Hi, my name is Sean Donnelly. I’m a consultant and senior analyst at e-consultancy, where independent providers of research train in best practice. I am here to introduce you to a topic that is on the minds of all marketers.
Presently, I am going to talk to you about technology and marketing trends.
We have been working very closely with Adobe to reach out to the marketing community, in order to:
- ask them what kind of things they identify as opportunities,
- what they see as challenges and so on.
This gives us a very unique perspective to identify the operational reality in terms of marketers’ findings.
So, we have done a survey of 12 500 marketers, techies and so on. It’s actually the largest global survey of its kind. We also accompany that with a series of qualitative interviews to draw additional insights.
State of customer experience strategy
Importance of customer data
Control of customer data: compliance and walled gardens
State of Artificial Intelligence (AI)
PRESENTATION N°1: Sean Donnelly
Just for clarification, we will define customer experience as being the sum of all the interactions a customer has with a brand, and their emotional reactions to those interactions.
1. The accelerated loyalty journey
Importantly, first-class personalised customer experience is really important for sustainability.
So, marketers might remember the 4 ‘P’s: Product, Price, Place and Promotion. But this old model changed. Somewhere along the lines, marketing became very much just about promotion. Promotion isn’t good enough. We need to think about the wider customer experience journey across Google, Social Media…
Clearly, this really expands the role of marketing beyond driving intention to purchase. If you can get a customer to advocate for your brand online, you may be able to deliver him to this loyalty loop for ongoing relations with you.
Now, customer service is increasingly focused and accompanied by technology and data.
Therefore, evaluate if your marketing technology infrastructure is fit for purpose. The technology platform is viewed as the engine room that drives customer experiences and marketing activities. Whereas, the data is the oil that lubricates and empowers this increasingly sophisticated machinery.
2. Data is the new everything
Likewise, a big part of the marketing is the ability to understand and utilise data. As such, data skills are becoming increasingly integral. Marketing continues to transition from being an analogue activity to a digital activity with real-time data analysis.
a) Data and measurement
We can see that data serves 3 primary functions:
- Customer insight
- Tactic evaluation
- Demonstrate value of marketing activities.
We have asked marketers to draw out what they are interested in and what they see as important.
b) The most exciting opportunities in 2019
- Data-driven marketing that focuses on the individual
- Optimising the customer experience
- Creating compelling content for digital experiences.
3. Customer journey management holds the key to personalisation
a) Top digital priorities in 2019
There are 4 top priorities which are as follow:
- Customer Journey Management: key requirement for data informed customer experiences
- Targeting and Personalisation: right message, right place, right time
- Content Marketing: continuing importance of creativity and design
- Customer Data Management (CMS): convert data into knowledge.
Now, to achieve all this requires a highly integrated technology stack. So, the key is to have a more unified approach to marketing channels.
Example: Unilever increases investment in marketers as it shifts from ‘big ad campaigns’ to smaller real-time campaigns. This results in the:
- creation of digital hubs in about 20 countries.
- recruitment of marketers with data capabilities
- investment in cloud-based tools, in order to be able to centralise and surface data from more than 150 different data points.
As you can imagine, data management and data control are becoming more and more intertwined. So, here are some factors to consider:
- Security: marketers and developers need to be responsible for the users’ data security
- Privacy: GDPR is the beginning of an era where marketers need to be very careful about how they use customer data
- Integration: continued efforts to centralise online and offline touchpoints (by marrying transactional data, sentiment data, social media data)
- Machine Learning: turning data into insights (google analytics) and personalising customer experience.
Please let me provide you with few examples:
Lloyds bank identified GDPR as an opportunity to educate its email subscribers about the parameters and requirements around GDPR. They did this through an email campaign and helpful pages using laymen’s language under their website. Following this re-direct of emails (bank statements and so on), customers have been very appreciative of this action. This is a kind of boost of customer trust and loyalty.
L’Occitane did a research into the abandoning shopping cart on their site. Essentially, they fired up a layer onto the screen. This led to an increase by 2.65 % of the conversion rate per visitor. It had a major impact on the bottom line.
4. Top marketing challenges
Yet, what are the top marketing challenges organisations face?
Here are the main identified challenges:
- Lack of internal resources
- Inconsistent experiences throughout the customer lifecycle
- Difficulty in tracking marketing effectiveness and media/ad spend
- Difficulty getting a holistic view of customers across all interactions.
Ultimately, marketers need to think about the flow of information through the entire partner ecosystem.
Withal, interviewees for this report identified issues with walled gardens, principally Facebook and Google. Marketers must determine whether the long-term commercial objectives are best served by operating in these closed platforms. Inarguably, these platforms offer only a bridged insight in customer data. This theme brought an increased attention on data retention of sharing practices of Facebook and Google.
5. Increased uptake of Artificial Intelligence (AI)
We can review on a broad spectrum and split it into two classifications:
- Human-styled artificial intelligence
- Task-oriented artificial intelligence.
How is the Artificial Intelligence (AI) being applied?
It’s been mostly used to analyse data. That’s because humans can’t analyse large amounts of data. Inasmuch as AI can mine huge amount of structured and unstructured data generated by campaigns and user interactions. This freezes up time for marketers to deliver higher value tasks.
In terms of analysing data, AI and marketing can be used to:
- create unique customer profiles (personalisation)
- provide relevant experiences such as delivering dynamic website content, based on personal behavioural data
- generate content well to increase engagement rates
- optimise intelligent digital advertising, based on buying history and interactions.
In summary, I would like to leave few with the following recommendations:
- Educate your organisation about the potential of Artificial Intelligence and machine learning
- Strive for integrated customer experience, marketing technology and advertising technology
- Activate customer data on prescriptive and predictive meaningful analytics insights. This requires the right tools to compile first, second and third-party data, in order to enable that timely and personalised interactions. This can also improve attribution capabilities as well as leading to a better optimisation of the media mix.
- Cherish your data as a marketing asset to the wider business. Be wary of walled gardens. By combining data from various touchpoints, you can create that personalised experience and a ‘single customer view’. Data must be fully harnessed and companies need to be able to access it without restrictions.
- Keep pushing the customer-first agenda within your organization. It might also mean educating your customer facing colleagues about their own value proposition. You need to help them understand their role in the customer experience strategy, by empowering them to make decisions.
And now, I’m handing back over to Jamie Brighton.
PRESENTATION N°2: JAMIE BRIGHTON
At this point, we’d like to think what you can take advantage of in the digital trends. Now, I highlighted at the start of the presentation that we’ve seen things like Social Media Management, Video Advertising coming up as focuses.
1. Platform for Personalisation
a) 3 areas of focus for 2019
Needless to say, Personalisation has come out as a key area of digital focus for marketers over the last 9 years of consultancy research.
However, I think it’s probably no surprise to see that Personalisation is again part of 2019’s priorities. ‘Digital Transformation’, ‘Personalisation’ and ‘Having the right platform in place’ are key areas I’d like to concentrate on.
Let me give you an example. Harvard Business Review shows us that people organisations focusing on Personalisation have successfully:
- reduced costs by 50%
- increased revenues by up to 15%
- improved their marketing capabilities overall within the business.
Often, marketers don’t know where to start due to lack of knowledge. Unfortunately, this is holding organisations back.
However, Personalisation really needs to start with people and process and technology. I’m stating the obvious but it’s really important to remember.
We, at Adobe, believe that there are 3 fundamental pillars to getting ‘Personalisation’ right.
b) 3 Key building blocks to success
- Data and Audiences: you need a data platform to understand who your customers are. Then, you need to segment those audiences and communicate with them via your Personalisation strategy.
- Content: Once you understand your audience, you obviously need to communicate with them and give them the right content. So, having content and data together in the same platform becomes critical.
- Strategy: When you have those things together, you’ll need to know:
- where to personalise
- how to personalise
- what’s the right time within the customer lifecycle to put a message in front of your customers or prospects.
So, I’d like to spend a bit of time thinking about these key requirements.
2. Key requirements
a) Content Foundation
Any platforms that you invest in should enable you and your teams to offer content in an intuitive way. The interface/environment should make sense to them to use and re-use core components out of the box (your sites, your apps, your general interfaces).
This means you can get time to add value, instead of investing in re-building, or re-inventing the wheel. Also, content you produce in your team’s build must not be locked up in the Content Management System (CMS) or HTML system (that can only be rendered in a web page).
We need to be able to:
- syndicate content, whether it’s to affiliates’ social sites
- understand how that content is going to be displayed
- make sure it complies with all the guidelines for your brand
- get content out to whatever channel/device your customers use to engage with you.
Insight manifests itself in a number of ways. Fundamentally, we should be able to understand how that content is being consumed. This will allow people who are building that content, to have all the data they need. This will result in informed and intelligent decisions about the next iteration of that content or the next campaign that they want to set up.
Moreover, if you have already the data in a platform like this, you should start leveraging Artificial Intelligence, in order to detect abnormalities in the data.
This means alerting you to how the customer behaviour is changing, in order to present with potential opportunities.
This might be:
- spiking customers’ visits
- dropping conversation rates.
Then, you can adjust in real-time the experience for your customers, to make sure you are not missing out.
So, it should be very straightforward for you to create a page and an element of content.
Yet, within a couple of clicks, test that content and work out whether it resonates better with different segments of your audience.
Or even, use AI through Adobe Sensei to target individual customers within your customer base with the most relevant experience within their customer journey.
3. Unlocking the value in data
a) Move faster and smarter with an integrated DMP and Analytics
Well, I’d like to get a little bit tactical here. Often, organisations want to marry together their analytics platform with their Data Management Platform (DMP).
b) How it works
This effectively means bringing together:
- the first-party data (your owned customers’ data)
- analytics tool
- with the second and third-party data (available from the Customer/Data Management System).
As a result, you can get a little grainier about the reports/segmentation you are running on your customers.
c) Quantify value of 2nd and 3rd-party data insights
Next, let me give you a few examples on how it’s going to help you. Having these two platforms/pieces technology together means you can have a much better understanding about who your customers are and how they are behaving.
Increasingly, organisations invest in second-party data, where there is a trusted relationship between the two brands and an overlapping of their customer base. They share the customer profiles within their organisations. Thus, they can provide a better experience for the customer in the long run, through better targeting of content and advertising.
That also means a better understanding of how your campaigns are performing.
d) Calculate media campaign effectiveness
It also enables to think about how we can use information from on-site behaviour to be more targeted off-site. These first, second and third-party data enable the use of online customer data and information, to drive more advanced targeting of off-site advertising. By using that information and surfacing it in the DMP, we can make more informed decisions about what advertising to serve to customers or prospects, based on that site’s behaviour.
Another idea is to consolidate online and offline data.
e) Consolidate reporting across online and offline assets
Through analytics platforms, there is the ability to import purchase history and behaviour in physical points of retail, for example. By tying these together, we can understand the impact of digital behaviour, digital experience on the in-store or offline experience, and vice-versa.
I’ll just call out an example here. A travel company is able to:
- overlay destination preferences with purchase behaviour
- see which audiences have a high propensity to book with this particular travel organisation.
That can be used to re-target individuals off-site. It could be somebody who has abandoned half-way through the booking process. That information can be used to do a much more targeted serve. This will get them to come back later and complete that transaction on the site.
f) Audience Analytics: Real World Success
Consequently, organisations are starting to take advantage of this type of capability.
4. How we can win a digital transformation?
McKenzie’s research shows they are some challenges to getting digital transformation right.
The organisation fails when it is not making sure that organisational culture is actually on-board for the change they are trying to bring about.
a)The Adobe digital marketing capability maturity model
First and foremost, we, Adobe, believe that one of the best way to understand this, are to:
- benchmark your own organisation and its competition
- understand where you fit within a maturity scale.
b) Prioritise areas of improvement with your stakeholders
Indeed, Adobe can help you focus on recommended actions for each pillar and dimension via a workshop with an Adobe representative.
Any output of the process is a very detailed report, which shows you:
- your current score for each of those 7 dimensions
- any gaps between where you are and where you would like to be.
- a set of recommendations on how to bridge that gap
- where you can have the biggest impact with the most effective spend.
c) Re-evaluate priorities based on resources, complexity and reward size
Furthemore, you can also apply a standard cost/benefit analysis to understand where are the gaps compared with how the spend is going to be. This wil make a difference to your particular business.
Additionally, that helps with building a case within your organisation.
d) Build the case beyond Return On Investment (ROI) and cost-saving
So, to wrap up, a maturity assessment will give you an understanding of where your strengths and weaknesses are. They identify as well the key opportunities you can embrace when it comes to people processing technology.