The Role Of Big Data In Improving Customer Insights with Business Matching

The Role Of Big Data In Improving Customer Insights

with Business Matching

Why are we talking about big data?

How has business matching have anything to do with this?

What does this have to do with the exhibition industry?

What does this have to do with my role in the company?

What defines Big Data?

VolumeQuantity, data points,

sheer data mass

VelocityRate that data

is coming in

VarietyTypes of data

Name, position, etc.

Data

Information

Knowledge

Insights

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Events generate the most quality leads when compared to

other channels (B2B Demand Generation

Benchmark report)

With the high cost-per-lead, events

are considered an expensive channel

Customers are demanding

justifications for participating at

events

ROI in events is not easily measured

Use data to answer the end customer’s

ROIs and KPIs

A new model which puts the power to engineer the customer’s ROI in your hands

What is Business Matching?

Business matching is a time-tested form of “networking” dedicated to help customers identify and meet relevant prospects within your event.

Raw DataThrough registration,

and databases

Business Matching

BusinessValue

Be Data-Driven with Business Matching

Your data is your IP Generate actionable insights

Quality v.s. Quantity

Data provides a ”common language” across stakeholders to

define quantifiable KPIs and business

objectives.

There needs to be certain tools, processes and management

initiatives to help you navigate in big data

Data

Information

Knowledge

Insights

==

=

How do I do good Business matching?

Collect dataRegistration or past

databases

Business matching

Yes / No human intervention ???

Identify your purpose

Who are your key stakeholders to

please

Collect relevant dataRegistration or past

databases

Improve your event with

dataDo not leave it to run

itself. Check and check

Business matching

Tech with human intervention!

Analyze Analyze Analyze


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Step 1: Identify your purpose

Who are the major stakeholders at

your event?

What data do you wish measure, track

and analyze?

What are your KPIs?

Business matching is not just a means to an end.

Take away 1

Step 2: Collect relevant data

Start registration well

Quality v.s. QuantityStandardize data

collection and data management

Look beyond vanity metrics and protect the sanctity of your data.

Take away 2

Step 3: Business Matching

Design the business matching structure to suit your needs

Use a technology-first approach

Ensure your business matching process is

scalable

What is a technology-first approach?

Service only Technology only

Service first Technology first

Personal engagement with customers

Scheduler not automated

Prone to scheduling errors

Does not allow analytics

Not scalable

No personal engagement

Scheduler automated

Unlikely prone to scheduling errors

Allow analytics

Scalable

Personal engagement with customer

Scheduler semi-automated

Prone to scheduling errors

Allow analytics

Not scalable

Personal engagement with customer

Scheduler automated

Unlikely prone to scheduling errors

Allow analytics

Scalable

Let technology work for you NOT the other way around.

Take away 3

Step 4: Improve your event with data

Real-time analytics Have you hit your KPIs?

Have your customers hit their KPIs?

You can and should improve your event in real-time, using data.

Take away 4

Analyze Analyze Analyze Analyze AnalyzeAnalyzeAnalyze Analyze Analyze Analyze AnalyzeAnalyzeAnalyze Analyze Analyze Analyze AnalyzeAnalyzeAnalyze Analyze Analyze Analyze AnalyzeAnalyze

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Pre, during and post event analysis

Improve event planning, sales and

marketing strategies

Identify relevant customer insights

Analytics is a continuous process. Don’t stop!

Take away 5

Identify your purpose

Who are your key stakeholders to

please

Collect relevant dataRegistration or past

databases

Improve your event with

dataDo not leave it to run

itself. Check and check

Business matching

Tech with human intervention!



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Contacts

Content

People go to events for two main reasons

Business matching is not a means to an

end

Let technology work for you not the other

way around

You can and should improve your event in real-time, using data.

Analytics is a continuous process.

Don’t stop! What next?

Look beyond vanity metrics and protect the sanctity of your

data

“The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn.”

Alvin Toffler (writer & futurist)

Errol Lim, [email protected]

Tan Kuan Yan, [email protected]

Thank you for your time!

The Role Of Big Data In Improving Customer Insights with Business Matching

Data & Analytics

Transcript of The Role Of Big Data In Improving Customer Insights with Business Matching