Carpe dm 20130320

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CARPE DM - BISNODE

EMPOWERINGYOUR DIGITAL COMMUNICATION



#dworkshop #carpedm

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Carpe dm 20130320

  1. 1. CARPE DM - BISNODE EMPOWERING YOUR DIGITAL COMMUNICATION 21/03/2013 #dworkshop @BisnodeBelgium1
  2. 2. AGENDA 9:00 Welcome 9:30 Digital World 9:50 Optimization Digital Campaigns 10:20 Q&A 10:30 Pauze 10:45 Subject Line Testing 11:15 Social CRM 12:15 Q&A 12:30 Lunch #dworkshop @BisnodeBelgium2
  3. 3. WHO AM I Florent DIVERCHY Digital Business Consultant 10 years at Bisnode florent.diverchy@bisnode.be @thefrenchflo3
  4. 4. THE DIGITAL WORLD4
  5. 5. THE DIGITAL WORLD – ADVERTISER Definition Organization or person who pays for the production, execution, and placement of an advertisement. Advertiser5
  6. 6. THE DIGITAL WORLD Big Data Specialist Cross- media agency Social Agency Creative agency E-coupon coupon Router Specialist Media SEA Agency Media SEA Agency E-coupon coupon Router specialists Cross- Creative CRM Media Agency Social Agency Big Data CRM Specialists Specialists Advertiser6
  7. 7. THE DIGITAL WORLD – 360°/ CROSS-MEDIA AGENCY Advertising in all media including radio, TV, direct mail, magazines, newspapers and the Web. Big Data Specialist Cross- media agency Social Agency Creative agency E-coupon coupon Router Specialist Media SEA Agency Media SEA Agency E-coupon coupon Router specialists Cross- Creative CRM Media Agency Social Agency Big Data CRM Specialists Specialists Advertiser7
  8. 8. THE DIGITAL WORLD – MEDIA AGENCY/BROKER/PUBLISHER Definition The people who have contacts with the Big Data suppliers of various creative media. Specialist Help owners of address lists and other prospecting tools meet their potential Social clients. Agency Hire email address lists E-coupon coupon Router Specialist Media SEA Agency Cross- Creative CRM Media Agency Agency Advertiser8
  9. 9. THE DIGITAL WORLD –CREATIVE AGENCY Definition Specializes in Creative or design- based business models: their basic Big Data interest is in the creation of the Specialist advertisement or branding. Social Agency E-coupon coupon Router Specialist Media SEA Agency Cross- Creative CRM Media Agency Agency Advertiser9
  10. 10. THE DIGITAL WORLD – SEA/ANALYTICS/PERFORMANCE Definition Performs Search Engine Advertising Big Data Gives insights on Web Analytics: Specialist Dashboarding & Reportings Pay Per Click & Search Engine Social Optimizations Agency E-coupon coupon Router Specialist Media SEA Agency Cross- Creative CRM Media Agency Agency Advertiser10
  11. 11. THE DIGITAL WORLD – CRM Definition Manages the company’s interactions with customers, clients, and sales prospects. Big Data Specialist Uses technology to organize, automate, and synchronize business processes Social Agency E-coupon coupon Router Specialist Media SEA Agency Cross- Creative CRM Media Agency Agency Advertiser11
  12. 12. THE DIGITAL WORLD – ROUTEUR Definition ensures the distribution of the emails to their recipients. Big Data Specialist Social Agency E-coupon coupon Router Specialist Media SEA Agency Cross- Creative CRM Media Agency Agency Advertiser12
  13. 13. THE DIGITAL WORLD – SOCIAL AGENCY Definition Specializes in promotion of brands in the various social media platforms like blogs, Big Data social networking sites Specialist Social Media Marketing Online Reputation Management Social Agency E-coupon coupon Router Specialist Media SEA Agency Cross- Creative CRM Media Agency Agency Advertiser13
  14. 14. THE DIGITAL WORLD – E-COUPONS Definition Deals with the normalization, printing & following of online coupons & vouchers Big Data Specialist Social Agency E-coupon coupon Router Specialist Media SEA Agency Cross- Creative CRM Media Agency Agency Advertiser14
  15. 15. THE DIGITAL WORLD – BIG DATA Definition Deals with the Realtime analysis & forecasting of behavioral / undeclared data on the Web. Big Data Specialist Social Agency E-coupon coupon Router Specialist Media SEA Agency Cross- Creative CRM Media Agency Agency Advertiser15
  16. 16. THE DIGITAL WORLD – COMMUNICATION? Big Data Specialist Social Agency E-coupon coupon Router Specialist Media SEA Agency Cross- Creative CRM Media Agency Agency Advertiser16
  17. 17. THE DIGITAL WORLD – DO AN AUDIT OF YOUR PRESENCE Advertiser Agency Big Data Specialist Missing Skills Social Agency E-coupon coupon Router Specialist Media SEA Agency Cross- Creative CRM Media Agency Agency Advertiser17
  18. 18. THE DIGITAL WORLD – COMMUNICATION! Advertiser Agency Big Data Specialist Complementary Partner Social (Bisnode ;-) Agency E-coupon coupon Router Specialist Media SEA Agency Cross- Creative CRM Media Agency Agency Advertiser18
  19. 19. WHAT WE DO Data Management Solutions Consultancy Services Maximise Your SalesCustomer & Prospect View Campaign 100% Business Management Be Relevant Data Quality Intelligence Minimise Your Risk Identification Credit Value Process & Qualification Management Optimization19
  20. 20. WHY BISNODE BELGIUM? We are your SuperDataMan Technical Solution provider + 35 Legal knowledge Unique Privacy Years referentials of experience Part of the international group20
  21. 21. SO… How do I optimize my Digital Campaigns?21
  22. 22. FIRST OF ALL, THE KPIS …Depends on What I must my campaign measure… objectives Database Quality Sent Brand Delivered Awareness Opened Website Traffic Clicked Opted in Hot Leads Generation Bought Direct Sales22
  23. 23. HOW TO OPTIMIZE MY DIGITAL CAMPAIGNS (PROSPECTION/FIDELISATION)?Segmented Approach Testing Approach The Market uses 2 seducing approachs. “Every one But aren’t they in opposition? “Test Mail is unique” Versions” “Adapt your “Pick a message to each Winner consumer” Version” “Send a Personalized “Send It to version to Everybody” everyone”Should I use 1.000 Versions? Should I use 1 Version?23
  24. 24. BISNODE APPROACH: SEGMENTED TESTING BEST OF BOTH WORLDSSegmented Approach Bisnode Approach Testing Approch “Every one “Test Mail “Test Mail is unique” Versions” Versions” “Adapt your “Pick a winner “Pick a message to each for each Winner consumer” segment” Version” “Send a “Send for Personalized “Send It to each segment version to Everybody” everyone” its winner” Use a Limited number (1-5)Should I use 1.000 Versions? Should I use 1 Version? of Versions24
  25. 25. BISNODE APPROACH: TEST SCOPE • Identify Best Target Target group • Attack other groups in a different way • Find Optimal Date based on Knowledge Base Launch date • Collaboration with agency to launch at this moment • Check Rendering in Different Email ClientsFunnel • Test for Spam • A/B testing using sociological theory Subject line • Choose a winner by segment • Multivariate Testing, Optimization based on Knowledge Base Content • Choose a Winner by Segment • Behavioral targeting Landing Page • Optimization to suppress bad behaviors25
  26. 26. BISNODE APPROACH: TARGET OPTIMIZATIONAfter Analysis of Previous similar Emails of the advertiser, or a Test Segment: bad good bad average good xDecide what to do for each detailed segment Discard ? Young Young Medium Less ? Change Change Strategy? Women Men Women Strategy? The Same Medium Older Older More! Men Women Men26
  27. 27. BISNODE APPROACH: LAUNCH DATE OPTIMIZATION WEEKDAY SELECTION LAUNCH HOUR SELECTIONBased on Analysis of +700 Campaigns Based on Analysis of +700 Campaigns Segment Best Day Worst Day & Market Best Practices for Open for Open Female FR Wednesday Friday Female NL Sunday Tuesday +65y FR Thursday Monday +65y NL Saturday Tuesday Segment Best Day Worst Day for Click for Click Female FR Thursday Thursday Female NL Monday Thursday +65y FR Saturday Tuesday +65y NL Wednesday Thursday27
  28. 28. BISNODE APPROACH FUNNEL OPTIMIZATION APPROACH: Spam Score Analysis On Major Spam Filters Subjectline Preview On 30+ Email Clients Mobile Rendering Preview On Major Mobile Devices Content Preview On 30+ Email Clients28
  29. 29. BISNODE APPROACH: SUBJECTLINE OPTIMIZATION“FOR WHICH REASONS ARE WE MAKING A CHOICE?”A lot of Reasons can explain the Choice. Each Reason can be put in one of these 4 Categories. “Me, toward “What’s in it the Item, as a for me” Follower” VALUE SOCIAL+ CHANGE SOCIAL SOCIAL- We’ll see that in detail later! “Me, toward “I want to the Item, as change!” an Influencer” Deciding to Open an Email is a Choice. So we can create 4 realy different subjectlines29
  30. 30. BISNODE APPROACH: CONTENT OPTIMIZATION Based on Analysis of +700 Campaigns, Market Best Practices and Ergonomics Experts recommendations 1 Call-to-action Generated Clicks 1- Brand Logo 85 Good Click Rate on Logo 2- Order Brochure 15 Too Few clicks on buttons Engagement too big 3- Book Testdrive 12 Add a 3rd button ‘More Info’ 4- Subscribe to 3 Too Few clicks Newsletter Bad positioning Move to 1st third Total 115 Overall Too Few clicks 2 3 Too much information No need to click Make a shorter email 430 Source: Hubspot
  31. 31. BISNODE APPROACH: LANDING PAGE OPTIMIZATION Based on Analysis of +700 Campaigns, Market Best Practices, Ergonomics Experts recommendations And Complete Study of the Conversion Funnel Sent Optimisation of Conversion Click-Through Rate In the flow if Bisnode builds Delivered the Landing Page. Needs Cooperation with Opened Advertiser/Agency if Landing Page outside Bisnode Environment. Clicked KEY FOR COMPLETE VIEW! Converted Allows Remarketing Actions Full knowledge on the Campaign31
  32. 32. POWERFUL ANALYTICS32
  33. 33. NEWSLETTER OPTIMIZATION Bounces Objectives: The click rate of our weekly newsletter is dropping. We would like IAB 3,45% to reverse this trend and reach the IAB Benchmark for newsletters. Wave 1 17,21% Wave 2 4,80% Methodology: Wave 3 0,30% • Optimization of the e-mail template (Incl. test on 30+ e-mail clients) • 3 waves scheduled for the period February/March 2012 Opened • Optimization of subject lines (testing on social dimensions) IAB 21,90% • Labeling of content to track interactivity and register Wave 1 19,24% recipients behavior / interests Wave 2 21,70% • Reporting on key performance indicators, including socio- demographic and behavioral analytics Wave 3 20,50% Results • Reduced bounce rate to below 1% Clicked +20% ? • • • • • Open rate slightly increased Click rate above IAB benchmark Population reduced from 107k to 89k Delivered messages stayed at 88k Clicks increased from 5.1k to 6.2k IAB Wave 1 Wave 2 6,00% 5,81% 6,80% Wave 3 7,00% CASE33
  34. 34. CONCLUSION • Choose your KPI’s wisely • The more Data, the more Insights • Test, Test & Test again • Log your test results and learn from them • Don’t focus only on the Good Results • Try to Lift Bad Results (Non-events) • Aim for long term results • Use your USP, or those of your partners #dworkshop @BisnodeBelgium34
  35. 35. Florent Diverchy fdi@bisnode.be #dworkshop @BisnodeBelgium35 QUESTIONS
  36. 36. BREAK – SEE YOU AT 10:45 #dworkshop @BisnodeBelgium36
  37. 37. A/B TESTING AS A SOCIAL CHOICE Subject Line Optimization #dworkshop @BisnodeBelgium37
  38. 38. A/B TESTING Target Population • 2 variations of subject lines • 2 similar test groups from Test Group 2 Email Version 2 target population • Each population receives Test Group 1 a different subject line Email Version A • Subject line version with higher open/conversion rate will be used WINNER Test Group 1 Test Group 2 Open Rate 40% 20% Conversion Rate 8% 3%38
  39. 39. CREATION OF EMAIL Marketing Idea Email Content ? Subject line first draft Best practices Subject line final39
  40. 40. LIMITATIONS • No cookbook to create effective subjectlines Only best practices • Put important words/brands at the beginning Permesso has something to offer you… A Special Offer From Permesso… • Use personal words / name / firstname Evelien, Permesso has something to offer you… Permesso has something to offer you… • Keep subject line short, give an incentive to open the email, surprise people, …40
  41. 41. LIMITATIONS (2) • Specialists don’t bring a lot new • Versions A & B are often almost the same Not doing A/B testing, but A/A’ testing If the first draft is not adapted, often both versions FAIL41
  42. 42. CONSEQUENCES • We often have poor winners of our A/B testing: • Version A: 12,78% Open • Version B: 13,17% Open  the Winner !!! o/ • This low open rate leads to low click rate • Campaign is a disappointment for the client • Client can’t be sure of the added value of the test42
  43. 43. IDEAL SITUATION • True winners of our A/B testing: • Version A: 12% Open • Version B: 18% Open  the true winner !!! o/ • The increased open rate leads to higher click rate • Campaign is a success • Client sees your added value43
  44. 44. SUBJECTLINES PROCESS : A SOLUTION ? • Scientific Research From Yahoo and Microsoft Research UNDERSTANDING FASHION CYCLES AS A SOCIAL CHOICE Rina Panigrahy Anish Das Sarma Sreenivas Li Zhang44
  45. 45. BRAINSTORM • Study answers the following question: ‘’ FOR WHICH REASONS ARE WE MAKING A CHOICE ? ’’ Let’s have a look at the ‘’Restaurant Choice Problem’’… ‘You’re at work. At lunch time you’re going to eat to a restaurant you chose. WHY did you choose this restaurant?’ (30 secondes brainstorming starting… Now!)45
  46. 46. RESTAURANT: ELEMENTS OF CHOICE Quick Service Good Quality for the Price Delicious Cheap ‘’i want to eat Italian’’ Not far from work Nice Place ‘’My Colleagues are NOT going there !’’ Terrasse Recommended Online ‘’à la mode’’ ‘’All my colleagues are going there’’ ‘’This is MY special place’’ ‘’Never a cat there’’ ‘’This is the place to be’’ It’s not famous yet Frequented by celebrities Fed Up with my usual choice I want to change ! Long Time Not been There46
  47. 47. RESTAURANT: ELEMENTS OF CHOICE Quick Service Good Quality for the Price Delicious Cheap ‘’i want to eat Italian’’ Not far from work VALUE Nice Place ‘’My Colleagues are NOT going there !’’ Terrasse Recommended Online ‘’à la mode’’ ‘’All my colleagues are going there’’ SOCIAL - ‘’This is MY special place’’ ‘’Never a cat there’’ SOCIAL + ‘’This is the place to be’’ It’s not famous yet Frequented by celebrities Fed Up with my usual choice I want to change ! Long Time Not been There CHANGE47
  48. 48. BRAINSTORM: CONCLUSION • Many reasons can explain the choice • Each reason can be put in one categorie VALUE CHANGE SOCIAL + SOCIAL -48
  49. 49. VALUE • « What’s in it for me » • Features of the item • Innate utility The utility of an item captures the innate value the item provides to an individual. • Some examples for our restaurant: Price, Quality, Type of food, Speed of service…49
  50. 50. SOCIAL + • Me, towards the item, as a follower • Positive social influence • Our valuation of an item can change significantly by the valuation of others • If many people around us like something we may start liking it • Exemple for our restaurant • Recommended online, celebrity place, colleagues...50
  51. 51. SOCIAL - • Me, toward the item, as an influencer • Negative social influence Our own valuation depends significantly on valuation of others Here, we may consciously want to differ from other people around us • Exemple dor our restaurant Not famous yet, not trending place51
  52. 52. CHANGE • «I want to change! » • Individual boredom If we use an item for too long, we get bored of it, and our appreciation for it goes down. • Exemple For our restaurant • Long Time not been, Fed up with usual choice52
  53. 53. 1 CHOICE = 4 ANGLES OF ATTACK VALUE CHANGE CHOICE SOCIAL + SOCIAL -53
  54. 54. BUT… Opening an Email is also A CHOICE So…54
  55. 55. 1 EMAIL = 4 ANGLES OF ATTACK! • 1 email = 4 different subject lines VALUE CHANGE EMAIL SOCIAL + SOCIAL -55
  56. 56. SO WHAT’S IN IT FOR YOU: 7 steps to optimize an email campaign56
  57. 57. STEP 1: ALWAYS USE THE 4 ANGLES TO CREATE 4 SUBJECT LINES VALUE the features of the Item SOCIAL + the item as a way to be part of a Group SOCIAL - the item as a way of being different CHANGE the item as a way to get rid of boredom57
  58. 58. STEP 1: EXAMPLE CITROËNDS5 VALUE Citroën DS5 Hybrid4: Sensations Energisantes et Consommation Maîtrisée SOCIAL + (No Social + Subject Line for this campaign) SOCIAL - Différenciez-vous avec la Citroën DS5 Hybdrid4 CHANGE Changez d’époque avec la Citroën DS5 Hybrid458
  59. 59. STEP 1: EXAMPLE LIBELLE NEWSLETTER VALUE Ontdek ons carnavalsdossier en download gratis maskertjes! SOCIAL + Libelle.be bezorgt jou een ontspannende krokusvakantie! SOCIAL - Wees de eerste om ons carnavalsdossier te ontdekken! CHANGE Krokusvakantie in musea...het is eens iets anders!59
  60. 60. STEP 2: DO AN A/B/C/D TESTING AND GET YOUR WINNER • Always include advertiser subject line as reference segment • Use segments of the same size • Compose the segments with similar populations • Send your segments at the same time • Test both languages !60
  61. 61. STEP 3: ANALYZE RESULTS AND CREATE KNOWLEDGE BASE • Keep track of past campaigns • For which client? Create • In which domain? Reports • What kind of campaign was it? • For which event? • How was composed the audience? • When was it launched? • Which angle of attack won? •…61
  62. 62. STEP 4: LEARN FROM YOUR CAMPAIGNS • Use the knowledge base to plan future campaigns • What worked in the past: - For this type of clients Analyze - For this audience - For this Kind of event • Depending on the event, can we deduce an angle of attack e.g.: -Valentine’s Day: Social – -Summer holiday: Change62
  63. 63. STEP 5: LOG CHOICE TRIGGERS BY INDIVIDUAL • Keep an individual Angle of Attack history to use it for future campaigns • Results for 1 individual that participated in 5 different campaigns Campaign Angle of Attack Result A CHANGE OPEN B SOCIAL - NOT OPEN C CHANGE NOT OPEN D CHANGE OPEN E VALUE NOT OPEN New campaign: use ‘change’ subject line63
  64. 64. STEP 6: LOG CHOICE TRIGGER BY SEGMENT • Keep a Population Angle of Attack history. Many more… Open Rate Language Gender Age Band Social Class (…) Value Social + Social - Change FR Male 18-25 1-2 (…) 31% 25% 19% 18% FR Male 18-25 3-4 (…) 29% 27% 12% 20% FR Female 18-25 1-2 (…) 27% 33% 40% 44% NL Male 18-25 1-2 (…) 23% 12% 12% 18% NL Female 18-25 1-2 (…) 30% 31% 31% 36% • Use the information to plan future similar campaigns A new campaign? Change for the girls, Value for the boys !64
  65. 65. STEP 7: GO REALTIME ! • What about a Dynamic Angle of Attack Testing ? - Launch your emails - Measure Realtime the Population Choice Triggers - Adapt Realtime the Populations of the Segments The ultimate solution for A/B Testing !65
  66. 66. SOCIAL CRM 21/03/2013 Carpe DM - BDMA #dworkshop @BisnodeBelgium66
  67. 67. SOCIAL MEDIA Listen Plan Engage Analyze & Learn & Create & Collaborate & Optimize67
  68. 68. CRMCustomer & Prospect View Campaign 100% Be Data Business Management Relevant Quality Intelligence “1 to 1 marketing is about making direct contact with your potential customers on a relevant moment with a relevant product/service in a relevant place” Wouter, Online Marketing, Insurances68
  69. 69. CONNECT THE DOTS69
  70. 70. EXAMPLE OF WHAT’S IN PERMESSO Basic Information Declared lifestyle information71
  71. 71. PERMESSO E-MAIL CAMPAIGN From: Permesso Subjectline: Waar wonen de Arnauts’en in België? Où sont les Arnauts’ de Belgique? Launch date: Monday 25/02/201372
  72. 72. PERMESSO APPLICATION73
  73. 73. ASK AUTHORIZATIONS74
  74. 74. GIVE SOMETHING FUN75
  75. 75. 390.935 95% e-mails sent delivered 372.410 e-mails delivered 36% 29% unique clicks on opened 10% opened 38.811 unique clicks unique clicks 106.905 e-mails opened (unique) on delivered76
  76. 76. 10% UNIQUE CLICKS ON DELIVERED 38.811 unique clicks 26.839 clicked through to authorisation request 50% or 13.383 accepted request Additional traffic via shares 96% accepted all = 12.816 facebook ID’s 4% accepted only basic info (no e-mail & no likes)78
  77. 77. PROFILE OF THE APP USERS Additional Bisnode profiling data available79
  78. 78. 12.816 ID’s 1.165.247 likes80
  79. 79. WHAT’S A « LIKE »? Page id Date of like Category of like81
  80. 80. WHAT DID WE COLLECT? Partnership/customer opportunities82
  81. 81. WHAT DID WE COLLECT? Sponsoring/media/competition opportunities & additional profiling/selection criteria !83
  82. 82. WE WENT FROM … Basic Information Declared lifestyle information84
  83. 83. … TO AN EXTENDED PROFILE Picture : Facebook ID : 1021384046 Language : NL (confirmed) Facebook e-mail address : philippearnauts@yahoo.be (in 70% of cases Permesso e-mail was = Facebook e-mail) Cookie (if you’d want to …) Likes (& moment of like) :85
  84. 84. NO APP? USE AN E-COUPON! 1. Consumer is presented an E-Coupon offer. 2. Instead of filling a form, he uses Facebook Login. 3. This allows prefilling the Form. 4. It also makes a link between the Facebook Profile and an Email Address. 5. This allows Profile Matching between Facebook and your CRM. 6. It activates your Facebook Fans and allows you to segment them on their likes, • Form Pre-Fill • Link between Facebook Profile and CRM • Facebook Fans Activation • Clients and Prospects Qualification86
  85. 85. INCENTIVIZE IDENTIFICATION Language: NL FR ENG Easy login Gender: M F First name: Philippe Name: Arnauts Street: Number: Box: Postal Code: City: E-mail: Mind the @facebook.com! Birth date: dd/mm/yyyy Autocomplete Yes, I would like to receive Facebook_id information about company X via e-mail First_name Submit Last_name Read our privacy policy Gender Locale Ask an opt-in & link to your privacy policy! Picture Timezone87
  86. 86. OPTIMIZE DATA CAPTURING Language: NL FR ENG Optimise form with a quickfill feature if you’d like an address Gender: M F First name: Philippe Name: Arnauts Postal Code & City: Street & Number Box: E-mail: Birth date: dd/mm/yyyy Yes, I would like to receive Yes … a postal address … information about company X via e-mail if you want to send an invoice or Submit want your product to be delivered Read our privacy policy you will need it !88
  87. 87. CHECK ACCURACY & EXISTENCE Versus reference population Language: NL FR ENG 83.000.000 fake profiles (8,7% don’t exist)* Gender: M F 2,4% non human (even pets are on Facebook) 1,5% spam pages First name: Philippe Google “wrong birth date in Facebook” 4,8% doubles Name: Arnauts Postal Code & City: 1000 Brussel Street & Number Wetstraat 16 Box: real-time batch E-mail: philippearnauts@facebook.com Versus your own CRM system Birth date: dd/mm/yyyy Same/different e-mail address Additional contact points Yes, I would like to receive … information about company X via e-mail Read our privacy policy Submit * Source : Facebook press release; http://www.standaard.be/artikel/detail.aspx?artikelid=DMF20120802_00245119, 03/08/201289
  88. 88. THESE MEASURES WILL Increase encoding speed Decrease form abandon Facilitate CRM integration Increase data correctness90
  89. 89. CREATE A SINGLE CUSTOMER/PROSPECT VIEW Offline address E-mail address Delivery address Social ID Phone number Cookie, mobile, …91
  90. 90. BUSINESS INTELLIGENCE Transform your data into actionable insights “Collecting data is only the beginning, then someone needs to make sense of it” Erik, Marketing Director, Publishing92
  91. 91. CAMPAIGN MANAGEMENT Be Relevant Get the most out of your cross-channel digital direct marketing campaigns94
  92. 92. PHILIPPE ARNAUTS philippe.arnauts@bisnode.be +32 2 555 97 83 @philippearnauts linkedin.com/in/philippearnauts #dworkshop @BisnodeBelgiumQUESTIONS

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