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Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
How	
  to	
  
get	
  there?	
  
Agenda	
  
What’s	
  
Required?	
  
Real-­‐life	
  
Examples	
  
Context:	
  
the	
  key	
  
to	
  value	
  
Customer	
  
Experience	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Interac,ons	
  based	
  on	
  context	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Marke,ng	
  Today	
  –	
  room	
  for	
  improvement	
  
KPMG:	
  2014,	
  2015	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
What	
  are	
  we	
  talking	
  about?	
  
It	
  
sounds	
  
simple…	
  
the	
  right	
  thing	
   for	
  the	
  right	
  
customer	
  
at	
  the	
  right	
  6me	
   in	
  the	
  right	
  place	
  
Doing	
  
exactly	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
why  is  that  important?
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
So,	
  how	
  should	
  you	
  respond?	
  
Relevance	
   Convenience	
   Acceptance	
  
+	
   =	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
	
  	
  
	
  	
  
	
  	
  
	
  	
  
	
  	
  
	
  	
  
	
  	
  
	
  	
  
	
  	
  
What	
  makes	
  up	
  context?	
  
Customer	
  Rela,onship	
  
Context	
  
Real-­‐Time	
  Context	
  -­‐	
  Situa,on	
  
Personal	
  Context	
  
Relevance	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Contextual	
  Marke,ng	
  -­‐	
  defini,on	
  
Context	
  Event	
   Insights	
  
360º	
  Customer	
  View	
  
Analy6cs	
  
Situa6on,	
  Channel	
  
Data,	
  Behavior	
  
Customer	
  
All	
  relevant	
  
informa6on	
  	
  
for	
  the	
  op6mal	
  
decision	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Contextual	
  Marke,ng	
  -­‐	
  defini,on	
  
Context	
  Event	
   Insights	
  
360º	
  Customer	
  View	
  
Analy6cs	
  
Situa6on,	
  Channel	
  
Data,	
  Behavior	
  
Customer	
  
All	
  relevant	
  
informa6on	
  	
  
for	
  the	
  op6mal	
  
decision	
  
Twice a
year weekly
Travel
InsuranceOliver Rene Nothing
?	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
*	
  21M	
  Ac6ve	
  Customers,	
  50K	
  TPS	
  
Take	
  Ac6on	
  Understand	
  
S1	
  
S2	
  
Listen	
  
So	
  why	
  do	
  it?	
  
A	
  real	
  world	
  example*	
  
Real-­‐6me	
  behavioral	
  triggers	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  	
  
Limited	
  contextual	
  data	
  	
  
Rules-­‐driven	
  next	
  best	
  offer	
  
Real-­‐6me	
  delivery	
  
Poorly-­‐defined	
  offer	
  
Delayed	
  behavioral	
  triggers	
  	
  
Broad	
  contextual	
  data	
  
Analy6cs-­‐driven	
  next	
  	
  
best	
  offer	
  
Delayed	
  delivery	
  
Sophis6cated	
  offer	
  
Real-­‐6me	
  behavioral	
  triggers	
  	
  
Broad	
  contextual	
  data	
  
Personalized	
  offer	
  driven	
  
by	
  real-­‐6me	
  analy6cs	
  
Real-­‐6me	
  delivery	
  
Sophis6cated	
  offer	
  
5%	
  û	
   ü	
  Relevance	
   Confidence	
   Max.	
  Take	
  Rate	
  
5%	
  û	
  ü	
  Relevance	
   Confidence	
   Max.	
  Take	
  Rate	
  
24%	
  ü	
   ü	
  Relevance	
   Confidence	
   Max.	
  Take	
  Rate	
  
Incremental	
  Revenue	
  Increase	
   €10M	
  
Payback	
   MONTHS	
  
Take	
  Rate	
  5x	
  Business	
  As	
  Usual	
   24%	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
What	
  Macy’s	
  needs	
  to	
  understand	
  
RFM	
  segmenta,on	
  
Response	
  history	
  
Propensity	
  models	
  
CLTV	
  modeling	
  
Brand	
  advocacy	
  
segmenta,on	
  
•  Who are my customers?
•  How are my customers different from one another?
•  What similarities do my customers share?
•  What/when/where do my customers buy?
•  How do customers engage with me?
•  How do customers feel about my brand/product?
•  In the coming seasons, what should I recommend them?
•  How do they respond to our special offers
"With the extra time, the team has moved from being
reactionary to proactive, …spend more time analyzing it and
become internal consultants who provide more of the insight
behind the data.”
Kerem Tomak	
  
Vice	
  President	
  of	
  Analy2cs	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
How	
  Macy’s	
  plans	
  to	
  take	
  ac,on	
  
Melanie	
  receives	
  
op6mized	
  email	
  
‘Friday	
  in-­‐store	
  
shopping	
  promo’.	
  
1
1	
  
Melanie	
  enters	
  the	
  
store	
  on	
  Friday	
  	
  
2	
  
Melanie	
  con6nues	
  to	
  shop	
  –	
  
con6nues	
  to	
  receive	
  tailored	
  
offers	
  based	
  on	
  beacon	
  
loca6on.	
  
7	
  
Macy’s	
  detects	
  store	
  
entry	
  (based	
  on	
  beacon	
  
&	
  cell	
  phone)	
  
3	
  
4	
  
Customer	
  
Hub	
  
Full	
  360	
  View	
  of	
  Melanie	
  
Accessed	
  in	
  Real6me	
  
6	
   SMS	
  or	
  App	
  push	
  offer	
  is	
  made	
  –	
  right	
  
product,	
  great	
  discount	
  
5	
   Contextual	
  Engagement	
  technologies	
  combine	
  
to	
  determine	
  the	
  best	
  offer	
  to	
  promote	
  
Op6miza6on	
  Real-­‐Time	
  
Right	
  offers,	
  delivered	
  how	
  Melanie	
  wants	
  them	
  -­‐	
  not	
  
too	
  many.	
  All	
  contextually	
  based,	
  priced	
  and	
  
personalised	
  to	
  Melanie	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Pung	
  it	
  all	
  together	
  
CUSTOMER	
  	
  
DECISION	
  HUB	
  
Marke6ng	
  Campaigns	
  
Service	
  Analy6cs	
  
Sales	
  Programs	
  
Ad-­‐hoc	
  Ac6ons	
  
Regular	
  Communica6ons	
  
Contact	
  strategies	
  
Priori6es	
  
Strategic	
  Decisions	
  
Contact	
  Rules	
  
Contracts	
  
Channel	
  restric6ons	
  
Budget	
  Limits	
  
Contact	
  Permissions	
  
Transac6onal	
  data	
  
Analy6cal	
  models	
  
Events	
  
Context	
  
Scores	
  
Risk	
  
Poten6als	
  
History	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Rules	
  
Decision	
  Logic	
  
Real-­‐Time	
  Analy,cs	
  
Request	
  
Reply	
  	
   Next-­‐Best	
  Ac,on	
  
Customer	
  Decision	
  Hub	
  
Specific	
  Refinement	
  Campaign	
  
Orchestra,on	
  
Pung	
  it	
  all	
  together	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Start	
  with	
  
the	
  easiest	
  
scenarios	
  
Check	
  and	
  
integrate	
  
available	
  data	
  
Integrate	
  
analy,cs	
  and	
  
channels	
  	
  	
  	
  	
  	
  	
  	
  	
  
incrementally	
  
Deliver	
  
incremental	
  value	
  
and	
  build	
  the	
  
expansion	
  case	
  
Modular,	
  Roadmap-­‐driven	
  Evolu,on	
  
Copyright	
  ©	
  2016,	
  SAS	
  Ins6tute	
  Inc.	
  All	
  rights	
  reserved.	
  
Start	
  with	
  
the	
  easiest	
  
scenarios	
  

More Related Content

Superior customer experiences are the real coin: relevance drives results - Rene Van Der Laan

  • 1. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.  
  • 2. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   How  to   get  there?   Agenda   What’s   Required?   Real-­‐life   Examples   Context:   the  key   to  value   Customer   Experience  
  • 3. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 4. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 5. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 6. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 7. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 8. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 9. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 10. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 11. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 12. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 13. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 14. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 15. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 16. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Interac,ons  based  on  context  
  • 17. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Marke,ng  Today  –  room  for  improvement   KPMG:  2014,  2015  
  • 18. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   What  are  we  talking  about?   It   sounds   simple…   the  right  thing   for  the  right   customer   at  the  right  6me   in  the  right  place   Doing   exactly  
  • 19. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   why  is  that  important?
  • 20. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   So,  how  should  you  respond?   Relevance   Convenience   Acceptance   +   =  
  • 21. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.                                       What  makes  up  context?   Customer  Rela,onship   Context   Real-­‐Time  Context  -­‐  Situa,on   Personal  Context   Relevance  
  • 22. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Contextual  Marke,ng  -­‐  defini,on   Context  Event   Insights   360º  Customer  View   Analy6cs   Situa6on,  Channel   Data,  Behavior   Customer   All  relevant   informa6on     for  the  op6mal   decision  
  • 23. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Contextual  Marke,ng  -­‐  defini,on   Context  Event   Insights   360º  Customer  View   Analy6cs   Situa6on,  Channel   Data,  Behavior   Customer   All  relevant   informa6on     for  the  op6mal   decision   Twice a year weekly Travel InsuranceOliver Rene Nothing ?  
  • 24. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   *  21M  Ac6ve  Customers,  50K  TPS   Take  Ac6on  Understand   S1   S2   Listen   So  why  do  it?   A  real  world  example*   Real-­‐6me  behavioral  triggers                         Limited  contextual  data     Rules-­‐driven  next  best  offer   Real-­‐6me  delivery   Poorly-­‐defined  offer   Delayed  behavioral  triggers     Broad  contextual  data   Analy6cs-­‐driven  next     best  offer   Delayed  delivery   Sophis6cated  offer   Real-­‐6me  behavioral  triggers     Broad  contextual  data   Personalized  offer  driven   by  real-­‐6me  analy6cs   Real-­‐6me  delivery   Sophis6cated  offer   5%  û   ü  Relevance   Confidence   Max.  Take  Rate   5%  û  ü  Relevance   Confidence   Max.  Take  Rate   24%  ü   ü  Relevance   Confidence   Max.  Take  Rate   Incremental  Revenue  Increase   €10M   Payback   MONTHS   Take  Rate  5x  Business  As  Usual   24%  
  • 25. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   What  Macy’s  needs  to  understand   RFM  segmenta,on   Response  history   Propensity  models   CLTV  modeling   Brand  advocacy   segmenta,on   •  Who are my customers? •  How are my customers different from one another? •  What similarities do my customers share? •  What/when/where do my customers buy? •  How do customers engage with me? •  How do customers feel about my brand/product? •  In the coming seasons, what should I recommend them? •  How do they respond to our special offers "With the extra time, the team has moved from being reactionary to proactive, …spend more time analyzing it and become internal consultants who provide more of the insight behind the data.” Kerem Tomak   Vice  President  of  Analy2cs  
  • 26. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   How  Macy’s  plans  to  take  ac,on   Melanie  receives   op6mized  email   ‘Friday  in-­‐store   shopping  promo’.   1 1   Melanie  enters  the   store  on  Friday     2   Melanie  con6nues  to  shop  –   con6nues  to  receive  tailored   offers  based  on  beacon   loca6on.   7   Macy’s  detects  store   entry  (based  on  beacon   &  cell  phone)   3   4   Customer   Hub   Full  360  View  of  Melanie   Accessed  in  Real6me   6   SMS  or  App  push  offer  is  made  –  right   product,  great  discount   5   Contextual  Engagement  technologies  combine   to  determine  the  best  offer  to  promote   Op6miza6on  Real-­‐Time   Right  offers,  delivered  how  Melanie  wants  them  -­‐  not   too  many.  All  contextually  based,  priced  and   personalised  to  Melanie  
  • 27. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Pung  it  all  together   CUSTOMER     DECISION  HUB   Marke6ng  Campaigns   Service  Analy6cs   Sales  Programs   Ad-­‐hoc  Ac6ons   Regular  Communica6ons   Contact  strategies   Priori6es   Strategic  Decisions   Contact  Rules   Contracts   Channel  restric6ons   Budget  Limits   Contact  Permissions   Transac6onal  data   Analy6cal  models   Events   Context   Scores   Risk   Poten6als   History  
  • 28. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Rules   Decision  Logic   Real-­‐Time  Analy,cs   Request   Reply     Next-­‐Best  Ac,on   Customer  Decision  Hub   Specific  Refinement  Campaign   Orchestra,on   Pung  it  all  together  
  • 29. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Start  with   the  easiest   scenarios   Check  and   integrate   available  data   Integrate   analy,cs  and   channels                   incrementally   Deliver   incremental  value   and  build  the   expansion  case   Modular,  Roadmap-­‐driven  Evolu,on  
  • 30. Copyright  ©  2016,  SAS  Ins6tute  Inc.  All  rights  reserved.   Start  with   the  easiest   scenarios