The Customer Life Cycle Gets A Customer-Obsessed Makeover

Last week at Forrester's Forum For Marketing Leaders in San Francisco, we bid farewell once and for all to old marketing — the marketing of campaigns, outbound messaging, and funnels. In its place, we unveiled a new and improved customer life cycle: the blue print for customer obsession. Attendees got a sneak preview of the content, but all clients have access as of today to a new report, which elevates the life cycle from its marketing home and into the whole enterprise. As your customers take a very nonlinear approach to getting what they want out of their brand relationships, companies must put the customer at the heart of everything they do to create contextual, useful engagement. The customer life cycle involves the entire brand experience, from messaging to product usage and ongoing interactions, and incorporates the ongoing relationship firms must have with customers, making it the marketing vision that will drive CMOs' success in the age of the customer.

The new version has two new phases — use and ask — that, with the original four phases, more completely captures the entire relationship a customer has with a brand.

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IBM Announces Intent To Acquire Silverpop And We're Not Surprised

IBM has announced its intent to acquire marketing automation company Silverpop for an undisclosed sum. This acquisition is — on the surface — just another tactical play by a large marketing technology vendor to bring on additional capabilities to support a strategic platform narrative. While Forrester clients can look for our analysis of this announcement in a forthcoming Quick Take — which I will be publishing in collaboration with my colleague Lori Wizdo — Forrester’s initial thought on the news is that we’re not surprised. Given that the various competitors in this space have been adding capabilities left and right through acquisitions, IBM is simply doing the same — checking the box to build out an expansive product line portfolio. The marketing automation vendor landscape (both business-to-business [B2B] and business-to-consumer) shrinks further, and we continue to wait for examples and proof that these mega vendors can deliver the integration they promise.
 
So what does Silverpop bring to IBM’s Enterprise Marketing Management solution?
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