Foster a strong customer community that can serve as an effective extension of your sales team. Happy customers are your brand's best friend, but how do you connect those positive reviews to your prospective customers?
This webcast highlights use-cases showcasing companies that have been successful at promoting a brand that customers love, respect and evangelize organically. You'll learn how to cultivate brand advocates as an extension of your sales team with public communities.
This webcast was presented by Forrester's Laura Ramos and Jive's Elizabeth Brigham.
Jive is the world's #1 social business platform. We help employees, customers and partners connect, collaborate and communicate to achieve breakthrough results in sales, marketing, customer service and workforce productivity.
Learn more at http://bit.ly/1aTo6Vq
37. Thank you
Laura Ramos
+1 650.581.3812
lramos@forrester.com
http://blogs.forrester.com/laura_ramos
Twitter: @lauraramos
Notes de l'éditeur
It’s all about customer lifetime value. When you’re talking to marketing or customer service professionals, both groups are engaged with customers throughout this lifecycle. Ultimately, Jive helps drive business value throughout this continuum, ultimately leading to higher customer lifetime value – cross-sell/upsell, fewer support tickets, higher renewal rates, etc.
B2B firms silo customer interactions across the selling funnel, with marketing leading the promotion effort, sales doing the deals, and customer service handling complaints after a sale happens. Hard handoff points create jarring customer experiences as staff tosses buyers from one department to another. Get bigger, gets worse with specialization.We love our products and can’t talk enough about what we do. So many “we”s we almost sound French. Go to any B2B website and chances are you see a parade of features and functions. The messages and offerings rarely talk about business issues and needs. Improving current customer understanding hits the bottom of business priorities list. Quarterly revenue targets, and keeping competitors at bay come first. Think about doing it, find that data is a mess. Acquisitions, piecemeal technology investment, and parochial fights between business units and the field leave B2B customer data riddled with holes. Even when faced with an abundance of user data gleaned from online sources - Most CMOs don't know what to do with it. They know how to track awareness, reach, and frequency but can't build a data-driven customer engagement model.“ Speaks to a lack of skills in putting the data analytics to work.Internal focus on operations leaves less time with customers. With sales and support taking the lead in customer interactions, marketing can barely recognize a buyer across lines of business, let alone physical and digital channels.
Image source: CSL CartoonStock (http://www.cartoonstock.com/)Talked about 360 degree view for a while – customer data management, system integration, and efficiency. What’s changed? Demand side wasn’t there in the past.It's no longer sufficient to be simply "customer-centric" or "customer-focused." The only successful strategy in the age of the customer is to become customer-obsessed — to focus your strategic decisions first and foremost on customer knowledge and retention.Firms that win become customer obsessedA customer-obsessed company focuses its strategy, its energy, and its budget on processes that enhance knowledge of and engagement with customers and prioritizes these over maintaining traditional competitive barriers.
To thrive in this customer-controlled era, businesses must get to know buyers as completely as buyers are able to know suppliers. Brand power will come from building a reputation buyers can trust. To fund this journey, you have to change how you approach budgets. Shift away from traditional activity to more customer-focused marketing efforts. To put customer-obsessed practice in place, marketers should invest in four key areas: (lower right)Data-backed insight that familiarizes employees with customers before each encounter.2. Digital customer experiences and service that enhance the human touch.3. Sales channels enabled to deliver account-specific experiences and return rich intelligence.4. Relevant inspired content delivered through interactive, information-rich experiences.
B2B analytics today are operational systems focused on competitive intelligence and managing sales coverage. What’s needed is new ways to distill meaningful insight — gained by tracking how buyers interact with your messages, content, and each other — and must present it in a readily consumable format. Customer intelligence command center lets marketing serve up actionable information that drives multichannel customer communications, product development, strategic planning, and loyaltyTo get there CMOs need to bring in marketing service providers to help merge, de-duplicate, and augment data while they standardize data structures. They should also partner with IT to develop marketing-specific databases or views built in lock-step with the buyer's journey. Can’t be internally facing only – listen and join social conversations.Capture all of this and become active voice of customer throughout organization.
Image source: Stihl (http://www.stihlusa.com/)One example of how powerful data analysis and analytics can be, Stihl. B2B2C. Multi-billion global manufacturing business – outdoor home maintenance products - chain saws, leaf blowers, grass trimmers. Consistent growth year-to-year. But overall market in decline. Millions of product sales, 1 brand, 12 regional distributors, 8,000 dealers. “We have 12 customers” Leverage Winsper’s Black Ink Technology solution to shift view of business from “inside-out” to “outside-in.” Did this by Transforming 12 years and millions of records from a product-view into “customer-view”. Found that their customers are getting old. 45 and younger more profitable than 55 older. $200M opportunity by focusing on the younger segment.Messages, media, campaigns and personas to reposition the business toward this 45 year old and younger audience.
Get customer data working like a finely oiled machine. What but what to do. Who to target at granular intimate level. What to say to them when you get their attention. Then make it a two-way conversation.Companies like CDW – IT Products reseller and technology provider -- and Esri – location intelligence and analytic solutions -- put senior marketers in charge of social teams that use tools to not only listen but also respond to concerns and criticism quickly, thoughtfully, and honestly. Symantec and Radian6.Because they speak like regular people and foster personal connections, these teams build relationships with customers who voluntarily come to their aid online when problems or complaints crop up.
Digital makes it possible for B2B marketers to create a unique relationship at scale with every customer they touch. However, buyers expect these cross-channel, cross-departmental interactions to be seamless, error-free, and consistent — delivered with as much human touch as a handshake. The CMO's job here is to provide the rich details and to create presales experiences that make customers come to you and then turn around post-sale and advocate for your brand. Help employees in all functional areas must represent your brand and mission equally well online as in-person. Help them learn use social channels like Twitter, chat, LinkedIn, and Facebook to address customer needs in a consistent manner regardless of the channel the customer may have experienced. Use digital to build bridges across the entire spectrum of buyer influence.
Source: Harvard Pilgrim Health Care (https://www.harvardpilgrim.org/)Digital Influence Group helped Harvard Pilgrim Health Care develop the "Let's Talk Health Care" group on LinkedIn to augment its online presence by the same name and to connect human resources (HR) benefits managers with plans, providers, and other members of the healthcare community.CDW, that I mentioned earlier, is active in the Spiceworks community and participates in programs designed to foster one-on-one interaction between IT professionals or to provide expert technical advice from CDW solution architects
Business InitiativeHelp SMB clients grow, increase market share, and gain real-time intelligence on topics that lead to more business for the bankResultsApproximately 1.2M unique visitors to their site50% of traffic comes from searchValue of community on annual basis:Search: $1.2MLead generation: $1.8MInnovation: $1.6M
Talk about B2B communitiesThe Amazon Web Services platform makes setting up an online presence trouble-free for small merchants. The convenience of one-click shopping simplifies their customers' experiences as well. Teradata hires nonsales-compensated advisors to focus on key accounts, manage touchpoints across silos, and increase satisfaction. It uses a metric called "first year annual revenue" to track and motivate these account managers to get customers up to speed quickly.
Marketing automation has helped improve alignment between sales and marketing across the lead-to-revenue management process. But to increase the focus on end users and ensure repeat business, customer-obsessed firms will strengthen the sales and marketing associationIn traditional B2B selling, sales become adept at spotting solutions but not understanding end user behavior and motivation. Online, buyer needs and wants become more apparent, especially when expressed across social channels. Teach sales how to interact there to build relationships.In many B2B firms, the majority of revenue comes from a minority of accounts. To boost account-based marketing, KPMG International is embedding marketing staff in premier account teams to help drive communication and connections. These marketers use online technology to learn what target executives say in the press or talk about in articles, blogs, tweets, and videos. Partner examples follow.
Business InitiativeProvide a place for employees, customers and partners to build relationships in a network and create better business solutionsResultsSCN delivers social innovation, social commerce, social intelligence and insight15% reduction in product release cycle time5% increase in partner salesMore than 90 ideas delivered or in product developmentTotal members: 2.5 million+
Image source: BASF (http://www.basf.com/) and Kenna (http://www.kenna.com/)
Rockfish Interactive teaches its sales team members how to use LinkedIn to examine connections they may have with individuals at prospective clients and to find someone in their network who can offer a warm introduction. Social investigation helps sales team members learn what customers care about when they see to which groups customers belong or conversations they join.
Customers come back again and again to decide the next feature or add-on.While sales teams have learned to deal with this behavior, in the digital world, most marketers are ill-prepared to engage customers with the depth and frequency of these presales interactions. Enter the need to publish and syndicate richer, more tailored marketing content.Develop content strategies: Digital Influence Group developed a "construct of 8s" model to map content strategy from an eight-week macro story down to an 8-minute crisis communication. MRM plots out content blueprints for clients that include owned, paid, and earned media distributed across life-cycle stages set to attract, engage, and activate prospects, while turning buyers into advocates.
Image Source: www.healthbizdecoded.com
Image source: KPMG (http://weflive.com/) KPMG did this when it filtered and analyzed almost 5 million comments shared during The World Economic Forum in Davos. The weflive.com site made it easy for participants and followers to spot key insights, without wading through the cacophony of voices
Image source: DukeGroups Hosting Program (http://dukegroups.duke.edu/)