what does full-on personalization look like and how do i get there? sitecore symposium 2014
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What does full-on personalization look like …And how do I get there?
Sean Rusinko // VerndaleJill Grozalsky // Verndale
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AGENDA
1. Verndale Introduction and Company Overview
2. Market Trends: Users, Technology, & Personalization
3. Personalization Process: Best Practices & Methodology
4. So What Does Personalization Look Like?
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PART ONEWHO WE ARE AND WHY WE’RE HERE.
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WHO ARE THESE TWO?
• SVP of Strategy
• Sitecore MVP
• @seanrus
• Strategy Lead
• Sitecore Certified Marketer
• @jgrozalsky
#personalizedUX
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ABOUT VERNDALE
• Award-Winning XT Company
• Boston Headquarters, 6 global offices
• 130 FTEs; 65 Certified Sitecore Developers
• Diverse Client Portfolio
• Sitecore Partner Since 2007: 5x Sitecore MVPs / 4 Sitecore Sites-of-the-Year
OUR MARKET POSITION & EXECUTION APPROACH
Interaction, user-centereddesign, prototyping, andcreative mastery
Measurement and analyticsare essential for staying onthe front edge of marketingevolution
Platforms, system healthanalysis, testing, and deepcoding skills
Strategic Planning, Digital Marketing Campaigns (DMCs)& CXM Consulting
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PART TWOMARKET TRENDS: USERS, TECHNOLOGY, & PERSONALIZATION
PERSONALIZATION IS THE PRACTICE OF DYNAMICALLY TAILORING YOUR WEBSITE TO THE UNIQUE, IDENTIFIED NEEDS AND WANTS OF EACH INDIVIDUAL USER.
PERSONALIZATION IS THE PRACTICE OF DYNAMICALLY TAILORING THE EXPERIENCE TO THE UNIQUE, IDENTIFIED NEEDS AND WANTS OF EACH INDIVIDUAL USER.
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TYPES OF PERSONALIZATION
IMPLICIT
INFORMATION THAT IS REVEALED BY A PROSPECT’S ONLINE BEHAVIOR
Examples include:
• User path
• Goal completions
• Visit recency/frequency
• Geo-IP
• Campaign
EXPLICIT
DATA THAT IS PROVIDED INTENTIONALLY
Examples include:
• Website form
• Survey
• Email address/sign up/social login
• Native login
• CRM/Back-office identity systems
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It Used to be so Simple
+ =
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Your Customer’s Modern-day Journey
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Marketing + Technology = Happy Users
USERS TECHNOLOGY
Users expect a seamless, integrated experience that leading technology enables today.
Today’s User…
• Consumes More
• Commits Less• Demands
Efficiency • Expects It
Across Devices
Today’s Technology…
• Scales Easily• Learns About
Users• Integrates More• Adapts to
Devices
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Marketing + Technology = Happy Users
MARKETERS
USERS TECHNOLOGY
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Marketing + Technology = Happy Users
MARKETERS
USERS TECHNOLOGY
• Produce More• Progressively
Profile• Personalize
Content• Streamline the
Experience
75% of users are frustrated that content does not recognize or adapt to their interests.
1. *Janrain study
75% of users are frustrated that content does not recognize or adapt to their interests
User targeted calls-to-
action have a 42% higher view-to-submission rate than untargeted CTAs
Hubspot
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Companies Raising the Bar
Because of big names such as Google, Uber, users are expecting a more tailored, personalized experience even from smaller companies.
Because of the tech giants, users are expecting a more tailored, end-to-end
experience across the board.
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• Pioneered personalization
• Data monster: knows more about you than the NSA
• Google Now
• Keep it simple design
• “Don’t be evil”
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Amazon
• Customer-centric company
• Pioneered user reviews
• Personalization machine
• One-click buying
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• Leverage human connections and endorsements to build trust
• Pioneered progressive profiling & profile completion %
• Sophisticated marketing automation
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Uber
• Bridged personal offline experience with online experience
• Increased engagement through personalized mobile interaction
• Mass consumption of data to improve business – constant iteration
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The Technology is Here!
“Today, the off-the-shelf technology exists, which enables marketers to deliver customer
experiences that rival those of the tech giants.”
-Sean Rusinko
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The Technology is Here!
“Five Years From Now, CMOs Will Spend More on IT Than CIOs Do.”
Gartner, 2012
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JUST A FEW DIGITAL MARKETING TECHNOLOGIES TO CHOOSE FROM…
What is Experience Management?
Customer Experience Platform
CMS XM
Experience Management Platforms tie together web content management (CMS) with customer intelligence to drive real-time, one-on-one engagement with users through various touchpoints and channels.
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Your Customers
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Your Customers
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ADVOCATECONVERTATTRACT
Digital Marketing Maturity
85.4%
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PART THREEPERSONALIZATION PROCESS: BEST PRACTICES & METHODOLOGY
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Assess
Understand where you are in order to
get where you want to go.
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DMS Readiness
MobileMobile
StrategicAligning business objectives with a DMS Strategy &
Roadmap
TechnicalDMS-supported code structure &
system orchestration
OperationalExecuting on the DMS
(resource planning, monitoring, reporting &
optimization
COREREQUISITE
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Strategic Readiness: XM Planning Steps
Business Objectives
WorkshopsBiz Objectives > DMS GoalsHow to Measure Value
User Segments
Audience ResearchPersonas > DMS Profile Cards & Keys
Experience Design & ContentContent Strategy & Scenario MappingModular DesignResponsive
Roadmap
Long-term growth, Short-term resultsAgile MarketingMeasurement & Optimization
Strategic Readiness: Business Objectives
Digital Goal
Marketing Objective
Strategic Objective
Strategic Theme Generate Customer Value
Grow Market Share
Generate Leads
?
Increase Quality
Build Communities of Engagement
AccuratePersonalization
?
Sticky Engagement
?
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Strategic Readiness: Segment Your Users
Segment / Persona
Demographics Psycho-graphics
Key Customer Goals/Intent
Products / Services Desired
Segment 1 • • •
Segment 2 • • • •
Segment 3 • • • •
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Strategic Readiness: XD Planning
• Understand the online and offline user path• What are the expectations?• How does the user path
influence the navigation and where you want to personalize?
• Understand the Content• Content is king• Map it out!
DEFINE
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Strategic Readiness: Map Users, Phases & Content
Segment 1Customer Journey Stages
Awareness Consideration Intent Purchase Advocate
Customer Intent
CTAs / Goals
Persuasive Content
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Strategic Readiness: Put Together a RoadmapWhere you want your digital marketing efforts to take you and how you can get there
ROADMAP
VISION
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Technology Process: SoE Planning
Up-front system and data orchestration required in order execute against the experience & campaign strategy.
PRESENTATION
ESL / BUSINESS LOGIC
3RD PARTY & BACK OFFICE
SitecoreCustomer Experience Management Platform
Content
Dig Marketing
Analytics
SERVICE LAYER
ERP CRM/IdentityData
WarehouseOther LOB
OtherTechnology
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Operational Planning
Build a team/
Assign roles
Set expectations
Build a timeline
Execute
Report and Re-evaluate
Best Practices
1. Get Your Baseline in Check
2. Plan, Plan, Plan
3. Take Your Time: Marathon vs. Sprint
4. Understand and Optimize
5. Don’t Be Creepy
6. Don’t Think Small Scale
7. Design for Experience
8. Keep Creating Content
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Get Your Base in Check
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Plan for Technology: Understand Your Implementation
Issue DescriptionRecommended
Action SeverityMaturity Model
Implications
Site uses only one template and two sublayouts
There is limited structured framework to leverage for personalization, e.g., targeting users with different features, callouts, etc.
Build more structured templates and sub layouts based on personalization and content strategy requirements Medium
Nurture - may restrict personalization
Low data sources due to limited templates
Limited data source templates requires heavy reliance on content author to choose presentation (writing HTML)
Build more structured templates that leverage different data sources Medium
Nurture - may restrict personalization
All user-generated content (social media and reviews) is IFRAMEed into the site
There is very limited DMS functionality for all third-party content
Social: TBD, Reviews: Build review functionality in a way that Sitecore can consume/host the content Medium
Align/Optimize - may restrict goal tracking/analytics and personalization across modules
• Installation
• Performance
• Source Code
• Analytics
• Database
• Security
• Site Architecture
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Dream big, but plan realistically. Digital marketing maturity is a
marathon, not a sprint.
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Understand and Optimize
• Don’t “set it and forget it”
• Set KPIs and baselines
• Monitor and schedule periodic check ups
• Understand what’s working and test it elsewhere
• Account for seasonality
• Update roadmap based on findings
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Don’t Be Creepy
JWT Intelligence Survey
Nearly two-thirds of consumers feel uneasy about the information that companies have on them.
• PLAN upfront to understand how to best use data
• PINPOINT particular scenarios to make sure efforts are subtle, yet effective
• PRIORITIZE content and map it appropriately for all scenarios
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Don’t Think Small Scale
• Think beyond your website
• Tie together all offline and online marketing efforts
• Map out omni-channel engagement plans
• Ensure consistency of messaging at each touch point
Modular design is key to supporting enhanced experiences through
dynamic content50
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GOING ON CRUISE CONTROL
Automating content creates efficiencies in the short-term but hinders your long-term
marketing flexibility
Keep Creating Content
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PART FOURSO WHAT DOES PERSONALIZATION LOOK LIKE?
Rule #1: Full-on Personalization Looks at All Channels
Rule #2: Full-on Personalization Does Not Look Completely Different
56 COPYRIGHT 2014
• Personalization of partner logo and phone number
• Drive more conversions through partner-tailored form for more accurate data
• Tailor experience for partners
• Track performance of campaigns and partner programs through tagging and performance of personalized content
OVERVIEW
MMI is the largest nonprofit, full-service credit counseling agency in the US.
MMIMMI: TARGET AND TRACK
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• Fixing offline unbalanced call load through personalization based on referring URL
• Decreased bounce rate from landing page
• Accurate tracking and partnership evaluation
HIGHLIGHTS
MMI
59 COPYRIGHT 2014
• Replatforming site onto Sitecore
• Integrating Active Commerce for eCommerce
• Distinct parent and teacher persona groups with unique needs
• Goal: increase conversions across user groups through tailored, personalized marketing
OVERVIEW
Carson-Dellosa is a publisher of parent and teacher supplies including education materials, classroom decorations, common core supplies and more.
Carson-DellosaCARSON-DELLOSA
Carson-Dellosa: Process
Define
Business objectives
User journey
Segmentsthrough research
Understand
Engagement value identification and scoring
Campaign identification
Plan
Personalization planning
Goal and persona matrix
Campaign tailoring
Map
Map content to the user journey
Tag site content
Engagement plans
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Carson Dellosa: XD Process
Drivers for Responsive:
• Similar user intent across devices
• Base content & feature set across breakpoints
• One codebase for development & management
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Carson-Dellosa: User Segments Process
MAPPING
Personas XM Profile Cards & Radar Diagrams
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Carson-Dellosa: User Segments Process
Defining primary audience groups
What are the stages in the user journey?
Determining content types to get a clear picture of visitor
interests
Use Parent personas to match content
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Carson-Dellosa
• Implementation of 20+ goals for value per visit tracking
• Personalized enabled areas for “You May Also Like” Content to help increase total sales
• Campaign integration through Silver Pop and PPC to serve consistent content shown off site
• Engagement plans based on personas (parent/teacher)
• Content categorization for buying cycle, target groups, and parent personas
HIGHLIGHTS
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Carson-Dellosa
• 85% increase in cart-page views*
• Average 1.5 point increase in value per visit in 1 month
• User segmentation based on click-throughs
• Presentation of dynamic content based on identification of parent and level of commitment (parent 1, parent 2, parent 3, in engagement plan)
RESULTS
*August 2014 vs August 2013
THE AVEDIS ZILDJIAN COMPANY
• Premier cymbal maker since 1623
• Extremely loyal fan base
• Fans from Europe to Asia
• Fans consist of orchestral percussionists, students & educators, and your everyday drummers
• Digital is the highest ROI channel in their marketing mix
Business Issues Impacting Digital Marketing
Digital Marketing
Intelligence & Execution
De-centralized Marketing
“Bad” User Data
‘Blast’ Email Marketing
Large % of Inactive Site Registrants
CMS, Email, CRM, and Analytics managed in separated location/platforms
My Account Registration not collecting marketable user data
Email Marketing largely executed in blasts resulting in non-personalized, non-targeted messaging
Large portion of users who haven't logged into My Account in months
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FROM IDEA TO EXPERIENCE.
Collaborative Process
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KPI Identification Process
Strategic Themes
DMS Goals
Supporting Marketing
Activity
Business Objective
Re-engage inactive users
Improved Forms
Form completion
Product Purchase
SoundLab
Cymbal Demos
AwarenessExpand Global Reach
Tap Existing Customers
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71 COPYRIGHT 2014
1 pts
5 pts
100 pts
50 pts
KPI Identification and Scoring
Updated Z-Club Member form to reduce
the amount of information users have to provide in order to
register.
OLD FORM NEW FORM
Form: Before & After
Email: Before & After
More manageable,
modular template with
specific call-to-action.
1. Automate flows to reduce marketing administration
2. Focus on “inactive users”
3. Place users into a drip campaign focused on getting them to register
4. Personalize communication through targeted lists and personalized content modules
Engagement Plan Strategy
76 COPYRIGHT 2014
77 COPYRIGHT 2014
• 300% increase in Zclub registrations
• 47% increase in traffic
• Average time on site: 4 Minutes+
• Primary source of all conversions
• Bounce rates below 20%
Highlights:
STATISTICS & CONVERSIONS
ZILDJIAN SOUND LAB
ADVOCATECONVERTATTRACT
INITIATERADIATE
ALIGN OPTIMIZE NURTURE ENGAGELIFETIME
CUSTOMERS
Technical Readiness
DMS Phase One
SEO & CRO SoundLab DMS
Phase Two
• Modularity• Page Editor• Systems
• EA• Rules
Personalization• Testing
• On-Page Optimization
• New Form Registration
• Interactive Experience
• Increased Engagement
• Implicit Capture
• Automation & Email
Zildjian’s Path to Lifelong Customers
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Personalization Next Steps
ASSESS: Determine your readiness – where you are and where you want to go
DEFINE: Understand and document your goals, users, site, opportunities, systems, etc.
ROADMAP: Define the short-term and long-term
BUILD: Build the Experience, Train Your Team (Co-development)
AUTOMATE: Automate with the DMS, Use data to optimize
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THANK YOU!
Q & A
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