¿Se está adaptando el marketing a la transformación digital?

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  • El marketing ha cambiado más en los últimos diez años que en los últimos 30, sin embargo, pocas organizaciones de marketing son capaces de aprovechar al máximo las nuevas herramientas digitales y avanzadas de análisis.
  • Las organizaciones de marketing necesitan cambiar su modelo organizacional a un ecosistema fluido de socios internos y externos, deben adoptar métodos agile y crear redes de apoyo para el desarrollo de la experiencia clientes.
  • Además, para desarrollar nuevas líneas de negocio, pueden crear una unidad dedicada a su desarrollo dentro de la organización, o bien, asociarse con empresas de nueva creación o incubadoras.
  • Por último, necesitan construir o adquirir nuevas capacidades específicas como la analítica avanzada, el Big data, la experiencia de usuario o la edición de contenido.

De acuerdo con el artículo redactado por la compañía McKinsey, “Building a marketing organization that drives growth today”, el marketing se ha transformado más en la última década que en los últimos 30 años. Como consecuencia, las organizaciones deben adaptarse a esta transformación digital mediante diferentes estrategias como la búsqueda de nuevas líneas de negocio, los métodos agile, o el desarrollo de la experiencia de usuario, el big data, la analítica avanzada o la edición de contenido.

[section label=”El marketing ha cambiado radicalmente durante la última década” anchor=”El marketing ha cambiado radicalmente durante la última década”]

El marketing ha cambiado radicalmente durante la última década

El marketing ha cambiado más en los últimos diez años que en los últimos 30. Mientras que la proliferación de nuevos canales y tecnologías ha cambiado drásticamente el entorno en el que operan los “marketers”, la forma en que organizan y abordan sus tareas se ha mantenido más o menos igual. La mayoría de las funciones de marketing aún se desarrollan mediante campañas grandes e infrecuentes, dependen de las agencias para hacer las mismas compras de los antiguos medios de comunicación y están organizadas por geografía o producto.

Como resultado, pocas organizaciones de marketing son capaces de aprovechar al máximo las nuevas herramientas digitales y avanzadas de análisis que les permitirán ser más ágiles, atractivas y eficaces. También están perdiendo crecimiento. Una reciente encuesta de McKinsey encontró que el 81% de las empresas de alto crecimiento consiguen buenos resultados en datos y análisis.

Pero aprovechar esa ventaja requiere una nueva forma de trabajar. Alrededor del 71% de las empresas de alto crecimiento en esa encuesta han adoptado procesos agile como scrum o colaboración interfuncional. Otro informe encontró que los vendedores de alto rendimiento eran más propensos que sus pares a formar parte de una organización en red (51% frente a 18%) y se reunían con más frecuencia con otras partes del negocio para crear y ofrecer viajes de experiencia al cliente.

[section label=”Las organizaciones de marketing necesitan transformarse” anchor=”Las organizaciones de marketing necesitan transformarse”]

Las organizaciones de marketing necesitan transformarse

Las organizaciones de marketing necesitan cambiar de tres maneras. Primero, necesitan cambiar su modelo organizacional a un ecosistema fluido de socios internos y externos. En segundo lugar, deben adoptar métodos agile de trabajo. Y, en tercer lugar, construir un conjunto de capacidades de apoyo que puedan proporcionar grandes experiencias de los clientes.

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Fuente: McKinsey

El uso efectivo de estas capacidades requiere nuevos enfoques de gestión y formas de trabajar:

Para empezar, la gestión de las asociaciones dentro y fuera de la organización: Hoy en día, el mundo cuenta con múltiples canales y capacidades, tales como la búsqueda social, programática y la gestión de contenidos, todo lo cual necesita ser estrechamente coordinado para ser eficaz.

Los equipos que prestan estos servicios -tanto internos como externos- necesitan funcionar como un “ecosistema” interconectado. Una decisión temprana es averiguar qué manejar internamente y qué externalizar a un socio externo. Las competencias básicas como la estrategia son mejor manejadas por la marca, mientras que las funciones de ejecución y la experimentación con nuevos medios o canales pueden ser manejados por socios externos. Con el tiempo, como la marca tiene un sentido más claro del valor de las nuevas capacidades, muchas actividades cambiarán a equipos internos.

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Fuente: McKinsey

La complejidad real viene en la gestión de todos los equipos. Para que este modelo funcione, las agencias ya no pueden ser entradas simples en un proceso lineal. En su lugar, necesitan ser socios colaborando con marcas y entre sí para crear campañas y activos. Los gerentes de marca deben establecer objetivos claramente alineados y establecer resultados y métricas claras.

Algunas empresas ya están creando incentivos que recompensan a los equipos por su capacidad para trabajar juntos, no sólo por sus contribuciones individuales. Los vendedores están invirtiendo en herramientas que coordinan equipos internos y agencias externas, creando una mayor transparencia en el seguimiento del progreso.

Los gerentes de marca necesitan entender lo suficiente del área de cada especialista para trabajar con todos ellos de manera efectiva. Por encima de todo, tienen que ser expertos en trabajar dentro de una organización en red de equipos internos, agencias, clientes y proveedores. Para hacer esto de manera efectiva, los gerentes de marca deben poner en práctica KPI compartidos, comunicar una clara responsabilidad a cada socio, desarrollar una estructura de “reacción rápida” y crear pautas flexibles para que los socios puedan tomar decisiones rápidamente.

[section label=”Se necesita crear unidades o alianzas para desarrollar nuevas líneas de negocio” anchor=”Se necesita crear unidades o alianzas para desarrollar nuevas líneas de negocio”]

Se necesita crear unidades o alianzas para desarrollar nuevas líneas de negocio

Las marcas han sido administradas por equipos globales que diseñan campañas internacionales y equipos locales que ejecutan esas campañas y también gestionan a las campañas a nivel local. Esto a menudo resulta frustrante en ambas direcciones: Los equipos locales piensan que los globales no entienden su mercado, y los globales piensa que los locales no están usando activos colectivos. Para combatir este problema, los equipos de marketing comienzan a construir “Brand tribes” –redes informales y globales de todo el mundo que colectivamente identifican y comparten sus mejores activos–.

En vez de dirigirse de arriba abajo, las Brand tribes tienen gerentes comunitarios que fomentan la colaboración global, publican ideas, promueven activos para mercados particulares y desalientan la ejecución fuera de marca. Una vez adoptadas e incorporadas a la cultura, las Brand tribes también se convierten en una forma de reforzar los estándares de la marca.

Además, las empresas están bajo constante presión para encontrar nuevas fuentes de crecimiento, tanto dentro como fuera del negocio principal. Para muchas empresas, sin embargo, el desarrollo de negocios potenciales y modelos de negocio que amenazan el negocio principal es, evidentemente, un desafío. El cambio lleva tiempo, y muchas personas invierten en productos y formas de trabajo establecidas. Por esta razón, McKinsey ha encontrado empresas que pueden ser exitosas alimentando negocios digitales mediante la creación de nuevas entidades para ese propósito.

Una forma de hacerlo es crear una unidad dedicada al desarrollo de nuevas líneas de negocio dentro de la organización. La segunda forma es asociarse con empresas de nueva creación o incubadoras, que pueden dar a las empresas acceso a un grupo más amplio de innovaciones y tecnologías emergentes.

La capacidad de probar nuevas ideas, refinarlas y llevarlas rápidamente al mercado se ha vuelto esencial. Crear nuevos productos y experiencias en tiempo real, sin embargo, requiere nuevas formas de trabajar. Las viejas estructuras jerárquicas y las culturas corporativas impulsadas por la aprobación van en contra de la velocidad y la lógica de prueba y aprendizaje que subyacen al rápido crecimiento.

[section label=”Agile: clave en la innovación” anchor=”Agile: clave en la innovación”]

Agile: clave en la innovación

Con agile las empresas utilizan datos y análisis para identificar continuamente oportunidades o soluciones prometedoras en tiempo real, implementando pruebas rápidamente, evaluando los resultados y actualizando continuamente.

Para cada prueba que genera resultados prometedores, por ejemplo, el equipo puede pronosticar el impacto a escala y proporcionar directrices y reglas a la organización de marketing para aplicar el hallazgo de manera más amplia. A medida que las empresas agregan nuevos equipos, es importante que cada uno esté estrechamente centrado en un objetivo específico, un producto, un servicio, un segmento de cliente o una coyuntura en el viaje del cliente.

A escala, una organización de marketing agile de alto funcionamiento puede ejecutar cientos de campañas simultáneamente y probar múltiples ideas nuevas cada semana. Estas nuevas formas de trabajo permiten una mejora continua de las campañas y de los activos a través de los datos, a la vez que proporcionan mayor transparencia y rendición de cuentas.

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Fuente: McKinsey

Los enfoques agile de prueba y aprendizaje son críticos para procesos dinámicos en los que el resultado es desconocido, como el desarrollo de productos o la experiencia del usuario. Otros procesos más estáticos, como presupuesto, adquisiciones, gestión de rendimiento, análisis de clientes y gestión de datos, son fundamentales para tener en cuenta al escalar nuevos procesos. Por esa razón, necesitan ser estables y repetibles. Sí, se pueden mejorar con el tiempo, pero no requieren experimentación o reinvención al por mayor. Esta columna vertebral estable proporciona una ventaja competitiva para las empresas establecidas sobre las nuevas empresas.

Parte del presupuesto de marketing debe destinarse a la prueba y la experimentación; nuevas campañas, programas y productos. Industrias como la minorista está adoptando esta mentalidad. Una encuesta reciente de 136 líderes ejecutivos minoristas realizada por eTail, Optimizely y WBR Digital reveló que el 6% de ellos atribuyen el 20% o más parte de su crecimiento a los programas de experimentación. Y están experimentando a lo largo de fases críticas del viaje del cliente. El 71% de las pruebas exitosas se están ejecutando entre las fases de prospección, adquisición y compra, donde la iniciativa estratégica se enfoca en el aumento de la adquisición.

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Fuente: Optimizely

De hecho, la encuesta encontró que, a pesar de la competencia por el presupuesto digital, el 44% de los encuestados destina el 5% de sus recursos en pruebas, y de ese grupo, el 9% asignó más del 20% de sus presupuestos. Esa es una gran señal de su confianza en la capacidad de experimentar para contribuir al crecimiento de líneas de negocio y productos.

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Fuente: Optimizely

[section label=”El Big data, UX y la edición de contenido son los puntos a desarrollar” anchor=”El Big Data, UX y la edición de contenido son los puntos a desarrollar”]

El Big data, UX y la edición de contenido son los puntos a desarrollar

Describir el lugar de trabajo agile es una cosa; Hacer que suceda es otra. Los “marketers” necesitan construir o adquirir nuevas capacidades específicas:

Analítica avanzada/Big data: Las funciones de marketing necesitan adquirir o crear una nueva capacidad analítica significativa. El análisis es lo que potencia una cultura de prueba y aprendizaje en la que los resultados pueden ser escaneados, analizados y actualizados rápidamente.

Los sistemas analíticos avanzados pueden ayudar a administrar la tremenda complejidad que implica la entrega de ofertas personalizadas, y aún más, personalizando esas ofertas y predecir lo que los clientes desearán a continuación. Conseguir la personalización y escalarla en toda la organización puede reducir los costes de adquisición en hasta un 50%, elevar los ingresos en un 5 a 15% y aumentar la eficiencia de la inversión en marketing entre un 10 y un 30%.

Experiencia del usuario (UX): Si bien la mayoría de las empresas entienden la importancia de una experiencia positiva para el cliente, pueden aumentar los ingresos del 5 al 10% y reducir los costes del 15 al 20%, algunos sobresalen en diseñarlo o entregarlo. Hemos encontrado que el punto de partida para entregar una gran experiencia del cliente es una comprensión de la serie de interacciones que un cliente tiene con una marca o un compañero para completar una tarea, como abrir una cuenta o comprar un producto.

Esencialmente, no se trata sólo de mejorar los viajes existentes, sino también de reinventarlos -con la ayuda de las tecnologías digitales- para satisfacer y superar las expectativas de los clientes. Dado que estos viajes tocan a tantas partes de la organización (atención al cliente, ventas), los vendedores deben tomar la iniciativa en la construcción de relaciones de trabajo con otras funciones y en el establecimiento de equipos agile y multifuncionales que tienen responsabilidad por un solo viaje.

Edición de contenido: Para que las marcas mantengan una estrecha relación con los consumidores, necesitan desarrollar capacidades siempre que permitan una comunicación continua a través de muchos canales y formatos. Conseguir el flujo de comunicaciones correcto requiere un equipo editorial y una cadena de suministro de contenido que crea y entrega continuamente información de alta calidad y relevante o entretenimiento que se puede compartir.

Mientras que muchas organizaciones han hecho progresos en las dimensiones destacadas, de acuerdo con McKinsey ninguna, en su experiencia, ha dominado los tres. Eso es porque es difícil, y cada situación es única. Se requiere combinar el compromiso total y la unidad en todos los niveles de la empresa para mejorar hacia este enfoque.

MCKINSEY. Building a marketing organization that drives growth today. Agosto de 2017 [consultado 30-08-2017]. Disponible en: http://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/building-a-marketing-organization-that-drives-growth-today

OPTIMIZELY. The Business-Critical Impact of Experimentation. 2017 [consultado 30-08-2017]. Disponible en: http://pages.optimizely.com/rs/361-GER-922/images/OPT-WBR-Retail-Report-V2.pdf

MCKINSEY. Invest, Create, Perform: Mastering the three dimensions of growth in the digital age. Mazo de 2017 [consultado 30-08-2017]. Disponible en: http://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/invest-create-perform

MEDIAPOST. What Marketers Can Learn From The Agile Approach To Building Software. 11 de agosto de 2017 [consultado 30-08-2017]. Disponible en: https://www.mediapost.com/publications/article/305609/what-marketers-can-learn-from-the-agile-approach-t.html

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