Intercontinental Hotels: A Case Study In Customer-Centric Marketing

Shar VanBoskirk

I just attended Unica’s annual Marketing Innovation Summit (MIS) this year in Orlando.  I sat in on a few terrific conversations about making multi-channel marketing a reality.  Here is the first: An overview of Intercontinental Hotel Group’s (IHG’s) use of data-driven marketing to improve communications with existing customers and prospects.

Lincoln Barrett, vice president for guest marketing and alliances, shared that, for IHG, building a customer-centric marketing strategy hinged on three different, but overlapping, initiatives:

  1. Invest in technology
  2. Expand into new frontiers
  3. Build a centralized customer organization

Each of these initiatives is still a work in progress, but excellent progress has already been made in each one. 

Invest In Technology

Step one here was to build a new data warehouse and real-time data mart that would allow IHG to match the data it was gathering through proprietary and third-party sources to existing customer information.  This step also made it possible to gain immediate access to data for analysis or campaign building purposes – a significant upgrade to IHG's previous functionality, which updated records in batches and only made data available some 30 days after a customer incident (like a hotel stay).

The next step was to expand outbound campaigns beyond email.  Technology upgrades (using Unica) automated internal campaign processes, created localization capabilities (for franchisees to create programs customized to their locale and customer relationships), and integrated call center data and activities with outbound campaign management.  As part of this step, IHG also streamlined its formerly multi-agency model into a single global agency.

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We're Hiring In London

Nate Elliott

I have a great job. My role, essentially, is to uncover the most interesting questions in interactive marketing (things like 'How should we measure our social media programs?' and 'What are the best ways to use online video for marketing?' and 'Can you really build a brand online?') and then talk to as many smart people as I can until I find some answers. I then get to present those answers in research reports, blog posts, speeches, teleconferences, workshops, and consulting projects. 

If that sounds fun to you, and you have a couple years experience in marketing, you may want to consider applying for the Researcher job we have open in London. Our Researchers play a crucial role in all aspects of the research process: they help us find those smart people we talk to, and then help us conduct the interviews; they help us field surveys and analyze the resulting data; they contribute to our written reports -- and eventually write entire reports on their own. Along the way, they learn a remarkable amount about interactive marketing and the research process. And if they're good, like my last researcher was, they get promoted to analyst.

If you'd like to apply -- or you know someone who might -- we're collecting applications now. Check out the full job description, and apply using the online tool. And if you have any questions about the job, feel free to drop me a line: nelliott at forrester dot com.

Curated Computing: Designing For The Post-iPad Era

Sarah Rotman Epps

iPad mania has reached full tilt: Apple announced that it has sold more than 1 million units, and Apple’s competitors (like RIM and potentially Google) are rushing to get their own products out (or not, as the case may be for HP). But there’s something very significant about the device that has nothing to do with how many units it will sell. What’s revolutionary about the iPad is the experience that it delivers: The iPad is a new kind of PC that ushers in an era of Curated Computing.

Forrester defines “Curated Computing” as:

A mode of computing where choice is constrained to deliver less complex, more relevant experiences.

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How Have You Responded To Facebook's Recent Privacy Changes And Breaches? [POLL]

Facebook announced new Open Graph and Instant Personalization features at the F8 conference on April 21, 2010.  Since that time, several privacy bugs have been found and patched. 

All of this has resulted in greater awareness about privacy issues on Facebook.  Some have predicted that Facebook might lose users as people delete their accounts out of fear or frustration about their data being shared or exposed. 

So, how have Facebook's changes and news affected you personally on Facebook?  Have you made any changes or altered your behavior on Facebook as a result?  Please participate in the poll below.  (Your data will, of course, be kept confidential.)  Thanks. 

You will find the poll in the right column of this page, below the "About the Analyst" or "About this Blog" section.

Categories:

Seven Things Your Organization Must Do Because Of Social Media

In the mid- to late-90s, many business leaders observed the advent of the Web and asked the wrong question:  “What will the Internet do for us?”  Instead, they should have been asking, “What will the Internet do to us?” 

The difference between these two questions is the difference between a false sense of security and a necessity for action.  It’s the difference between Amazon organizing itself around the online channel in 1994 and Barnes & Noble opening an e-commerce site in 1997—today Amazon is worth $55.7B and Barnes & Noble has a $1.1B market cap.   It’s also the difference between newspapers struggling with a 70% decline in classified advertising over the course of a decade and eBay seeing revenues increase over 1900% in the same period.

Today, many business leaders are again asking the wrong question:  “What will social media do for us?” instead of “What will social media do to us?”  The difference between those two questions will define the business winners and losers of the next decade.  Let’s explore what social media already is doing to business and how organizations must adapt. 

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Stratospheric Levels Of Hype

Thomas Husson

If you are in the mobile industry and you've never heard of Foursquare, there is something wrong with the way you keep up to date on new trends. Indeed, Foursquare is one of the most hyped social location services, enabling users to "check-in" to locations in the real world from pubs, bars and restaurants (through to any conceivable location) - sharing them with updates on social sites like Twitter or Facebook, wrapping points and benefiting from potential discounts. Foursquare recently announced it had passed the 1M users mark. The rate of growth is indeed quite strong, bearing in mind the company had just 170,000 users at the end of 2009. According to TechCrunch, Yahoo! was rumored to have made an offer above $80M to acquire the start-up! I am not a financial analyst, but let's say $100M for just 1M users seems high at first sight. So what makes it so valuable and why is foursquare being perceived as the new Twitter? Here are a few thoughts:

- First of all, foursquare is not the only one in town but is probably the one with the most active PR team. It struck some interesting deals with Metro newspapers, with TV channel Bravo, with Vodafone in the UK (on-deck and via SMS promotion) and more recently with even the Financial Times, if we believe business insiders. What makes it quite successful is its entertainment-centric approach. It is quite addictive as it is primarily an interactive game. There are others (not only Gowalla) such as MyTown (a sort of a real-world monopoly), which passed the 2 million active users mark a few days ago!

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Efficient Frontier Announces Integrated Search And Display Platform

Shar VanBoskirk

Efficient Frontier announced last week its official entry into display advertising with a platform that integrates biddable display with search marketing, real-time bidding capabilities, and the Efficient Frontier trademark portfolio approach to optimization that uses predictive modeling to forecast performance outcomes.

I think this certainly indicates further momentum into the world of biddable display media, and eventually biddable media in all formats. See more about Forrester's thoughts on dynamic media buying and what it will mean for media buying on and offline in the report, Demystifying the DSP

I think the platform from Efficient Frontier addresses a much needed combination -- that of paid search and biddable display media. But I also think that this platform, competing ones -- like those developed by Vivaki -- and demand-side platforms are in “version 1.” Not a bad place to be at the early stage of an emerging opportunity. But I do expect that all of these tools will refine over the next two years. I think they will continue to add data sources, more inventory, additional and easier to use functionality, better metrics, and better reporting. But v.2 will develop only after advertisers begin testing dynamic media buying and can show technology players what additional depth and breadth they need.   

Facebook, Privacy & Lawmakers: What Should Marketers Do?

Last week, Facebook announced changes that expanded the sharing of consumer data with a select set of third-party partners, and it only took a matter of days for lawmakers to press Facebook for changes and government agencies for more oversight.  The fact Washington took note of Facebook’s changes isn’t at all surprising; in fact, it was inevitable.  But what happens next—and what this means to marketers—is not inevitable and depends a great deal on how proactive Facebook becomes on education, transparency and cooperation with lawmakers and privacy watchdogs.

Facebook has learned from its past privacy missteps, as evidenced by the way it recently asked for consumer input for proposed privacy policy changes, but it is far from earning its diploma in Public Relations and Politicking.  It’s been just three and a half short years since Facebook broadened its membership from students to the entire population of the planet, and as it has grown from a niche social media site to a ubiquitous form of communications for over 400 million people, so have grown the demands for Facebook to manage the expectations of consumer, voters, lawmakers and marketers.  Facebook is still learning how to accomplish this, and it is earning a fair to middling grade.

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Tabulating The Tablets: Apple Vs. Asus, Dell, HP And The Rest

Sarah Rotman Epps

In the weeks since the iPad launch, there’s been a spate of rumors, “leaks,” and PR pushes around would-be competitors to the Apple iPad. By the end of the year, consumers will be able to choose from an array of multimedia touchscreen tablets including tablets that:

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Behavioral Marketers Will Be Responsible For Data Disclosures

Shar VanBoskirk

Frank Gertsenberger, VP of Product Marketing for Audience Science wrapped up day one with an excellent update on privacy concerns and expected changes due to FTC and congressional work on behavioral advertising policy. 

The concern is that even though data is being collected anonymously, when enough anonymous data points are collected, is an individual still anonymous?

Four entities are running concurrently to tackle this challenge:

  1. The FTC began investigating data practices about two years ago and determined that the risk with behavioral marketing is that consumers are not aware of what data is being collected; current privacy policies are insufficient at explaining how consumer data is employed with behavioral marketing.
  2. Congress – A subcommittee was convened last year to quantify the value of behavioral marketing in order to determine its value in the online economy.  Through studies supported by the NAI (the network advertising initiative), Congress now understands this and is outlining a policy outlining what the baseline protections should be for consumers.
  3. NAI– A membership organization which now represents more than 80% of all online ad spend, and created studies focused on answering Congress' need to value behavioral marketing.  Also helps audit member sites to aid compliance efforts.
  4. The Associations – This is a collection of online advertising associations like the DMA (direct marketing association), the IAB (interactive advertising bureau) and the ANA (association of national advertisers).  This group is taking a pass at developing requirements for providing enhanced notice to consumers.

What this means for advertisers and publishers:

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