Webinar (replay) | Data in IR – From Customer Journey to Investor Journey
Online | Wednesday January 26, 2022 | Webinar (replay)
In cooperation with
Wednesday, January 26, 2022
(Replay | German language only, no subtitles)
Duration: 50 minutes
During this year’s IR22 – Virtual Week organised by IR Club, we had the pleasure to host a webinar on how to integrate data into investor facing IR processes to manage the investor journey.
In this webinar, we discussed:
- The B2B customer journey in the context of investor relations
- Reach
- Identification
- Prioritizing
- Segmenting
- Personalization
- Approach
- Act
- Feedback
- Frequency
- Touch points
- Convert
- Updates
- Expansion
- Monitoring
- Churn prevention
- Engage
- Care
- Development
Speakers include:
- Moderator: Claudius Krause, cometis AG
- Maria Töpfer, Managing Partner, ACCNITE
- Dr. Volker Stümpflen, Partner, ACCNITE
- Christian Bacherl, Managing Partner, ACCNITE
Participant poll results
Direct engagement on the rise
We asked participants three questions. The first question was, which percentage of investor meetings are organised directly without the use of intermediaries. Two thirds of the respondents arrange more than a quarter of their meetings bilaterally and one quarter of the respondents organise more than fifty percent of their meetings with investors directly.
This makes the advantage of having data at hand to understand what’s driving the decision maker on the other side of the table, or camera, obvious. During the webinar, we discussed the role of data and machine learning/AI during key steps of the investor journey from setting your high-level goals to targeting, prioritising, segmenting, and meeting preparation.
Investor feedback is important but has room for improvement
The second and third question referred to feedback. None of the respondents said they don’t care about investor feedback but more than 50% stated the feedback received very often isn’t actionable.
Only one in four IROs stated the feedback process was bilateral whereas almost three quarter of the respondents expect their brokers to collect investor feedback for them. Yet, as part of panel discussions during the IR22 – Virtual Week, we took note that several investors present on the panels actually invited IROs to reach out directly and ask for their views on specific topics.
Actionable feedback may well be the most important data point to focus on and improve your IR work. Our webinar gives some practical tips on how to improve the quantity and quality of investor feedback with the help of today’s technology.
