Forrester research, inc., 60 acorn park drive, Cambridge, Ma 02140 usa
tel: +1 617.613.6000 | Fax: +1 617.613.5000 | www.forrester.com
Embed The Customer Life Cycle Across
by Corinne Munchbach, January 22, 2013
Marketing Must evolve To align With a Fragmented path To purchase
The explosion of personal technologies and social network connections has
ruptured the formerly linear customer purchase path, disrupting what it means to
have a seamless brand experience. Marketers must evaluate the influence of each
touchpoint on particular customer groups to redefine and support the new brand
experiences that customers have.
it’s Time To Replace The Marketing Funnel With The Customer Life
The benefits of the marketing funnel are no longer valid, as the complexity of the
customer journey mandates marketers embrace 21st century consumer behaviors.
Marketing efforts undertaken in the new model better influence that behavior,
result in better data, and provide the platform for superior experiences and better
Customer obsession Will drive Marketers’ adoption of The new
The only companies that will be successful in the age of the customer are those that
obsess about their customers, marrying digital engagement, traditional marketing,
and data to create complete brand experiences from need identification to ongoing
loyalty. The customer life cycle puts the customers’ fundamental needs at the center
of the strategy.
Forrester Research, Inc. (Nasdaq: FORR) is an independent research company that provides pragmatic and forward-thinking advice to
global leaders in business and technology. Forrester works with professionals in 17 key roles at major companies providing proprietary
research, customer insight, consulting, events, and peer-to-peer executive programs. For more than 29 years, Forrester has been making
IT, marketing, and technology industry leaders successful every day. For more information, visit www.forrester.com. 89261
Forrester Focuses On
CMO & Marketing Leadership Professionals
As the person responsible for the brand experience, you
ensure that digital and traditional marketing channels provide
a consistent message to the customer, and empower your
organization to bridge the gap between marketing and customer
service. Forrester helps you create forward-thinking strategies to
justify decisions and optimize your individual, team, and
MELISSA LAKEN, client persona representing CMO & Marketing Leadership Professionals
Global marketing and strategy leaders turn to Forrester to help
them make the tough decisions necessary to capitalize on shifts
in marketing, technology, and consumer behavior. We ensure your
success by providing:
n Data-driven insight to understand the impact of changing
n Forward-looking research and analysis to guide your decisions.
n Objective advice on tools and technologies to connect you with
n Best practices for marketing and cross-channel strategy.
for more information
To find out how Forrester Research can help you be successful every day, please
contact the office nearest you, or visit us at www.forrester.com. For a complete list
of worldwide locations, visit www.forrester.com/about.
For information on hard-copy or electronic reprints, please contact Client Support
at +1 866.367.7378, +1 617.613.5730, or firstname.lastname@example.org. We offer
quantity discounts and special pricing for academic and nonprofit institutions.