1. Scottish Enterprise How Marketing selected our MRM supplier Robin Mair Marketing Manager Scottish Enterprise Roy DewellProject ManagerJust Go For It

2. How to select an MRM vendor Scottish Enterprise and MRM 1.What is Scottish Enterprise, what do we do? 2.Why is Scottish Enterprise investing in MRM? 3.How did we know we could benefit? 4.How did we go about the tender, the selection and contract? 5.How will we evaluate success? 6.Where are we now and where will we be in 12 months? How to select an MRM vendor

3. SE is Scotland’s main economic development agency Three main strategic aims:  Growing Businesses  Skills and Learning  International Funding of £500m pa from Scottish Executive What is Scottish Enterprise, and what do we do?

4. How to select an MRM vendor Where is Scottish Enterprise? Head Office: Glasgow 12 Local Enterprise Companies (LEC’s) + 50 Business Gateways 8 offices in Europe, the Middle East and Africa 4 offices in USA 8 offices in Asia How to select an MRM vendor

5. What is SE Marketing, what do we do? Marketing budget £12m + pa 5 Marketing Teams 30 + people 4 main Channels:  CorporateScottish Enterprise  Growing BusinessesBusiness Gateway  Skills and LearningCareers Scotland  International Scottish Development International 1,000+ Marketing activities p.a.  Web, events, print, press, outdoor, TV, radio, DM, field marketing, emarketing, SMS  TV AD CLIP How to select an MRM vendor

6. To save money – ROI target within 36 months Better governance - 1,000 + “projects” but few consistent processes Devolve the work - Large geographic spread of marketing teams and internal customers Re-use of assets - No central sharing of digital assets We can see the light! - Some suppliers have online systems Corporate ethos  SE promotes the use of e-business  SE is committed to e-government VIDEO CLIPS Why is SE investing in an MRM system?

7. How to select an MRM vendor 2002 - Looked at advanced agency practice 2003 - Commissioned consultancy from Connecti 2004 - Appointed project manager for business case The business case How did we know we could benefit?

8. How to select an MRM vendor Project governance How to select an MRM vendor

9. Business case How to select an MRM vendor

10. Finding suitable Suppliers How to select an MRM vendor

11. Over 30 companies expressed an interest, including How to select an MRM vendor

12. Tender How to select an MRM vendor

13. Final selection How to select an MRM vendor

14. Contract for Pilot How to select an MRM vendor Awarded contract for Pilot Agreed to be reserve Supplier

15. How to select an MRM vendor Functionality scores for final 7 companies How to select an MRM vendor

16. Functionality scores for final 7 companies How to select an MRM vendor

17. Companies which matched our requirements How to select an MRM vendor

18. Costs for Pilot ranged from £54k to £322k How to select an MRM vendor

19. Costs for 3 years running ranged from £68k to £606k How to select an MRM vendor

20. Current position – supplier configuring system How to select an MRM vendor

21. Current position – internally measuring impact How to select an MRM vendor

22. The plan How to select an MRM vendor

23. The complete story Results of Pilot by mid November Detailed measurement results by November Improved process and practice Roll out plan by end November In-depth knowledge of MRM SE as an early adopter, just as we advocate to other businesses How to select an MRM vendor