57 TH ST STRATEGY CASE STUDIES Our

57 TH ST STRATEGY CASE STUDIES

Our Approach • The 57 TH ST approach is built around testing the hypothesis that: – Comprehensive go to market strategies support business deliverables and core revenue generating opportunities • The 57 th St approach is extremely collaborative in the development of findings and uses a collaborative approach targeting business and technology leaders to ensure that teams are aligned on priorities and outcomes. • “Buy or Build ” conflict will emerge at every stage of process. Our approach encourages collaboration between teams maximum technology and infrastructure commonality with appropriate flexibility to meet unique local requirements.

PHASE I - Client X Strategy Review and Scorecard Development Our Approach PHASE III Analysis and Scenario Development Technology Roadmap and Business Case ~ 3 weeks 4 -6 weeks 2 weeks Kickoff “Understand” “Deploy” “Economics” Business Strategy Review Technology Strategy Review Scorecard Deployment Business Case Development Best Practices & Industry Insights “ Current State of CRM Platform ” Synthesized Results and International Implications “Scorecard” Scorecard Development “Analyze” CRM Integration Synthesis and Implications with POS “Emerging POV” Scenario Development “Blueprint” Utilization Roadmap “Recommendation” Recommendations and Action Plan

Our Approach – Client X PHASE I Phase I begins with an understanding of the business strategy and the alignment of the technology strategy against those business goals. It concludes with the development of a “Scorecard” identifying the variables most important in determining how IT should operate Activities Inputs Business Strategy Review Synthesized Results and International Implications Technology Strategy Review Scorecard Development Best Practices & Industry Insights • Review/Analyze Existing Management Documentation • Conduct Interviews • Review IT Economics • • • Business Strategy • IT Architecture & Environments: • Previous Documentation and Analysis • Diagnostic Scorecard Framework • Previous Documentation and Analysis • Current State Summary: • Scorecard: Develop Current State Summary Synthesize Analysis Identify. IT Implications Validate Issues and Gaps – Applications, Infra, Data • Identify Key Business Dimensions: – Core Business Processes and Priorities • Develop Scorecard • In Country Deployment Plan • Our Tools/Frameworks: – Enterprise Value Map for Retail – Management Framework Outputs • Interview Notes • Best Practice/Industry Briefs • Summary Findings (Issues, Gaps) Key Events • Kick-off Meeting • Strategy Working Sessions • Industry Dynamics & Best Practice Presentation – Strategy Recap – IT Capabilities/Requirements to Support Strategy – Key Business Dimensions – Findings/Issues/Gaps – Technology Implications • Strategy Implications Workshop – Business Dimensions and Criteria – Deployment Instructions – IT Implications Primer • Deployment Approach and Work Plan • Scorecard Development Working Sessions • Stage Gate #1: Scorecard Review and Approval: – Scorecard – Deployment Approach and Work Plan

Approach – Client X Phase II PHASE II Phase II focuses on the deployment and analysis of the scorecard and the development of a series of scenarios describing the options and alternatives associated with technology capability delivery and timing Activities Inputs Outputs Key Events Client X CRM Scorecard Deployment • • Integration Synthesis and Implications Scenario Development • Validate and Calibrate Scorecard Results • Complete Analysis • Develop Findings, Conclusions, and Implications • Hypothesis Testing: “Why not Tech Model? ” • Identify Key Value Criteria • Develop IT Capability Scenarios • Identify Options, Alternatives, and Trade-offs • Scorecard Templates and Instructions • IT Implications Primer • In Deployment Approach and Work Plan • • • Findings and Conclusions • Current State Summary • Scenario Analysis Approach and Method • • • Findings and Conclusions: Deploy In Scorecards Score and Analyze Results Validate/Collect in IT Economics Develop Preliminary Findings to Business Completed Scorecards Consolidated Scoring Preliminary Findings In IT Economic View • Individual Working Sessions • Mid-deployment Check Point Review Completed Scorecards Consolidated Scoring Preliminary Findings In IT Economic View Current State Summary – IT Capabilities/Requirements Analysis by Country/Region – Assessment of Fit and Relevance to IT Strategy (Capabilities & Timing) – Emerging Themes/Patterns and Implications • Synthesis Working Sessions • Stage Gate #2: Validate Findings and Conclusions; Promote to Scenario Development • IT Capability Scenarios: – – – Capability Models Systems Key Considerations (Criteria) Options and Alternatives Compare View Risks and Issues • Joint Scenario Development Workshops: – Business leaders – IT leaders

Our Approach – Phase III PHASE III Phase III focuses on the development of the technology roadmap. It builds upon the hypothesis testing and scenario development by understanding the associated costs/benefits and delivers a technology “blueprint” Activities Inputs Business Case Development • Benefit Identification and Sizing • Investment Identification and Sizing • Cost/Benefit Analysis • Rationalize Technology Model (via Scenarios) • Prioritize Technology Capabilities: • Develop Recommendations • Develop Action Plans: • • • Previous Documentation and Analysis • • • Roadmap • Technology Recommendations • Action Plan • Next Steps IT Capability Scenarios IT Economic View Current State Summary IT Strategy (and Economics) • Consolidated Business Case Outputs Recommendations and Action Plan Utilization Roadmap – Time Phased Scenario Cost/Benefit – Initiatives Identified and Sized – Key Business and Operational Metrics Defined – Quick Hits Identified and Sized – Quick Hits – Implementation Planning – Mobilization Plan for Next XX Days – Sequencing and Timing – Dependencies – Technology Capabilities – Technology Initiatives – Applications Portfolio Roadmap Consolidated Business Case Business Strategy IT Strategy Rationalization – Infrastructure Portfolio Rationalization – Data Management Rationalization – Process/Organizational Impacts • Business Case Development Working Session(s): Key Events – Benefit Validation – Investment Requirements – Sequencing • Roadmap Development Working Sessions • Stage Gate #3: Roadmap Approval • Stage Gate #4: Program Approval

Client Y - Hospitality Industry The Challenge • Client Y continues to expand, technology investments and must play a significant role in enabling them to be the best boutique hotel in the world. They have now decided to develop a new crm and social media strategic vision (3 -year) and global point of sale (POS) strategy to provide a decision making framework including Customer Scorecard, Profitability Insight, Marketing Insight and Sales Activity Insight to ensure alignment of IT investment initiatives with competitive success factors and creates a repeatable strategic planning process. The Solution • Our approach to developing the vision consisted of five stages: – Stage 1 describe the HOTEL industry and environment and how a new CRM deployment would impact the overall IT vision. Best practices were identified by competitor and related industry and internal cost drivers were identified. – Stage 2 developed a vision for how information technology would meet current and future needs of the company through visioning sessions with key executives and platform leaders. – Stage 3 described the current IT situation, initiatives and plans and assessed current alignment with desired vision. – Stage 4 analyzed gaps between the current state and future vision and identified preliminary business benefits associated with closing these gaps. – Stage 5 detailed IT strategy to fulfill the business vision through workshops with management to validate and calibrate IT strategic initiatives, priorities and timing. The Results • We formulated a set of vision themes and strategic IT opportunities including: – Developing Online and Social Media marketing campaigns that tracked occupancy goals for properties business metrics (F&B, entertainment ticket sales, loyalty program member acquisition) – Provided Weekly forecasts nd ability to track performance of online/social media campaigns enterprise wide through – Trained team of professionals as they created integrated marketing campaigns and promotions – Actionable results from paid search and SEO, social CRM , affiliate marketing, video and tracking tools including OMNITURE/GOOLGE ANALYTICS information that resulted in achieving – Interactive Social Web-based platform including ability to successfully transform leads from opportunities - to customers using acquisition and branding campaigns.

Client Z - Financial Services The Challenge • Client Z is a leading bulge bracket bank with a research division serving the worlds largest institutional clients. Client Z has a strong emphasis providing actionable research using direct sales, mobile and email platforms. Client Z needed to have a very strong mutichannel cloud strategy to drive revenue opportunities and client acquisition % as to maintain quarterly portfolio goals. The Farmhouse strategy was to continue its growth and leverage a multiphase strategy to become more globally managed. The Solution • 57 TH ST VENTURES was selected to help develop a comprehensive CRM strategy to help globalize sales and marketing operations. The scope of the project consisted of selecting a best of breed financial software analytics package; reengineering sales process thru the organization and the evaluation and selection of end to end scalable platform to manage global sales and the lead generation process. The Results • Performed a Process redesign to implement new organization principles (centralization) • Performed an RFP for CRM software packages able to support the new centralized organization • Performed detailed design and implementation of new software and processes • Performed an identification of CRM software packages able to support the global organization • Developed Business Cases to support findings • Performed detailed design and implementation of new merchandising software and processes

Social Commerce Strategy The Challenge • Developed for Client A a mobile app and social media platform that supported retailers e-commerce strategy The Solution • Aligned current Lead Generation and SEO (Organic and Paid Key Word ) process with the business’s core and supporting processes • Defined IT digital media with ad agencies prioritization in terms of budget allocation • Developed key performance indicators (KPI’s) and at a glance dashboard that gives decision makers a quick and accurate summary of profitability by customer, customer satisfaction, market share, average time to close deals more to better analyze the effectiveness of sales activities • Developed short form video, games and social apps for iphone android platforms. The Results • Brand value to repeat customer has improved dramatically: it is now perceived as innovative content provider and sales improved dramatically • Shortened cycle times for product development and delivery from 9 months to 3 to 4 months • Better ROI on digital marketing campaigns • Enriched Online customer metrics including Bounce Rates, Repeat Customers, Local Marketing and Unique Visitors to content • Increased product bundling and cross sell