A recent Forrester Report of 137 global customers found that the top problem marketing professionals experience today with their intelligence data is creating a single view of the customer.
Creating The Customer Persona
For many companies, consumer data collection has doubled in size because of social media engagement and digital marketing activities. One of the ongoing problems marketers have had is that intelligence data are siloed and not turned into useful consumer insights.
Marketing professionals and analysts alone can not always translate intelligence data into one single view of the customer, particularly when it is collected from different parts of a company’s business operations.
One of the ways to make sense of customer data is to employ a cultural anthropologist, or even a psychologist to help create a customer personality (persona).
What marketing and operations managers are now realizing is that these cultural and social specialists may not be capable of handling the strategic side of data analysis, and putting it into action on a company wide-level.
One skill set that is predicted to solve this dilemma is the Customer Intelligence professional. CI’s are responsible for taking consumer intelligence from different parts of an organization, and employing it as a strategic asset throughout the company. This is generally a difficult tasks considering many division managers have their own vision for achieving their business goals.
Forrester’s recent research predicts that the customer intelligence professional will be the future go-to person responsible for driving marketing performance and business strategy throughout the organization.
We are now in the age of the “customer”, and this fact has changed the customer intelligence landscape. Collecting data in nontraditional ways such as unstructured, online and mobile make the analysis and collection process more difficult. Determining what data is useful and should be acted on, converting it into intelligence, and using it for business strategy throughout the company will be the CI’s challenges going forward.
CI’s will also be expected to help shape and deploy, on an enterprise level, customer intelligence data and turn it into a corporate strategic asset.
Many brands’ customer conversations, intelligence collection, and digital activities will grow online and become more complex. There will also be greater need to have deeper understandings of human behavior and use it strategically, beyond what quantitative and qualitative analysis are currently doing. One way to do this for CI’s to be directly involved in the organizational strategy, process, technology, data, and measurement activities of your company’s team.
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