Welcome to the panel

interview
Candidate: Sarah Pattinson
Interviewees: Graham Tricker, Hugh
Stevens

17.06.24
First Weeks – Landing & Understanding Learning & Research

Product + Industry Engaging internally/externally

• LiveRamp knowledge base, Sales deck, Product One-pagers, Developer/User documentation,
integration flows etc. Engaging with digital resources
• LiveRamp resources such as video repository incl. in-depth interviews, product demos, blogs,
webinars, explainers Sales Execution
• LiveRamp University
• Clean rooms powered by Habu
• E-Book: Advertiser Action Plan: How to Navigate the Post-Cookie Era, AI and Other Top Trends
in Data Collaboration and Clean Rooms
• Case Studies, Industry press & intelligence: (eMarketer, Digiday, Statista, Gartner, Mintel,
industry-related releases, News alerts etc.)

People + Processes
• LiveRamp Peers: 1:1 with Commercial team + Sales Solutions Engineer team + other functions
team
• Sales Engineer: Software demonstration, integration flows, implemented solutions, partners
etc.
• Customers, Partners discussions etc.
• Shadowing meetings

Competitor Analysis
• Which partners with which prospect profiles
• SWOT / Battlecards
• Competitors case studies, portfolio and why clients work with them
• Closed/Won & Closed/Lost transactions
First 2-3 Months – Ramp up & Assess Learning & Research

Engaging internally/externally
GTM assessment
• Accounts planning + mapping Engaging with digital resources
• What is a good fit: driving within internal data (primary/secondary targets, transactions trends;
Last 2 FY transactions analysis) Sales Execution

Linking up + First meetings

• LiveRamp Top 5 CPG: understanding allies/partners/interests, engagement
• LiveRamp peers: discussing/working with other employees: Core/Specialised AEs on all products
offered
• How to recognise a real opportunity
• How to run an efficient and effective sales meeting
• Meet with prospects / Tap into my network

Ready to sell!
• LiveRamp University completion and license to sell
• Cover Rate Card Pricing, Commercials + Contracting (NDA, RFI//RFP, MSA, Product Service
Order)
• 4X realistic pipeline built (Self-gen, BDR, peers, partners, events etc.)
• Master Sales pitches with different personas
First 3-6 Months – Optimise & Ready to fly Learning & Research

Engaging internally/externally
• “RESET YOUR PRESET”
• Management inputs Engaging with digital resources
• 360 degrees + Self-Assessment
• Re-center Sales Execution

• Leading Sales meetings

• Closing the first deal

• H2-review + Long-term planning

• Performance review H2
• Strong pipeline built for FY25
• Event + PR plan 2025
• Industry partnerships Beauty + CPG
 NEXT – Account map
Leadership Financial Statement Business Priorities

Chairman – Michael Roney Total group Sales £5.8bn (+5.9% YoY) 1) (Even better) Product
CEO – Simon Wolfson Group profit after tax: £716m (-2.0% YoY) 2) Improving Infrastructure
Group Finance Director – Jonathan Blanchard • Driving Sales, Improving service, Reducing costs, Total platform
Group Sales, Marketing & HR Director – Jane Retail Sales -0.0% YoY services
Shields Total online sales £3.1M (+5.1% YoY) 3) Develop new businesses (equity & overseas)
Global Head of Digital Marketing – Sue Varley*
E-com & Marketing Director – Kash Mahmood* Brands
Head of Ecom – Victoria Frost
Head of International Online – Emma Sancee 7 Platform clients: Jojo Maman Bebe, Joules, Made, Reiss (72%),
FatFace (97%), Cath Kidston (100% IP), Lipsy, Made

+ NEXT owned brands

Why(s) Why not?

Why buy?
Reached a sweet spot of growing YoY but need for change with focus on digital spend; recognised Yin-
Yang systems development. Digital Marketing spend in both the UK and Overseas grew faster than Infrastructure  Digital Marketing System
sales. Macro-economic impact with cookie-demise impending. “The development of online marketing systems to target
Why now? products and brands to customers. Our systems have the
Despite seeing developing applications in-house as a key to their success, internal software has ability to manage significant amounts of data and incorporate
become overly complex. New developments are slow, risky and difficult to test. Applications for E- sophisticated search facilities and web-based marketing tools
com, HR & Payroll have undergone updates with Data systems (amongst others) next – tbc 2026, at that link with our email and social marketing systems.”
0% completion rate.
Why LiveRamp?
Phased approach 1) Monetisation of 1st party data + optimising digital marketing (UK+overseas) 2)
Enable data accessibility across multiple platforms

INTERNAL
ONLY
NEXT - outreach plan – cadence example cold (25%)

● Day 1: Step 1 - Email - 1st Email – Personalise (e.g. industry news – achievement, digital diagnostic)  Sue,
Kash
● Day 1: Step 2 - Other - Engage LI Content  Kash
● Day 2: Step 3 - Connection Request - LinkedIn Connection Request  Sue, Kash
● Day 3: Step 4 - Email - 2nd Email  Kash
● Day 4: Step 5 - Email - 2nd Email  Sue
● Day 7: Step 6 - Email - Generic email chaser  Sue, Kash
● Day 11: Step 7 - Other – Linkedin message  Sue
● Day 12: Step 8 - Phone - Phone Call - If hot
● Day 13: Step 9: A - Email - Modular Upsell  Sue, Kash
● Day 16: Step 10: B - Email - Case Study – Personalise  Sue, Kash
● Day 18: Step 11: A - Email - Break up email - new contact?  Sue, Kash
● Day 20: Step 12: B - Email - Direct Break Up Email  Sue, Kash
● Day 20: Step 13 - Other - Add new contact - End of cadence

INTERNAL
ONLY
 NEXT – meeting booked - preparation
MEDDPICC
a) Metrics - Business outcomes delivered for existing customers -> ABC!)
b) Economic Buyer - Overall buying authority
c) Decision - decision to process your solution will be judged
d) Decision Process - series of steps that form a process of which the buyer will follow to make a decision
e) Paper process - from decision to signature
f) Identify the pain - challenge that is serious for the need for a solution (Efficiency)
g) Champion – credible person within organisation with power + influence
h) Competition - competing for the same funds or resources

Potential impact:
i) KPIs: Revenue uplift / ROI-ROAS-iROAS/CVR/impressions, reach on target audiences, new customers, basket size, loyalty programs
j) Saved X hires
k) Increased time-to-market

INTERNAL
ONLY
Risk and mitigation plan
Risks / Why Not’s Mitigation (PTG)

a) Competitive landscape (TradeDesk) a) Clarify competitive advantage (or partnerships 

b) Timeline Tradedesk)
c) Budget / Pricing b) Be open for staged pricing, discounts, or give
d) Not a strategic priority leeway in rev share % (know the pricing!)
c) Offer references to existing clients
d) Regular cadence (weekly calls)
e) Clear ownership with ETD
Pipeline coverage should be 4X at any given time, f) Introduction C-Suite/senior staff (both ways)
with a minimum of 20 deals live at any time.
Assumption to have ACV of c.£250K; in order to g) RACI chart (internal only; for complex deal
exceed target by FY24, a minimum of 2 deals will
have to be closed by day 180. cycles)
h) Working backwards from closing date
a. NEXT deal closure +
b. Competitor closure (M&S, Top20 Statista) + my Clear “need” to solve pain point by X (e.g.
network (Creed)
peak)

PLUS:
Relationship building throughout!
Confidenti
al
 All material within this presentation should be treated as confidential JUNE 2024

Improve the use of data to build effective

and future-proofed marketing strategies that
are based on first-party, people based data.
Agenda

I. NEXT Mission & Objectives

II. NEXT today vs. tomorrow

III. Liveramp opportunity

IV. Use cases & case studies

V. Next steps
 “Play to our strengths, by increasing the
Objectives
number of profitable online customers and
their spend and be our customers’ first
choice online retailer for clothing, beauty
and home products.”

Business “Driving sales, with particular focus on

Priorities digital marketing and enhancing our website.
Connect customers with the products that
they most want to buy.”

Simon Wolfson, CEO Next Plc

Today vs Tomorrow
/L : Challenges Our Customers Have

COST OF LIVING
MARKETING BUDGETS REDUCES WHAT LEVERS DRIVE
UNDER PRESSURE DISCRETIONARY BIGGEST RETURN
SPEND

CMO’s need to do Need to find Data access and

more with less consumers with tooling to make fast
propensity to spend decisions

Budgets are shifting to addressable Growing LTV of existing customers is Collaboration makes data available to
and measurable channels. Access to key, requires maniacal focus on the business, the right tools enable
data is fuelling this shift
customer journey and behaviours better understanding, action and
measurement
 Insights
4 capabilities to address Insights and analytics
challenges enabling marketers to
better plan and deliver
and deliver value business outcomes

Unlocking the full Audience

Building
potential of data Solving the difficulty of
putting insights to Complete toolset for
requires four essential action business users to
unlock value from data
ingredients
Mitigating delays
caused by Marketing
Activation teams requesting
audiences from data
Premiere partner teams
ecosystem with
incomparable reach
and scale across media
platforms and clouds

Measurement
Solving the need to
send PII to each Measurement and
platform individually analytics across media
channels with largest
global clean room
network
Aligning different
methods and removing
over reliance on last
click wins measurement
Evangelise your own data and unlock a new world of
opportunities

1 Insight & Analytics 2 Activation

Uncover new customer insights and optimise your
Marketing and business decisions. Prepare your Make NEXT data available for partners to diversify
marketing strategies for a world without cookies. your revenue streams and target NEXT customers
that are relevant for them

Improve the quality and richness of your Identified

first-party data. Arrive at the data-driven £1M p.a.
Enable data accessibility across incremental
decision-making NEXT needs by connecting media multiple platforms: 25% of
efficiencies CRM in-
with them across the platforms and (BG) market
channels that matter most. 1. Seamlessly integrate with Demand-Side (JLR)
Platforms (DSPs)
85-308% RoI
Understand your customers better than and 2. Walled gardens by matching logged-in £2m of
ever before with autonomous access to an 7.6K lapsed
customers re-
information incremental
Analytics Library or Raw Audience engaged (CC) margin from
car sales
Data to analyse sales performance and 3. Within a secure clean room environment (JLR)
understand the NEXT shopper behaviour. (e.g. Mamas & Papas/NEXT) for exclusive data
£2 spent for sharing.
every £1
Integrate in-store sales data and sales marketing
x7 Roi /
lift measurement to validate ROI of digital Establish a partnership from >500 global £1.4M
investment increment
media investments. (WBA) connections* al revenue
(LF)

See Appendix for full partner ecosystem Confidenti

al
Revenue opportunity
What is the commercial opportunity available to NEXT

MANAGED SERVICE SELF SERVICE

1. Delivers quick campaign revenues from existing sales team 1. Form wider relationships with brands outside of trade
2. Scales YoY as brands realise measurable value 2. Secure fixed term license revenues
3. Sell to both brand and agencies 3. LiveRamp typically partners to sell due to technical
4. Larger brands rapidly want to move to self-service complexities
4. Revenues per brand are larger, but smaller target market

INSIGHTS & £100-250k+ per supplier PA £100-250k per supplier PA

ANALYTICS

ACTIVATION £25-100k per partner campaign (off-site) £100-150k+ per supplier PA

MEASUREMENT £50-100k per supplier PA £60-100k+ per supplier PA

Confidenti
See Appendix for further breakdown
al
Opportunity with
LiveRamp
/L : Better business outcomes with data collaboration

Insights Audience Activation Measurement

Building

Actionable 1st, 2nd & 3rd 500+ People based

Party Platforms

More personalised Accelerate speed- Better business End to End process

customer to-value outcomes is optimised
experiences
/L : Data Collaboration Platform of choice for the world’s most
innovative companies

IDENTITY
The Right Foundation:
Identity infrastructure ensuring consumer privacy

Flexible Collaboration:
Across your business and partner network

Premier Global Ecosystem:

Expansive data rich network of premium partners

CONNECTIVITY
COLLABORATIO
N
 ● Acquisition

Data ● Retention & LTV

Collaboration Revenue
Delivers
Revenue
Growth, Growth

Efficiency and
Effectiveness
Collaborati
on Enables
Business
Growth
Effectivene
Efficiency
ss

Sa
vi n

AS
O
gs

iR
● Media Efficiency
● Operational ● Audience & Channel
Efficiency ● Measurement

20
LiveRamp use cases &
case studies
/L : 1. Reduce wasted ad spend through suppression

Data Collaboration
PLatform

Audience Building Scaled Activation

Create a suppression audience using existing NEXT Activate segments into key marketing
customers platforms
Case Study

£1m annual media efficiencies

CRM – 1PD

increase in conversion
33% vs broad reach

Suppress

Current
50% increase in match rates
Account
Customers

Confidenti
al
/L : 2. Marketing efficiency through better segmentation

Data Collaboration
PLatform
Scaled Activation
Audience Building
Activate segments into marketing
CRM – 1PD Create audiences using NEXT’s own 1P data
platforms

Case Study

AUDIENCE
DATA 60% Media budget on 1P Data

Cross-category data
100 iROAS
URL
Kids clothing %

Next unlimited
180 Always on segments

Activated since
Transaction
2019
Data

Confidenti
al
/L : 3. Find new high value customers and grow loyalty base with
lookalikes

Data Collaboration
PLatform
Lookalike Modeling Scaled Activation
Use seed audience to find Activate expanded audiences into
new customers key marketing platforms
Travel Brand Case Study
Seed profile 1
AUDIENCE Spending 6% more
DATA on average
Seed profile 2

£3.4m in incremental customer

spend
NEXT DATA
SPINE

Confidenti
al
/L : Bonus: Better measurement of ad spend

Data Collaboration
Platform

People based measurement

Packaged reports to get the insights you need in a self serve fashion without technical skills.
Case
Study
AUDIENCE
DATA

+7.88% sales lift

URL

11.37€ ROAS
Transaction
Data
/L : Collaboration with brand partners

Data Collaboration
Platform
PROGRAMMATI
Activation to media platforms
C

CRM – 1PD SOCIAL

TV

Set permissions:
AUDIENCE Audience Building Control of what data
DATA is shared

Measurement Specify use cases

URL
Insights & Analytics

Transaction Permissioned view of data

Data

AUDIENCE DATA Transaction Data

Confidenti
al
/L : Summary
Helping NEXT deliver on its business goals

Infrastructure
Revenue Marketing Increased End to end
to withstand
Growth effectiveness efficiency Process aligned
privacy changes
/L : NEXT steps
Helping NEXT deliver on its business goals

Review of
Presentation of initial
commercial model Technical Scoping Finalisation of full
opportunity analysis
and proposal on with Solutions scope and MSA
and revenue uplift
feedback call Director 04.07.24 06.09.24
for NEXT
25.06.24

Feedback on phased Contracting stage

LiveRamp
roll out with (NDA, Loi, MSA,
Demo/Business
NEXT plc LiveRamp – PSO)
model plan 01.07.24
answering initial w/c 08.07.24
questions
Thank you
Appendix
 Integrate into 500+ global connections with one partner
/L : Premier Global
Ecosystem WALLED GARDENS DSP’S & SSP’S
Expansive, data-rich network
of top-tier partners for
incomparable reach and scale

PUBLISHERS

CLOUD PARTNERS

OTHER TECHNOLOGY

AGENCIES BRANDS

DATA PROVIDERS
5 Year Revenue Opportunity
 Marketing Efficiency

10x
Media Savings

Omni-Channel Customer Experience Marketing Effectiveness

60% 8x
Media Activated on First Party Data iROAS
(20+ Channels)

33
Use Case: Adidas

Uses LiveRamp platform and

Retailer data to build 3 Autonomously
ANALYSE leverages LiveRamp
audiences :
● Trainers Buyers of Competing tools to measure :
ACTIVATE ● Reach and frequency
Brands in Last 6-12M
● All category Trainers buyers ● Conversion
Distributes audiences ● Lift
● Adidas Trainers Buyers Last into ASOS Social
6M (suppression) Platform or DSP seat in
MEASURE
“Adidas sales decreased full autonomy and
from 10% on the everyday launches a campaign with
trainers category due to one specific creative per
Campaign lost buyers going to BUILD audience “Given my objective, the 3 KPIs
competition” I want to focus on are :
Planner at AUDIENCES ● # of impressions and reach
Adidas on targeted audiences
● Number of new buyers
“I need to make sure that
coming from competition
my shoppers are more
Adidas is selling loyal, my lost
● Basket size growth of my
its products on local buyers”
consumers come back
ASOS, other and I want to attract
sportswear consumers to my Brand
retailers and on (Trade-In)”
Adidas.com
Optimize and start again !!
 / Boots - Data Driven First Party Marketing

Challenge Solution Outcome

Boots wanted to use the Boots data connected to a single ● Incremental £2 spent for every £1
Advantage Card to ensure customer view, enabling audience
that every customer marketing investment
interaction is as relevant, building, modelling and activation all
● 60% of Media Spend on first party data
efficient and effective as from a single source
possible. ● 180 always on segments available

Advantage
Card

Consolidated
CRM
Audiences

Boots.com

LiveRamp

+
Safe Haven
/L : First-party data strategy success with LiveRamp

How Costa achieved: Objectives Solution

85% – 308%
● Use first-party data safely ● Segmentation to identify groups based on;
● Re-engage lapsed customers - Age
Return on investment -
● Provide the best possible customer Transaction
experience - Behaviour
● Focus on loyalty members ● Structure paid media towards non-customers

7,600 ● Media efficiency for new customer and lookalikes

acquisition ● Data access and quality audit
Lapsed customers re-engaged ● In-store conversion ● Ingest customer data to remove silos
● Activate data safely in paid media platforms

● Use boolean logic and data science

methodologies to link preferences,

3 Teams behaviour and purchase

Collaborating with data for customer success

/L : First-party data strategy success with LiveRamp

“”
Liveramp has helped us accelerate
our data driven strategy by
activating our first party data in paid
media using their platform which has
been secure, compliant and easy
to use.
They’ve been a great partner to work
with, supporting various teams in
Campaign 1 Campaign 2 Campaign 3 our business, all with different
requirements, to align on outcomes
“Always on Costa Club “£2 Menu Board Drink” Gen Z ‘Coffee Shot’
Benefits” campaign
that have already delivered
● Preference for higher value impressive campaign
1.4m impressions 2,600 Customers items
reactivated engagement andlead)
James Damaa (Data ROIand
results.
Adam Deal
● Strong audience results
1.84 swipe 85% ROI
traffic performance and CPL (Social lead), Costa Coffee

% efficiency
5,000 Customers
reactivated
308% ROI
 Increased media efficiency through suppression

Challenge Solution Outcome

British Gas has a wealth of British Gas data connected to a ● £1m annual media efficiencies
customer data but wasn’t single customer view, enabling
leveraging this in its digital media, ● 33% increase in conversion vs
so wanted to drive more efficiency audience building and activation
all from a single source. broad reach
and increase performance through
better targeting. ● 50% increase in match rates

Safe Haven Platform

CRM
Consolidated
Audiences
britishgas.co.u
k

“Through improved match rates into key platforms and using a third party data, we have been able to identify

+
existing customers who are needlessly receiving ads, remove them and drive significant efficiency back into our
media investments.” Sam Taylor, Performance Marketing Lead

Confidenti
al
 Driving Personalisation at Scale

Challenge Solution Outcome

Boots wanted to use the Boots data connected to a single ● £2 spent for every £1 marketing
Advantage Card to ensure customer view, enabling audience
that every customer investment
interaction is as relevant, building, modelling and activation all
● 60% of Media Spend on first party data
efficient and effective as from a single source.
possible. ● 180 always on segments available

Safe Haven Platform

Advantage
Card

Consolidated
Audiences
CRM

Boots.com

Confidenti
al
 /L : Utilising data partnerships for audience enrichment and
activation

Challenge Solution Outcome

OEM wanted to enrich their OEM used Safe Haven Clean Room ● Identified incremental 25% of CRM in-
customer view through in- capability to access carwow in-market
market buyer signals for market
increased insights and data, overlapped on its CRM for
marketing activation insights and personalised activation. ● 14% of customers, configuring
competitors

Data Collaboration
● c. £2m1 of incremental margin CRM Activation
from car
Platform
Clean Room
sales
In-Market
CRM Owners
Brand Social Platforms

Audience Audience
CRM 1 2 In-market
Prospects Competitor

Other In-
Addressable TV
CRM lapsed
market
leads Enriched People-based signals
segments

plus hundreds of
additional integrations

1
Incremental car sales attributable to email marketing channel only, digital channels now being enabled
Retail Media today is built on customer data

Matching unique customer IDs and Ad impressions to SKU sales in a privacy-

protected way

Retail Media Past Retail Media Present Future: Commerce

Media & Beyond
Retailers owned advertising Data collaboration between
inventory (offline and online) Purchase-based data that brands and retailers to
sometimes using shopper drives marketing insights, increase digital advertising
signals to place relevant activation, and measurement returns, as well as trade and
messaging across retailer owned (onsite) operational efficiencies
properties and paid (offsite)
media