"Little Data In a Big Data World"
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ExlPharma –Digital Pharma Conference
Jeff Pelaccio
November 12, 2013
Princeton, NJ
Little Data in a Big Data World
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About Me
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Sales
Marketing
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Discussion Topics
Big Data?
Defining KPIs
Data -> Information -> Marketing ROI
Multi-Channel Impact
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1,870,000,000
vs.
35,900,000
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2,500,000,000
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KPIs
Business Impact
Marketing
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KPIs – Business Impact
Market Share
Revenue
Profit
Marketing ROI
Customer Satisfaction
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KPIs - Marketing
Customer Value
Loyalty/Retention Rate
Top Customer Metrics
Acquisition Targets
Brand Health
Marketing Program ROI
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All Product
Websites One Integrated
Performance
Dashboard
Integrated
Campaigns Sales, Web, Media One
Integrated Performance
Dashboard
Acquisition &
Retention Integrated Sales
Performance
Dashboard by Region
& Species
Top Customers Top Customer
Performance
Dashboard by Region
& Species
Executive
Metrics Integrated Sales Team
Metrics Performance
by Region & Species
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$791,036
$2,675,166
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$55,372,00
$197,962,289
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Customer Segmentation Average Sales per Customer
Non-Target Target
Changed to Non-Target $1,700
Changed Visits Down $3,200
Changed Visits Up $3,900
Changed - Target $4,100
Agree $750 $4,300
Average Sales/Cust. $870 $3,300
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Contact Information
913.226.3487 (cell)