Taking the lead: Customer acquisition barometer 2014

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Taking the lead: Customer acquisition barometer 2014

  1. 1. Taking the lead: Customer Acquisition Barometer 2014 The Soho Hotel, Thursday 27 March 2014
  2. 2. Welcome Chris Combemale, executive director, DMA #dmaleadgen
  3. 3. Opening comments from the chair Martin Troughton, marketing director, Anglian Home Improvements #dmaleadgen
  4. 4. 8.30am Registration and breakfast 9.00am Welcome Chris Combemale, executive director, DMA 9.05am Opening comments from the chair Martin Troughton, marketing director, Anglian Home Improvements 9.15am Taking the lead Emma-Jayne McEwan, head of media channels, DMA 9.35am Marketers uncut: focus group feedback Noelle McElhatton, consultant editor, McDowall 9.55am Why is the acquisition of new customers important to Age UK Michelle de Souza, head of CRM & customer insight, Age UK 10.10am Panel discussion Andrew Colwell, marketing & commercial director, McDowall Omaid Hiwaizi, chief strategy officer, Geometry Global Jonathan Earle, head of customer strategy & development, Telefonica UK Michelle de Souza, head of CRM & customer insight, Age UK Rachel Hall, CRM & database manager, Honda 10.45am Closing comments from chair Martin Troughton, marketing director, Anglian Home Improvements 11.00am Close Agenda
  5. 5. Taking the lead Emma-Jayne McEwan, head of media channels, DMA #dmaleadgen
  6. 6. Taking the Lead @dma_uk @EJ_McEwan #dmaleadgen
  7. 7. Quiz
  8. 8. Why customer acquisition?
  9. 9. How? 2
  10. 10. Trust
  11. 11. When you share your information with organisations, do you read it’s data privacy policy?
  12. 12. Quiz
  13. 13. Taking the Lead @dma_uk @EJ_McEwan #dmaleadgen
  14. 14. Marketers uncut: feedback from the CAB 2014 qualitative sessions Noelle McElhatton, consultant editor, McDowall and former editor of Marketing and Revolution magazines #dmaleadgen
  15. 15. The Customer Acquisition Barometer 2014: qualitative sessions The participants: • Chris Bibby, Global Head of Performance Marketing, Wonga • Michelle de Souza, Head of CRM & Group Database, Age UK • Sebastian Dreyfus, Managing Director (Europe), Rosetta (Publicis Groupe) • Tony Miller, Managing Director, Havas EHS • Charles Ping, CEO, Fuel (Engine) • Lyle Rainey, Business Development Director, HP • Jon Waring, Head of Customer Analytics & CRM, Aviva • Dina Yacob, Head of Insight & Planning, Avios #dmaleadgen
  16. 16. The Customer Acquisition Barometer 2014 qualitative sessions Bad acquisition practices: the ‘seven sins of our industry’: 1. Over-targeting of prospects 2. Targeting of vulnerable people 3. Over-personalisation 4. Cold direct mail 5. Unsolicited telesales 6. Mass door drops 7. ‘New customers only’ promotional offers Source: CAB 2014 report #dmaleadgen
  17. 17. Further reading: The Customer Acquisition Barometer 2014 report Coming straight to your inbox after this event #dmaleadgen
  18. 18. Why is the acquisition of new customers important to Age UK Michelle de Souza, head of CRM & customer insight, Age UK #dmaleadgen
  19. 19. Panel discussion Andrew Colwell, marketing & commercial director, McDowall Omaid Hiwaizi, chief strategy officer, Geometry Global Jonathan Earle, head of customer strategy & development, Telefonica UK Michelle de Souza, head of CRM & customer insight, Age UK Rachel Hall, CRM & database manager, Honda #dmaleadgen
  20. 20. Closing comments from chair Martin Troughton, marketing director, Anglian Home Improvements #dmaleadgen
  21. 21. Upcoming events A TV dinner – Tuesday 8 April 2014 The DMA summer lunch – Thursday 10 July 2014

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