B2C Digital Marketing Becomes More Personal and More Sophisticated as Marketers Gain Confidence
Announcement posted by Sitecore 18 Nov 2014
Yet new research shows B2B practices continue to lag
Australian and New Zealand marketing professionals have grown significantly more confident in their digital marketing abilities in 2014, with more than three-quarters of marketers now rating their skills as “excellent” or “good”, compared to just 60 per cent twelve months ago. This enhanced confidence is reflected in the growing use of an expanded digital tool set including personalisation, social media and analytics, as well as in a more sophisticated approach to measuring and reporting return on investment. These are among the key findings of “Emerging Trends in Digital Marketing”, an annual study into Australian and New Zealand digital marketing attitudes and practices conducted by First Point Research & Consulting on behalf of Sitecore Australia.
The number of marketers tracking their digital ROI has increased from eight in ten (80 per cent) in 2013 to nine in ten (90 per cent) today, however there are significant differences between business-to-consumer (B2C) and business-to-business (B2B) marketers.
B2C marketers are far more likely to measure ROI and to approach the measurement with clarity of purpose. Because of the ability to quantify success, they are also more likely to believe they have executive support for their activities and less likely to cite budget limitations as a barrier.
This compares to almost one-third of B2B marketers admitting they either do not measure ROI, or they fail to use the information they collect. This failure to measure ROI represents a significant challenge for B2B practitioners and, until the situation changes, will hinder the take-up and success of digital B2B marketing.
The metrics used to determine marketing success have become markedly more sophisticated in 2014. The use of conversion, sales and new customer acquisition metrics has increased from 12 per cent in 2013 to seven in ten (69 per cent). The number of marketers monitoring leads generated has risen from four in ten (44 per cent) to just over half (56 per cent), and a similar number (49 per cent) say they now use KPIs aligned with business objectives.
While web analytics are still used predominantly for reporting and insights, the study found they are also being used more widely for recommendations about site optimisation and conversion optimisation.
The use of personalisation attracted significantly more interest from marketers during the last 12 months and is now viewed as the number one area of growth by just over one-quarter (26 per cent) of marketers, compared with one in eight (12 per cent) in 2013. While all marketers express heightened interest in personalisation, the consumer sector is most engaged, with more than one-third (34 per cent) of B2C marketers viewing personalisation as the major growth opportunity compared with one in eight (13 per cent) of B2B marketers.
Use of social media has also leaped ahead and is now used by seven in ten (68 per cent) of marketers, compared to six in ten (57 per cent) in 2013.
Web analytics and email marketing remain the most common digital activities in 2014,used by more than nine in ten (90 per cent) of marketers. Along with social media and apps, they are also widely considered to be key growth opportunity over the next 12 to 18 months.
The biggest priority for marketers in 2015 is better use of big data, particularly in the areas of marketing automation, content profiling and integration to the CRM.
Overall marketer attitudes to digital practices remain optimistic and enthusiastic. Marketers feel they are well supported by management. They are more confident in their personal skills and in the competitive positioning of their organisations.
About the study
The “Emerging Trends in Digital Marketing” study was first conducted by First Point Research & Consulting on behalf of Sitecore Australia in 2013. The annual research project is designed to provide Sitecore with robust, credible and potentially disruptive insights into digital marketing activity in the Australian and New Zealand markets. This year's study was conducted as an online survey during September 2014. It involved 117 marketers ranging in digital experience from less than five to more than fifteen years.
About Sitecore
Sitecore is the global leader in customer experience management. The company delivers highly relevant content and personalised digital experiences that delight audiences, build loyalty and drive revenue. With the Sitecore® Experience Platform™, marketers can own the experience of every customer that engages with their brand, across every channel. More than 4,500 of the world’s leading brands – including American Express, Carnival Cruise Lines, easyJet, Heineken and L'Oréal trust Sitecore to help them deliver the meaningful interactions that win customers for life. For more information, visit: http://www.sitecore.net
The number of marketers tracking their digital ROI has increased from eight in ten (80 per cent) in 2013 to nine in ten (90 per cent) today, however there are significant differences between business-to-consumer (B2C) and business-to-business (B2B) marketers.
B2C marketers are far more likely to measure ROI and to approach the measurement with clarity of purpose. Because of the ability to quantify success, they are also more likely to believe they have executive support for their activities and less likely to cite budget limitations as a barrier.
This compares to almost one-third of B2B marketers admitting they either do not measure ROI, or they fail to use the information they collect. This failure to measure ROI represents a significant challenge for B2B practitioners and, until the situation changes, will hinder the take-up and success of digital B2B marketing.
The metrics used to determine marketing success have become markedly more sophisticated in 2014. The use of conversion, sales and new customer acquisition metrics has increased from 12 per cent in 2013 to seven in ten (69 per cent). The number of marketers monitoring leads generated has risen from four in ten (44 per cent) to just over half (56 per cent), and a similar number (49 per cent) say they now use KPIs aligned with business objectives.
While web analytics are still used predominantly for reporting and insights, the study found they are also being used more widely for recommendations about site optimisation and conversion optimisation.
The use of personalisation attracted significantly more interest from marketers during the last 12 months and is now viewed as the number one area of growth by just over one-quarter (26 per cent) of marketers, compared with one in eight (12 per cent) in 2013. While all marketers express heightened interest in personalisation, the consumer sector is most engaged, with more than one-third (34 per cent) of B2C marketers viewing personalisation as the major growth opportunity compared with one in eight (13 per cent) of B2B marketers.
Use of social media has also leaped ahead and is now used by seven in ten (68 per cent) of marketers, compared to six in ten (57 per cent) in 2013.
Web analytics and email marketing remain the most common digital activities in 2014,used by more than nine in ten (90 per cent) of marketers. Along with social media and apps, they are also widely considered to be key growth opportunity over the next 12 to 18 months.
The biggest priority for marketers in 2015 is better use of big data, particularly in the areas of marketing automation, content profiling and integration to the CRM.
Overall marketer attitudes to digital practices remain optimistic and enthusiastic. Marketers feel they are well supported by management. They are more confident in their personal skills and in the competitive positioning of their organisations.
About the study
The “Emerging Trends in Digital Marketing” study was first conducted by First Point Research & Consulting on behalf of Sitecore Australia in 2013. The annual research project is designed to provide Sitecore with robust, credible and potentially disruptive insights into digital marketing activity in the Australian and New Zealand markets. This year's study was conducted as an online survey during September 2014. It involved 117 marketers ranging in digital experience from less than five to more than fifteen years.
About Sitecore
Sitecore is the global leader in customer experience management. The company delivers highly relevant content and personalised digital experiences that delight audiences, build loyalty and drive revenue. With the Sitecore® Experience Platform™, marketers can own the experience of every customer that engages with their brand, across every channel. More than 4,500 of the world’s leading brands – including American Express, Carnival Cruise Lines, easyJet, Heineken and L'Oréal trust Sitecore to help them deliver the meaningful interactions that win customers for life. For more information, visit: http://www.sitecore.net