Final Qualia Presentation

Question 1

Good-afternoon

Answer 1

1. I want to thank you for inviting me to your office
   
   2. It’s a gorgeous space — I especially love coming down to SoHo because, unlike our midtown clients, there is no 60 foot Christmas tree here to turn Manhattan traffic into a Zombie apocalypse

Question 2

Let me fully introduce myself

[who I am and who I represent]

Answer 2

1. I’m Raj Persaud — I lead strategic partnerships for Qualia
   
   2. We’re a Verizon-backed company and the fastest-growing in the identity-resolution space by a long-shot, particularly because of the results we’ve been seeing with companies like yours

Question 3

Now I know you two represent two different teams but work together on the company’s big initiatives

[who are you and where is there relevance?]

Answer 3

1. Can you share a bit on what you each oversee?
   
   2. And am I correct in understanding that digital customer acquisition, analytics and marketing attribution are some of the big initiatives you collaborate on?
   3. What are you working on right now? To what degree has consumer identity been a part of it?

Question 4

Excellent — that’s in-line with the research I’ve done, which means I’ve still got it —

Answer 4

1. and it also lays the groundwork for this conversation and gauging whether or not there is an opportunity to work together here

Question 5

Now I’m going to be frank

[why we want to work with them]

Answer 5

We’ve been closely following your updates for a while now and we’ve been pretty impressed
1. You’ve grown your user-base in the past year alone by 18-20%
2. You’ve been gaining ground on your competitors
3. In fact, you’re close to breaking into the top 10 within the space
And I read that you recently inspired confidence from new investors
–congratulations on that

Question 6

At the same time, there’s been an explosion in new competitors who are deploying new marketing strategies that a number of businesses in the space have been falling prey to
And consumers are more fickle than ever before

Answer 6

So given the current environment, and the fact that companies at this point are usually going to come under some pressure to keep up the momentum, I’d say that you’re actually well-positioned to look into new efficiencies

Question 7

I was hoping we could discuss the potential for Qualia to work with you to do exactly that:

Answer 7

1. Drive customer acquisition and

2. revenue growth through our cross-screen identity-mapping technology

Question 8

• Now I know that might sound like a bunch of big words — technology is full of those —

Answer 8

but we work with

* [some of the biggest names in fin-tech]

Question 9

So with your permission I can:

Answer 9

• 1) give you a sharp idea of what we do and
  
  • 2) with your input, show you exactly what this could translate to for ____
  • Would that be alright?
  • Is there anything I’m missing or that you’d like me to add to that?

Question 10

• In a nutshell: We’re a data-technology service that solves for one of the most expensive and resource-exhausting limitations within the digital eco-system:

Answer 10

• The inability to recognize a consumer as he/she switches between different screens, devices, user personas and browsing environments throughout the day

Question 11

You may know this already: different browsers, search engines and devices don’t share information with each other

Answer 11

• They each recognize a user differently
  
  • Couple that with the fact that we now live in a multi-screen reality where we each browse from different devices, and you can see the problem rearing its head
• There is a tremendous loss of data-value and fragmentation happening,
  leaving you unable to convert a greater number of leads 
and billing you each time you count the same user as multiple people

Question 12

Don’t believe me? 
Here’s what the research tells us:

Answer 12

STATISTICS SLIDE


Question 13

So when a user you should know browses your site anonymously

Answer 13

• Or clicks on your ad on one device but primarily uses another device
  
  • Or searched for you on her computer at work but can’t remember your name to access you later at home
    
    • It stalls your ability to optimize your digital performance, and it costs you money each time an ad is viewed
    • SLIDE WITH EFFECTS

Question 14

Now, I want to make sure I’m on the right track:

Answer 14

• Do any of these statistics have an impact on your business?
  * Specific recent issues?
  * You’re certainly not the only company to be shaped by them
  * And if I might ask, what systems or tools have you been turning to for help?

Question 15

Now, as a 5th grade explanation, that’s exactly what a data-tech system like ours was designed to solve

Answer 15

MAP CONSUMERS IN REAL-TIME TO THEIR DIFFERENT DEVICES, USER PERSONAS, HOUSEHOLDS SO YOU WORK WITH A UNIFIED, DE-DUPLICATED AND TRUE VIEW OF YOUR AUDIENCE AT ALL TIMES

Question 16

• But there’s a twist, and here’s where I want to turn to the crux of the matter:

Answer 16

1. Yes, those statistics are the new laws of the digital world we live in, which means they affect every business
   
   2. But what companies within your league have been discovering is that they have a particularly damaging effect on Fin-Tech businesses
   3. Because the root problem of consumer identity has burrowed into almost every major arm of the business model

Question 17

Here’s a redacted fin-tech company we’ve worked with

Answer 17

1. They initially came to us because they recognized that cross-screen browsing was corrupting their metrics and making them overspend on customer acquisition
2. As you can see, working with the flawed framework of their digital audience was having a domino effect on other aspects of the business
   
   • SHOW EACH

Question 18

A system like this left them needing to answer a number of questions

Answer 18

1. Can you relate to any of these?
   
   2. Do any of these resonate with any current projects?
   3. What problems have you had?