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As Wireless Changes, So Must Marketing
July 30, 2015
We have just seen quarterly earnings reports from AT&T and Verizon, and they continue to grow at a healthy pace. Sprint and T-Mobile also have started to grow once again. However, the larger wireless marketplace is splitting into smaller segments. Understanding this is one of many keys to success for any wireless carrier going forward. The larger wireless marketplace is changing.
Apple Watch to Decorate Best Buy Shelves
July 27, 2015
After tightly controlling the sales experience for its smartwatch since its April debut, Apple appears ready to unleash it to the mass market. Best Buy on Monday said it would begin selling the Apple wearable in 100 of its stores on Aug. 7, as well as on BestBuy.com. As the holiday season rolls in, it expects to expand that number to 200. Sixteen models will be available at the Best Buy outlets.
Google May Goose Mobile Device Impulse Buys
July 15, 2015
Google on Wednesday announced that it is giving tablet and smartphone users more purchase options in an effort to respond to shoppers' "micro moments." Mobile devices influenced about 28 percent of in-store sales in the U.S. last year, noted Jonathan Alferness, vice president of product management for Google Shopping. However, "it's way too hard to buy things on your phone," he added.
Wrangling Big Data: When in Doubt, Think Like a Customer
July 13, 2015
As businesses gain new insights about the power of data, they're discovering new sales and marketing tactics that go far beyond what previously was possible. It's not just big data and a technology-driven revolution -- it's also a shift in attitudes about data's place in sales, its role as a guide or reality check, and its ability to fuel new processes that drive greater sales performance.
Amazon's Prime Day Could Turn Into Christmas in July
July 7, 2015
In celebration of its 20th birthday, Amazon plans to push wish list items into shopping carts and new customers into its Prime ecosystem this July 15, dubbed "Prime Day." The eve of Amazon's 20th anniversary, Prime Day will be packed with more deals than Black Friday, Greg Greeley, vice president of Amazon Prime, said Monday. The event kicks off at midnight on July 15.
Customer Experience Is Everyone's Department
July 6, 2015
Customer experience is more than the act of trading money for a product or a service. It's the experience leading up to that, and the experience customers have with what they've purchased, all the way until they stop using it. Why is it, then, that the concept of "customer experience" seems to exist primarily in the marketing department? Marketing is but a small part of what makes an experience.
The Art of E-Commerce Site Search
July 6, 2015
Providing an effortless shopping experience is a key driver to the success of any e-commerce business. E-commerce search is a big factor in this experience and when done right can provide a significant competitive advantage. An effective on-site search experience leads to higher sales and increased customer loyalty. A substandard search experience can lead to the permanent loss of a customer.
CRM's New Era
June 24, 2015
It recently occurred to me that CRM has come full circle in a fundamental way. I was never a fan of labels like "CRM 2.0" or "Social CRM" or whatever else came along, principally because those monikers didn't signify anything new in doing business. Certainly you could make a case that those names described some new attributes for the traditional set of apps but that just invites a "so what?"
Amazon Holds Coming-Out Party for Echo's Alexa
June 23, 2015
About seven months of invitation-only exclusivity for Prime customers came to a close on Tuesday as Amazon opened up sales of Echo, its digital assistant hardware, to anyone willing to spend $180 for it. Amazon will start fulfilling new Echo orders on July 14, but shoppers can prepurchase the cylindrical tower now. The device is animated by Alexa, Amazon's digital assistant software.
Salesforce Fluffs Up Next-Gen Marketing Cloud
June 18, 2015
Salesforce introduced its next-generation marketing cloud at the Salesforce Connections digital marketing event held in New York this week. The new release has enhancements to Journey Builder that let companies work with the customer journey across sales, service, marketing, custom apps and more. Salesforce also announced the addition of LiveRamp, LiveIntent, Neustar and Viant to Active Audiences.
Correlation, Causation and CRM
June 17, 2015
If you read a lot, like me, you might notice almost daily there's a new study that contradicts some earlier research. Something causes cancer -- then it's good for you. You know the drill. What's going on here? Do we simply not know what our research is saying? Can nobody correctly interpret the data? None of this would mean much to CRM if not for the advance of big data and analytics.
Apple's Safari Declares Open Season on Mobile Ads
June 16, 2015
Apple is sending a shiver down the spine of anyone who depends on mobile advertising for a living with the inclusion of ad-blocking extensions for iOS 9 in the next version of its Safari browser. The news surfaced last week, after developers discovered the provision in documentation following iOS 9's introduction at the company's Worldwide Developers Conference.
A Stellar Progress Report for Mobile Retail
June 3, 2015
Any industry player sitting at the vortex of mobile marketing and retail has a great deal to be excited about at present. The marketplace is witnessing an incredible growth and innovation surge. At the end of last year, mobile technology clearly upped the ante -- creating fresh, breakthrough marketing opportunities for a merchant community looking to increase revenues while better controlling ROI.
Message for Marketers: Always Be Engaging
June 1, 2015
In sales, we know customer retention is critical for success in the subscription economy. For many tech companies in the SaaS space, it takes three years to break even. In insurance, which has toiled in the subscription economy for more than a century, the average break-even time is an incredible seven years. Because of that, sales compensation is starting to change.
The Painful Persistence of Ad Injections
June 1, 2015
Some of those annoying ads that pop up when you visit a site on the Web or do a search may be served up by, for want of a better word, "hijackers." They use binaries, extensions, or network ISPs to modify a page's content to insert or replace ads with or without the user's consent. It's called "ad injection," and the problem is extensive. The problem begins with software infecting users' browsers.
Making the Most of Micro-Moments in the Customer Journey
May 26, 2015
The mobile advertising race is on. Google has to scramble to stay ahead in the volatile mobile ads market, because it has been losing ground to Facebook, suggested Pace University marketing professor Larry Chiagouris. Google is "valued at a high multiple, based on its current market share, and cannot afford to give away any market share," he noted.
Apple vs. Lenovo: Lenovo's Coming-Out Party
May 25, 2015
If there is one vendor on the planet that has the capability to fight Apple -- on paper, it is Lenovo. Lenovo this week will hold its annual Lenovo Tech World event in China, showcasing the company's new breadth. While it would be easy to position this as the U.S. against China, Lenovo is actually far more of a multinational company, with executives balanced between the U.S. and China.
AT&T Spreads Rollover Data Cheer to GoPhone
May 14, 2015
AT&T Mobility introduced Rollover Data early this year. The offering is very similar to its successful Rollover Minutes for voice calls, which began a few years ago. The question is, will it be just as successful for data? It looks like the answer is yes, as it is now expanding the perk to GoPhone. GoPhone is an AT&T Mobility prepaid brand, and prepaid is a rapidly growing wireless segment.
Customer-In, Not Seller-Out: 5 Realities of the Customer Journey
May 11, 2015
I was doing a little reading about the concept of the customer journey. I have distinct opinions about it, and I was looking for things that might challenge or validate those ideas when I stumbled across a blog post from a major CRM vendor that got my goat. The post proclaimed that 2015 was "the Year of the Customer Journey!" Really? This year? What about the many years before this?
T-Mobile Offers Free 2-Week Vacation From Verizon
May 5, 2015
T-Mobile on Tuesday launched "Never Settle for Verizon," an aggressive response to Verizon's "Never Settle" ad campaign that gives Verizon customers an opportunity to test T-Mobile's network for themselves. T-Mobile promises to pick up any fees incurred by customers who participate in the free trial, whether they ultimately decide to switch to T-Mobile or not.
Marketing's Next Act
April 28, 2015
Marketing continues to heat up as the next big thing in CRM. It's so big that I can see it splintering in multiple ways to accommodate all the permutations that are suddenly possible, thanks to big data, analytics, and a determination to get beyond using marketing technology as a glorified accounting system designed to limit "losses" due to marketing. You can't win by limiting your losses.
The Great Apple Watch Marketing Mystery
April 24, 2015
The day Apple initially picked to launch the Apple Watch was in some respects a dud. The device was not available for sale in Apple Stores on Friday as previously scheduled, although it was available at some high-end fashion boutiques. Confusion reigned over shipments, with Apple earlier having said deliveries would be pushed back to June, but later saying some preorders would be shipped early.
The Growing Robocall Menace
April 23, 2015
Automated telephone calls, also known as "robocalls," used to drive me crazy. Then they stopped, and life was quiet, peaceful and beautiful once again, but just for a few short years. Those disturbing calls have started once again, and now they are worse than ever. Why? And how can we stop them? Robocalls typically are for telemarketing purposes. The calls are placed by automated systems.
Sleek Ad Tailoring for Online Apparel Shoppers
April 21, 2015
Consumers are on board with the concept of buying apparel online. Especially in this era of free returns and nifty sizing tools, buying clothing and shoes off the Web has become mainstream. However, some advertisers have been slow to respond. While most of us have at some point been served ads displaying items we browsed the day before, dynamic creative has the power and potential to do much more.

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