Xploree wins 2015 Mobile Marketing New Product Innovation Award from Frost and Sullivan

2015

2015 North American Mobile Marketing New Product Innovation Award

BEST PRACTICES RESEARCH

© Frost & Sullivan 2015 2 “We Accelerate Growth”

Contents

Industry Challenges .............................................................................................. 3

New Product Attributes and Customer Impact .......................................................... 4

Conclusion........................................................................................................... 5

Significance of New Product Innovation ......................................................................... 6

Understanding New Product Innovation ......................................................................... 6

Key Benchmarking Criteria .................................................................................... 7

Best Practice Award Analysis for KeyPoint Technologies .................................................. 7

Decision Support Scorecard ................................................................................... 7

New Product Attributes ......................................................................................... 8

Customer Impact ................................................................................................. 8

Decision Support Matrix ........................................................................................ 9

The Intersection between 360-Degree Research and Best Practices Awards ..................... 10

Research Methodology ........................................................................................ 10

Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices ................................................................................................................. 11

About Frost & Sullivan .............................................................................................. 12



Industry Challenges There is a clear and present need for hyper-intelligent mobile marketing solutions that can

help deliver the right brand offer to users based on what they want at a particular

moment. Currently, marketing and brand campaigns are constrained by the limitations of

the available marketing platforms in terms of their ability to help reach the right user, at

the right time, with the right type of offers.

Targeting and Monetization in Existing Mobile Marketing

Historically, mobile marketers have targeted content by attributes such as device types,

high-level location (geo-fencing and geo-targeting), content, and application types. In

these scenarios, marketers rely on the established statistical association between device

attributes and the audience types to deliver content. Mobile marketing solution providers

have refined this technique and started to leverage additional attributes to deliver relevant

information. However, despite the advancements in targeting and placement mechanisms

in recent years, there are still several notable market needs that have yet to be

addressed.

Capturing User Intent

The data sets used most often to develop user profiles include demographic information

and consumer attributes such as age, gender, ethnicity, household income, education

levels, marital status, and primary location for residence. All of these attributes are then

used to determine what message could appeal to the user, even though the user may not

be interested in the showcased product or service at that particular moment. Thus, a

‘push-based’ approach to mobile marketing isn’t always the most efficient way to leverage

the mobile channel. A combination of predictive pre-targeting, based on a user’s intent

(determined by analyzing their interactions across different mobile apps, services, and

environments), will be critical for the growth of next-generation mobile marketing.

Technologies that can aggregate and link usage data in a privacy-protected, cross-

platform manner can enhance existing mobile marketing. Ideally, such technologies will

follow users through their journey from app to app, and deliver unique, personalized

experiences based on how they engage with various applications.

Fragmented User Experience Delivered by Marketers on Mobile Applications

In the current mobile marketing environment, brands deliver targeted marketing

messages powered by the data collected from user interactions within specific apps.

Multiplicity of such app-specific marketing channels prevents marketers from generating a

consistent view of user behavior across different mobile apps (and websites). The lack of a

cookie-like framework exacerbates this issue in mobile. Most traditional marketing

campaigns are direct response initiatives, where consumers interact with a marketing

message and are led to a separate landing page or application to retrieve, consume, and

share information about the advertised brand. This is a five to seven-step process, which



leads to a broken consumer experience. Minimizing the number of steps, or hops, it takes

to retrieve information from within a mobile app is a critical requirement for the mobile

marketing industry.

New Product Attributes and Customer Impact

Criterion 1: Match to Needs

KeyPoint’s Xploree platform is a next-generation mobile marketing solution that addresses

the key challenges associated with the existing mobile marketing mechanisms. It is a

mobile search and discovery platform that offers unified hyper-context and intent

precision on multiple screens, multiple apps, and in multiple languages. As the industry’s

first user-initiated, hyper-contextual platform with language intelligence that conveniently

connects mobile device users with brand messages and services in the exact moment of

need, Xploree delivers improved results when compared to the existing mobile marketing

mechanisms.

Most competitive mobile marketing solutions miss this market reality and are focused on

replicating the online content experience via display and rich media content in mobile.

These solutions are not well suited to effectively target the dynamic ‘mobile moments’

generated by consumers. Xploree, in contrast, provides consumers with a hyper

contextual search and discovery experience, enabling brands to reach consumers at the

right moment of user intent, thus driving content effectiveness. Marketers benefit from

being in close proximity to the users’ intent.

Criterion 2: Product Attributes

Frost & Sullivan’s research indicates that consumers spend more time on mobile apps than

on the mobile Web, and mobile app usage continues to increase dramatically across the

globe. Xploree can help drive app discovery and engagement by presenting users with

relevant, contextual information while engaged in an application session. For example, if a

consumer is conversing on a messaging app and discussing a product relevant to an e-

commerce app provider, the user could be presented with recommendations, leading

either to the provider’s App Store page to download the app or with a deep link to get to

the action in one click. All this can be done without requiring the user to exit the

messaging app that they may be using, which significantly elevates the brand engagement

opportunity (as the user receives the information in the app itself). Therefore, by helping

app developers market their apps to those users who are conversing or searching for

information very specific their app themes, Xploree can help drive app discovery in an

unobtrusive way.

Criterion 3: Customer Impact

For a typical mobile customer, the device keyboard is the centerpiece of all mobile

services and, hence, their most used mobile application. The keyboard also occupies a



third of the screen real estate. Due to these characteristics (high engagement rates and

high screen real estate), Frost & Sullivan believes that the keyboard is an effective

platform to build innovative consumer experiences. Industry participants that can leverage

this lethal combination of user base, engagement rates, and cross-app data sets related to

consumer interaction with various apps will be uniquely positioned in the global search

and discovery space.

By using the keyboard as a platform to process relevant information about consumers’

interaction across different apps, Xploree delivers a compelling marketing experience for

users based on how they engage with different apps. By analyzing users’ interactions with

their mobile keyboards in real time, and by combining that with its proprietary technology,

Xploree can achieve ‘intent-based’ targeting. Importantly, Xploree can do this across

multiple types of application environments, including mobile search, mobile instant

messaging, mobile email, mobile commerce, and mobile app stores. Xploree is a win-win

for ecosystem participants, including brands, device OEMs, mobile operators, and

ultimately, consumers.

Conclusion

By adopting a new approach to mobile marketing that is focused on capturing user’s intent

at a particular moment in time, and by delivering highly relevant content and messages in

a non-interruptive, simple and pleasing manner, Xploree has the potential to be a game

changer for mobile marketers. Frost & Sullivan believes that Xploree will increase the

overall value of mobile marketing by consistently delivering solid results for mobile

marketers. As customers demand more from their marketing partners, solutions such as

Xploree will be in greater demand. Because of its strong overall performance, KeyPoint is

recognized with Frost & Sullivan’s 2015 New Product Innovation Award in Mobile

Marketing.



Significance of New Product Innovation Ultimately, growth in any organization depends upon continually introducing new products

to the market, and successfully commercializing those products. For these dual goals to

occur, a company must be best-in-class in three key areas: understanding demand,

nurturing the brand, and differentiating from the competition.

Understanding New Product Innovation

Innovation is about finding a productive outlet for creativity—for consistently translating

ideas into high quality products that have a profound impact on the customer.



Key Benchmarking Criteria

For the New Product Innovation Award, Frost & Sullivan analysts independently evaluated

two key factors—New Product Attributes and Customer Impact—according to the criteria

identified below.

New Product Attributes


Criterion 2: Reliability

Criterion 3: Quality

Criterion 4: Positioning

Criterion 5: Design

Customer Impact

Criterion 1: Price/Performance Value

Criterion 2: Customer Purchase Experience

Criterion 3: Customer Ownership Experience

Criterion 4: Customer Service Experience

Criterion 5: Brand Equity

Best Practice Award Analysis for KeyPoint Technologies

Decision Support Scorecard

To support its evaluation of best practices across multiple business performance

categories, Frost & Sullivan employs a customized Decision Support Scorecard. This tool

allows our research and consulting teams to objectively analyze performance, according

tithe key benchmarking criteria listed in the previous section, and to assign ratings on that

basis. The tool follows a 10-point scale that allows for nuances in performance evaluation;

ratings guidelines are illustrated below.

RATINGS GUIDELINES

The Decision Support Scorecard is organized by New Product Attributes and Customer

Impact (i.e., the overarching categories for all 10 benchmarking criteria; the definitions

for each criteria are provided beneath the scorecard). The research team confirms the

veracity of this weighted scorecard through sensitivity analysis, which confirms that small

changes to the ratings for a specific criterion do not lead to a significant change in the

overall relative rankings of the companies.



The results of this analysis are shown below. To remain unbiased and to protect the

interests of all organizations reviewed, we have chosen to refer to the other key players

as Competitor 2 and Competitor 3.

Measurement of 1–10 (1 = poor; 10 = excellent)

New Product Innovation

New Product

Attributes

Customer

Impact Average Rating

KeyPoint Technologies 10.0 8.0 9.0

Competitor2 8.0 9.0 8.5

Competitor3 7.0 8.0 7.5



Requirement: Customer needs directly influence and inspire the product’s design and

positioning

Criterion 2: Reliability

Requirement: The product consistently meets or exceeds customer expectations for

consistent performance during its entire life cycle

Criterion 3: Quality

Requirement: Product offers best-in-class quality, with a full complement of features and

functionality

Criterion 4: Positioning

Requirement: The product serves a unique, unmet need that competitors cannot easily

replicate

Criterion 5: Design

Requirement: The product features an innovative design, enhancing both visual appeal

and ease of use

Customer Impact

Criterion 1: Price/Performance Value

Requirement: Products or services offer the best value for the price, compared to similar

offerings in the market

Criterion 2: Customer Purchase Experience

Requirement: Customers feel like they are buying the most optimal solution that

addresses both their unique needs and their unique constraints

Criterion 3: Customer Ownership Experience

Requirement: Customers are proud to own the company’s product or service, and have a

positive experience throughout the life of the product or service



Criterion 4: Customer Service Experience

Requirement: Customer service is accessible, fast, stress-free, and of high quality

Criterion 5: Brand Equity

Requirement: Customers have a positive view of the brand and exhibit high brand loyalty

Decision Support Matrix

Once all companies have been evaluated according to the Decision Support Scorecard,

analysts can then position the candidates on the matrix shown below, enabling them to

visualize which companies are truly breakthrough and which ones are not yet operating at

best-in-class levels.

High

Low

Low High

Customer Impact


KeyPoint Technologies

Competitor 2

Competitor 3



The Intersection between 360-Degree Research and Best

Practices Awards

Research Methodology

Frost & Sullivan’s 360-degree research

methodology represents the analytical

rigor of our research process. It offers a

360-degree-view of industry challenges,

trends, and issues by integrating all 7 of

Frost & Sullivan's research methodologies.

Too often, companies make important

growth decisions based on a narrow

understanding of their environment,

leading to errors of both omission and

commission. Successful growth strategies

are founded on a thorough understanding

of market, technical, economic, financial,

customer, best practices, and demographic

analyses. The integration of these research

disciplines into the 360-degree research

methodology provides an evaluation

platform for benchmarking industry players and for identifying those performing at best-

in-class levels.

360-DEGREE RESEARCH: SEEING ORDER IN

THE CHAOS

Technology

Obsolescence

Disruptive

Technologies

New

Applications

CEO

Demographics

Needs

and

PerceptionsSegmentation

Buying

Behavior

Branding

and

Positioning

Competitive

Benchmarking

Emerging

Competition

Competitive

Strategy

Capital

Investments

Availability

of

Capital

Country

Risk

Economic

Trends

Crowd

Sourcing

Growth

Strategies

Career

Development

Growth

Implementation

Industry

Evolution

New Vertical

Markets

Industry

Expansion

Industry

Convergence

Emerging

Technologies

Smart Cities

Sustainability

New Business

Cultures

GeoPolitical

Stability



Best Practices Recognition: 10 Steps to Researching,

Identifying, and Recognizing Best Practices

Frost & Sullivan Awards follow a 10-step process to evaluate award candidates and assess

their fit with select best practice criteria. The reputation and integrity of the Awards are

based on close adherence to this process.

STEP OBJECTIVE KEY ACTIVITIES OUTPUT

1 Monitor, target, and screen

Identify award recipient candidates from around the globe

• Conduct in-depth industry research

• Identify emerging sectors • Scan multiple geographies

Pipeline of candidates who potentially meet all best-practice criteria

2 Perform 360-degree research

Perform comprehensive, 360-degree research on all candidates in the pipeline

• Interview thought leaders and industry practitioners

• Assess candidates’ fit with best-practice criteria

• Rank all candidates

Matrix positioning all candidates’ performance relative to one another

3

Invite thought leadership in best practices

Perform in-depth examination of all candidates

• Confirm best-practice criteria • Examine eligibility of all candidates

• Identify any information gaps

Detailed profiles of all ranked candidates

4

Initiate research director review

Conduct an unbiased evaluation of all candidate profiles

• Brainstorm ranking options • Invite multiple perspectives on candidates’ performance

• Update candidate profiles

Final prioritization of all eligible candidates and companion best-practice positioning paper

5

Assemble panel of industry experts

Present findings to an expert panel of industry thought leaders

• Share findings • Strengthen cases for candidate eligibility

• Prioritize candidates

Refined list of prioritized award candidates

6

Conduct global industry review

Build consensus on award candidates’ eligibility

• Hold global team meeting to review all candidates

• Pressure-test fit with criteria • Confirm inclusion of all eligible candidates

Final list of eligible award candidates, representing success stories worldwide

7 Perform quality check

Develop official award consideration materials

• Perform final performance benchmarking activities

• Write nominations • Perform quality review

High-quality, accurate, and creative presentation of nominees’ successes

8

Reconnect with panel of industry experts

Finalize the selection of the best-practice award recipient

• Review analysis with panel • Build consensus • Select winner

Decision on which company performs best against all best-practice criteria

9 Communicate recognition

Inform award recipient of award recognition

• Present award to the CEO • Inspire the organization for continued success

• Celebrate the recipient’s performance

Announcement of award and plan for how recipient can use the award to enhance the brand

10 Take strategic action

Upon licensing, company may share award news with stakeholders and customers

• Coordinate media outreach • Design a marketing plan • Assess award’s role in future strategic planning

Widespread awareness of recipient’s award status among investors, media personnel, and employees



About Frost & Sullivan

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Xploree wins 2015 Mobile Marketing New Product Innovation Award from Frost and Sullivan

Mobile

Transcript of Xploree wins 2015 Mobile Marketing New Product Innovation Award from Frost and Sullivan