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CUSTOMER DATA
AND THE AGE OF
PREDICTIVE
MARKETING
eTail Europe 2013
of marketers still practice
one-size-fits-all marketing
52%
of marketers don’t try to
reengage lapsed customers
50%
of marketing deemed
irrelevant by consumers
85%
One-Size-Fits-All marketing
does not work anymore
§  Predicted lead
conversion
§  Welcome-2nd
order offer by
product
§  High predicted
LTV
§  Product interest-
browsed
§  Product interest-cart
§  Product interest-
purchase
§  Behavioral clusters
(AOV)
§  Brand clusters
§  Need clusters
§  Single category
§  High value at-risk
customers
§  Disengaged
customers
§  High return
complainers
§  Need based cluster
reactivation
§  High value-High Size
of wallet customers
new growth at-risk lapsed
What if you could target
with precision?
6/25/13 AGILONE CONFIDENTIAL
An Online Outdoor Retailer …
Moving away from batch-n-blast towards
personalized product content, using both
purchases and web browsing behavior,
increased email revenues 122% annually.
Here is what amazing looks like
An Online Pet Store …
6/25/13 AGILONE CONFIDENTIAL
With surgical discounts and free
shipping for newbies gained 18% more
sales from repeat buyers.
One time buyers make up more than
half of customers as 70% of first time
customers never come back.
Here is what amazing looks like
A Jeans Manufacturer …
6/25/13 AGILONE CONFIDENTIAL
Grew revenues by 7% using behavioral
customer clusters and product
recommendations.
Personalized emails resulted in 20%
reactivation of inactive customers; 100% more
click-through rate and 50% more response rate.
Here is what amazing looks like
Data Science can help, but is also
really hard, slow and expensive
of marketers want
to learn SQL
0%
8
What do you need
to get started with
PREDICTIVE
MARKETING
Data Management
• All customer data in one
place
• De-duplication, linking and
cleansing
Predictive Analytics
• The right predictive model
for the right situation
• Right message, right
customers, right time
Campaign Execution
• Personalized email
campaigns, dynamic web
content, direct mail and in-
store experiences
Customer Data & Predictive Marketing
Amazing things happen with
GOOD FOR BUSINESS
§  +3% margins
§  +8% revenues
§  +20% LTV
§  +100% engagement
GOOD FOR CUSTOMERS
§  Personal relationship
§  Connected & engaged
§  Loyal and satisfied
§  Brand advocates
GOOD FOR YOU
§  Love your job
§  Kick some ass
§  Innovate marketing
§  Awesome results
THANKS FOR LISTENING
Paul Gibson
email: paul.gibson@agilone.com
mobile: 07557 115279
skype: paulgibsl
Find out more by visiting
www.agilone.com

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AgilOne eTail Europe about How to Get Started with Predictive Marketing

  • 1. CUSTOMER DATA AND THE AGE OF PREDICTIVE MARKETING eTail Europe 2013
  • 2. of marketers still practice one-size-fits-all marketing 52% of marketers don’t try to reengage lapsed customers 50% of marketing deemed irrelevant by consumers 85% One-Size-Fits-All marketing does not work anymore
  • 3. §  Predicted lead conversion §  Welcome-2nd order offer by product §  High predicted LTV §  Product interest- browsed §  Product interest-cart §  Product interest- purchase §  Behavioral clusters (AOV) §  Brand clusters §  Need clusters §  Single category §  High value at-risk customers §  Disengaged customers §  High return complainers §  Need based cluster reactivation §  High value-High Size of wallet customers new growth at-risk lapsed What if you could target with precision?
  • 4. 6/25/13 AGILONE CONFIDENTIAL An Online Outdoor Retailer … Moving away from batch-n-blast towards personalized product content, using both purchases and web browsing behavior, increased email revenues 122% annually. Here is what amazing looks like
  • 5. An Online Pet Store … 6/25/13 AGILONE CONFIDENTIAL With surgical discounts and free shipping for newbies gained 18% more sales from repeat buyers. One time buyers make up more than half of customers as 70% of first time customers never come back. Here is what amazing looks like
  • 6. A Jeans Manufacturer … 6/25/13 AGILONE CONFIDENTIAL Grew revenues by 7% using behavioral customer clusters and product recommendations. Personalized emails resulted in 20% reactivation of inactive customers; 100% more click-through rate and 50% more response rate. Here is what amazing looks like
  • 7. Data Science can help, but is also really hard, slow and expensive of marketers want to learn SQL 0%
  • 8. 8 What do you need to get started with PREDICTIVE MARKETING Data Management • All customer data in one place • De-duplication, linking and cleansing Predictive Analytics • The right predictive model for the right situation • Right message, right customers, right time Campaign Execution • Personalized email campaigns, dynamic web content, direct mail and in- store experiences
  • 9. Customer Data & Predictive Marketing Amazing things happen with GOOD FOR BUSINESS §  +3% margins §  +8% revenues §  +20% LTV §  +100% engagement GOOD FOR CUSTOMERS §  Personal relationship §  Connected & engaged §  Loyal and satisfied §  Brand advocates GOOD FOR YOU §  Love your job §  Kick some ass §  Innovate marketing §  Awesome results
  • 10. THANKS FOR LISTENING Paul Gibson email: paul.gibson@agilone.com mobile: 07557 115279 skype: paulgibsl Find out more by visiting www.agilone.com