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© 2016 Tealium Inc. All rights reserved. | 1
Driving Contextual Experiences in the Anonymous Era
Andrew Jones, Industry Analyst
© 2016 Tealium Inc. All rights reserved. | 2
Andrew JonesIndustry Analyst
Andrew is an independent industry analyst focused on customer identity and personalization. He was previously an analyst at VentureBeat Insight, where he helped establish the research practice, and Altimeter Group. His background is primarily in tech, research, and marketing, although he also served in the Peace Corps.
Headshot Here
@andrewjns
© 2016 Tealium Inc. All rights reserved. | 3
Marketing has changed
From message-centric...
© 2016 Tealium Inc. All rights reserved. | 4
Marketing has changed
…to customer-centric
Know
Engage
© 2016 Tealium Inc. All rights reserved. | 5
Are you ignoring 97% of your audience?
© 2016 Tealium Inc. All rights reserved. | 6
Historical efforts focuses on “known”
Ignore
Engage
© 2016 Tealium Inc. All rights reserved. | 7
Progressive Profiling: Learning Over Time
Visit 1 Visit 2 Visit 3 Visit 4
Anonymous Known
© 2016 Tealium Inc. All rights reserved. | 8
Active shopper Bargain hunter Shopping for male Most browsed category: shirts Prefers size medium Prefers darker colors Last visited two days ago Cart abandoner Hundreds of other data points...
Profile A: Anonymous Email address:
[email protected] Name: Jon Purchased a hat 13 months ago Hasn’t opened promo emails
Profile B: Known
“Anonymous” doesn’t mean data-poor
© 2016 Tealium Inc. All rights reserved. | 9
Contextual Relevance: Not just for Amazon
© 2016 Tealium Inc. All rights reserved. | 10
Data DistinctionsAnonymous
Known3r
d -par
ty
1st -
party
? ?
? ?
© 2016 Tealium Inc. All rights reserved. | 11
AnonymousKnown
3rd -p
arty
1s
t -pa
rtyData quality
Scale
Data quality
Scale
Data quality
ScaleN/A
First-party, anonymous data: the sweet spot
© 2016 Tealium Inc. All rights reserved. | 12
Using anonymous data
1. Better engage anonymous visitors
a. Adsb. Websitec. Mobile
2. Richer profiles for known usersa. Emailb. Direct
© 2016 Tealium Inc. All rights reserved. | 13
1. AdvertisingA. Retargeting B. Lookalike audiences
2. WebsiteA. Live Chat B. Product
recommendationsC. SEO D. Content
personalization
3. MobileA. Push notification B. In-app engagement
Anonymous use cases
© 2016 Tealium Inc. All rights reserved. | 14
51% of organizations are
using more than 20 different digital
marketing solutions—According to a 2015 study conducted by Econsultancy and Tealium
© 2016 Tealium Inc. All rights reserved. | 15
Marketers today: Blind men and the elephant
© 2016 Tealium Inc. All rights reserved. | 16
1. AdvertisingA. Retargeting B. Lookalike audiences
2. WebsiteA. Live Chat B. Product
recommendationsC. SEO D. Content
personalization
3. MobileA. Push notification B. In-app engagement
Anonymous use cases
© 2016 Tealium Inc. All rights reserved. | 17
1. AdvertisingA. Retargeting B. Lookalike audiences
2. WebsiteA. Live Chat B. Product
recommendationsC. SEO D. Content
personalization
3. MobileA. Push notification B. In-app engagement
Anonymous use cases
© 2016 Tealium Inc. All rights reserved. | 18
1. AdvertisingA. Retargeting B. Lookalike audiences
2. WebsiteA. Live Chat B. Product
recommendationsC. SEO D. Content
personalization
3. MobileA. Push notification B. In-app engagement
Anonymous use cases
© 2016 Tealium Inc. All rights reserved. | 19
• Segmenting visitors based on the cabins they browse or purchase
• Run more targeted Optimizely tests as a result
• Using primarily anonymous behavioral data, but can also be combined with loyalty data
• 11% lift in bookings so far
Case Study: Cathay Pacific
© 2016 Tealium Inc. All rights reserved. | 20
•Active shopper•Newest trends•Shopping for female•Most browsed category: shoes•Prefers size small•Prefers lighter colors•Last visited two days ago•Cart abandoner . . .•Name: Jane•Email: [email protected]
Known use cases: richer profiles
Add to user profile
© 2016 Tealium Inc. All rights reserved. | 21
1. Earlier collection, starting when visitors first reach your website
2. Collected and usable in real-time, not after the fact
3. Consolidated profiles, rather than siloed data points
Requirements:
© 2016 Tealium Inc. All rights reserved. | 22
Will you continue to neglect the majority?
© 2016 Tealium Inc. All rights reserved. | 23
Summary Marketing has changed, enabling greater contextual relevance Yet we are neglecting 97% of our audience Historical efforts are based on limited data, at best
Yet so much insight is available First-party anonymous data offers quality and scale Use cases: ads, web, mobile, email, etc.
Data requirements:– Start collection sooner– Available in real-time– Unified and centralized
© 2016 Tealium Inc. All rights reserved. | 24
AUDIENCE Q&A
© 2016 Tealium Inc. All rights reserved. | 26