buyerlytics b2b revenue science is the new sales model

1. The entire Infinity Contact organization has
Infinity Contact OverviewInfinity Contact Overview
The entire Infinity Contact organization has
a singular focus: we partner with our
clients to Get Customers, Keep Customers
for life.
We help our clients increase customer
spend and build market share.
Our three decades of history has enabled
us to become leaders in developing
markets and launching solutions for our
clients. Our Buyerlytics System™
approach combined with our world class
workforce ensures maximum ROI for eachworkforce ensures maximum ROI for each
client customer relationship.
From strategic sales planning, to customer
data analytics, customer acquisition and
predictive modeling, Infinity Contact
delivers client acquisition and customer
retention results in the most cost efficient
and professional manner possible.
Contact Us:
marketing@infinitycontact.com
Follow Us:

2. How would you sell if you knew whichHow would you sell if you knew which
customers were ready to buy?customers were ready to buy?customers were ready to buy?customers were ready to buy?
An Introduction to Buyerlytics.An Introduction to Buyerlytics.
A scientific system for managing revenuesA scientific system for managing revenues
based on customer preferences.

3. Infinity ContactInfinity Contact
History & Timeline StoryHistory & Timeline StoryHistory & Timeline StoryHistory & Timeline Story
Sales Campaigns Driven by Analytics
Functional Outsourced Inside Marketing Multichannel Sales Analytics Customer
Live Voice & Click-to-Chat
Direct Marketing
Fulfillment
On-Demand
1995 2000 2005 2010 2015
Customer Service Sales Teams Automation
Technology
Services ExperienceWorkforce

4. Industry EvolutionIndustry Evolution
∞ In the 80’s database marketing emerged with focus on targetedIn the 80 s database marketing emerged with focus on targeted
direct marketing to consumers. Emphasis was on consumer
behaviors. Data is used to create personalized communications.
∞ In the 90’s solution selling and selling strategies flourished
cementing the importance of key account selling as well as pipeline
and funnel management.
∞ In 1995 Gartner announced “Customer Relationship
Management” leaders were at the forefront of front officeManagement leaders were at the forefront of front office
applications creating an industry over reliance on software versus a
total solution.
∞ In the 2000’s CRM emerged beyond Contact Management and isg y g
still expanding into Salesforce Automation, Partnership
Management, Social Management, Sales Performance
Management, Customer Service, and beyond.
I th l t 2000’ t i t CRM ith i d t ifi∞ In the late 2000’s, enterprise connects CRM with industry specific
as well as ERP and other databases setting the stage for the
analytics revolution.

5. Analytics EvolutionAnalytics Evolution
The Early Days of Marketing AnalyticsThe Early Days of Marketing AnalyticsThe Early Days of Marketing AnalyticsThe Early Days of Marketing Analytics
In the early days of marketing
analytics, tools like Google Analytics
& AdWords helped us understand our
The Early Days of Customer Preference SellingThe Early Days of Customer Preference SellingThe Early Days of Customer Preference SellingThe Early Days of Customer Preference Selling
p
audience in aggregate. Optimizing
marketing meant driving and
converting traffic. “All you can eat”
models prevailed. During the early
ages of online marketing analytics,
technology took us a step further. We
used a lot of different technology and
tools to connect marketing and sales.
I th l d th f
Sales analytics focused on productivity, the
pipeline and ROI is just the beginning.
Analytics true value-add starts understanding
customer preferences and enables us to sell
customers based on their buying history and
behaviors.
The Modern Marketing Era is Built onThe Modern Marketing Era is Built on
Analytics and Driven by Community.Analytics and Driven by Community.
The Modern Marketing Era is Built onThe Modern Marketing Era is Built on
Analytics and Driven by Community.Analytics and Driven by Community.
With the right tools we can now market to an audience of one, delivering a consistent
context across every channel to every customer The important paradigm to dig into hereIn the early days the focus was on
sales ROI. In fact we went too far.
Over reliance on lead generation to
our own detriment lost focus on the
importance of brand and more
importantly on customer satisfaction,
customer utilization, and the customer
experience.
context across every channel to every customer. The important paradigm to dig into here
is to transition your sales process to sell as customers want to buy. Ideally we will
transform sales into a service by focusing on customer preferences.
Every time a lead or a potential lead comes into contact with a brand, you have two
opportunities:
1) to learn more about them (acquire context), and
2) to leverage what you already know (apply context to your content)) g y y ( pp y y )
Creating the best customers means creating a community to engage consumers based on
their preferences & behaviors. Context is key. Community engagement is transformative.
More and more data is accumulated about your customers, or at least should be, with
every marketing, sales & service interaction. Database marketing is leading to customer
preference selling because of analytics. An even greater opportunity than 1:1 marketing &
selling is transitioning from a sales funnel process to a community system of engagement.
As opposed to nurturing prospects along a sales funnel a community creates multipleAs opposed to nurturing prospects along a sales funnel a community creates multiple
interactions throughout the customer lifecycle.

6. Infinity Contact’s HistoryInfinity Contact’s History of Evolutionof Evolution
& Continuous Improvement& Continuous Improvementpp
We have always been a pioneer. Infinity was founded in 1996 to market direct mail
events to automotive dealers in the Midwest states. In 2004, the company name and
tagline was updated to Infinity Contact, Inc. (Get Customers, Keep Customers). The
change reflected Infinity Contact’s evolved CRM strategy to be the “Contactor” of choice We evolve to meet the industry andchange reflected Infinity Contact s evolved CRM strategy to be the Contactor of choice
in the CRM industry. Most CRM solutions in the industry focused on software, Infinity’s
positioning was on executing the “contacts” for their client. The business expanded from
2005 to 2008 in order to scale Infinity Contact’s operations beyond the Automotive
industry and over time grew to include Technology & Software, Financial, & Services.
In today’s information age, customers demand more than ever before. And they expect
e e o e to eet t e dust y a d
customers needs.
1990’s model was built on direct mail
acquisition
Supported the emergence of internal BDCs
at the dealership level
Assisted in working with the new
t iti t d b th f th
y g , y p
an integrated sales and service experience that is personalized. Today’s best
agencies use sophisticated technology to communicate across multiple channels and
leverage business intelligence that most companies simply do not have access to nor can
afford to build.
Our job has always been difficult. But today at Infinity Contact we are eliminating
i bl d i k f li t i B l ti O biliti dd th
opportunities created by the emergence of the
Internet (lead follow-up, service scheduling &
reminders, click-to-chat integrated with live
voice etc.)
Evolved with the migration of the full CRM
technology package and provided associated
contact supportvariables and risks for our clients using Buyerlytics. Our new capabilities address these
customer changes with a flexible and agile value proposition enabling our clients to sell
and serve their customers based on their preferences.
contact support

7. Infinity Contact StrategyInfinity Contact Strategy
Overview:
• We deploy world class sales teams. Owner
operated private company founded in 1996.
Core Values:
• Execution with Energy and Excellence.
Mission:
• Get Customers. Keep Customers.
Strategy:
• Proven track record of making difficult customer
acquisition programs work. We outsell because:
 Investment in infrastructure
 Buyerlytics revenue science approachy y pp
 Focus on performance management,
quality, and sector leadership

8. Marketplace ExpertiseMarketplace Expertise
Exceed Stretch Revenue Goals SoonerExceed Stretch Revenue Goals Sooner
Infinity Contact…
• Collaborates with clients to help them
Get Customers and Keep CustomersGet Customers and Keep Customers
• Designs programs based on specific
client needs (boutique approach)
• Buyerlytics system leverages the mosty y y g
relevant combination of data, technology,
contact, and analytics
• Focuses on maximizing ROI through
superior performancesuperior performance
Infinity Contact is relentless in our focus on thought leadership of the SMBy g p
marketplace in order to formulate innovative acquisition strategies for our clients.

9. Infinity Contact ExpertiseInfinity Contact Expertise
Commitment to results
Infinity Contact…
∞ Has deep experience in the automotive industry with a
management team having over 200 years of combined
automotive sales & support experience.
∞ Buyerlytics system leverages the most relevant
combination of data, technology, contact, and analytics.
∞ Works with top brands in the industry managing sales /
support programs through multiple channels of customer
contact including Chat, Email, Inbound & Outbound.
Infinity Contact creates world class experiences to provide clients withInfinity Contact creates world-class experiences to provide clients with
sales, support, and maximum customer lifetime value.

10. The Infinity Buyerlytics SystemThe Infinity Buyerlytics System™™
Buyerlytics is a scientific system for managing
revenues based on customer preferences.
Th JThe Journey:
1.Shift from cold calling to Buyerlytics.
→ Focus on developing markets and products.
2 InfinityXP™ | The Customer Experience Matters2.InfinityXP | The Customer Experience Matters.
→ Loyalty programs for optimum client lifecycle
management.
2X Net Sales2X Net Sales
Using Buyerlytics, Clients Realize…Using Buyerlytics, Clients Realize…
300% ROI Improvement300% ROI Improvement
3X Conversion Rates3X Conversion Rates

11. Buyerlytics :Buyerlytics :Buyerlytics :Buyerlytics :
Return on InvestmentReturn on Investment

12. BuyerlyticsBuyerlytics will…will…
∞ Maximize the value buried in the conversations of each interaction…
∞ Explore and exploit data for strategic business initiatives…
∞ Analyze large quantities of dealer data to make discoveries benefiting the customerAnalyze large quantities of dealer data to make discoveries benefiting the customer
lifecycle
∞ Use analytics for decision making, unique offers, competitive advantages and more…
∞ Build descriptive and predictive models around dealer data…u d desc pt e a d p ed ct e ode s a ou d dea e data
∞ Use innovative technology to actively engage and perpetually enhance assets &
intelligence…
∞ Focus on the customer experience and coordinate the experience based onp p
preferences and history…

13. Buyerlytics : Return on InvestmentBuyerlytics : Return on Investment
I fi it ’ B l ti t f i b d t f iInfinity’s Buyerlytics system for managing revenues based on customer preferences is
a scientific approach to applying analytics to optimize the entire customer sales
lifecycle.
ROI Drivers:
Database Assets & Strategy >> Customer Preference SellingDatabase Assets & Strategy >> Customer Preference Selling
Customer Insights & KPIs >> ProfitabilityCustomer Insights & KPIs >> Profitability
World Class Sales Team >> Sales ROIWorld Class Sales Team >> Sales ROI
Infinity XP >> Revenue OpportunitiesInfinity XP >> Revenue Opportunities
Who are your
A, B & C
leads?
D b L d
Which
markets are
underserved? Do you have best-
Database Lead
Segmentation
& Ranking
underserved?
Analytics driven
sales
campaigns
y
in-class sales
ROI?
World Class Sales
Team
Turn “NO” and “Not
Interested” into
Revenue Sales.
Team Analytics driven sales
campaigns

14. Do you have anDo you have an analytics teamanalytics team
leading your revenue campaign?leading your revenue campaign?leading your revenue campaign?leading your revenue campaign?
Growth Challenges
• Do you know where growth will come from?
L d t it i d• Lead opportunity scoring and
segmentation analysis
• Who are your best leads?
• Analytics driven sales campaigns
ROI Challenges
• Do you need to improved your sales ROI?
Access to a World Class Sales Team• Access to a World Class Sales Team
• Who are your best customers?
• Customer and Product Mix Optimization

15. Buyerlytics eBookBuyerlytics eBook
This eBook presents you with
Infinity Contact’s Buyerlytics
System for managing revenues
y yy y
Buyerlytics WhitepaperBuyerlytics Whitepaper
Selling Small Business WhitepaperSelling Small Business Whitepaperbased on customer
preferences.
This eBook includes four (4)
complimentary tools.
Selling Small Business ‐ WhitepaperSelling Small Business ‐ Whitepaper
Selling Small Business Annual Market Research Update ReportSelling Small Business Annual Market Research Update Report
The ROI of Buyerlytics: Customer Preference Selling ROIThe ROI of Buyerlytics: Customer Preference Selling ROIcomplimentary tools. The ROI of Buyerlytics: Customer Preference Selling ROIThe ROI of Buyerlytics: Customer Preference Selling ROI
Follow Us:
Contact Us:
marketing@infinitycontact.com

16. Your Journey intoYour Journey into BuyerlyticsBuyerlyticsTMTMyy y yy y
Customer Acquisition based Revenue Science.Customer Acquisition based Revenue Science.