Ranski Kj kicks in hello everyone00m Danke. Thank you. Hi, everybody, and welcome to this Hello Retail webinar. Specific partners today. My name is Mess, and I'm the partner manager here. We'll just give people a few seconds to get settled in and figure out all the technicalities of the day, and then we'll shortly get started. Yes, if you can hear us okay, great. If you can't hear us, let us know. In the chat. There's both a chat side and a question side out on the side of this. But I think we'll slowly just get started and get into the groove today. As I said, my name is Mess. I'm the strategic partner manager here at Hello Retail. Hopefully, I know most of your faces and you know mine. But as I typically say to most of you, the most important thing about these sessions is that I bring somebody smarter than myself, which is fortunately very easy. But today I brought two of my best colleagues, one of them being Lesser. He's one of our personalization strategists and comes from our sales department. And then I brought Ekaterina as well, who's our product marketing manager, who will talk about some of the marketing side of things that we do today. I think if we move on to the agenda for the day, there's a few topics that we'll go through. First of all, obviously, what is our approach to the partner enablement, which should be fairly relevant to all of you. And we have an example of a customer analysis. This example will be on the data today, which is Danish. It could be from any other country, obviously. We'll have a little bit about the material creation, an example with IOIO, which is one of our more recent customers. And then we'll have a Q&A at the end. So the Q&A part, we'd love for you to fill in questions on the side and ask them as you go in the questions tab. It will be okay if it's in the chat. We'll also have a look there. The question tab will be great. We'll handle all the questions at the end. But please feel free to ask them as we go. That would be great. For now, I will reshuffle a little bit. I'll move out of the picture and let the other guys be the stars. And then I will come back for the Q&A later on in this one. So we'll just shortly move money and my chair out of the picture. And then I'll come back later on. But enjoy the presentation. I'm sure it's going to be great. All right. Hello, everyone. Thank you so much for taking time out of your busy schedules here on a Friday. So we're going to go into, as Matt said, some of this ABM, but like account specific stuff we do. And it's not regular ABM. It's like an area of this thing. So what we're trying to do is we want to enter a conversation that's already happening in the organization. And the only way we can do this is by being relevant. And the first thing we have to determine is whether or not the prospect is aware of any problems that we might be able to help them with. If not, we have to create this awareness. And the reason we're gathered here today, of course, is also to speak about, like, how does this work? And something that really, really works fantastically well is when we collaborate on this stuff. And, of course, we all know in 2025 and AI and outreach, it hasn't gotten easier to stand out in the crowd of noise. And relevance often starts with being able to, in some way, demonstrate you understand the customer. And that's why, then, if you have someone, you can take a moment now and think about if you have maybe a prospect where you thought a retail might help, and then you can circle back to it at the end. So some of the ways this work is we have this partner enablement learnings. And when we go into a site, we kind of audit it. We go through all of these functionalities, but we try to elevate it slightly. So not just are we speaking about a search bar or recommendations and category page, which is something we do. We do stress test that, and we see if there's congruence. We see if everything is coherent. But what we also do is try to elevate what could personalization do for this business. And that's where working with wonderful people like yourself really starts to make a great difference because we can learn the customer much, much better at a deeper level. So this one is just a particular example. It's a prospect that we are working on, and it's a B2B shop. Now, a lot of B2B shops can fall victim of trying to, well, unwillingly, they can train customers in only buying one thing, the one thing they need. And where personalization can really help in this part, of course, is upselling and guiding and all this stuff. But instead of us telling them all this stuff that we're great at, we try to speak problems first. What is it this site does? And this particular site is like almost a digital franchising. So I can just show you here. Yeah, of course. And let me also mention that what we're trying to achieve is we want to produce something that's relevant to the business, not just a feature dump or pitch. We want something that they really can use and go by. And of course, if you have customers, speaking of this, this is also something that really helps you selling us and growing the joint customers we might have. And as my partnership manager once told me, like the best way to keep business is growing the joint customers we have. So this is a great way to do it. Anyway, you're not supposed to read this whole thing. But if you can maybe glimpse in the top, it says what's important to them. And this is where everything starts. What kind of shop is it? What is important for them at this particular stage? Are they trying to grow? Are they trying to maintain? Are they trying to scale? And this particular shop is a B2B shop, as I mentioned. And it's a very, very, the reason we bought it today. It's a very complex shop. And they had a huge relaunch in 2024. So we kind of knew the digitalization was on the roadmap for them. They differentiate on a lot of things. So it's like you have to imagine it's like an online catalog where suppliers then can buy from. So they differentiate on other things that price. It could be warehouse availability. It could be industry vertical. It could be a lot of things that are different than just the old regular B2B pricing. And instead of us telling them we are great, we can do all this, what we try to do is show them we understand their problems. And then and only then we start connecting the dots. And then we start to really speak into how personalization might be of effect. And this is also something, of course, we are not able to sell Magento's or WooCommerce or Shopify solutions. We don't know that. That's your expertise. And the same goes the other way around. We should just help each other then maybe have something to lean on, such as a document like you're going to see from Ekaterina shortly. But how does this work in effect? So after we did this whole audit or analysis, if you will, we figured out some stuff. Again, a bit difficult to read. I hope you can read it. If not, then shout or whatever. But this is simply just a way to highlight what's important for this business. And when we highlight these things, then we connect them to our products. So one thing that could really benefit this particular business is they have all this real estate that is very, very valuable to the suppliers. Every supplier that go into this portal and trying to buy something, they could actually pay like a marketing contribution. And then all of a sudden they could get prime real estate on this site. And this is exactly what our retail media product does. It helps you sell ad space the same way you do on Google or you do on Meta or whatever. So we're trying to then educate the customer that there's a whole revenue avenue for them in this particular sense. So I hope you can see this. But there is a sponsored product in a very seamless and personal way on the site. Now, of course, this was a grand, grand PDF that we sent them with a bunch of products. But it ended up being this one I'd like to highlight because it's a great way of showing this particular bridge of how we do it. Now, this is a good time to also maybe think about if you have any prospects that you thought maybe there could be something. We spoke internally before this and was like, can we give you some kind of idea of when to contact us and get us to do this audit? And I think we kind of landed on the more the merrier. We'd like to do this and we'd like to go into depth and collaborate with you and this kind of stuff. So don't hold back is what I'm saying. And we can always do this kind of thing. And with the joint collaboration, we can also really learn the customers at a much deeper level. And then we can provide this value that cuts through the noise in Outreach 2025. So, yeah, I think this is a nice place to put it to the smartest person here. No. Here we go. No pressure. Yeah. All right. Well, my name is Ekaterina. I, as mentioned at the beginning, I work in marketing. But marketing works really close with sales here at Hello Retail. Lasse and I work together a lot, actually, on this kind of materials and, you know, getting to help sales, but also help our customers understand our solutions better. So, yeah, I also have a few slides here. I will take you through an example of a customized material that we built. But so, yeah, the idea is that after Lasse has done all that work understanding the pain points, then I take it and we try to illustrate with real examples how we can solve those pain points. And we say hello to each individual customer in different ways. We customize the material. That's the whole point. Doing all that amount of work without putting in the details wouldn't really be very helpful. So what we deliver then, marketing, what delivers then is a sort of like a document or usually it's a PDF. It's very easy to distribute and to share internally, especially customers can share those kinds of material internally. And it's sort of digestible. So this is a product of our unique selling points, but through the eyes of the customer or through the business characteristics of the prospect. So this is one slide, an example. I took another customer than another prospect than Lasse talked about. This is a fashion store, a recent customer. And there are also various sort of particular special kind of fashion store because they have more of like a select collection of fashion items. They also sell reloved items. So they required, I think, a special attention here. And we work together on defining what is special about this customer that we can then show our solutions through that. So I'll just take this slide a little bit apart. What we do is we target the messaging. So, for example, in the headline, we talk about completing the wardrobe with thoughtful suggestions that talks to the fashion store. If it was a food store, it could say complete the grocery basket or I don't know, something else. So we tweak the messaging there because it's just easier to understand immediately what this is about if it's about your products. The strategic placement for this example, recommendations in the power step here. When a user adds a product to their basket, they get immediately some suggestions of products they could add. Again, this is more of a tactic, of course, that increases the average order value. This is very kind of straightforward. But using real products, as you can see below, using real products that they already have and that makes sense to add in that power up step with the recommendations, again, helps illustrate this example here. And then brand experience. So I'm pointing to, again, the language that we use to talk to them as they talk to their own customers. They are more, you know, they're not trying to aggressively sort of sell within their online store. They have more a different approach to it. They care more about sustainability. So we try to reflect that as well as much as possible. So, for example, classes learn that they need recommendations in their power step that would help them sort of help their customers complete the look. And that's how we translate it into a slide. And I have a couple more examples really shortly here. This is another slide I've taken from the PDF we created. This is an example of our initial content feature in search. We're taking, again, their products. It was actually really easy to find what were their popular products at the time. And I think as an e-commerce manager, if you see this and you sort of, you are also aware what sells the most at one moment. Again, it helps you quickly understand what kind of product selection we have here. And then in the pink highlight text here, again, we mention something that they sell, one-of-a-kind items. Those are those reloved items that they can recognize. They can easily apply this tactic with their products. A third example I have here is the search. For example, we identified that their search wasn't able to work with misspellings. And this is a really, really, real example of a misspelling that didn't give any results in the online search. So then we sort of brought that up front and we showed the example here. And the last one, I promise, is that also visual identity or sort of the flexibility to adapt the design is also very important to a lot of the customers, and especially the ones that we work together with partners. So we as well mentioned that they can customize the implementation so it fits their brand, because we know that this particular prospect cared much about it. So, yeah, I think that's all that I have. I hope I didn't go quickly through it, but if anyone wants an example of anything, this material, specifically this PDF, we can just send it out. No problem. But I have Math here looking. He's ready to come back for the Q&A. If anyone has any questions. Sorry for that noise. Yeah, thank you both for going through it. Obviously, today was a little bit less about search and recons and retail media and some of all the things that we work with every day and more about how we try to sell and how we try to position ourselves and do different. So I hope that there will be some questions out there that you either pre-written or that you will come up with now, and then we'll try to answer them the best we can. Yeah, again, this was sort of from an internal perspective of how we work with it, but again, you might as well have an idea of how you want to use it. But yeah, okay, we do have a couple of questions here. I'm going to read in the questions chat. Oh, yeah. Just going to put it, should I put it on the screen? Do I need glasses? Maybe we can also just read it out loud. That's okay. Yeah. Go ahead. Does this work for all types of customers in terms of size, or is it better if they're within a certain size? I think that's a great question and obviously very important for you guys. I mean, it can be for all sizes. I do think that the more complex the shop is, the more in-depth it kind of works. So a more in-depth kind of analysis works better because then you can really showcase how you understand this kind of prospect or customer for you all, perhaps. And we can really differentiate when we work together on these kind of things because then we can hit it right on the nail. So I think in terms of size, the bigger the better, of course, because in-depth analysis typically works better when it's a more complex situation. But actually, any range can do. I will also note that rather than it being around a range or size, a lot of it is also about how much information can we get in advance. We can do some kind of analysis just on the basis of a web shop. But when partners approach us, they quite typically have more knowledge about the customers. They will know about their tech stack. Sometimes there are problems with their PIM system or an ERP system or return flows or something like that where that can be issues. So the more information we can get, the better of an analysis and the better material we can make. Obviously, we want these analyses to be within customers within ICP and we want them to be realistic customers and things like that. We don't sit and make them for Google and Amazon and Apple every day. But I won't say that they're sort of too big customers or too small or too complex or too easy. It's more a question of how much do we know and how much knowledge can we get out of it. I think we have a question here from Christian. Yeah, there's a question from Christian saying, very nice seeing you again. Thank you, Christian. Is it possible to do a video as well? That's a great idea. We didn't think about that, Christian. That's innovation at the forefront here. I think that would be a great idea to look into. Yeah, it would probably be a good idea. We would still make the PDF analysis or something like that and then go through it with the website and mixing things together. I think it's quite likely great input. We just haven't had the idea. Christian, if you have an idea for a customer or a lead or anything like that, we'd love to test it out and get it going. So thanks for your input there. Yes. I think it was also a slow remark from France from the Netherlands. Yeah, I saw something as well. Thank you so much for contributing. One remark. Oh, yeah. Okay. Working with... Do we read it? So France says, we're working together in this way with Chris, our account executive in the Dutch market of Benelux. And it works. And to get interest from the customer. So that's just awesome to hear. And Chris is really, really good at auditing side as well. So it's great to hear. Oh, there's another. Oh, wow. Maybe we should read it out. We should put it on the screen. Yeah. Okay. Let's do it. Yeah. Information customer automatically you... The thing is that if you go for cold crossbading with getting the info to understand the customer automatically, you come up the terrain of the guy that built the web shop. That is quite difficult to treat and not to lose the contract. And I absolutely agree with you there, France. There's always a threat of somebody misunderstanding it. I think that's where what we found out that it does work sometimes with cold outreaching. But that's why when we're with partners, quite often we can treat it together. We'll understand the relationship building and know the knowledge of this also, whether the shop is something that they inherited or if it's something that they built themselves. There's always different ways of treating prospects and things like that. We try to do our best to respect it and not just to hammer down and saying you're doing all these things wrong. It's more sort of an inspiration as to things that customers can do better. We will obviously always like people to go with Hello Retail and go with Flow. But sometimes we also end up in a situation where we've given somebody a hint or two about some things that they can improve on. They maybe do not pick us, but they've gotten some feedback they can use. And that's also good. And then hopefully everybody can use this for something. It's quite rare that we meet a case where people get offended that we've tried to do it this way. But there's always risks and I can accept that as well. But it's a good point. It's also like dots. It's inspiring and it's not trying to criticize the customer. And I think that's a very valid point to keep in mind. We also try to do it in a way that, I mean, if you have a pain, you have a problem that you meet every day, and you're trying to work with the shops and all these kind of things, then depending on how big it is, or how much it relates to the business problems you have in general, of course, you'd want it solved. So if we hit the nail on the problem definition, we have a much, much bigger chance of getting the attention of prospects. Yeah. And I think we're sort of out of questions for now. If you come up with any questions sort of as we go or come up with anyone later on when you're sitting tonight thinking about the webinars you've attended on this lovely Friday, please feel free to either send them to me or anybody from the team. Friends, I know that you wrote in the chat that some of the things were quite small. We'll make sure to send you the presentation. If anybody else would like the presentations, feel free to reach out to myself as well. Yeah, absolutely. I think that's also a little bit on my side, making the slides. I sort of thought you can see the amount of work that goes into it, but not really the details. That was not great, but we'll send the things out. But for now, I think we'll say thank you for listening in and thank you for joining. We hope that you've learned something new. And then we wish you all a Merry Christmas. Yeah. Take care, guys. Have a great weekend. Bye. Thank you. Bye-bye.