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WE POWER MARKETING
The four essential truths of real-time customer engagement
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WE POWER MARKETING
• Global Marketing Evangelist
• Teradata Marketing Applications
• 25 years in the industry• Has personally consulted
with hundreds of enterprise marketing organizations in 54 countries (in all regions of the global economy)
Today’s speaker:John Timmerman
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WE POWER MARKETING
The omni-channel challenge
TraditionalSome people write, mail & read
TransitionalOthers video, upload & tweet
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WE POWER MARKETING
Today’s digital landscape
247Billion
Emails sent worldwide each day
5 Billion
Smartphones by 2017
4.5 Billion
Social users worldwide
50 Billion
Connected products
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WE POWER MARKETING
The goal, more than ever, is to enable the dialogue
• Omni-channel marketing remembers a customer across channels and acts accordingly
• Omni-channel marketing enables the brand to deliver a consistent and value-rich experience
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WE POWER MARKETING
Choreographing individual customer experiences
Planned
Marketer plans messages customer should receive
Customer Value-Driven
Insight-Driven
Real-time customer insights determine the
next best message
Customer Need-Driven
Interactive
Customer interactions with brand trigger
real-time messages
Experiential Interaction
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WE POWER MARKETING
CUSTOMER SERVICE
Report History
MARKETING Potential Value
SALES Loyalty
DIGITAL Identity
OPERATIONS Registrant
DEPARTMENT SILOS PERCEIVED CUSTOMER
ContactCenterAccountManagersLoyaltyCards
Retail
Online
Mobile
POINTS OF INTERACTION
Social
BRAND ORGANIZATION
CUSTOMER
Technology ≠ integration
The only sure route to value is becoming one with customers and their experience, regardless of channels or platforms
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WE POWER MARKETING
You need a very clear picture
HOLY GRAILIndividual insights hidden in the data
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WE POWER MARKETING
The First TruthIf you don’t know who you’re talking to, it’s almost
impossible to be relevant.
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WE POWER MARKETING
• Integrated customer data to unify +400 data points
• Increased customer acquisition by 28%
• Improved retention by 20%• Elevated response rates by 15%• 50% increase in customer profit
across targets
International Financial Leader
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WE POWER MARKETING
A series of repeated steps
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WE POWER MARKETING
The Second TruthIf you’re not managing the journey the customer is
on, someone else is.
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WE POWER MARKETING
Understanding the lifecycle
• Visualize the experience
• How can you grow the relationship
• How can you improve the path for your customer
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WE POWER MARKETING
When a fan calls, he or she will have a consistent experience
Became a “relationship marketer” Connected online data with offline data to
understand the value of a customerIncreased campaign volume 5X without
adding additional resourcesCreated a personalized experience for each
of its 1 million fans
INTERNATIONAL SPORTS MARKETING
ORGANIZATION
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WE POWER MARKETING
WEBSITE RETAIL CALL CENTER
WEB CHAT
KIOSK EMAIL
DYNAMIC PROFILING
BUSINESS RULES
MULTI-DIMENSIONALANALYTICS
MESSAGE STRATEGIES
• Demographics• Offline data• Contextual data• Contact history
• Channel interaction points
• Campaign eligibility• Governance• Contact history
• Message prioritization• Likelihood estimation• Response prediction
• Align customer interests and business objectives
• Balances channel and marketing
Customer interacts with the channelThe channel
requests a message
Response captured & analytics “self-learn”
Prioritized best set of messages delivered
The need for real-time offer decisioning
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WE POWER MARKETING
The Third TruthIf you can’t decide which of your offers are most
important, you can’t expect your customers to do it for you.
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WE POWER MARKETING
Established a loyalty program, a real-time offer decisioning mechanism and a
mobile applicationAllows them to more proactively and
individually engage with customersDelivering a highly personalized and
location-specific experienceAbility to create, deploy, and track offers
through multiple customer engagement and interaction channels
International retailer
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WE POWER MARKETING
“The Fourth Truth
If you can’t get your message delivered at the right time, it doesn’t really matter how good it is.
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WE POWER MARKETING
If you can’t decide which of your offers are most appropriate, you can’t expect your customer to do it for you.
If you don’t know who you are talking to, it is almost impossible to be relevant.
If you are not managing the journey your customer is on, someone else is.
If you can’t get your message delivered at the right time, it doesn’t really matter how good it is.
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WE POWER MARKETING
• Why are there floating metal kangaroos on this slide?
• Where can I get more information on the Teradata Integrated Marketing Cloud?
• Wow…JT sure sounded smart. Are you sure he’s from South Carolina?
Q&A?
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WE POWER MARKETING
Thank you!