The direct marketer's guide to online marketing success

By Jennifer Wagner, Senior Art Director
The Direct Marketer’s Guide to
Online Marketing Success

The Direct Marketer’s Guide to Online Marketing Success
2Page © 2013 Catalyst
Your customers are doing it. Your competition is doing it. The whole world is
online—reading email, visiting websites and connecting socially. People expect
(and many prefer) to be connected with brands online, where they have more
control over the relationship. This is a world where online reviews or discussions in
social media have the power to make or break a company. How did this happen?
How Did We Get From There to Here?
Over the past ten years, advances in Web technology, widely available Wi-Fi and
sophisticated but easy-to-use smartphones have spurred an explosion of online
activity and a proliferation of data. According to Google’s executive chairman,
Eric Schmidt, in 2009 the same amount of data was generated in two days as was
created from the dawn of civilization through 2003.
Harnessing that “Big Data” to match consumers to right-time offers that meet their
needs—and converting them to customers—is a direct marketer’s dream come true.
But it can seem like a nightmare the first time you are asked to plan and oversee an
integrated digital program.
Fortunately, if you are a direct marketer you have a lot of this down already. Many of
the direct marketing best practices you live by apply to online marketing. Yes, there
are important differences between online and offline marketing, but the objective
is essentially the same—develop relevant, engaging, two-way relationships that
motivate prospects to become and remain customers.
Direct marketers have also long known that integrating direct mail with
telemarketing and TV enhances results. And as early as 2007, the Internet
Advertising Bureau found that integrating online with traditional offline channels
provided a 7% to 34% sales lift over campaigns that used only offline channels.
Obviously, it’s no longer a question of whether you should include online channels
in your traditional direct marketing campaigns. The real question is—what’s the
best way to do it?
In 2009 the same
amount of data was
generated in two
days as was created
from the dawn of
civilization through
2003.

3Page
The Digital Marketing Channel Ecosystem
According to the WinterBerry Group, 2013 trends indicate that your best strategy is
to plan and manage your marketing programs holistically rather than as separate,
isolated channels.1
However, in most companies, technology has yet to catch up to
this ideal, especially when it comes to sharing and managing data across the digital
and traditional divides. Companies who develop ways to consolidate their data will
enjoy a huge marketing advantage.
Your online and offline efforts must be seamless. Establish an overall strategy and
goal for your campaign—do you want to drive more prospects to your website,
raise awareness of your product, nurture prospects with a newsletter, or build
an opt-in list? Which channels are best suited to your goals? Make sure that each
phase of your promotion adds something to the communication while staying true
to the strategy and brand. Within a campaign, visual and content styles should be
consistent over all mediums so the user is not confused and can easily find and
respond to your call to action.
Each online marketing channel has its own strengths and weaknesses.
A basic understanding of the major online channels is
essential before you dive in.

Email — Still the King (But Handle With Care)
You may have heard rumors that email is losing prominence as a marketing
tool. Trends for 2013 indicate this is not the case. In a 2012 StrongMail survey,
1,000 marketers were asked where they would increase spending in 2013; email
marketing was first on the list. Some of the top initiatives included: increasing
subscriber engagement, improving targeting, growing an opt-in email list, and
integrating social marketing.
One of the biggest advantages of email over print media is the lower production
and deployment costs. Because there is no physical printing or mailing involved,
once you hit “send,” you can start getting results within hours as opposed to
weeks. Users can read and respond to your message anytime and anywhere—in
2012, 73% of users opened email on their mobile devices daily. And, according
to Forrester Research, 89% of marketers cited email as their primary channel for
lead generation. B2B Marketing’s Email Benchmarking Report also found that B2B
marketers relied primarily on email for lead generation and nurturing.
So if it is less expensive, effective and fast, why wouldn’t you use email all the time
and for everything? Because the wrong frequency, subject line wording, coding,
design, nonrelevant content, or an outdated email list can lead to reduced opening
rates, delivery rates—or worse, your email or domain could be flagged as SPAM.
To avoid these issues, make sure you work with a reputable email partner who
understands the CAN-SPAM rules and can help you build a legal and effective
opt-in email list.
Some best practices to keep in mind:
• Develop an intriguing subject line(s) that is both relevant to the
recipient’s wants and needs and is paid off by the email content
• Make your copy easy to scan by grouping short paragraphs under
subheads and using plenty of white space
• Enhance your copy with graphics, but make sure the recipient will be
able to understand the message if the images are blocked
• Include at least three calls to action, with one placed at the top
where it will be visible in the user’s preview pane
• Include multiple response options, including a landing page link, an
email link, even a phone number
• Design your email so that it degrades gracefully when read on a
mobile device
• Before sending, test through SPAM filters and in various email browsers
• Use opt-in lists and always include opt-out options/links
Percentage of B2C and
B2B marketers increasing
2013 spend in each area2
email
social
mobile
search
advertising
56%
52%
43%
40%
27%
PR
17% tradeshows
15% DM
14%
56% of B2B marketers plan
to increase spend on email
in 20132

A key point to
remember is that
your website is
never finished.
Websites
A mature but ever-evolving online channel, websites are key tools in your online
marketing kit—especially e-commerce sites. Although social marketing and mobile
have been stealing the scene lately, marketers who don’t pay close attention
to their website do so at their own peril. Your site can be your prospect’s first
encounter with your brand. In fact, the online world is so tightly integrated into the
“real” world, your website is your brand. If it’s difficult to navigate, doesn’t render
well in browsers or mobile devices or doesn’t provide up-to-date information or
interactivity, your prospect may never return.
Some website design basics to remember:
• Clear business and marketing objectives should be the foundation of your
website strategy
• Develop content that focuses on the interests and needs of your audience
• Design your navigation so that information is easy to find
• Short summaries that allow users to click through for more information are
more effective than long pages with large blocks of copy
• Always provide opportunities for your visitors to talk to you—through
forms, a comment section on your blog, even a live Twitter feed
• Use tools such as Google Analytics to determine if the site is meeting its
objectives
A key point to remember is that a website is never finished. Like your visitors, it is
a living, breathing entity and should be designed as such. Building a CRM system
into a website can help automate frequent updates and keep the site organized.
Updated content makes the site more visible to search engines, and your visitors are
more likely to engage, return and convert/purchase.

Landing Pages
Landing pages or microsites can be created and customized for a specific promotion
and even specific users. They’re also a great way to incorporate digital into offline
channels. Visitors can be directed to the landing page via an email link, a banner ad
or even a Web address printed on a postcard.
As every direct marketer knows, personalization enhances response, and it is
possible to achieve this online using a PURL (personalized URL/Web address) as
a call to action in outgoing email or direct mail pieces. After recipients type their
PURL into their browser, they are directed to a unique landing page assembled
from information in your database. The resulting page might include directions
to the nearest store, offers based on past purchases or promotions that reflect
the recipient’s specific interests. The user’s actions while on the PURL can be
tracked and then fed back into the database. The new data can trigger another
event, such as a personalized thank-you email, order fulfillment or subscription
acknowledgment.
SEM and SEO
A whole discipline in its own right, Search Engine Marketing (SEM) uses a
combination of paid and organic (direct) search to improve a company’s visibility
in search engines. Paid search includes pay-per-click listings and Google AdWords.
Both options can help move your links up to the first page of search results, where
the searcher is most likely to see them.
Search Engine Optimization (SEO) is the process of planning and designing your
website or Web page content so that it appears among the top search results after
your customer or prospect does an organic search. The goal is to maximize the
number of people who can find your site based on the information/product they
are looking for. Careful use of keywords, an accurate and descriptive title built
into each page, and an appropriate mix of graphics, animation and content will all
contribute to a high search engine ranking. Image, local, video, academic, or even
industry-specific search engines can be targeted.
Although it’s smart to use SEO as part of your online marketing plan, search
engines are always updating the way they rank and display results, and ongoing
referrals are not guaranteed. Be sure to monitor your site’s traffic and, again, work
with an expert who keeps track of the latest search engine trends. It’s also best to
consult an SEO expert from the beginning—it’s more efficient (and less frustrating)
to develop your content around an SEO strategy, as opposed to redoing and
rewriting—and coding—your “completed” site after an SEO assessment.
Be sure to monitor
your site’s traffic and,
again, work with an
expert who keeps
track of the latest
search engine trends.

Display Advertising
Display advertising has been around since the early days of the Web. Banner ads
are a familiar component of the Web landscape, although their effectiveness has
often been debated. After all, users are on a particular page to find particular
information—not to read an ad. Keeping the ad message and design simple and
action-oriented can go a long way toward enticing a user to look and click through.
Display advertising is best used as a brand-awareness tool, although it is possible
to target, track and test online ads just as you would a direct marketing campaign—
often for a much lower investment.
How do you find the users who will be most interested in your ad? One way is to
find the sites they visit. Affiliate Advertising is a relatively inexpensive media buy
that was invented before the days of Google Analytics and is still in use today.
Ads are placed on hundreds of websites, and the site owners are only paid when a
visitor clicks through—not for the placement itself. Over time, as data shows which
ads and sites perform best (where the target audience is), the advertiser’s efforts
can become more focused.
Recent advances in technology and Web analytics have vastly improved targeting.
Techniques such as behavioral retargeting (gleaned from “cookies,” or data
gathered when users visit websites), demographic, geographic and site-based
targeting make it possible to deliver relevant ads to your customers, wherever
they are.
For example, retargeting display ads are used to target prospects based on their
interest in information or products you offer. These ads are displayed only after
a user has visited a specific page or content on your site (for example, checking
account features), has left, and then visits or searches for similar content (like “free
checking”) on other sites.
The big trend now is automated, real-time, cookie-based audience buying, which
promises time and cost savings. One caution—this type of targeting requires
in-depth knowledge of individual Web users and raises serious privacy issues.
Online marketers should always clearly disclose their use of cookies in their privacy
policy and offer an opt-out for behavioral targeting. Be sure to work with a media
buyer who understands both the rules and best practices of display advertising and
targeting and can help you get the most from your investment.
Techniques such
as behavioral
retargeting,
demographic,
geographic and site-
based targeting make
it possible to deliver
relevant ads to your
customers, wherever
they are.

Social
Oh my, how you have grown! Once scoffed at by most marketers, Facebook,
LinkedIn, YouTube and other social sites have become legitimate—and powerful—
marketing channels. Unlike traditional media such as newspaper and TV,
information can be inexpensively produced and accessed by anyone. Six different
types of social media are recognized today: collaborative projects like Wikipedia,
blogs and microblogs (Twitter), content communities (including YouTube), social
networking sites (like LinkedIn), and virtual gaming/social worlds.
A social media plan may include just one type of social media or several, depending
on your strategy. Audiences can vary in size, from just a few people to millions
worldwide. It’s a marketer’s dream come true when the company video goes viral
on YouTube! Communication can be company-to-consumer (“Like us on Facebook”),
or via consumer-generated content, such as customers submitting their own
videos about how to assemble or use a product. It is predicted that in the not-so-
distant future, marketing efforts will move beyond getting “likes” on Facebook to
becoming a natural part of the social environment itself (see virtual worlds, above).
When choosing where to concentrate your social efforts, consider the audience you
are trying to reach. According to a December 2012 Pew Research study, Facebook
trends toward women ages 18–29, while Twitter offers a large audience of urban
African-American 18–29-year-olds. And don’t discount
seniors—year-over-year growth in social networking
is greatest among ages 55+.
Whatever you create in social media, make
sure you are providing real value to your
followers. Keep in mind that the #1 reason
consumers visit social media sites is
the promise of a discount! Offer special
promotions, previews of new products,
discounts for check-ins and personalized
updates that are relevant. Overtly commercial,
polished campaigns will fall flat in this medium,
so will talking about yourself.
Social Media channel size
by number of users3
Facebook
1.11 billion
Google+
48.7 million
Tumblr
108.9 million
Yelp
100 million
Twitter
500 million
Pinterest
48.7 million
LinkedIn
225 million
Flickr
87 million

Mobile
With more users connecting online via mobile devices, it’s very important that
all of your online efforts are optimized for mobile. According to a recent mobile
statistics report by comScore, a leader in measuring the digital world and a reliable
source of digital business analytics, by 2014 mobile phones will overtake PCs as the
most common Web access device worldwide.
Make sure that essential information, especially what your users will access on
the go, reproduces well on a small mobile screen. Allowing your site to shrink
down proportionally to microscopic size is obviously not a good strategy. Neither
is maintaining separate desktop and mobile sites (oh, the headache!). With proper
planning and coding, also known as Responsive Design, a developer can design
one version of a website that renders optimally (and readably) at any screen size.
Responsive Design even allows you to choose what content is deleted as the screen
size becomes smaller.
Mobile has opened up many great opportunities for marketers. Because everything
available online can be accessed via a smartphone, offline shoppers can use their
phone or tablet to get directions to a store, check in when they get there, compare
pricing, redeem promotions or coupons and even sign in to Facebook and tell their
friends about a great sale they stumbled upon. Meanwhile, the store can track and
use this data to serve up additional personalized loyalty and referral programs.
Mobile Apps
What about mobile apps? Apple’s App Store alone contains over 800,000 mobile
apps, designed for everything from entertainment to business. Many companies,
especially retailers such as banks and financial institutions, have developed phone-
specific apps that allow customer interactions when it’s more convenient. Mobile
banking apps allow customers to transfer money from one account to another, pay
bills and check balances on the go, without making a trip to the bank or booting up
their personal computers.
Any app that makes your customers’ lives easier can provide valuable loyalty,
cross-sell and upsell opportunities. For example, you could offer a free inventory/
ordering app that reminds your customers when it is time to reorder, or helps your
customers set up and submit orders automatically. Whatever you decide, make
sure your app includes features not available on your mobile-optimized website,
and test the idea with real customers. And, with Android-based phones continuing
to rise in popularity, it’s advisable to offer apps for both Android and Apple iOS.
You don’t want to spend a lot of time and money developing an app that no one in
your target wants or is able to use. Damir Saracevic, Catalyst’s Director of Digital
Marketing, discusses this further in his article Mobile Website or Mobile App?
By 2014 mobile
phones will overtake
PCs as the most
common Web access
device worldwide.

Six Best Practices for Online Channels
1. Know Your Audience
Who are you speaking to? What are they interested in? What are their pain points?
How do they use the Web? How and when do they use their mobile devices?
Defining a persona or customer profile can help you develop your overall online
strategy. Talk to a sampling of your target audience in person. You’ll get insights on
what really makes them tick and how to best communicate with them.
Generally, the more targeted and segmented your communication, the more likely
you will receive a response. Simple personalization is not enough anymore—in
fact, personalization can come off as superficial and annoying if the rest of your
content is generic. Users will only interact with your content or offers site or
respond to your SMS messages if the information and offers are relevant and
interesting
to them.
2. Define and Communicate Your USP/POD
Determine the one unique selling point (USP) for your business/product/service
that addresses your audience’s pain point(s) or needs. What is the one thing you can
say that your competition can’t? Don’t have a USP? Focus on what differentiates
you—maybe it’s how you work with your customers or a unique way you solve
problems. Ask your current customers why they chose you. Make sure your point of
differentiation is supported by your content and is easy to understand.
Like direct marketing, digital marketing should support and enhance your brand.
It should speak in the same voice and incorporate the same visual elements (logo,
colors, typeface, etc.). Ideally, your USP is defined on the first Web page your
prospect sees. Craft your headlines and subheadings to ensure your audience can
easily scan through needed information and supporting points. Sound familiar?
3. Plan to Create a Great Experience
Ultimately, all effective marketing communications tell a story. Online, a good
story will make it easy for your audience to find and react to relevant information.
Keep in mind, the story is not what you want prospects to see—it’s what they
are interested in. How do you know? Research, plan and test, test, test. Test
... personalization can
come off as superficial
and annoying if the
rest of your content
is generic.

possibilities include different email subject lines, audiences, button colors, offers,
landing page formats, navigation designs—the list goes on and on. As with direct
mail, test only one item at a time. Otherwise you will have difficulty identifying
what really led to your results.
Depending on the project, a good digital team will present you with a site and/
or experience map, content strategy, layouts, and working prototypes so you can
see how the “story” is coming together. They will also recommend that you gather
a sampling of people who fit your audience profile so you can observe how they
interact with your prototype. Are users having trouble using the shopping cart? Are
they able to easily find the information they need? Is the text readable? Is the email
too long? Testing your campaign at an early stage can help you identify navigation
and user issues before they go live and are difficult to fix.
4. Encourage Two-Way Communication … and Action
In direct marketing, a response is when a prospect indicates interest in your offer
by mailing back a form or calling an 800 number, and conversion is the percentage
of responses that become sales. In Web-speak, a response and a purchase are both
considered conversions. That’s because digital marketing is both outgoing (push)
and incoming (pull). For example, you can send a targeted email blast that refers
prospects to your site or prospects can “discover” you through search, links or
banner ads placed on other sites.
In both disciplines, your top objective is to get your target audience to respond.
Although design and content are very important, a relevant, motivating offer is the
key. Whether it’s an offer of information, a coupon or a sweeps entry, make sure
the call to action is easy to find, see or fill out. Always be sure to provide more than
one way of responding. Your calls to action could include an online sign-up form, a
link to a special landing page, an 800 number, or an email address, depending on
your targets’ preferences. Once a prospect has responded or opted in, you have a
lead. And that opens up the communication line between you and your potential
customer.
The challenge? Communications can be close to real time, especially with social
media. You must be prepared to monitor and respond quickly to both suggestions
and concerns. Having active advocates for your brand can be extremely powerful—
as can having dissatisfied customers. Make sure you address both promptly and
appropriately. Real-time communication gives you real-time data. Make sure both
your website and email programs are set up to capture this data. Your digital team
can help you choose the right tools to capture, manage, analyze and respond to the
data from all your digital marketing activities.
Whether it’s an offer
of information, a
coupon or a sweeps
entry, make sure the
call to action is easy
to find, see or fill out.

5. Keep Them Talking to You
Every direct marketer (and salesperson) knows that nurturing prospects is an
essential part of developing a strong customer base. It is easier and more cost-
effective to convert a prospect that has already shown interest than it is to keep
finding new leads. Whether the sales cycle is long or the prospect is interested
but not quite ready to buy, a nurturing program keeps them talking to you. It’s
also an opportunity for you to demonstrate your expertise, responsiveness and
commitment.
As with direct marketing, a lead nurturing program can offer a relevant monthly
newsletter or ongoing information as an excellent way to nurture leads. Include a
blog on your site, keep it updated at least monthly, and encourage readers to share
and participate in the conversation. Is your company on Twitter or Facebook? How
about YouTube? If not, consider getting involved in the social media space. Just
remember that you will need to assign someone to monitor and update your blogs,
pages and tweets.
6. Data Is Your Friend
“Big Data” is the term du jour and it’s not likely to change for quite a while. It’s an
incredible opportunity for direct marketers to gain an even deeper understanding
of their customers and prospects. As data analysis becomes more cost-efficient,
brands will be able to more accurately predict customer behavior, leading to
tailored offers and communications. Marketers who can bridge the gap between
online data and traditional direct mail databases will have some powerful
information in their hands.
Before even starting your online marketing program, valuable insights can be
gained from online data sources, including social media registration, online
purchases and transactions, and general interest data (such as articles read on
news sites, etc.). Once you’ve used these data sets to profile your high-value
customers, you’ll be able to identify and market to prospects with similar profiles.
These insights can also help you determine which media and offers will be the
most appealing to your prospects and will convert them to profitable customers.
It is also very important to analyze the results of your online marketing and refine
your design, offers and content on an ongoing basis. Small changes can lead to
an unexpected improvement—or depression—in response and conversion. You
can also learn where your best leads are coming from and which devices your
customers and prospects are using. With online tools such as Google Analytics, you
can test landing pages for conversion, similar to testing mail pieces.
Marketers who
can bridge the gap
between online data
and traditional direct
mail databases will
have some powerful
information in
their hands.

You Can Do It!
Many of the best practices and data analytics considered essential to online
marketing originated in direct marketing. As direct marketers, we can engage
prospects and customers with relevant messaging in ways not even possible
ten years ago. Every day, new technologies and analytical techniques are being
developed that will merge offline and online data into useful information and
insights. It’s an exciting time to be a direct marketer!
One last piece of advice—choose your online marketing partner(s) wisely. Ask
questions. Make sure they understand online marketing strategy and how to
integrate it with offline. And confirm that they have experts who understand how
to best incorporate data and insights into email, mobile, Web, social and online
advertising channels.
Glossary of Terms
Who should be on your integrated marketing team:
Content developer: Organizes and writes content. You’ll want to make sure there is
someone who heads up this position and ensures that all content is on strategy and
proofed. They will work in tandem with your online designer to make sure the right
content goes in the right place.
Online data analyst: Specializes in testing and analyzing data across online
channels. Data that can be analyzed includes visitor/user, source, and content data.
Online media planner: Specializes in negotiating and buying appropriate space for
ads online.
UX designer: Understands user experience—how humans interact with digital
media. UX designers will provide wireframes to the visual Web design team,
who will use them as the underlying structure for the look and feel of the site.
UX designers are experts in usability testing, interaction psychology and other
important online practices that visual Web designers aren’t responsible for.

Web designer: Specializes in planning and creating the look, feel, and hierarchy
of the page(s). Understands user experience and best practices. Works with a Web
developer to bring the vision to life; he/she must understand code too—though
won’t usually write it.
Web developer: Produces the site/pages and brings them to life. Knows a lot about
code; speaks in JavaScript, HTML, CSS, and AJAX/PHP, and Web applications.
Some terms you may hear when speaking with
online designers, developers and marketers:
Accessibility: Your site must be optimized for people with disabilities, including
the deaf and the blind. Make sure your designer and developers are aware of the
requirements—ignoring accessibility rules can get you in trouble with the ADA
and result in fines. Plus, it’s the right thing to do.
Back end: The information structure, applications and CMS—developers take care
of this, and though your Web visitors won’t see it, it is what makes the site work.
Big Data: Big catchphrase right now—includes all the data in books; ebooks; direct
marketing databases; government data; census data; Web-generated data such as
photos, email, blogs, comments, WIKIs, and social websites; security cameras (eek);
purchasing data; credit reports; school transcripts—the list goes on.
CMS: The system that helps you manage and update the content on your website.
Your Web team can advise you on choosing a system that will work best for you.
WordPress is an example of a CMS that is easy to use and maintain.
Cookie: Stores data about visited websites in a user’s Web browser. The initial value
set in that cookie (user name, shopping cart contents, last page visited, etc.) goes
back to the site or advertiser’s server each time the user returns.
Advertisers commonly use third-party cookies to track visitors to banner ads placed
on other sites. The advertising company can then analyze the visitor’s behavior
while on the site and target future advertisements to their preferences.
CSS and HTML: You don’t need to know much about this, but make sure your
designer and developer do! CSS and HTML are known as “markup” languages that
tell a Web browser what the Web page will look like, where links go, how the
navigation works, etc.
Experience map: A diagram, usually a flow chart, that details the ideal user
experience, from engagement to conversion/purchase, and how that will be
accomplished. Especially valuable for establishing effective navigation.

Flash: A good developer will not recommend flash animation, since it will not run
on Apple mobile devices. A better choice is JavaScript or animations that have been
converted to more universal video formats or videos that can be posted to your
YouTube channel.
PHP: A coding language that links a website to a database and allows you to track
and update your data, often automatically.
Responsive Design: A Web page or site that is designed to reproduce well on
everything, from small mobile devices like iPhones to 32 inch desktop displays.
Your site can be coded to detect and show differently on specific screen sizes. It is
usually not necessary (nor advisable) to have every detail on your regular site show
up on a mobile screen.
Sitemap: An outline of your site, similar to a flow chart, showing the pages in your
site and how they relate to one another. Sitemaps are a very important first step,
as they help define navigation and subnavigation elements, which pages are most
important and the scope of the project (how many pages/how much content).
UX: User experience. Make sure your Web team includes a professional experienced
in the best practices of user experience design.
Wireframes: Once a sitemap has been approved, the UX team will begin
development of wireframes. A wireframe can be a sketch or a line drawing that
shows the elements of the page (navigation, content blocks, etc.) and their
relative importance. A designer will use a combination of the wireframe, branding
elements, and creative brief/site concept (such as humanizing the online shopping
experience) as a basis for the site design.

About the Author
Jennifer Wagner has over 20 years of experience in direct marketing strategy, design and creative
direction for various clients, including DuPont, Kodak, Chase Bank, Fisher-Price, Element K, and HP.
Whether designing award-winning dimensional direct mail, coding websites from scratch, or creative
directing a design group in the Philippines, she always enjoys the challenge of trying and succeeding
at something new. In the past few years she has moved from a focus on direct mail design to online
design—and is loving it. Reach Jennifer at jwagner@catalystinc.com
About Catalyst
Catalyst (www.catalystinc.com) is a direct and digital marketing agency that helps clients acquire,
retain and develop long-term relationships with their customers. We combine intellectual curiosity and
inquisitiveness with hard-core analytics, deep customer insight and a measurement mindset to take the
guesswork out of marketing decisions. We call it Science + Soul. Headquartered in Rochester, NY, our
clients include AAA, AMC Theatres, Eastman Kodak Company, Embrace Home Loans Inc., First Niagara
Financial Group, Heraeus Kulzer, Oreck, Valvoline, and Xeikon, among others.
800.836.7720 | www.catalystinc.com | Facebook | Twitter | LinkedIn
Bibliography
1
From Information to Audiences: The Emerging Marketing Data Use Cases, A
WinterBerry Group Whitepaper, January 2012
2
2013 StrongMail Marketing Trends Survey, Copyright © 2012, StrongMail
Systems, Inc., www.strongmail.com/2013SurveyRelease
3
Data Source: compiled from Internet and posted June 2013 on the blog:
expandedramblings.com/index.php/resource-how-many-people-use-the-top-
social-media/

The direct marketer's guide to online marketing success

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