Chinese Multinational Company

-Fueling SMB Growth With Data &

AI Proposal
JULY 2021
Agenda 01 Accenture

02 Accenture for B2B Growth

03 Value Proposition for Client

04 Success Stories

Copyright © 2021 Accenture. All rights reserved. 2

Putting AI To Work Across
Your Business
Think about how you want to change your business. Do you want to reduce

operating costs to improve margin? Scale personalized experiences to delight your customers? Create
completely new revenue streams by monetizing your data? AI has the power to transform your business
and help you accomplish your goals more quickly than you’d ever imagine.

While we recognize that not everyone shares the same immediate business

priorities, speed is a universal KPI that we’re uniquely prepared to deliver.

Accenture has collection of AI-powered, industrialized and

customizable solutions that are designed to unlock new efficiencies and growth, enable new ways of
working, and facilitate game-changing innovation – 3x faster than the typical product lifecycle. Built and
delivered on the foundation of Accenture’s unparalleled AI expertise, data services, IP, and ecosystem
cloud partners, our scalable, modular solutions minimize time to market and maximize business impact.

Even better, while every solution is already fine-tuned for a specific industry and function, each can be
quickly tailored to solve unique client challenges. So, no matter whom we’re partnering with across the
organization or what we’re working to accomplish, Accenture can supercharge the pace and potential of
change.

Copyright © 2021 Accenture. All rights reserved. 3

What we deliver
Accenture takes a hybrid industrialized-to-customized approach to building and deploying solutions that complement our strategic
offerings to change business outcomes, responsibly and rapidly.

Speed to value Rapid innovation Client-first flexibility

We quickly configure and deploy solutions
using pre-built, pre-integrated AI and machine
learning models and real-time, industry-specific
data sets. We scale swiftly and confidently,
knowing Responsible AI is baked in from the
start.
We create and update every solution with
unique Accenture IP to supercharge co-
innovation with clients. And we use AIP+ to
experiment and quickly prove value before we
scale.
Our solutions are about delivering client
value, period. That’s why they’re built to
work with virtually any technology partner
and used through a variety of consumption
models and hosting environments, based on
the specific client need.

Copyright © 2021 Accenture. All rights reserved. 4

Agenda 01 Accenture

02 Accenture for B2B Growth

03 Value Proposition for Client

04 Success Stories

Copyright © 2021 Accenture. All rights reserved. 5

 Internal Use Only

Accelerating B2B growth

Companies are struggling to grow at pace
• Stagnant or declining sales
A case • Declining or flat average revenue per sale
for change • Fewer productive leads
• COVID-impacted customer access

Old ways of operating stand in the way

of capitalizing on B2B sales growth
• Silos between Marketing, Sales, and Analytics
• Disparate objectives throughout funnel
• Limited digital & contextual
intelligence on leads
• Difficult to identify & launch new
product/service offerings
• Difficult to create new channels to market

Copyright © 2021 Accenture. All rights reserved. 6

 Internal Use Only

We believe ‘intelligence’
More valuable
Is The Hero Ingredient
customers
Of The Growth Recipe Acquire, grow, maintain
Net customer
growth through hyper-
personalization
Customer value
Prioritize highest value
customers
and prospects
Right Optimized pricing/product
+ channels +
Channel Dynamic pricing
performance Provide the most optimal
Maximize effectiveness price to maximize profit
of each sales, marketing Product feature & offer
channels development
Omnichannel experience Identify the most
Provide customers impactful features and
with the right level of offers to prioritize during
nurturing
and coverage product development

Exponential growth enabled by intelligent use of data

and measurement for business insight and action

Copyright © 2021 Accenture. All rights reserved. 7

We Will Unleash Your Growth Engine
IRG is an AI-powered solution to create meaningful B2B customer experiences across channels and products. SMBs are our
specialty.

“What it
Results we achieve
is”

Identify high value Uplift to year

Timely, Granular, and new demand signals
priority profiles 10%+ over year revenue

Targeting with new insights and campaigns Acquire Improvement in

faster 20% lead conversion rate

Hyper-personalized experiences Increase Attain up-sell

up-sell 5-15% success
“What it is
not”
Reduce Increase
churn 5% in retention
Another lead generation “engine”
Improve Faster target list
Just additional 3rd party data efficiency 3x development

Copyright © 2021 Accenture. All rights reserved. 8

How We Find Growth
We find hidden pockets of growth across five levers

New Upsell/
acquisition cross-sell Retention Pricing Referrals

Using our proprietary assets

Data Intelligent Proprietary fit Evolving

universe prioritization and intent modeling business personas

3rd party data services Smart customer Adapting business persona

conversion strategy and Reusable probabilistic modeling
execution Matching algorithms
50+ Automated
AI/ML algorithms Predictive sales conversion and
spend potential
models

Copyright © 2021 Accenture. All rights reserved. 9

We Have An Ecosystem Of Partners Enabling Us

Facebook Google Salesforce Adobe

Integration with advertising /
messaging tools for sales
outreach enriched with iRG+
data
Solid ecosystem foundation to
house pre-built API and large
data management
Enablement of marketing Direct consumption
Platform Activation outreach, lead tracking and of customer interactions
continuous prioritization captured on client
through sales & marketing environments
process

Microsoft Client Zendesk

Integration with Azure and Ecosystem partner for scalable Integration with case management
Microsoft AI solution stack deployment in emerging solution to capture support
markets interactions

Data

Throttle Lattice Everstring App Annie

Customer and Prospect Identity B2B Firmographics B2B Firmographics and App Marketplace and
Resolution and Intents Contact Data Userbase Data

Copyright © 2021 Accenture. All rights reserved. 10

Agenda 01 Accenture

02 Accenture for B2B Growth

03 Value Proposition for Client

04 Success Stories

Copyright © 2021 Accenture. All rights reserved. 11

 Internal Use Only

Our Business Plan: Be Most Important Partner In Client

Location
Start Rollout Scale
(2019.12~2020.5) (2020.6~2020.11) (2020.12~2021.12)

Customer
Acquisition/Mont XX ~ XX XXX ~ XXX XXX ~ XXX
h

Membership
Fees /Month $XXK ~ $XXK $XXXK ~ XXXK $XXXK ~ X.XM

Estimated X.X ~ X X~X X~X

Conversion rate

Global Proven Intelligent Local Market & Industry Mature Telemarketing

Empowered by 1 2 3
Revenue Growth engine Insights Operation

* Assume the Membership fee will be $XXXX (Basic Membership)

Copyright © 2021 Accenture. All rights reserved. 12
 Internal Use Only

We Will Leverage IRG Engine To Generate Quality Leads

LEAD SOURCE LEAD ENRICHMENT LEAD PRIORITIZATION

Company Name 1. Existing (competing) marketplace presence

• Competing marketplaces to identify businesses listing (i.e.
Contact Name
Client Location Mart)
100K- Contact Info(e.g. MP No.)
• Extract ratings, reviews, estimate sales volumes
200K 2. Identify reliance on digital channels
3rd Party Data
Leads • Identify website page rank
• Presence of transactional mobile app

provided by Client Company Name 3. Topic modeling on digital channels to identify

Contact Name product archetypes that are popular on Client
Contact Info(e.g. MP No.) 4. Price point scanner – determine average category price
Industry Enriched Data points to determine fit for Client marketplace
9M+ Annual Revenue 5. Certifications (i.e. BIS, GIA, IGI, Fair Trade, Anti-Sweat
Leads No. of Employees Shop)
Main Products 6. Image recognition to identify product uniqueness
Pool
International Trading Volume 7. ……
Presence on other B2B platform
Accenture own database …….

Copyright © 2021 Accenture. All rights reserved. 13

 Internal Use Only

Power Insights With A B2B Customer Graph By

Combining “Dark Data” And “3rd Party Data”
UNTAPPED “DARK DATA” Marketplaces
• Marketplace presence & engagement
AI/Ml Algorithms • Marketplace endorsements

API Web Tech eCommerce Social Image Topic Modeling

Stack Recognition Firmographic Marketplace Transaction Volume
Prospect • Year founded • Sales Volumes
• HQ/Site locations • Category Price points
Browsing
• Employee size • Discounts
1ST PARTY DATA

• Sales revenue Account Transacti

Customer IDENTITY • Market cap Profiles ons
Browsing RESOLUTION
B2B
Transactions CUSTOMER
Types
Account CUSTOMER 360 Product Products
Profiles • # of SKUs
Business Typing • # of Categories
• Archetype • Product variability
Support Certifications
Real-Time Streaming Bus • Sub-archetype
Interactions • Brick-and-mortar business
• Digital natives
Demographics Firmographics Web Browsing
Certifications
Spend Competitive • Marketplace certifications
Locations Mobile App • Industry certifications
Potential Signals
• Government certifications
3rd PARTY DATA
Copyright © 2021 Accenture. All rights reserved. 14

B2B International Trading Has Huge Potentials In Client
Location
TOTAL ECOMMERCE
• Internet users 500 million
• Digital buyers 226 million
• Total retail sales US$ X.XX trillion
• 2.9% of online penetration
• Retail ecommerce is expected to reach
$XXX billion in 2020
• B2B ecommerce accounts for about 80%
of the total ECommerce
Source: ASSOCHAM-Forrester data
Internal Use Only
B2B ECOMMERCE B2B CROSS BORDER
ECOMMERCE
• B2B market is expected to reach $XXX billion by • Less than 2% of export is estimated
2020 to have been conducted online
• The size is over 6 times that of the B2C market, • MSMEs account for 99.7% of total
but the growth is relatively slower given higher firms, and contribute 45% of total
entry barriers in the B2B which is subject to a exports
strong business model, long term logistical • There’re 200,000 estimated Online
arrangements and stringent regulatory and taxation B2B exporters by 2025
laws
• 80% supply chain of manufacturing companies
are still running offline and indirect purchase
across Client Location is largely unorganized
Copyright © 2021 Accenture. All rights reserved. 15
 Internal Use Only

Firms In Main Categories And With Main Export

Partners Will Be Main Client Prospects
CATEGORIES OF CLIENT LOCATION EXPORT MAIN EXPORT PARTNERS

Client Location 15%

Client Location 11%

Client Location 5%

Client Location 4%

Client Location 4%

Client Location 3%

Source: Trading Econamics Link

Copyright © 2021 Accenture. All rights reserved. 16
 Internal Use Only

Accenture Team Is Extensively Undergoes Rigorous

Training On Sales And Related Process
World of Sales
Profiling, Rapport, FAB (Features & Benefits), Strategic
proposal, Gaining Commitment, Closing.
World Of Objection
Objection Handling
Sales Handling
Embracing Objection, Hidden Concerns, Prioritize, Buy In

Curriculum
Customer Service Skills
Active Listening, Above the Line, Empathy & Assurance,
CS Behavior Telephone Etiquette, Impact Moments
Skills Training
Staying on Top – Behavioral Training
Choosing the Right Attitude, Behavior Breeds Behavior, Small
Change Big Difference, Winning Habits, Art of Storytelling

• Role Plays
• Call Listening
• Anchoring Techniques
• Credit Based Assessments
• Embedded activities and videos Copyright © 2021 Accenture. All rights reserved. 17
 Internal Use Only

Our Quality Control structure in a Nutshell

COACHING Validations
OBSERVATIONS Conversation Reviews –
QC’s complete the coaching Identifying celebration &
opportunities this has enabled 15 Audits Every Day Per Quality
observations for all TM’s and share the
identifiers, this has helped us deliver us to focus on advisors (AOI) Coach
collaborative feedbacks resulting in
improved performance
2 Sessions /Week (Feedback
New Hire Orientation Delivery Observation, Sharing Best
CALIBRATION A quality session for the new Practices)
Conversation reviews hires, cross skilled advisors to
with Clients has reflect on the review forms and
helped us yield importance of all compliance
activities required
positive response and 30 Compliance Audits/Day
improve performance

Regular Buzz Sessions Process

Hygiene Checks
Conduct Random audits to validate
the adherence of CAP, COP, usage
of inappropriate codes, RTQ,(Return
To Queue) transfer validations
Updates
Buzz Sessions
Regular Process Updates,
Sessions based on the audits
(Process Gaps & Soft-Skills)

Copyright © 2021 Accenture. All rights reserved. 18

 Internal Use Only

We Follow Very Comprehensive Data Security Protocol

Agents Carrying Mobile Phone, Usage Of Pen & Paper, Unlocked Screens, Unattended Documents, Unlabeled Laminated Documents, Laptop Without Cable Lock,
Daily ISMS AUDIT Not Wearing Badge, Personal Bags on Production Floor, Browsing Non Work Related

20 - 50 stations randomly checked on a daily basis to ensure all security policies are working and VM DST conduct PC Pre-production check on the following: ISMS,
Pre-Production Checklist Websense, Application/Tools, Voice Connectivity, Phone Connectivity, CCVP Connectivity, MS lookup (DIR server check)

Accenture ISMS Team

ISMS team performs on Audit on all share drives, Security measures, RIRO  and lists down Minor and Major findings
Audit

Weekly ISMS & 5S Floor

Unscheduled/Surprise floor sweep for ISMS & 5S Compliance
walk

Anti-wiretapping Law
Summary needs to be sent every Friday 6pm MNL
(AWTL) Compliance

New Hire Check list 1. list of 9 items which will ensure that all new hire employee profiles are restricted to use OWA. 2. Smart phone email access, Outlook, OC. 3. Hard copy sign off
on all security documents are secured. 4. All applications on Accenture 1. to use
network OWA,
is blocked

Quality Team conducts random spot checks on call recordings with screen capture through NICE to check ISMS non-compliances such as but not limited to: 1.
Quality Weekly Audit Copying, pasting, saving, storing and using others' log in credentials to 1.
logto use
in to OWA,
specific tools and applications. 2.  Copying, pasting, saving and storing customer's personal
and financial information in Microsoft applications, Notepad, Forms & Fulfilment, etc.`

Roll-Off Audit Ensure that roll-off Randomly check emails or notepads for PWs shared or saved are done timely and deactivation requests were
submitted; send report every Monday

Password Security Randomly check emails or notepads for PWs shared or saved

Copyright © 2021 Accenture. All rights reserved. 19

Agenda 01 Accenture

02 Accenture for B2B Growth

03 Value Proposition for Client

04 Success Stories

Copyright © 2021 Accenture. All rights reserved. 20

 Internal Use Only

Social Media Player

Inside Sales powered by Accenture’s Intelligent Revenue Growth Engine

The client was looking for a partner to help grow their revenue by engaging current and prospective SMB
advertisers to increase use of the client’s self-serve ad platform through a combination of lead
qualification, outbound sales, and campaign optimization services.
RESULTS
Achieving these growth objectives required increasing the speed at which the team launched campaigns
and how the client supported higher volumes of SMB advertisers—while ensuring consistency and
continuing to “delight” advertisers and their core platform users. $XXM+
Annualized, incremental revenue via new
customer acquisition

Deployed Accenture’s Intelligent Revenue Growth Engine; explored 10 different data services;
then selected and activated the 6 most relevant data services from Accenture’s proprietary 3rd Party
Data Services offering (that curates over 500 different global data sources for potential opportunity
8-10x
Efficiency gain from predictive
D I D

enrichment).
modelling
Leveraged Accenture AI/ML algorithms to consolidate “dark data” for further lead enrichment and

40-50%
to facilitate more effective interactions with Customers. Used IRG’s reusable matching algorithms
and predictive conversion & spend models to prioritize Customer & Prospect engagement.
W E

Improvement in Lead Cycle

Hired and Expanded Accenture Inside Sellers in North America to leverage 1st & 3rd party data +
Time
W H AT

“dark data” to engage with Customers & Prospects to increase platform spend with an 8-10x
program-level ROI
Expanding business lines to include Enterprise and new Industry Markets, as well as geographic
expansion to the Middle East and Europe. Also expanding use cases with IRG to include fraud
identification at start-up and limited AI-powered content moderation
8-10x
Program ROI (investment + run)
Copyright © 2021 Accenture. All rights reserved. 21
 Internal Use Only

Global Internet & Social Platform Client

Driving Superior Revenue Growth Through Tailored Ad Sales & Product Adoption Support

A Global Internet & Social Media Company wanted to accelerate and scale global ad sales in its target
Small & Medium Sized Enterprise (SME) and Business (SMB) markets.

To achieve its goal of tripling its already growing SME and SMB ad sales revenue, the client sought a
business partner who could provide the highest quality sales engagement skills, scale, and agility, as well RESULTS
as an understanding that every interaction is an opportunity to enhance its network.

As the chosen provider, Accenture has pitched target SMEs and SMBs with historical or potential annual
spend up to and over $XM. We have more than doubled both the pitch and adoption success rates year-
200%
Improvement in Customer Pitch and Adoption
Rates in the first year
over-year at these advertisers—and achieved the best performance of all vendors at this client globally.

BEST
D I D

Piloted new Sales & Customer Success capabilities with hired-to-fit sales experts; leveraged Performing vendor in global, multi-vendor
client’s existing technology platforms and demonstrated exceptional sales growth during the pilot- model in terms of revenue growth &
launch. enhancement
W E

15  400+
Scaled sales-execution capability across continents, growing from 15 to 400+ sales experts,
W H AT

reaching target advertisers in 129 countries and 13 languages with consistently better results than
any other vendor at the client.
Leveraged a proven approach to Inside Sales success, as well as SynOps for Growth Performance Selling professionals in 18 months
Services that brought together innovative talent, applied intelligence and proprietary Quality
Performance Management technologies and dashboards, which enabled real-time decision-making

Copyright © 2021 Accenture. All rights reserved. 22