Stamps.com 2015 Annual Report Download - page 12

TABLE OF CONTENTS
employeeactivityavailablefromoursophisticatedcentralizedfront-endreportingtool,withfeaturestypicallynotavailable
withapostagemeter,suchasrealtimedata,improvedweb-basedpostagemanagementtools,andenhancedweb-based
financialandadministrativecontrolsforcentraldecisionmakers.
In2016,weplantocontinueincreasing,optimizingandrefiningourenterprisecustomerleadgenerationandsalesand
marketingefforts.Weplantocontinueworkingtoimprovetheefficiencyofoursalesteam.Wealsoplantoincreasethe
numberofenterprisecustomersaswellasincreasethenumberoflocationswithexistingcustomers.
•Enhance our High Volume Shipper Solutions and Sales and Marketing Efforts. Wecontinuetoattracthighvolume
shipperssuchaswarehouses,fulfillmenthouses,e-commerceshippers,largerretailers,andothertypesofhighvolume
shipperstoourservicesthroughoureffortsintheseareas.
In2016weplantooptimizeourbusinessinthisareaby(1)leveragingthecombinedStamps.comandEndiciasalesforceto
selloursuiteofhighvolumeshippingsolutions;(2)enhancingourtechnologyandsoftwaretofurtherimprovethescalability
ofoursolutionsforthelargerhigh-volumeshippingcustomers;(3)continuingtointroduceshippingrelatedfeaturesand
functionalitythatwillimprovethevaluepropositionofoursolutions;and(4)addingadditionalshoppingcartintegrationsfor
easierdataexportandimportfromthetoolsthatcustomersliketouse.
•Enhance our Multi-Carrier Solutions including ShipStation and ShipWorks. WecontinuetokeepbothofShipStation
andShipWorksunderitsownbrand,whilefocusingonwaystooptimizeoureffortsacrossallofourshippingsolutions.The
ShipStationandShipWorksplatformsoffereffectivesolutionsforhighvolumeshipperssuchaswarehouses,fulfillment
houses,e-commerceshippers,largerretailers,andothertypesofhighvolumeshippersthatmayneedmorethanjustthe
USPSfortheirbusiness.Webelievetherearesignificantwayswhereweareabletorealizesynergiesamongstallofour
shippingsolutions.Inthemarketingareawehavehistoricallytargetedmanyofthesamee-Commercecustomersandwe
believewehavebroadmarketingexpertisethatwewillbeabletoutilizetoincreasemarketpenetrationofthemulti-carrier
solutions.Inaddition,webringfinancialresourcestoincreasethemarketingeffortsofthesebusinessesandanationalsales
forcewhocansellthecombinedsuiteofproducts,offeringamorecompletesetofoptionstomeettheneedsofabroadsetof
customers.WealsoplantocontinuetoimproveourupgradepathfromthetraditionalStamps.comandEndiciasinglecarrier
solutionstoaShipStationorShipWorkssolution.
Likewise,theStamps.comandEndiciasinglecarriersolutionsmaybeaneffectivedropdownsolutionforthosecustomers
whoseneedsmayhavedecreasedovertimeandwhonolongerneedafullmulti-carriersolution.
WealsobelievethattechnologyexpertiseinthevariouscompanieswillbesynergisticasShipStation’sweb-basedexpertise
complementstheclient-basedexpertiseofStamps.com,EndiciaandShipWorks.In2016weplantocontinuetoincreaseour
effortstomaximizethesynergiesacrossthesebusinesses.
•Optimize our Business Model and Improve our Customer Experience. Weplantocontinueoptimizingourregistration
processandpost-registrationcustomerinteractionstoimprovetheinitialexperienceacustomerhaswithourserviceby
shorteningandstreamliningtheregistrationprocessandfacilitatingeasierpurchasingofpostagebycustomersduring
registration.Weplantoexpandourusageofdemovideosandonlinehowtovideos.Wealsoplantocontinueexpandingour
presenceinsocialnetworkingsites,expandingourcustomerwebportal,andenhancingcontentonourwebsites.Weplanto
launchnewfeaturesinoursoftwareincludingsupportforadditionalUSPSproductsandservices,improvedreportingand
contactmanagement,aswellasenhancedperformanceforhigh-volumeusers.
Inaddition,whileouronlineenhancedpromotionchanneltendstoattractmoreconsumerorientedcustomerswithlowerlifetime
values,wehavecontinuedtorealizeanacceptablereturnonourinvestmentinthischannel.Wewillcontinuetomonitorthischannel
andplantocontinueitaslongasitprovidesanacceptablereturn.Wecurrentlyexpectourmarketingspendinthisareatobedownin
2016comparedto2015.
Customized Postage
In2016weplantocontinuemarketingcustomizedpostage,butwithlimitedspendingandexpectations.Wewillcontinueour
programsoffocuseddirect-to-websitemarketingspendingwithagoalofkeepingtheoverall
8