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Lifecycle Marketing strategies will govern the development of email marketing over the next few years. Not since Peppers and Rogers envisioned the "One to One Future" has the capability to manage customer relationships been so cost effective. This presentation was given to both the TFM&A London and Manchester events during 2011.
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Building Customer Lifecycle Marketing
StrategiesUsing Behavioural and Engagement
Data
26 May 2011TFM&A Manchester
Premise
1. “Using the new media of the 1:1 future you will be able to communicate directly with customers, individually, rather than shouting at them in groups… The technologies needed to track and communicate with customers, one at a time, are already here.”
* ‘The One To One Future, Building Relationships One Customer at a Time’, Don Peppers and Martha Rogers, 1993
2. Income for eCommerce organisations employing the latest Behavioural and Engagement strategies should be growing 150-250% per year.
3. Email driven by Engagement and Behavioural data achieves open rates of 40-60%... It is relevant
Over 100% Year on Year Increase in Email Revenues
ROI of 2,399%, 103% growth in email revenues compared to the same period 2009.Evans Cycles achieved these results through, amongst others, segmentation and life cycle marketing strategies. The email campaign plan segmented messaging and creative content based on individual preferences, engagement, online browsing and behavioural behaviour. Email marketing content was relevant to each individual user. The results included open rates as high as 84.9% (generic ‘newsletter’ emails 16% - 25%) and click rates of 40.5% (generic emails 3.8% - 5%).
Diverging Strategies in Email
Maximising Relevance
Email Address
Preference Centre
RFM Data
Behavioural Data
Engagement Data
What is Engagement Data?
• Engagement data identifies engagement with all media and the website.
• When Engagement is tracked and analysed the resulting segmentation will identify those customers likely to buy
• For instance, a customer engaged with email is 6.2 times more likely to purchase than one who is not…
A combination of engagement and RFM can be used to select frequency of mailings.
Sending emails to people who want to receive them, is vital to ensuring email deliverability.
More frequent
Less frequent
Toxic segments
Email engagement data in action
What is Behavioural Data?
Repeat visitors are 8 times more likely to buy than first time visitors and the best way to get someone back to the website is via email
Consumers respond better to more relevant communication
Behavioural email targets consumers based on their online behaviour for best results
Makes email marketing relevant to every recipient
Typical results of 70% open rates, 30% click through rates and conversion rates over 10%
Why it’s important
• Forrester research says 71% of shopping carts are abandoned
• Whilst recent studies have shown 46% of abandoned transactions would convert when remarketed to
• A single basket abandonment emailwill generate about 2% extra revenues
• A few dozen behavioural emailsshould be able to generate an extra10% to 20% revenues
How the combined strategies work
Visitors
Browsers
Info Gathering
Comparing
Basket Abandon
Engagement is the first
stage of any journey
Purchase
Drop off communications
Browser programmeBrand reinforcement and USPsCompetitor Positioning
Basket Abandonment
Engagement
Automated Welcome Programme
Automated Welcome Programme
March 2007, Trends “Realizing The Life-Cycle Marketing Vision”
• Lifecycle Marketing is identified by Forrester as the most advanced form of customer marketing and involves all approaches to customer marketing.
• Lifestage programmes, from Welcome thru Xsell to Win Back, are automated and optimised.
• Lifestage programmes, supported by dynamic content and behavioural information, achieve maximum relevancy.
• The outcome will be increased Lifetime Value.
Extending Customer Lifetime Value with Lifecycle Strategies
The 6 Stages of Customer Lifecyle
• Tactical• Engagement• Purchase• Re-Enforcement• Retention• Reactivation
Behavioural Search Criteria
Holiday specific search criteria will drive the content and trigger
Saved Event Mailings – Travel Industry
Client: Haven Holidays Campaign: – Saved Search Data Logic: - 7 days after the event No purchase
Results: • Revenue increased by +168% • Increased conv. +196%
0100200300400500600700800900
2010 Bookings
2011 Bookings
Extended Product Specific Basket Abandon Program
Client: Haven Holidays Campaign: Holiday Type driven Basket Process 24 hr emails
Results: • Revenue increased by +556% YoY
To make these programmes work…
1. An online database operating at a customer level
2. Engagement data3. Browser/web analytics data4. Customer RFM data5. Product and customer lifecycle
models6. Business rules
Thank you.