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DMA Behavioural marketing -marketing with intent -antonia edmunds - presentation
1. Good Behaviours: Marketing with
Intent
5 Behavioural Actions to Automate
Antonia Edmunds, Director of Client Relationships EMEA,
Silverpop
#dmaemail
Sponsored by
7. Behavioural Marketing
Real-time, cross-channel, insanely
relevant campaigns to one person at a
time automatically driven by
analytics of their actions, preferences
and profiles. ~ Silverpop
11. - Visited website / product page
- Visited Blog
- Clicked to Twitter/Facebook Page
- Visited Community
- Downloaded White Paper “XYZ”
- Watched “7 Reasons” Video
- Submitted Demo Request Form
- Call Centre Conversation
- Trial software login
Examples of Behaviour
52. Inactive
Re-Engagement
• Goal: Reactivate customers
before they become inactive
• Results:
• Open Rate – 5.6%
• CTR – 0.5%
Email recipient
does not open,
click or purchase in
45 days
Inactive Re-Engagement Email:
Update Profile - 1.1
Opens or clicks any
email or makes a
purchase in 75
days
Inactive Re-Engagement Email:
Pays to be Smart – 1.2
Opens or clicks any
email or makes a
purchase in 90
days
Inactive Re-Engagement Email:
10% off Order – 1.3
Exits Inactive Re-
Enagagement
Program
53. Inactive Re-Engagement
Day 45: “Help Us
Serve You Better”
Day 75: “It Pays to
be Smart”
Day 90: “We Miss
You! Come Back
and Save 10%”
Evaluate for 30 days for activity,
move into once a month
frequency for 6 months.