European Insurance Company

Client:

  • Online insurance brand with +10 years of operation
  • Fragmented and highly competitive market.

Client challenge:

  • Growth lagging behind board expectations.
  • No focus and alignment in how to improve sales and grow the business.

Our diagnosis

  • Client knew nothing/very little about the laws of buyer behaviour.
  • Client lacked knowledge of how use them in practice.
  • Client lacked relevant data to support decisions and track progress.

What we did | our process

  • Create alignment by training the board, marketing-, product- and sales teams.
  • Implement multiple research projects to track progress.
  • Outline a investment strategy and guidelines for marketing communications.

The result | outcome (3 yrs)

  • 50% growth in new clients/customers.
  • 90% growth in revenues.
  • Marketing operating efficiency increased by 300% YOY.

Global retailer

Client:

  • Global retailer with +50 years of operation.
  • Highly competitive market with several new online entrants.

Client challenge:

  • Growing gap between sales goals and actual outcomes.
  • Increased investments due to media complexity and fragmentation.
  • Increasing costs due to content production and tech-implementation.
  • Lacked principles for setting the marketing budget and plan investments.
  • Unable to defend overall global marketing budget to company board.

Our diagnosis

  • Client faced difficulties in aligning business objectives with marketing investments.
  • Client lacked guidelines for aligning global marketing operations and save costs.

What we did | our process

  • Outline a global media investment guideline according to business objectives the and laws of buyer behaviour.
  • The guidelines meant the client will reach more potential customers, more often with higher contact quality at lower marketing costs.

The result: (1 month: ongoing)

  • Est. savings ca 50% in media investments and content. (From 14 platforms to 5)
  • Savings in FTE:s, tech fees, coordination costs not realized yet.

World Federation of Advertisers

Client:

  • WFA cooperation with Swedish Association of Advertisers.

Client challenge:

  • Current data reporting mean advertisers can’t know what they pay for.
  • Current data metrics mean advertisers can’t compare platform performance.
  • Current lack of standards mean advertisers can’t combine media or platforms.

Our diagnosis

  • The industry needed to stake a step back and asses the current situation.
  • The industry needed to develop clear industry standards and definitions.
  • The industry needed to create alignment and enforce platforms to comply.

What we did | our process

  • We mapped the advertising value chain from purchase to delivery.
  • We assessed the current state of buying in an industrywide audit.
  • We created clear standards and definitions for future data reporting.

The result (3 yrs)

  • A blueprint called “The advertising value matrix” is currently being used by the industry.
  • The blueprint will provide advertisers with correct data for dashboards and future reporting.

Global CPG: New category

Client:

  • Global CPG client with operations in + 30 markets.
  • New category with fierce competition from global players.

Client challenge:

  • An ambitious rollout plan of the new category meant marketing operations needed to be streamlined and aligned.
  • Investments needed to be estimated and presented to the board before implementation.

Our diagnosis

  • Client faced difficulties in aligning business objectives with marketing investments.
  • Client lacked guidelines for aligning global marketing operations and estimating costs.

What we did | our process

  • Create a global media investment guideline according to business objectives and laws of buyer behaviour.
  • Lead the pitch for a global media agency to follow guidelines and implement the specified practices on a local level.

The result (2 yrs)

  • Global annual product sales exceeding 10 billion sek (2020)