results.

Taking as basis the SFDC database, Celsius has built a completeMarketing Database

The focus of the database built is:

a) Improve the deliverability of Marketing communications ( postal , email and telephone coverage)b) Identify potential white spaces – companies not in SFDC –to drive new customersc) Enable the Go-to-Market strategy of the EMEA CRM team byidentifying the best opportunities for LOB conversion (cross-sell) or new buy ( Acquisition campaigns)

Celsius has delivered “ on the Marketing Database, CRM / Contact Strategy and Analytics fronts to drive Marketing and Sales in the right direction (…) and to implement a Marketing database with behavioral targeting enabled and a fully integrated Contact Strategy that support all the direct vehicles across the EMEA region (21 countries)”.

Customer

Customer

Decision Maker



Celsius” clearly understands business objectives and their articulation with data quality matters. (Celsius )brought and helped build solutions and tools that were powerful insights on our customers behavior. (Celsius) possesses solid marketing knowledge alongside a strongly supportive attitude”

Each quarter the DELL CRM team needs to identify the best opportunities for the Sales teams.

Celsius created the EMEA Contact Strategy.

All existing customers and prospects are classified in terms of their potential and suitability vs. Dell’s offering

Celsius built propensity models to identify best cross-sell opportunities ( LOB conversion programs) and best-fit customers for up-sell proposals ( eg: identify best companies for a new Virtualisation solution, Lapse Prevention campaign programs, identify best companies for Acquisition campaigns …)

Supported Go-to-Marketing strategies for Dell End User, Public Sector Group and Dell Software Group offerings.

Celsius deliveries where benchmarked for uplift revenue by a third party company ( MuSigma) . All our programs and go-to-market recommendations have resulted in much greater revenue than the run-rate of the control groups.

The Marketing Database built all suitable triggers to enable a full behavioural targeting approach

The biggest difference with Celsius is their ability to innovate and deliver real value. Celsius’ solutions enabled behavioral targeting, and for the first time Dell EMEA was able to leverage the customer’s journey and support all the direct vehicles across the EMEA region from a central Marketing Database.

Customer

Customer

Customer

Customer

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Customer

Customer

Decision Maker

Customer


Success Story : Identify best new prospects

The Challenge

Identify the best 20K prospects at EMEA

level for their Inside Sales Teams

The Selection1.Celsius identified 10K accounts by using predictive intelligence

2. Inside Sales also chose who they thought would be best 10k accounts

The Results12 months after launch, 400% Higher Sales RoI

coming from companies recommended by

Celsius vs. Inside Sales recommended

CONFIDENTIAL – DO NOT DISTRIBUTE more info: http://www.celsiusinternational.com/success-story-customer-loss-prevention-program/

Success Story : Lapse Prevention Program

The Challenge

High levels of churn with good customers (Retention accounts)

should be avoided

The SolutionCelsius examined the behavior of customers who ceased purchasing in order to find common trends in their behavior and apply remedial action beforehand

The ResultsWithin months of

launching the program the revenue from lapsing accounts

increased dramatically and changed to positive

Celsius GKK International1360 route des Dolines06560 Sophia Antipolis, France+33 (0) 4 92 94 40 00

93 Ashmill StreetLondon NW1 6RA, United Kingdom+44 (0) 207 193 79 19

Hanauer Landstraße 172Frankfurt / Main+49 (0)69 75 44 85

[email protected]