July 2010, Columbus AMA, Sean Geehan presenting with Kathryn Kendall Discovering Marketing’s True Role in Driving Profitable Growth

1. Discovering Marketing’s True Role
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in Driving Profitable Growth
Kathryn Kendall Sean Geehan
Vice President Founder
Crown Partners Geehan Group

2. Sustainable
Predictable
Profitable
Growth!!
© 2010 Geehan Group. All Rights Reserved Page 2

3. © 2010 Geehan Group. All Rights Reserved Page 3

4. About Crown Partners
Crown Partners is an
international management
consulting firm serving
Global 2000 and mid-
mid-
market companies with
sales, marketing and IT
automation services.
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Headquartered in Dayton,
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with offices globally.
globally.
© 2010 Geehan Group. All Rights Reserved Page 4

5. Tale of 2 Companies
Com
Starbucks HCL
$10 Billion Revenue $2 Billion Revenue
70 Million Customers 367 Customers
70% - 12 Million Customers 70% - 38 Customers
The Fate of B2B Companies
Rests in the hands of
R t i th h d f
Just a Few People.
People.
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© 2010 Geehan Group. All Rights Reserved Page 6

6. B2B Executive Playbook
Step 1 Step 2 Step 3 Step 4
Engage Decision Organizational Executive Leverage
Makers Planning Sponsor Customers
Market Alignment Internal Alignment Innovation Profitable Growth
© 2010 Geehan Group. All Rights Reserved Page 8

7. ROI on Decision Maker Customer Programs
Results are Measureable
l bl
Little or No With
Decision Maker Decision Maker
Retention 72% 90%
Account Growth 4% 12%
Referencable 28% 94%
“Our executive customer programs have proven to be
the most effective way to positively impact top and
bottom line results.”
Jeff Garrity
CFO,
CFO Services
© 2010 Geehan Group. All Rights Reserved Page 13

8. Kathryn Kendall
Crown Partners
Sean Geehan
Geehan Group
© 2010 Geehan Group. All Rights Reserved Page 16