El 43% de los profesionales asocia el RTM con la dinamización de contenidos personalizados

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People on phones with social media icon chalkboard

CLAVES:

  • El 43% de los profesionales asocia el RTM con la dinamización de contenidos personalizados.
  • Real Time Marketing no es “aprovechar el momento” para sacar beneficio puntual.
  • RTM consiste dar al cliente lo que necesita, justo en el momento en que lo necesita y en el lugar donde lo necesita.

La disciplina del Real Time Marketing genera una gran confusión entre los profesionales del marketing. La mayoría (43%) asocia el RTM con la dinamización de contenidos personalizados.

Otro 13% piensa que el Real Time Marketing consiste en dinamizar contenidos entre canales de marketing tradicional y otro 12% lo relaciona con la capacidad de gestionar una respuesta rápida en un acontecimiento multitudinario. Hasta hay un 11% que lo equipara a poder dar respuesta con humor en el momento oportuno, según los datos que arroja el estudio “Real Time Marketing Insights” de la DMA.

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Fuente: DMA. Real Time Marketing Insights.

Andrés Narváez, presidente de Wunderman del Sur de Europa y España, dijo: “Estos datos demuestran la gran confusión que genera la disciplina del Real Time Marketing. Hoy en día, si una empresa da respuesta en tiempo real a los clientes en una red social, se habla de RTM, si una marca realiza una actuación puntual para interactuar con el público en un gran evento, también se apunta a que es Real Time Marketing. Sin embargo, Real Time Marketing no es  “aprovechar el momento”, cabalgar la ola de una tendencia o acontecimiento para sacar beneficio puntual. El Real Time Marketing consiste realmente en ser capaz de predecir las necesidades del consumidor o potencial cliente y anticiparse a ellas. Darle lo que necesita, justo en el momento en que lo necesita y en el lugar donde lo necesita. El Real Time Marketing o marketing “automatizado” supone, además, actuación estratégica global”. En este sentido, Wunderman apunta a los 5 parámetros imprescindibles que definen esta disciplina y que se detallan a continuación.

[section label=”1. El  desencadenante” anchor=”1. El  desencadenante”]

1. El  desencadenante

La actuación por parte del usuario. Anteriormente, las actuaciones de marketing venían definidas por campañas, por un calendario de actuaciones. Pero el RTM no se concibe como una campaña tradicional. El origen del proceso se encuentra siempre en una actuación por parte del usuario (“trigger”) que acontece en cualquier momento, en cualquier circunstancia, ya sea la actuación una visita a una web, una búsqueda de información a través del móvil o cualquier otro comportamiento que la tecnología es capaz de “trackear”. Y no tiene un final predeterminado. Supone un aprendizaje continuo del consumidor y de sus diferentes actuaciones para ir optimizando los resultados con el tiempo.

[section label=”2. Respuesta inmediata, relevante y personalizada” anchor=”2. Respuesta inmediata, relevante y personalizada”]

2. Respuesta inmediata, relevante y personalizada

Según la actuación del usuario e inmediatamente después, se desata una respuesta, pertinente y personalizada. Gracias a reglas de negocio pre-definidas por un  equipo de profesionales de disciplinas muy diferentes: planificación estratégica, negocio, análisis, CRM, creación, programación… estas reglas de negocio pueden dar como resultado infinitas combinaciones que “sirven” de forma absolutamente personalizada (diferente mensaje de un mail, una web diferente, etc.) para dar cualquier tipo de respuesta necesaria.

[section label=”3. Automatización y respuesta  24×7″ anchor=”3. Automatización y respuesta  24×7″]

3. Automatización y respuesta  24×7

El Real Time Marketing o marketing “automatizado” persigue poder llegar al cliente en el momento en que tiene máximo interés por la marca y hacerlo de forma continuada en el tiempo. Por ello debe considerar cualquier momento del ciclo de adquisición real o potencial, desde el conocimiento de marca/producto, consideración o evaluación, comparación, prueba, compra, recomendación y fidelización. Es así como el proceso de respuesta es posible únicamente gracias a la tecnología que facilita servir de forma automatizada y pertinente durante 24 horas, los siete días de la semana.

[section label=”4. Multicanalidad y aplicación en todo tipo de canales, no solo en redes sociales” anchor=”4. Multicanalidad y aplicación en todo tipo de canales, no solo en redes sociales”]

4. Multicanalidad y aplicación en todo tipo de canales, no solo en redes sociales

La respuesta debe tener aplicación en todo tipo de canales, online u offline: páginas web, aplicaciones móviles, servicios de atención telefónica, emails, SMS, mensajería instantánea, tickets de compra, cartas, etc. Incluso a las últimas tecnologías como los sistemas IPS basados en iBeacons o tecnología WiFi (que posicionan al usuario en un establecimiento físico) para ser todavía más relevantes en el momento más cercano a la compra. Cualquier canal es susceptible de ser personalizado y adecuado a los intereses y necesidades del usuario. La respuesta puede comenzar en un email, tener un seguimiento con un mensaje al móvil o desplegando un mensaje en Internet.

[section label=”5. Personalización del contenido” anchor=”5. Personalización del contenido”]

5. Personalización del contenido

El RTM aprende del comportamiento (físico, digital, social y de compra) del individuo y reacciona para ofrecerle contenido e información a medida y guiarle hacia la conversión. Por ejemplo, si lo aplicamos a una página web, ésta irá cambiando en tiempo real para ofrecer en cada momento al visitante lo que necesita o lo que predecimos que va a necesitar.

En palabras de Andres Narvéz: “Resumiendo mucho, para llevar a cabo una aproximación de Real Time Marketing se desarrolla una fase inicial de recogida de datos e integración de fuentes de información, una fase de análisis y planteamiento de reglas de negocio, una fase de categorización y desarrollo de contenidos, y finalmente la implementación del sistema completo en los canales elegidos (incluyendo la medición de resultados en tiempo real). En lo relativo al uso de la información del consumidor para la personalización de su experiencia con la marca, existe una fase inicial reactiva (donde nuestra actividad da respuesta a las interacciones anteriores del usuario) y una fase posterior predictiva (donde a través de patrones históricos de comportamiento somos capaces de anticiparnos a las necesidades del cliente).

DMA. Real Time Marketing Insights. 2013 [consultado 04-12-2015]. Disponible en: https://offers.adobe.com/en/na/marketing/landings/_46316_real_time_marketing_insights_study.html

PURO MARKETING. El 43% de los profesionales del marketing confunde Real Time Marketing con dinamizar contenidos personalizados. 2015 [consultado 04-12-2015]. Disponible en: http://www.puromarketing.com/13/25903/profesionales-marketing-confunde-real-time-marketing-dinamizar-contenidos-personalizados.html

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