This is the slide deck from Jaimie Pickles' breakfast briefing session from DigIn 2017 Conference: The Journey Matters: Gain a Competitive Advantage With Consumer Journey Insights The explosive growth of consumer journey data has fundamentally reinvented the way insurance marketers prospect, retain, and cross-sell. Since it was founded in 2011, Jornaya has developed into a fast-growing consumer journey insights platform that delivers innovative solutions and products that insurers (and companies in other important considered purchase industry verticals) rely on every day to make smarter marketing decisions and mitigate TCPA compliance risk. Check out this slideshare to explore what Jornaya and its clients have learned about the consumer journey, how its unique data is used by nearly 100 clients, and what is in store for the insurance marketer’s future.

1. The Journey Matters
Breakfast Briefing
5/11/2017
Jaimie Pickles
General Manager, Insurance

2. AGENDA
WHY WE STARTED JORNAYA
WHAT WE’VE LEARNED
WHAT’S NEXT

3. Eyewitness to the
consumer’s actions
during the considered
purchase journey
(c) 2017 Jornaya, Jornaya.com & Lead Intelligence, Inc. d/b/a Jornaya. All rights reserved.

4. Jornaya technology resides
directly on websites where
consumers are shopping
Jornaya-witnessed consumer behaviors are captured
and stored in a privacy-friendly manner.
Universal LeadiD (“Consumer Journey ID Tag”) Issued:
80A0DB02-4BA9-6496-1BC1-D5FB609AE03D
Persistent
Device ID
IP Address,
Geography,
Other
Hashed PII
(Email, Phone,
Other)
CONSUMER ANONYMOUS
IDENTITIES ATTACHED TO
UNIVERSAL LEADID

5. THE JORNAYA
NETWORK
200M EVENTS/MONTH
30,000 WEB PROPERTIES

6. 12
16
20
24
28
Jan-15
Feb-15
Mar-15
Apr-15
May-15
Jun-15
Jul-15
Aug-15
Sep-15
Oct-15
Nov-15
Dec-15
Jan-16
Feb-16
Mar-16
Apr-16
May-16
Jun-16
Jul-16
Aug-16
Sep-16
Oct-16
Nov-16
Dec-16
Jan-17
Feb-17
Mar-17
Apr-17
Monthly Unique Insurance Events Witnessed
(in millions)

8. Number of Industry Site Visits From Each Consumer Before Submitting Lead Form
Includes Lead Submission Event
NumberofTotalSiteVisits
Education Mortgage Insurance
2
3
4
3
4
5
Median Site Visits Unique Sites Visited
Typical Insurance Shopper is seen 3 Times on Insurance Sites

9. Device Type Used by Consumer Throughout Journey
Education Mortgage Insurance
8.4%
18.5%
27.7%
39.3%39.5%39.3%
52.2%
41.9%
33%
% Mobile Only % Desktop Only % on both devices
60% of Consumers are Using Mobile Devices Throughout Journey

10. Device Type Used by Consumer Throughout Journey
Education Mortgage Insurance
8.4%
18.5%
27.7%
39.3%39.5%39.3%
52.2%
41.9%
33%
% Mobile Only % Desktop Only % on both devices
60% of Consumers are Using Mobile Devices Throughout Journey

11. Device Type Used by Consumer Throughout Journey
Education Mortgage Insurance
8.4%
18.5%
27.7%
39.3%39.5%39.3%
52.2%
41.9%
33%
% Mobile Only % Desktop Only % on both devices
Cross-Device Trends More Common in Considered Purchases

12. https://qa-vp.jornaya.com/#/407097846347733/1481197570
Days Between Site Visits
3X
80%

13. 13%ofLeads
are > 1 week oldofleadsgenerated
internationally
5%
28%of Leads 65%
ofLeadiDTokensare
inauthentic
4%
ofleadsaregenerated
inacallcenter
10%
17%
of leads where users engage
on lead form for < 5 seconds
DashboardofQ32016
Activity-Aggregated
fromSeveralInsurance
Clients
ofleadsarenotdirectfrom
theleadprovider
(i.e.,aggregated)
<1 minute delivery
ofonlineinsuranceleads
haveaLeadiDToken
85%
X

14. 13%ofLeads
are > 1 week oldofleadsgenerated
internationally
5%
28%of Leads 65%
ofLeadiDTokensare
inauthentic
4%
ofleadsaregenerated
inacallcenter
10%
17%
of leads where users engage
on lead form for < 5 seconds
DashboardofQ32016
Activity-Aggregated
fromSeveralInsurance
Clients
ofleadsarenotdirectfrom
theleadprovider
(i.e.,aggregated)
<1 minute delivery
ofonlineinsuranceleads
haveaLeadiDToken
85%
X

15. https://qa-vp.jornaya.com/#/407097846347733/1481197570
1. Ensure leads are sent in real time
2. Know how your lead providers attract consumers
3. Buy leads directly from the generator
4. Only purchase leads that are TCPA compliant
5. Measure consumer engagement

16. https://qa-vp.jornaya.com/#/407097846347733/1481197570
• Lead Gen
• Search
• Calls
• CLTV
o Prospecting
o Retention
o Cross Sell
o Claims

17. https://qa-vp.jornaya.com/#/407097846347733/1481197570
Booth #13
October 22-25
Milwaukee, WI

18. https://qa-vp.jornaya.com/#/407097846347733/1481197570
Booth #13
JourneySummit.com

19. Thank You!
Jaimie Pickles
jpickles@jornaya.com