3 tips to uncover hidden spend: best practices for msps
TRANSCRIPT
HIDDEN SPEND3 TIPS TO UNCOVER
and maximize penetration of your MSP
in the creative & marketing category
Two Key Goals
GOAL #1
maximize
penetration
of the program
Two Key Goals
Two Key Goals
GOAL #2GOAL #1
maximize
penetration
of the program
increase
spend under
management
Challenges Facing Marketing
& Creative Organizations
Aquent/AMA Market Survey
Marketing strategy positively impacts organization financially in 2013.
Have the team needed to meet organization’s marketing objectives.
Marketing team is well equipped to handle new trends and technologies.
CHALLENGE #1
right mix
of internal
& external
resources
Challenges Facing Marketing
& Creative Organizations
#1CHALLENGE #1 CHALLENGE #2
managers
stretched
incredibly
thin
Challenges Facing Marketing
& Creative Organizations
right mix
of internal
& external
resources
CHALLENGE #2
managers
stretched
incredibly
thin
CHALLENGE #3
constant
changes in
technology
Challenges Facing Marketing
& Creative Organizations
#1CHALLENGE #1
right mix
of internal
& external
resources
Three Important Keys to
Specialty Supplier Success
Key #1 – Capture the Hidden
Spend Within Your Program
72%
10%
8%
7%3%
in-house employees
independent contractors
ad agencies
staffing firm employees
outsourced project teams
93% of Creative Spend is
Outside Your Program
Example:
Control and Scalability
Capture Spend – Define
Program Needs
#1
Promote MSP Value
Define
resources &
program
initiatives
#2
Define how to
engage with
specialty
suppliers
Promote MSP Value
#1
Define
resources &
program
initiatives
Aligning Specialty Suppliers
QUESTION #1
Specialty Supplier
“Wheelhouse”
Is the specialty
supplier
correctly
aligned in your
program?
Crossover – Spend not
Realized
Creative
Engineering
IT
Marketing Ops
Product Groups
Product
Marketing
R & D
User
ExperienceFront End
Developers
CR
OS
S O
VE
R D
EP
AR
TM
EN
TS
Mobile App
Developers
UX Designers
Going Beyond the Score Card
QUESTION #1
Is the specialty
supplier
correctly
aligned in your
program?
QUESTION #2
System visibility
past the score
card?
Accountability Through
Visibility
Monitor
Expectation
Cate
go
ry-S
pecif
ic V
isib
ilit
y
Thought
Leadership
Best
Practices
Key #2 – Accommodate for
Unique Requirements
Specialty Supplier – Unique
Talent
TECHNICAL
SKILLS RATINGS
Specialty Supplier – Unique
Talent
TECHNICAL
SKILLS RATINGS
EXPERT TECH
INTERVIEWS
PORTFOLIO
REVIEWS
Specialty Supplier – Unique
Talent
TECHNICAL
SKILLS RATINGS
EXPERT TECH
INTERVIEWS
Key #3 – Identify Suppliers
Invested in Your Program
Invested Suppliers
Commit to Behavior Goals
GOAL #1
Invested Suppliers
Commit to Behavior Goals
internal
staff training
Invested Suppliers
Commit to Behavior Goals
GOAL #1
internal
staff training
implementation
& adoption
initiatives
GOAL #2
GOAL #3
educate
end user on
MSP value
& process
implementation
& adoption
initiatives
GOAL #1
internal
staff training
GOAL #2
Invested Suppliers
Commit to Behavior Goals
IDEAL SUPPLIER QUALITIESIdeal Qualities
Specialty Suppliers – A
Successful Partnership
Questions?
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