Campañas omnicanal para impulsar la experiencia del cliente

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CLAVES:

  • El cambio a la tecnología digital no puede ser una meta, sino que tiene que ser un cambio en el comportamiento de los usuarios junto con un cambio en el comportamiento por parte de la empresa.
  • Además de un cambio por parte de los responsables de marketing, de una mayor necesidad de conocimientos nuevos para que los marketers puedan obtener toda la información sobre sus clientes.
  • Esa es una de las conclusiones a las que ha llegado el estudio realizado por el CMO Council y IBM, en el que para el 49% de los encuestados mantener la identidad de los clientes alineada tanto en canales digitales cómo físicos es un desafío.
  • La mayoría de los profesionales en marketing (marketers) saben que necesitan un enfoque omnidireccional, pero todavía están lejos de eso.

El cambio a la tecnología digital no puede ser una meta que una organización tenga que alcanzar como punto final, sino que tiene que ser un cambio en el comportamiento de los usuarios junto con un cambio en el comportamiento por parte de la empresa.

Un cambio, por parte del responsable de marketing, de una mayor necesidad de conocimientos nuevos, nuevas campañas, nuevos contenidos y nuevos repositorios de datos para que los marketers (profesionales del marketing) puedan obtener toda la información sobre sus clientes. La clave está en optimizar las operaciones hasta el punto de producir compromisos con los clientes tan eficientes cómo rentables.

Esa es una de las conclusiones a las que ha llegado el estudio realizado por el CMO Council y IBM. Un estudio basado en encuestas online a 198 altos ejecutivos de marketing global durante la segunda mitad del 2016.

Según el estudio, poder mantener la identidad de los clientes alineada tanto en los canales digitales cómo en los físicos sigue siendo un desafío para el 49% de los marketers.

La omnicanalidad es, sin duda, una bestia muy diferente a cualquier cosa que nosotros como marketers hayamos visto antes”, dice Liz Miller, vicepresidenta de marketing de CMO Council.

[section label=”El avance de la tecnología digital” anchor=”El avance de la tecnología digital”]

El avance de la tecnología digital

Según el estudio de CMO Council y IBM, ha habido un cambio bastante grande en lo referente a las experiencias digitales, por un lado, han revitalizado el compromiso de los clientes de tal forma que los marketers están constantemente buscando cómo las marcas pueden animar, activar o profundizar en las relaciones con el consumidor conectado de hoy en día, y por otro lado, ha supuesto una remodelación de las estrategias de contenido.

Sin embargo, este rápido avance ha generado grietas en los sistemas actuales y en las fundaciones que alimentan estas experiencias. El 60% de los encuestados considera que la tecnología digital ha alterado las estrategias de contenido y ha aumentado la necesidad de obtener diferentes tipos y formatos de contenido.

Otros encuestados, el 29%, creen que la tecnología digital también ha bajado los costes al mismo tiempo que mejoró el impacto de las inversiones en marketing. Y un 17% piensa que aceleró los ciclos de ventas cambiando las perspectivas de una investigación inicial a una oportunidad.

Captura1
Fuente: Vecdis. Datos de CMO Council

Pero, así como la tecnología digital ha proporcionado una mejor atención a los clientes 24/7, también ha provocado griegas en las empresas, según el 43% de los marketers encuestados la tecnología digital ha abierto grietas en los sistemas, ya que los datos son difíciles de agregar para poder tener una visión clara del cliente.

“En realidad, sin esta visión, es realmente imposible lograr una estrategia de omnicanal. Como un verdadero enfoque omnicanal requiere datos sobre las acciones y las intenciones de los clientes con el fin de satisfacerles en tiempo real y en el canal de su elección, ya sea online o offline “, dice Liz Miller, vicepresidenta de marketing de CMO Council.

[section label=”Metas poco claras” anchor=”Metas poco claras”]

Metas poco claras

Uno de los cambios más importantes que está provocando la tecnología digital es en las estrategias de contenido, unos cambios que serán para siempre. A consecuencia de esto los marketers necesitan revisar el compromiso de los usuarios, así como las estrategias en las experiencias de estos para poder satisfacer esta demanda digital, además tienen que diferenciarse de la competencia para llamar la atención de un cliente cada vez más informado y expectante.

A medida que la publicidad digital continúa avanzando, los marketers encuestados dicen que sus objetivos suelen estar fuera de su alcance. El 34% de los encuestados en el estudio de CMO Council, todavía están probando y aprendiendo sobre este tema, utilizando cada compromiso como una oportunidad para mejorar y avanzar en sus experiencias digitales.

Captura2
Fuente: Vecdis. Datos de CMO Council

Pero tan solo el 7% de los marketers encuestados creen que superan las expectativas, ofreciendo a los clientes una experiencia personalizada y basada en datos, aunque la gran mayoría de los encuestados, un 38%, dice que está obteniendo resultados mixtos, ya que algunas de sus campañas o programas están dando resultados, mientras que con otras no obtienen los resultados que se esperaban.

[section label=”Invertir en tecnología digital” anchor=”Invertir en tecnología digital”]

Invertir en tecnología digital

A pesar de todo, están trabajando en ello y para el 2017, tienen pensado invertir la mayoría de sus presupuestos en:

  • Un 59% de los marketers dijeron que los presupuestos irán al desarrollo y al despliegue de marketing de contenido.
  • 48%, métricas y análisis para medir el rendimiento de la campaña.
  • 47%, publicidad en medios sociales y campañas de participación.
  • 39%, manejo y gestión de datos, incluida la agregación y la recolección de estos.
  • Y el 33%, invertirá en publicidad digital para la redirección y la gestión de activos.
Captura3
Fuente: Vecdis. Datos de CMO Council

Con esta asignación se puede sacar la conclusión de que la tecnología digital exige una combinación cada vez más compleja de iniciativas y plataformas para impulsar compromisos muy personalizados.

[section label=”Omnicanalidad” anchor=”Omnicanalidad”]

Omnicanalidad

La mayoría de los profesionales en marketing (marketers) saben que necesitan un enfoque omnidireccional, pero todavía están lejos de eso. Ellos trabajan para poder poner en una misma línea el contenido, el canal y el cliente, y para ello necesitan los canales digitales que consiguen conectarlo todo.

La solución sería una alienación omnidireccional, la cual se ha convertido en un reto para los marketers, ya que pocos han logrado conectar los contactos digitales con los físicos, concretamente un 6% de las organizaciones han conseguido alinear e integrar por completo los contactos y las experiencias digitales y las físicas.

 El 49% de los encuestados admiten que la alineación es selectiva, mientras que el 26% de los marketers han logrado una experiencia omnicanal para los clientes, con estrategias y mensajes alineados a través de los canales.

Captura4
Fuente: Vecdis. Datos de CMO Council

Pero los obstáculos al omnicanal son bastante conocidos, entre ellos existe una excesiva confianza en el departamento de marketing para que diseñe la estrategia, esta responsabilidad debería caer en toda la organización y en los silos en el negocio, además de que no se comparten suficientes datos en toda la organización.

[section label=”Omnicanalidad como objetivo en 2017″ anchor=”Omnicanalidad como objetivo en 2017″]

Omnicanalidad como objetivo en 2017

Sin embargo, el compromiso omnidireccional está cómo prioridad en la lista de objetivos principales de los marketers para implementar en los próximos 12 meses. Para el 42% de los encuestados su prioridad es mejorar las campañas de conexión para ofrecer una experiencia integral y conectada.

Captura5
Fuente: Vecdis. Datos de CMO Council

Los profesionales en marketing son bastante conscientes de que algo debe cambiar en lo que respecta a los datos para conseguir que la adopción de la tecnología digital sea completa, y tienen la intención de comenzar con esta transformación desde su propio equipo, por ejemplo, el 29% de los encuestados tiene pensado, a lo largo del año que viene, aportar recursos adicionales y tecnologías para poder administrar mejor los datos.

“Ahora que los marketers se están dando cuenta de esto, de que el omnicanal es realmente un cambio sísmico, estamos viendo que no se trata sólo de hacer que el contenido se vea igual en cada canal y en todos los dispositivos … omnicanall es que conocemos a nuestros clientes en todos los dispositivos dice Miller. “Muchos de los marketers están teniendo que admitir que todavía no estamos allí y, lo que es más importante, es posible que no tengamos la base para ofrecer al cliente esa experiencia omnidireccional”.

Es muy posible que el verdadero marketing omnicanal esté fuera del alcance hasta que haya madurado la informática cognitiva. Miller dice que, “cuando se mira algo como cognitivo o IoT, se está buscando algo que va a inundar nuestra industria con datos. Pero también estás mirando algo que tiene la promesa de no sólo humanizar el proceso, sino que también puede auto-aprender, y que nos ayudará a detener el acaparamiento masivo y la recopilación de datos para identificar los puntos que son realmente importantes para el omnicanal”.

[section label=”Los marketers no lo tienen claro” anchor=”Los marketers no lo tienen claro”]

Los marketers no lo tienen claro

Los consumidores están cada vez más informados y avanzan cada vez más rápido, por lo que es muy importante que las organizaciones avancen con ellos, para satisfacer sus necesidades, y esto hace que los nuevos avances en datos, en inteligencia y en el compromiso sean críticos para los marketers.

A pesar de la importancia de la omnicanalidad, de los datos, de la inteligencia y de la tecnología digital para las organizaciones, existe un grave problema de comprensión por parte de muchos de los profesionales del marketing que es bastante frustrante.

En el estudio de CMO Council, cuando se les preguntó por su primera reacción al oír la palabra “informática cognitiva”, el 24% de los encuestados dijeron que no estaban seguros de lo que significaba ni para lo que servía, y si podría ofrecer mucho o poco a su organización.

Captura6
Fuente: Vecdis. Datos de CMO Council

Algo parecido se obtuvo cuando se les preguntó acerca de las Interfaces de Programación de Aplicaciones (API), el 45% dijo que no estaba seguro si estaban usando una de estas interfaces, el 11% no sabía lo que significaba ese término, el 2% estaba en proceso de entender cómo podía afectar a su negocio una API.

El término “Internet de las Cosas” todavía desconcertó más a los marketers, un 49% de los encuestados dijeron que no habían probado a trabajar con esta tecnología, por lo que no habían lanzado ningún programa IoT.

Sin embargo, a pesar de todo esto, los profesionales del marketing se están esforzando por hacerlo mejor, ya que cómo se ha visto tienen propuestas para el año que viene que esperan cumplir y que saben que son importantes para satisfacer la necesidad de los clientes y seguir evolucionando con ellos.

Conforme los profesionales del marketing se vayan replanteando sus relaciones con los clientes para centrarse más en los comportamientos, los deseos y las expectativas de cada individuo, deberán forjarse nuevas relaciones con los datos y por supuesto con la tecnología.

CMO COUNCIL. Connected Interaction to Power Brand Attraction. Diciembre de 2016. [consultado 04-01-2017]. Disponible en: https://www.cmocouncil.org/authority-leadership/reports/318/download/Connected-Interaction-to-Power-Brand-Attraction.pdf

DMN. The Omnichannel Dream Still Out of Reach. 13 de diciembre de 2016. [consultado 04-01-2017]. Disponible en: http://www.dmnews.com/multichannel-marketing/the-omnichannel-dream-still-out-of-reach/article/579087/

MEDIAPOST. CMO Council Says Data Will Drive Customer Experience In 2017. 13 de diciembre de 2016. [consultado 04-01-2017]. Disponible en: http://www.mediapost.com/publications/article/290779/cmo-council-says-data-will-drive-customer-experien.html

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