Data in Marketing

The relationship between data and marketing success is undeniable. In today's world, neither works without the other. Further, the bidirectional link is growing stronger. Data drives superior work in communication, noted Ogilvy's COO in this article acclaiming the recent announcement that we were awarded BtoB's 2007 Direct Agency of the Year. In our loyalty division, data is paramount. It drives websites. It drives consumer behavior. It drives business reaction, forecasting, modeling, segmentation and more.

Techniques such as promotions, discounts / coupons are best done when targeted to a carefully defined group of people with common characteristics. Offering me $25 off a weekday car rental won't do a thing if I only rent cars on the weekend. Are customers who visit frequently and spend less per visit are of equal value than those who seldom visit but spend the same in total? How do you measure their value? Part of the answer lies in the differing amount of service offered to these two customers. One can look at profile information, test different marketing approaches, and follow that by analyzing the data.

Fall Fun

Greetings fans. It's been nearly a month since my last entry and since I was cleaning house on my blogs reader, I thought it would be a good time to let you know that the once chronicles on trials and tribulations on non-profit internet marketing has taken a turn with the tides and shall heretofore profess learnings, musings, rants, ideologies, teasers and insights from my shifting current and future endeavors. For those that missed the bulletin, I departed my post in Little Canada and have since joined a 25 person team of database marketing gurus, with a branch of a top global marketing agency.

As a senior database marketing analyst at The Lacek Group, the Loyalty Marketing Practice of OgilvyOne Worldwide my role encompasses a broad range of analytics services including customer segmentation, data analysis and reporting, in conjunction with strategic customer insight. The position is challenging me to expand my skills with exposure to new concepts and industries, the result of which is very rewarding. The feeling for me is it's a return to my roots in the consulting world, but in a place with a true small company culture and the warmth of 125 smart, creative and friendly colleagues. At the same time it's remarkably like my time at Watson Wyatt in terms of the benefits, resources and professionalism of parent owners, OgilvyOne (over 100 locations in 50 countries) and WPP Group (100,000 emp's worldwide). I'm now a regular metro transit rider with all of the privileges and responsibilities therein. Taking the bus downtown to work has been fun too! This is of course the biggest fall news I have to report.

What other fall goings-on should you know about?

  • Monday is my 2nd anniversary. Wow! Time flies when you're having fun. It's truly the greatest thing. We're celebrating with a B&B getaway in Lake City.

  • Sunday is the kickoff event of my concert band's 25th ("silver anniversary") season, a Mississippi River boat cruise.

  • Lehigh Club Happy Hour planned at Lyon's Pub, Oct 25. Email me if you're local or interested.

  • Smallish Halloween Shindig planned for Oct 27. Email me if you're local or interested.

  • Lehigh-Lafayette telecast at Champps, downtown, Nov 17, 11:30AM.

Hope to hear from you all! All the best from your host. Cheers!

On internet marketing in 2007

Much like internet marketing in 2006 except with a score of new algorithms of which to keep track. Since I have only approximately 500 days of official experience in this business, I've seen at least one, if not two, major updates to the major search advertising engines -- and even more updates to the marketer's interface.

With this furious pace of change, it is no wonder there are so many internet blogs, newsgroups and email lists with expert advice. I've learned trial by fire on some instances, to use but not abuse my network of friends who are so much smarter than me, and to just try things and see what happens. The catastrophes I've read about with people taking their page rank into the graveyard, or losing all recognition by Google, seem to either be a thing of the past or a thing of the unenlightened, trying to attempt feats far beyond their mortal reach.

It is difficult to tell whether Google and its friends have given us non-profit internet marketers a true advantage in the rankings or just a head start. Clearly certain domains attain higher positions, but I keep coming back to the fact that, on average, they deserve it. It may not be solely an advantage entrusted by the domain extension. If positioning were determined by absolutely nothing other than the amount of high quality content (defined as relevant, useful information) a website offers to its visitors, dot-orgs and dot-gov and dot-edu's probably do beat out the average dot-com. While there are many good dot-coms, they get the recognition they deserve. Large corporate sites and the like always have good positioning; it is the small independents or small-medium sized businesses, it seems, that have a brutal fight for ranking without the benefit of a giant advertising budget.

One of the challenges of being involved with an ambitious marketing organization is keeping information completely accurate while working on new online and offline marketing initiatives simultaneously. My current company is one of few I've worked with that is ambitious enough to try a lot of different things at once, and see what works. While the actual development may sometimes feel slow, it's nonetheless a very entrepreneurial spirit that is rare for a Company that's nearly 25 years old. It helps in part to explain our growth and sucess as a business. Now that I am positioned in a secondary role to work with our business development and affiliations team on marketing planning, it does expand the possibilities for what we can get done, and how quickly.

I have the opportunity now to work with several new strategic alliances and support them in furthering a new marketing strategy, plus providing online communications. The side-effect of good business development is going to be more web content than we've ever had, but it will be naturally segregated in a way that we drive more traffic and inquiry sources into our recruiting and operations divisions. At least, that's my theory on how this will take shape. This is a long-term view.

As a marketer in the evolving internet era, I need to remind myself from time to time that the mechanics and gritty work, while mundane, are a necessary step to move in a good direction. A direction of growth, and a scenario that makes volunteer vacations an opportunity of which everyone is at least aware.

What are YOU reading?

Star Tribune / Media Downturn

It was announced last night that the Minneapolis Star Tribune is cutting between 100-150 staff, including many respected long-time writers. While the number is small compared to some of the local layoffs we've seen (e.g., Highland Park Ford Plant Shutdown), it is huge as a percent of professional staff, and it certainly a dramatic reflection of the impact of the internet on information distribution.

For non-profits like mine where media was traditionally a large source of sales leads, the internet has gradually grown and overtaken and grown some more. The question of how to approach media, knowing that this trend is irreversible, is salient. Should businesses discontinue ongoing efforts at pursuing coverage in traditional media outlets in favor of online editors, directories and listings? Or should we continue pounding the pavement with writers, knowing that much of what goes to press automatically winds up online as well?

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