Analy&cal(CRM(Start with the Question and Mind the Data….            More is not better…               By#@LutzFinger#
Lutz(Finger(                                                                                   ─ #Quantum#Physicist#      ...
Segmenta&on(is(missing(something(Two(People:((Who(are(they?(●    Male#●    Born#in#1948#●    BriMsh#NaMonality#●    2nd#Ma...
Social(as(Indica&on(           10th#June#2011#–#2.6(million(readers(had#to#look#for#a#new#SUNDAY#paper#Source:#www.newsoXh...
To(find(poten&al(customers…(Discussion(in(TwiIer:(Ready(to(Switch?(                                     Sunday(papers(peopl...
And(to(Reach(out(                   ●  But#even#if#you#got#the#                      RELEVANT#data#                   ●  H...
To(get(Social(Data(is(easy…(              Aggregate#              Via#Filter#                                             ...
To(organize(not.(Sex:##2#Segments#                                                 Male#                 Female#Level#of#E...
Center:(Customer(or(You?(Customer(                      Analy&cal(Rela&onship(                   CRM(Management(          ...
For(Analy&c(CRM(N(Ques&on(is(key(                                                     Deep#Thought:#“it#                  ...
Great(Examples(                                                 ●  Tinyclues#opMmizes#EIshot#markeMng#                    ...
Summary(●    TradiMonal#SegmentaMon#is#too#limited#for#todays#needs#●    Social#Media#Can#find#new#Clients#●    To#get#soci...
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Analytical Social CRM

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Social Data can give an even better and in-depth view on your customers. However please mind that it is not about 'more data'. It is about the 'right data' put to work.

A) Start wit the question
B) Combine Structured and Unstructured Data
C) Apply continuous machine learning

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Analytical Social CRM

  1. 1. Analy&cal(CRM(Start with the Question and Mind the Data…. More is not better… By#@LutzFinger#
  2. 2. Lutz(Finger( ─ #Quantum#Physicist# ─ #Journalist# ─ #Incubator#for#new#Media# ─ #MBA#@#INSEAD#2004# ─ #Sales#Manager#@#Dell# ─ #CoIFounder#of#Fisheye# ─ #Researcher#at#INSEAD# # And 47 different Social Media Profiles # # # ( Not all up-to-date. Mind the DataAll#displayed#Logos#are#trademark#protected#by#the#respecMve#companies.#
  3. 3. Segmenta&on(is(missing(something(Two(People:((Who(are(they?(●  Male#●  Born#in#1948#●  BriMsh#NaMonality#●  2nd#Marriage#●  Rich#●  Well#known# The#missing#informaMon#is#behavior#informaMon.# Source:#Annet#Aris# 3#
  4. 4. Social(as(Indica&on( 10th#June#2011#–#2.6(million(readers(had#to#look#for#a#new#SUNDAY#paper#Source:#www.newsoXheworld.co.uk# 4#All#displayed#Logos#are#trademark#protected#by#the#respecMve#companies.#
  5. 5. To(find(poten&al(customers…(Discussion(in(TwiIer:(Ready(to(Switch?( Sunday(papers(people(may(switch(to( Former#NOTW# Indicated# subscribers# General#/#Misc# desire#to# 4%# Sunday#Sport#Standard## 5%# switch# 2%# The#Observer# 1%# 2%# Star#on# Daily#star#on# Sunday#Star# Sunday# Sunday# 2%# 9%# 15%# Sunday#Time# 7%# Sunday#Herald# Daily#Mail# 2%# 22%# 95%#no#info#on#switching## Sun#On# Sunday# 8%# Sunday#Mirror# 26%# Only#4%:#Choose#the#right#ones! 5#Jul#2011# Source:#Fisheye#AnalyMcs#I#Note:#Twider#Data#only#
  6. 6. And(to(Reach(out( ●  But#even#if#you#got#the# RELEVANT#data# ●  How(to(reach(out?# Reach#out#!#outreach#can#be#creepy Source:#Fisheye#AnalyMcs#
  7. 7. To(get(Social(Data(is(easy…( Aggregate# Via#Filter# Social Media Ask# Aggregate Profiles Consumer# # Find# Use#Email# Aggregate# Profile ##Please#note#that#there#could#be#easily#privacy#concerns.###All#displayed#Logos#are#trademark#protected#by#the#respecMve#companies.# Source:#Lutz#Finger# 7#
  8. 8. To(organize(not.(Sex:##2#Segments# Male# Female#Level#of#EducaMon:# Second# School# High#School# University##8#Segments# Degree# Sunday# News# Journal#Products#bought:# Paper# Paper# Paper###24#Segments# The Adventurer, Blue Collar, Emerging Adults, Health/ Fitness, Hispanics, Women With Children ...EU#Countries:###548#Segments#Social#graph:# “There#are#7#billion#people#in#the#world#and#my#dream#is#to#have#7###500#m#Segments# billion#individual#relaMonships”#by#Robert#McDonald### Source:#Lutz#Finger# 8#
  9. 9. Center:(Customer(or(You?(Customer( Analy&cal(Rela&onship( CRM(Management( (( ●  Start#with#the#●  The#Customer# quesMon# should#be#in#the# ●  It#is#all#about# Center# YOU#and#your#●  It#starts#with# PRODUCT# the#Customer# ●  Data#Mine#for#●  Be#open#/#be# your#needs# transparent# Source:#Lutz#Finger# 9#
  10. 10. For(Analy&c(CRM(N(Ques&on(is(key( Deep#Thought:#“it# would#have#been# simpler#of#course# to#have#known# what#the#actual# quesMon#was.”#“Data#without#sound#approach#is#just#NOISE.”#I#Xavier# Amatriain,#NetlixSource:#hdp://www.youtube.com/watch?v=aboZctrHfK8#Source:#www.google.com# Source:#Lutz#Finger# 10#Source:#Strata#2012#–#Xavier#Amatriain##
  11. 11. Great(Examples( ●  Tinyclues#opMmizes#EIshot#markeMng# based#on#machine#learning# Measurable# Direct#QuesMon# ●  Orange#connect#Survey#Data#to# Network#InformaMon# ●  Wonga#uses#the#way#people#fill#out#an# applicaMon#to#predict#Risk# ConMnuous#Machine# ●  Semasio#uses#content#of#pages#you# Learning# have#been#on#to#improve#markeMng# efficiency# ●  Target#can#predict#who#of#their# Structured# customers#is#pregnant# &#unstructured#Data# ●  Walt#Disney#use#Social#Media# Discussion#to#predict#privacy# ●  Google#and#GFK#set#up#One#Source# Panel#to#create#a#holisMc#View#on#a# consumer# Source:#Lutz#Finger# 11#All#displayed#Logos#are#trademark#protected#by#the#respecMve#companies.#
  12. 12. Summary(●  TradiMonal#SegmentaMon#is#too#limited#for#todays#needs#●  Social#Media#Can#find#new#Clients#●  To#get#social#data#is#easy#●  To#organize#them#is#the#hard#part#●  Start#with#the#QuesMon#●  Use#Machine#Learning#to#find#a#structure# 12#
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