/// Why Wall Street Should Care About Marketing Data
Image copyright leungchopan Today’s CMOs are making major investments to reach their target audiences across dozens of touchpoints — on their own websites, through search, display advertising and email, and increasingly on social channels and mobile devices. The problem is, most of the technology platforms marketers are using to accomplish this don’t talk to each other. What’s more, many of the groups within the organization running these programs are just as siloed. This means that the things marketers learn about customers in one channel often don’t translate into sound strategy decisions for other channels. I’ll give you an example. Today, if someone clicks on a display ad, reaches a landing page and fills out a form, the CRM or marketing automation system can capture that lead and track that it came from display advertising. What marketers can’t yet do is take advantage of the information exchange in the opposite direction. What if they could use the rich information stored in the CRM system — such as how far along a prospect is in the sales pipeline — to make the display ad creative and messaging more relevant? Marketing executives know they need to get their systems and people to talk to each other. In fact, a new study by Accenture Interactive, “ Turbulence for the CMO ,” reveals that 70 percent of top CMOs think they have five years to fundamentally overhaul their companies’ corporate marketing operating model to achieve competitive success. Big marketing technology companies know this too, and it is why companies like Salesforce, Oracle and Google are duking it out to own the customer data and CRM system. They want to be at the center of the value created by unlocking this marketing data and getting at an integrated view of a prospect or customer. Think about how powerful it would be to serve up personalized Web content based on the ads someone has previously been exposed to, events they’ve attended, or when they’ve most recently engaged with a sales rep, or, to easily target email or display ads to just those people who engaged with a social campaign.
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Why Wall Street Should Care About Marketing Data