I’m Michael Krigsman, an industry analyst
and the host of CxOTalk.
And, we’re talking about marketing and customer
experience in the omnichannel world, and I’m
speaking with Josh Mueller, who is Senior
Vice President of Global Marketing at Dun
& Bradstreet, and Rachel Richter, who is VP
of Customer Analytics and Insights.
So Josh, when we talk about omnichannel customer
experience, what does that mean?
Well, omnichannel customer experience is a
bit of a buzzword, and people have been talking
about it for several years.
At its most basic level, brands and customers
are interacting across a lot of different
channels.
They're interacting in digital.
They're interacting in events.
They're interacting directly with sales teams.
And, historically, marketers and brands often
try to optimize for a specific channel.
"Omnichannel" means you're optimizing across
that customer experience.
You're putting yourself in the customer's
lens, and you're optimizing for that, not
for what you're doing as a brand.
And, what are the foundations?
How do you deliver that?
The most important thing is really to centralize
all of the amazing data that you have at your
fingertips and bring that all and unify it
together so that you can act on it.
And then, it's all about how you build more
complex analytics on top of that to help you
really anticipate customer needs.
And, at Dun & Bradstreet, having all of this
amazing data at our fingertips, it really
allows us to explore with more complex analytics
— some of those being propensity models
such as look-alike models based on historical
data; or even demand estimators, which really
help you identify opportunities and the dollar
value of different prospects.
And that, then, empowers that very customized
engagement, really understanding your customers
and prospects.
So, Rachel, I have to ask, what is a "propensity
model"?
So, a propensity model really looks back at
historical data and tells you what the attributes
are of customers that have purchased that
product historically and really hones in on
the right customers and prospects to target
with a certain product.
Josh, how does this work across channels?
Yeah, it’s really difficult to do.
I’ll start with that.
This doesn’t happen overnight, and it takes
a lot of discipline, both from the marketing
organization as well as the company holistically.
A lot of companies make the mistake of going
out and buying a lot of technology.
[And they think it] will solve these problems
for them and then they’ll be able to have
omnichannel customer experiences.
It doesn’t start with technology.
It starts with a really good marketing strategy
and knowing what you’re trying to accomplish.
And then, it’s your data strategy.
It’s actually being able to have consistent
data across all of your systems and being
able to truly have that 360-degree view.
And then, that's when you leverage marketing
technology, which is amazing and it's better
than it has ever been.
But, without those two things in place — your
marketing strategy and your data strategy
— what you're trying to do from a marketing
technology perspective will fall short.
And how do you do that?
How do you connect that data so that you’re
managing across channels?
Yeah, so I will say we are very lucky, both
of us, to work at a data and analytics company
like Dun & Bradstreet, right?
So, we have amazing, amazing data at our fingertips,
right?
And then, it allows us to then go study, and
go test and learn, and bring that data together,
right?
So, we build ourselves kind of a centralized
data warehouse or data lake like most best-in-class
companies do.
The advantage that we tend to have at Dun
& Bradstreet is we almost get to be a guinea
pig and really drink our own champagne for
the newest data analytics that we’re bringing
to market; to test it and learn it on ourselves.
And Josh, finally, what is your considered
wisdom on getting this right?
It's 1) Being really patient because this
is a big evolution for many companies and
it frankly took us a lot of time.
So, the words of wisdom are, "Try not to boil
the ocean at once."
It's, "Be very disciplined on where you want
to start."
So, we started with a single persona, a single
customer set.
And so, we're going to do it really well for
this particular area.
We started with a strategy: here's what we
want marketing to look like in this area for
the next year; then we figured out how we
would ingest data and connect it; and then,
we built our plans behind it — "What is
our digital strategy?
What's our outbound strategy?
What's our event strategy?" against that.
We started slowly and then, we were able to
scale from there.
And I would say: be open to new challenges;
be willing to test and learn.
It is easy to look at all of the new data
sources, the types of analytics that are best
in class, and get stuck.
And, it’s better to just get started: to
explore your data; to test and learn; to think
of new use cases.
And even if certain things don’t work, just
get out there and learn, and target, and test
different channels, and see what works best
for your company.
Okay!
I love it!
Marketing and customer experience in an omnichannel
world.
Josh Mueller and Rachel Richter, thanks so
much for speaking with me today!
