有效获取新顾客（英文版）

HowtoCost-EffectivelyAcquireNewCustomersinDifficultTimesCRMGroupLLC’01OfficesinBellevue,WA35+yearsofcustomerrelationshipmanagementexperienceHelpcompaniesAcquiremorecustomersSellmoretoexistingcustomersImprovetheiroveralllevelofcustomerserviceFoundedMay’01FoundedMay’01OfficesinBellevue,WAOfficesinBellevue,WA35+yearsofcustomerrelationship35+yearsofcustomerrelationshipmanagementexperiencemanagementexperienceHelpcompaniesHelpcompaniesAcquiremorecustomersAcquiremorecustomersSellmoretoexistingcustomersSellmoretoexistingcustomersImprovetheiroveralllevelofcustomerserviceImprovetheiroveralllevelofcustomerservice5/21/02NorthwestEntrepreneurNetwork4Presenters:TerryMiller–ManagingPartner20+yearsofexperienceinsales,marketingandoperationsforhightechnologycompaniesFounderandEVP–Mercata.com⌧Responsibleformarketing,merchandising,sitecontent&design,operationsandcustomerserviceVPofSales–SuperCede,Asymetrix,SoftbankSeniorDirectMarketingPositions–Gupta,BroderbundFounderandGeneralManager–TritonProductsCompanyTerryMillerTerryMiller––ManagingPartnerManagingPartner20+yearsofexperienceinsales,marketingand20+yearsofexperienceinsales,marketingandoperationsforhightechnologycompaniesoperationsforhightechnologycompaniesFounderandEVPFounderandEVP––Mercata.comMercata.com⌧⌧Responsibleformarketing,merchandising,sitecontent&Responsibleformarketing,merchandising,sitecontent&design,operationsandcustomerservicedesign,operationsandcustomerserviceVPofSalesVPofSales––SuperCede,Asymetrix,SoftbankSuperCede,Asymetrix,SoftbankSeniorDirectMarketingPositionsSeniorDirectMarketingPositions––Gupta,Gupta,BroderbundBroderbundFounderandGeneralManagerFounderandGeneralManager––TritonProductsTritonProductsCompanyCompany5/21/02NorthwestEntrepreneurNetwork5AboutEsurgCorporationFoundedMay1999OfficeinSeattle,WAVenturebacked:BankofAmerica,BankofBoston,PolarisVenturePartners,AccentureFocusedonprovidinga“one-stop”supplysourcethroughane-commercesolutiontotheambulatoryhealthcaremarket.Esurgisthelastcompanystandinginaspacethathadover110companies.BrandPromise:“Deliveringtrustedsolutionsforthebusinessofhealthcare”FoundedMay1999FoundedMay1999OfficeinSeattle,WAOfficeinSeattle,WAVenturebacked:BankofAmerica,BankofVenturebacked:BankofAmerica,BankofBoston,PolarisVenturePartners,AccentureBoston,PolarisVenturePartners,AccentureFocusedonprovidinga“oneFocusedonprovidinga“one--stop”supplysourcestop”supplysourcethroughanethroughane--commercesolutiontothecommercesolutiontotheambulatoryhealthcaremarket.ambulatoryhealthcaremarket.EsurgisthelastcompanystandinginaspaceEsurgisthelastcompanystandinginaspacethathadover110companies.thathadover110companies.BrandPromise:“DeliveringtrustedsolutionsforBrandPromise:“Deliveringtrustedsolutionsforthebusinessofhealthcare”thebusinessofhealthcare”5/21/02NorthwestEntrepreneurNetwork6Presenters:SeanBrowne–VP,Marketing&Sales,EsurgCorporationFirstSr.ManagerhiredtostartEsurgFormerSr.VicePresidentatMcKessonHealthcareFormerDivisionalVicePresidentofSalesforBaxterHealthcare/AlliantFormerDirectorofMarketingforBaxterHealthcare’sDietaryProductsDivisionGraduateofNorthwestern’sKelloggSchoolofManagementandBostonUniversity.SeanBrowneSeanBrowne––VP,Marketing&Sales,EsurgVP,Marketing&Sales,EsurgCorporationCorporationFirstSr.ManagerhiredtostartEsurgFirstSr.ManagerhiredtostartEsurgFormerSr.VicePresidentatMcKessonHealthcareFormerSr.VicePresidentatMcKessonHealthcareFormerDivisionalVicePresidentofSalesforFormerDivisionalVicePresidentofSalesforBaxterHealthcare/AlliantBaxterHealthcare/AlliantFormerDirectorofMarketingforBaxterFormerDirectorofMarketingforBaxterHealthcare’sDietaryProductsDivisionHealthcare’sDietaryProductsDivisionGraduateofNorthwestern’sKelloggSchoolofGraduateofNorthwestern’sKelloggSchoolofManagementandBostonUniversity.ManagementandBostonUniversity.5/21/02NorthwestEntrepreneurNetwork7ExecutiveOverviewSlumpingeconomy“Domorewithless”ContinuetoramprevenueMarketingbudgetsareflat,atbestExpendituresarescrutinizedAreyourmarketingprogramsasefficientasyouwantthemtobe?Doyouknow?SlumpingeconomySlumpingeconomy“Domorewithless”“Domorewithless”ContinuetoramprevenueContinuetoramprevenueMarketingbudgetsareflat,atbestMarketingbudgetsareflat,atbestExpendituresarescrutinizedExpendituresarescrutinizedAreyourmarketingprogramsasAreyourmarketingprogramsasefficientasyouwantthemtobe?Doefficientasyouwantthemtobe?Doyouknow?youknow?5/21/02NorthwestEntrepreneurNetwork8CostPerCust