Discovering Marketing’s True Role Discovering Marketing’s True Role g gin Driving Profitable Growth

g gin Driving Profitable Growth

Sean Geehan Sean Geehan Sean Geehan Sean Geehan Kathryn KendallKathryn KendallKathryn KendallKathryn Kendall Sean Geehan Sean Geehan Founder Geehan Group

Sean Geehan Sean Geehan Founder Geehan Group

Kathryn KendallKathryn KendallVice President Crown Partners

Kathryn KendallKathryn KendallVice President Crown Partners

SustainableSustainableSustainableSustainable

PredictablePredictablePredictablePredictable

ProfitableProfitable

Growth!!Growth!!© 2010 Geehan Group. All Rights Reserved Page 2

Growth!!Growth!!

© 2010 Geehan Group. All Rights Reserved Page 3

About Crown Partners

Crown Partners is an Crown Partners is an international management international management international management international management

consulting firm serving consulting firm serving Global 2000 and midGlobal 2000 and mid--

market companies with market companies with market companies with market companies with sales, marketing and IT sales, marketing and IT

t ti i t ti i automation services. automation services. Headquartered in Dayton, Headquartered in Dayton,

© 2010 Geehan Group. All Rights Reserved Page 4

q y ,q y ,with offices globallywith offices globally..

Tale of 2 Companies

ComStarbucks HCL

$10 Billion Revenue $2 Billion Revenue

70 Million Customers 367 Customers

70% - 12 Million Customers 70% - 38 Customers

The Fate The Fate of B2B Companies of B2B Companies R t i th h d f R t i th h d f Rests in the hands of Rests in the hands of

Just a Just a Few PeopleFew People..

© 2010 Geehan Group. All Rights Reserved Page 6

pp

B2B Executive PlaybookB2B Executive Playbook

Step 4Step 4Step 3Step 3Step 2Step 2Step 1Step 1 Step 4Step 4Leverage

Customers

Step 3Step 3Executive Sponsor

Step 2Step 2Organizational

Planning

Step 1Step 1Engage Decision

Makers

Market AlignmentMarket Alignment Internal AlignmentInternal Alignment InnovationInnovation Profitable GrowthProfitable Growth

© 2010 Geehan Group. All Rights Reserved Page 8

Market AlignmentMarket Alignment Internal AlignmentInternal Alignment InnovationInnovation Profitable GrowthProfitable Growth

ROI on Decision Maker Customer Programs

l bll bl

Little or No Decision Maker

With Decision Maker

Results are MeasureableResults are Measureable

Decision Maker Decision Maker

Retention 72% 90%

Account Growth 4% 12%

Referencable 28% 94%Referencable 28% 94%

“Our executive customer programs have proven to be the most effective way to positively impact top and the most effective way to positively impact top and

bottom line results.”

Jeff GarrityCFO Services

© 2010 Geehan Group. All Rights Reserved Page 13

CFO, Services

Kathryn KendallKathryn KendallCrown Partners Crown Partners

Sean GeehanSean GeehanSean GeehanSean GeehanGeehan Group

© 2010 Geehan Group. All Rights Reserved Page 16