Category Archives: Data Management & DMPs

DMP Alchemy: Improving Lead Generation Quality with the Data You Own

As Glengary Glen Ross tells us, leads are gold. While so much of marketing has to do with grabbing the attention of an audience, what actually matters more is connecting with the right individuals within that audience – especially those who are open to eventual conversion.  Harvesting leads isn’t enough if you’re not attracting the right prospects, which is the paradox of modern lead-generation strategy. Contrary to more recent strategies, quantity of content does not create quality of leads. It takes understanding to guide the alignment of content. At the center of marketing alchemy is the ability to use the data you already own within your DMP with real-time relevance.
 
Here are some suggestions to get started:
 
Content Alignment: Identify consistent patterns of specific customer segments. Then align your content, messaging and offers around that specific audience.  For instance, you probably have basic customer segments identified. Look at the data for each to identify trends. Are there similar page views on the website prior to conversion? Are their page views or search activities that are common to those who landed on the site but did not convert? Are prospects who consume one topic versus another more likely to follow a specific conversion path or timeline? For instance, people who need it now versus those who prefer to do their homework and take their time may require a different messaging approach based on those behaviors.
 
Linking with POS: A great place to start is using your purchase history data to influence messaging and content presented, including the cadence of those messages. Have the data from your POS system feed into a DMP so an individual customer’s purchase history can be used to inform content for their future emails, ads and offers. This simple approach to personalized content shows a deeper level of customer love, allowing for a more strategic approach that can result in meaningful ROI increase. Suggestion: Tailor content to suggest companion products, accessories, plus other details to maintain that post-purchase connection with your audience.
 
Using Location: With geographic segments, you can highlight regional interests and images in your campaigns. Consider infusing something as simple as weather information to promote relevant climate-related products and content. It’s about relevance. You can also take things a step deeper with geolocation data, marketing based on proximity to meaningful locations, different communications for in-store versus at home engagement, and so on. Getting outside the box and putting yourself in the consumer’s shoes at that moment can take current location into account to deliver interesting results. Suggestion: Test everything. If you know a particular region is experiencing a weather-related event, your lead generation approach and images can reflect such details.
 
Niche Targeting (and Re-Targeting): Having all your data in a profile-based DMP environment where information can be stored for both known and anonymous users means you have data which can be used to better communicate with each individual in your audience. Instead of the broader strokes of content alignment mentioned earlier, this is more using a fine brush to reflect specific known details – even of those not yet identified as a known lead. 
 
Distilling gold from what otherwise could be content chaos requires the smart use of data. Start small. Keep it simple at first. A few nuggets of understanding can lead to a rush of relevance in the way you engage your audiences to attract more prospects. Consider what data you have, then look for ways to use it as you add to it, supported by integrated technology to remove the complexity and provide real results.

Introducing the DMP Discussions Handbook

When it comes to implementing a DMP, internal discussions are key. Even the biggest arsenal of results-based marketing strategies isn’t effective without clear communication across departments about what needs to happen. The right hand should always know what the left hand is doing, and vice versa.

The Internal DMP Discussions Handbook is designed to take you through that process step by step. In the handbook, you’ll find an in-depth exploration of the implementation process, along with the questions that CEOs, CMOs and marketers will need to ask both each other and the IT team at each point along the way. Questions like:

  • What business KPIs will we use to measure the success of the DMP?
  • Have we created a clear workflow that establishes each party’s role in DMP implementation?
  • How is the data being segmented?
  • And more.

 Download the handbook today.

 

3 Ways Data Influences Marketing Strategy

Strategy – that word is thrown around all of the time. Regardless of your industry, I can guarantee it is uttered, heard or thought about on a weekly basis. The word projects reassurance to bosses, implying that someone has developed a flawless plan to minimize risk and maximize goal-attainment. Now, how often does that actually happen? My guess – not as frequently as it should.

The reality is that the average marketer is swamped. From budget discussions to pushing campaigns out the door, time is precious, short and must be used effectively. Oftentimes you might be dealing with so many tactical objectives that you forget why you are even doing them in the first place. Let’s take a step back for a moment.

The world we live in is overwhelmingly digital. The integration of tech into our lives is so acceptable people will stop conversations mid-sentence to respond to the latest alert – and with the “Internet of Things” on the rise, my hunch is that the our lives in the digital world are only going to intensify. With all of these devices, the amount of data being exchanged on any given device at any given time is not only massive, but extremely insightful for those marketers willing to invest in strategy. While haphazard plans may work from time to time, the reality is that without a solid business strategy it will be a struggle to keep up with competitors who see the bigger picture.

Data can influence your marketing strategy by:

  • Driving Customer Journey Mapping: The path to purchase is dead. Consumers have multiple touch points and entries to discover, engage and buy from your brand. Use your data to your advantage. With the right system in place, you can analyze your data to see where customers are coming in and how they are familiarizing themselves with your brand. In turn, the aggregation of this data can build out a solid marketing (or go-to-market) strategy for the best user experience to enhance the customer’s relationship with your brand.
  • Explaining the Why Behind the Purchase: Depending on your product, it might be an easy or a hard sell to customers. Some products I regularly need to buy, such as contact solution and toothpaste, while others I would classify as a luxury. With each view, open, click or purchase, there a reason behind my action that brands can begin to piece together by connecting the data points. Why did I choose to buy one brand over another? Why did I choose one product line over another? As brands begin to view all of their data on me in one centralized hub, the big picture becomes clear and this deepens brand personas, segmentation and understanding for increased marketing strategy.
  • Influencing Product Developments and Enhancements: The entire reason any business is successful is because of the customer. Customers influence every single decision from packaging to website design, with the end goal of creating an emotional connection to the brand. Data will always vary from customer to customer, which is why it is crucial to look into larger trends. Even though each customer has their own journey with your brand, their preferences dictate the development of new products, features and decisions you are making as a brand. With quality data and the ability to read that data accurately, you are no longer guessing what your customers want – you are accurately monitoring, listening and anticipating it.

We know that data is everywhere – it has been everywhere for quite some time now. As brands, we must shift our thinking from tactical ways to use our data to the big picture of strategy development. What starts out as an insight from marketing data could quickly morph into an insight that redefines how strategy is being developed in all departments. More often than not, everything is connected. Data supports our decisions, but it is up to everyone in the organization to connect the dots and use that information to build a rock star company tuned in to the needs of the customer.

Introducing the Quick Wins Handbook

When it comes to data management platforms, the faster they start working for you, the better. Using a DMP can provide unique strategic opportunities, along with the kind of high-value market insights that allow for a better ROI. But the truth is, very few marketers are truly leveraging the value a DMP can provide.

So, how can you start taking full advantage of your DMP right out of the gate? It comes down to understanding the actionable data you have, and utilizing it in a way that maximizes the value it has to offer. Once you learn how to effectively work with what you have, you’ll be able to explore new opportunities more deeply.

IgnitionOne has created a valuable, fresh new book that provides insight and inspiration to help you get more out of your DMP from the start. “The Quick Wins Handbook” delivers 12 fast, actionable ideas to maximize your ROI and minimize the time spent waiting for the right data.

The Quick Wins Handbook is ready to help you:

  • Get the most out of your DMP
  • Act on easy connections
  • Target location
  • Time communications
  • Avoid potential road blocks

And more!

You can learn more and download the 18-page guide here.

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Defining Data Management

Contradicting descriptions and claims regarding marketing technologies have caused some real headaches for buyers. Lack of clear understanding of terms and capabilities result in wasted time, wasted budget, departmental dysfunction and overall frustration for marketers who simply want to use their data to better engage their prospects and customers.

In a recent blog post by Roger Barnette, President of IgnitionOne, he describes important definitions to understand the different types of DMPs and platforms within the marketplace. The full post, which can be accessed here, includes the breakdown of the Basic DMP, Media DMP, CRM DMP, Hub/True DMP and DMS.

In fact, IgnitionOne will be hosting a live webinar on April 2 to empower you and your team with everything you need to know about a Data Management Platform. Tune in to find out how you can banish mixed marketing messages to your customers and how a DMP can fuel one-to-one digital experiences across all channels.

TUNE IN! ‘WHAT IS A DMP AND WHY DO I NEED ONE?’

Don’t get me wrong, I love an industry event as much as the next marketer, but sometimes I wish I could simply have the content without the tube journey, long registration lines or the mediocre cup of coffee. That’s what is great about a webinar – a chance to gather business critical information from the comfort of your own desk.

On April 2, our live webinar will empower you and your team with everything you need to know about a Data Management Platform. Tune in to find out how you can banish mixed marketing messages to your customers and how a DMP can fuel one-to-one digital experiences across all channels.

In 45 minutes, we’ll cover:

  • The technology: unleashing the power of a DMP – a LIVE demo
  • The value: what’s in it for me? Adding value to the Marketing, CRM, IT and Finance teams
  • The customer experience: achieving the holy grail of personalised marketing across all touch points
  • The results: number crunching and expected return on investment
  • The implementation: preparing a business case and your definitive checklist to get started

Sound good? Register here to join us on April 2nd at 2.30pm GMT/ 9.30am EST  http://www.ignitionone.com/dmp-webinar/

See you then!

How to Make the Most of Your Data

During my time in undergrad at Miami University, I was fortunate enough to take a research course while studying for my degree in Marketing. This course taught us how to conduct, analyze, and report findings based on acquired data. In turn, this data-driven research could be used to provide strategic business recommendations on product launches, segmentation, brand enhancements, and targeted communication efforts.

It was in this course that a light-bulb went off in my head where I realized the key to succeeding in marketing is all in the data. The brands, consultants, and people who are able to ask the right questions, store the data properly for easy access, and analyze it for strategy development are the ones who will excel in their marketing efforts. Every day we collect thousands of fragmented pieces of data, from both anonymous and known online users, that can be pieced together to form a clear picture of your buyer’s wants and needs. As a marketer, this is a goldmine.

The key is to step-back from the daily grind and look at your strategy from the top down. Our inboxes tend to be a blur of new priorities from various stakeholders rapidly changing at any given moment. By stepping back and putting on your strategy hat, you can start to make the most of your data by following these four steps:

1. Collect the right information: Anytime a visitor wanders onto your website, opens an e-mail, makes a purchase or clicks an ad, your system is aware of this activity. Other times, you collect information from buyers by asking about their preferences and noting their purchases. While data is extremely valuable, it is even more valuable when you can directly apply it to your business needs. Make sure that the information you’re collecting is not extraneous, but targeted and strategic – always have a clear goal in mind.

2. Store everything in a central hub: From my experience, it is common for companies to have their data scattered about multiple systems. Some of it lives in outdated excel sheets, while some is stored in CRM systems not optimally designed to achieve your goals. Now that you know what data you are collecting across the entire organization, it needs to be stored in a central hub to help you build out segments. By allowing all departments to have access to all information, it provides new insight to make the most informed decisions in any department.

3. Analyze your data: With all of your data being in one central location, it suddenly becomes easier to perform data analysis. Anytime I start to analyze data, there are two approaches I take. In the first, I have a specific question in which I want to find a solution. In the second, I explore the data to see what I can find. You do not need to be an expert with data to discover what is working and what needs improvement, but you need to be curious as you look at the information that you have. If you have a Data Scientist, this would be a good time to pull him or her in to see what insights can be extracted.

4. Implement Insights: The last, and most crucial step, is to implement the insights you just discovered. If you notice that your customer base makes 3x more purchases on weekends then during the week, you might want to setup an integrated marketing campaign to monopolize on insight. By setting the campaign up as an A/B test, you can test the validity of your research. Always keep testing – nothing is every constant and your business needs will always continue to change.

Data is everywhere. It provides unique understanding of your customers where you get to know them individually, instead just a line in a list. Make the most of your data and make it a simple process for you. Marketers have enough on their plate without having to dig through 30 different vendor software platforms for information when it is time to execute a simple marketing campaign.

For more information on IgnitionOne’s Data Management Services, click here.

Who is the Winner in Digital Marketing?

I recall my grade school days when I learned something new and eagerly raised my hand in class. In excitement, I would tell my teachers, “But everything connects. This new thing we learned reminds me of what we did in that previous subject. Things can’t be isolated. We must connect ideas together. Diversity is important and so are different points of views!”

Some Briggs-Myers and StrengthsFinder exams along the way into my adulthood, I learned that being a connector was my dominant strength. I fast-forward to my present life and ask myself if I hold true to my philosophy? As a Product Marketing Manager, I find myself tapping into various ideas, and product leaders to understand and narrate the bigger vision of our products.

Looking at my career, I found myself entering the world of social. I saw its huge opportunity for becoming an economic driver for companies big and small. But I knew there was more out there.

In the sea of digital, I could only begin to make sense of product offerings and what clients needed. Social was a fantastic way to enter digital because there was that people-centric focus of your audience telling you exactly what they want. But what about the rest of digital? There is email and search and display media with so many different systems and solutions. Hungry for more, I kept exploring Digital Marketing. I wanted more and I realized so did clients. With so many systems out there, I realized a marketer’s life could be wasted learning too many point solutions without actually accomplishing their campaign goals.

I came across data management systems and my mind blew away. It seemed like the perfect time to come of age as a millennial emerging out of the social media world. I needed to ascend my mindset into something bigger in digital. Diversity, different points of views, connecting things were all things I found myself yearning for. Why was I not thinking about data management platforms? I came from a world of APIs where relying on data pulls from other companies was the norm. But what about clients owning their own data and repurposing it?

In my current role as a Product Marketing Manager, I get to approach digital from a holistic perspective. I get to work with a Digital Marketing Suite which is a full stack of digital product offerings that covers all of a marketer’s digital needs. It’s not just about one channel, it’s about being cross-channel. It’s not just about one point-solution, but an integrated approach of taking all of your marketing efforts to manifest the bigger goals you have with your products and your clients. As an adolescent, I didn’t want to be a cookie cutter mold of anyone. In my role as a marketer, I find the needs of many marketers and advertisers are diverse as well. I’m happy to work with a digital hub that is as flexible as my thinking and the needs of digital leaders. You can finally get back in the driver’s seat and design your marketing experience and execution.

So the important question to ask yourselves is, “Who do you think is the winner in Digital Marketing? What is the right approach to the vast sea of digital?” Connect the dots to your digital marketing goals with perspectives from IgnitionOne and Netmining’s, “Big Book of Digital Marketing” found here.

Introducing the Big Book of Digital Marketing

IgnitionOne and Netmining proudly present the Big Book of Digital Marketing. This all-inclusive resource provides marketers with an overview of the latest trends and fundamental changes in the marketing landscape, a compilation of articles and thought leadership from recent months. Use it as a roadmap to marketing success in 2015. This gorgeous guide is now available as a free download here: www.digitalmarketingsuite.com/big-book/.

Get fresh insights on topics including:

  • Understanding Ad Tech
  • Mastering Programmatic/RTB
  • Using a DMP with Cross-Device Customer Data
  • Navigating in the Marketing Landscape
  • Best Practices for 2015

This hefty edition is loaded with information designed to help digital marketers and agency rock stars stay on top of their game. Download your complimentary copy now.

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