CRM is the foundational building block that allows empowered consumers and connected employees to do business in ways we could not imagine just a few years ago.
Marketers have seen their jobs transformed over the past ten years. The transformation is happening again – but faster this time.
At the end of each quarter, Kenshoo analyses the performance of search and social advertising based on over 6,000 advertisers and agencies who use our platform. Our sample includes only clients who have been active on the platform for 5 consecutive quarters and covers more than 425 billion impressions, 6 billion clicks and $3.75 billion in advertiser spend from 51 countries around the world.
Here are the three most important trends we saw in Q4 2014
We’ve become spoiled. Before the Internet, marketers had a very hard time quantifying the ROI they got from their advertising efforts. But they still did it. They knew that advertising worked, they just didn’t feel like they had a solid grasp on how, why, when, and where it worked. There wasn’t much that was highly measurable in those days, so directly tying ROI to marketing spend with any level of significant confidence was hard. Enter digital. It’s the wonderful land of accountability. Now we can (for the most part) know exactly how many of what action comes from what channel or…
→ GreenRope is all-in-one software sold primarily to very small businesses such as lawyers, real estate agents, consultant, coaches and membership organizations. That puts it firmly in Infusionsoft territory, and perhaps even towards the lower end of that.
→ Hatchbuck is another all-in-one product for very small businesses. It has taken the approach of providing only core features and making them as easy to use as possible. This scope covers email, Web forms, multi-step campaign flows, and CRM.
→ Lead Liaison calls itself “revenue generation software” to indicate that it provides more than a standard B2B marketing automation product. Additional features include lead distribution and buying signal alerts, but don’t extend to full CRM or the other operational functions.
→ dbSignals is brand new: the system was formally launched just last week. The system straddles B2B and B2C marketing automation, using a flexible data structure typical of B2C products but also providing Salesforce.com integration, the B2B hallmark. It also includes its own lightweight CRM. But what really distinguishes dbSignals are two features beyond the normal scope of marketing automation. The first is prospect data: the company has negotiated deals to let its clients access detailed files with 235 million consumer names and 60 million B2B names. The second feature is machine learning: the system analyzes the client’s customer list or past campaigns, builds a predictive model, runs test campaigns to validate and refine the model, and then runs a roll-out campaign once the model is stable.
And that’s after they’re already reeling from change.