pitney bowes software - overview for us mailing (04.02.2013) orlando
TRANSCRIPT
Keith Joeris,
Business Development Consultant – America’s SMB
Field Sales Manager – South US
Thursday, April 13, 2023
Pitney Bowes Software
Overview
Pitney Bowes Software
• Founded in 1965• Acquired by Pitney Bowes, July
2004• Headquarters in Lanham, MD• Nearly 700 global employees, more
than 3,000 customers worldwide• Primarily led by Group 1 Software,
Pitney Bowes achieved $202 million in software revenue in 2006, $219 in 2007
• Recognized as the 128th largest software company in the world in 2007
• Founded in 1986• Acquired by Pitney Bowes
November 2007• Leading global provider of location
intelligence solutions • Headquartered in Troy, NY• 900 employees worldwide, 24
offices worldwide• More than 7,000 global
organizations in an array of industries
• MapInfo achieved $185 million in revenue in 2007
MapInfo Group 1 Software
In April 2008 Group 1 Software and MapInfo merged forces. In January 2009, we established Pitney Bowes Software.
Pitney Bowes Software
• Over 25 years providing software solutions
• Over 1,700 employees worldwide
– Americas – 1,000+
– EMEA – 400+
– Asia Pacific – 300+
• Offices in the Americas, EMEA, Asia Pacific
• Strategic partners and distribution channels in 60 countries worldwide
• Vertical market focus: Insurance, Financial Services, Public Sector,
Communications, Retail/Real Estate/Restaurants, Natural Resources,
and Emerging Markets
• Revenues ~$500M
• Strategic growth component of Pitney Bowes
AmericasInternational
The industries that we enable
Insurance
Utilities
Healthcare
Telecommunications
Financial Services
Retail
Our Capabilities
InsightUnderstanding and predicting customer behavior
DataIntegrating and
enriching individual
customer data
StrategyDeciding and executing on the customer best- next-action
CommunicationsManaging and
connecting the cross-channel customer
dialogue
PBS Capabilities - Data
Data Enhancement• Demographic data• Psychographic data• Social-economic data
Data prep & composition• Data integration• Data cleansing• Data standardization• Identity Relationships• Data profiling
360° Customer View
InsightData
StrategyCommunications
Location Intelligence• Address validation • Address cleansing• Global Geocoding• Tax data• Risk data
PBS Capabilities - Insight
Customer Analytics
• Customer segmentation & targeting
• Propensity to churn and purchase
• Customer lifetime value (CLV) analysis
Campaign Analysis
• Offer management• Uplift modelling• Contact optimization
Location Intelligence
• Target market definitions• Market analysis• Site-locations analysis• Sales and delivery routing• Risk analysis• Territory and tax-area
assignments
InsightData
StrategyCommunications
PBS Capabilities - Strategy
Organization Strategy• Location strategy• Performance Management• Direct marketing• Campaign management
Customer Strategy• Customer strategy and
governance• Offer management• Contact optimization• Real-time decisioning
InsightData
StrategyCommunications
PBS Capabilities - Communication
Multi-channel output• Document composition• Doc archiving/retrieve• Interactive doc comp• Print production mgmt• Mail efficiency
Cross-channel interactions• Campaign management• Customer lifecycle
management • Connected, consistent cross-
channel dialogues• Integrated customer fulfilment• Real-time recommendations• Inbound offer management
InsightData
Strategy
Communications
Profile customersIdentify best customersReach right prospects
Predict risk of churn Identify and address
churn/ defections Preempt with
retention offers
Predict future needsDeliver proactive
service resolutionDecisions for best-next
action
Predict future lifecycle events
Recommend up-sell/ cross-sell offers
Configure account strategies to meet customer needs
Determine best channelReflect customer
preferences
Our solutions enable customer lifecycle management
Result: Maximize Customer Lifetime Value
Acquire > Convert > Serve > Grow > Retain
Pro
fitab
ility
$0
Optimized Customer Lifecycle
Typical Customer Lifecycle
PBS Value
Customer Lifetime
• Acquire profitable customers
• Make customers profitable faster
• Reduce cost to serve and drive margin
• Cross-sell/up-sell and drive revenue
• Reduce number of unprofitable customers
• Focus on retention, loyalty and engagement to drive profitability
Location Intelligence
Data Quality
An
alytics
MD
M
Data Integration
Current Solutions:• Multiple Vendors with
competing, overlapping capabilities
• Too complex
• Too expensive
Pitney Bowes Software Vision:• Single unified
framework
• Insight built on managed data on customer, location and assets
• Simple
• Cost effective
Customer
AssetLocati
on
Delivering the Goods…
12
Spectrum Technology Platform
Working together
What we do:Operational Intelligence Mailing Efficiency/Discounts List Processing/Data Normalization/Duplicate Identification
& Resolution Customer Data Quality Location Intelligence Lat/Long assignment (to rooftop) Spatial Analysis (distance, point in polygon) Mapping Tax jurisdiction assignment Communication Management Document creation (physical/digital) eMessaging (real time messaging) Document storage/retrieval (Vault) EBPP Predictive Analytics Site Selection (where do I put my next store) Direct Consumer Marketing (who is my best customer)
Who we serve: Field based coverage Serve all verticals/marketsMajor Accounts Reps: Very Large Named Accounts Enterprise Reps: Vertical Based Small number of Named
AccountsTerritory Field Representatives Non-Named Accounts Sell full product suite Medium/Large business
focus Emerging Markets focus
Working together
Incremental PBS Value:
• On-demand/SaaS offerings • Address correction/validation• Location Intelligence• Tax Jurisdiction• List Processing/Mail Outsourcing• Visualizing data (turn lists of data into visual experience)
What is in it for US Mailing:
• Additional functionality to complete a Solution
• Differentiation to competition• Single vendor solution – no 3rd party
components• Enterprise caliber components
(processing volume)
Working together
Areas that we have already helped US Mailing:• On-Demand/SaaS Mapping and routing solutions• Geo-coding• High volume data cleansing – Spectrum• On-Demand/SaaS address validation (US, Canada, International• High volume CCM • Marketing Solutions/Data Visualization -Portrait
Working together
Examples: On-line (pop-up) Address validation
• Send Suite Live handoff to reduce return mail – especially certified• Validate address at point of collection via web app Enhanced email delivery of statements – Plug in to Planet Press • Provide complete statement portal • Intelligent email delivery with receipt upon opening• Complete payment integrations• Internal customer service statement viewing and step by step assistance.
Contact Information
• Keith Joeris – Field Sales Manager – South US– Cell: 830-481-3580
• South Central – Monica Norman– Phone 704.796.7717
• South East - Dave Fogarty – Inside Sales – Phone: 518.285.7127
• My Territory– South US
NM, CO, TX, OK,
KS, MO, AR, LA
TN, MS, AL
GA, SC, FL
We would be happy to help.
Do You Have Any Questions?
18