The document discusses the introduction of object marketing as a revolutionary channel in digital marketing, aiming to address low customer loyalty and brand trust in overcrowded markets. It emphasizes the potential of digital twins, which create unique identities for products, to drive customer engagement and innovation while mitigating issues such as ad fraud. The document also highlights the impact of GDPR on marketing practices, shifting focus towards privacy-secure interactions and immersive customer experiences.

1. Revolutionizing Digital Marketing
by introducing a new unique channel:
Object Marketing
innogy Innovation Hub · Machine Economy Lighthouse
Dr. Carsten Stöcker · Dr. Michael Rüther · Nicole Reinhold · Marius Goebel
August 2017 · V 1.4

2. innogy SE – innogy Innovation Hub · Object Marketing - Copyright: innogy Innovation GmbH 2
Low customer loyalty
In today’s overcrowded markets, it is
difficult to create deep customer
product identification and form
sustainable brand loyalty.
Low brand trust
Users do not trust brands and
manufacturers about sourcing and
manufacturing. Even certificates do
not provide enough transparency.
Bought recommendations and
followers are forcing this distrust.
Low involvement
Online marketing and advertising
struggle to reach out to potential
customers and create meaningful
conversations with users. Today
digital marketing is inefficient and
overwhelming due to ad fraud and
fake news.

3. VOLUME
We see that we are on a tipping point
of digital marketing
innogy SE – innogy Innovation Hub · Object Marketing - Copyright: innogy Innovation GmbH 3
Digital marketing today
Globaly $6.5 billion will
be lost due to ad fraud
in 2017.
White Ops – May 2017
Digital is the least
trusted media channel
among consumers.
Marketing Week – June 2017
UK marketers are
struggling to reach their
desired audiences
online, with just 47% of
campaigns seen by their
target audience.
Nielsen – December 2016
Procter & Gamble cut
approximately $140
million in digital
advertising spend
because of brand safety
concerns and ineffective
ads.
Procter & Gamble – July 2017
Value

4. 4innogy SE – innogy Innovation Hub · Object Marketing - Copyright: innogy Innovation GmbH
A Digital Twin is a digital model of a
real life process, product or service
with a unique, immutable identity.
Digital Twins are bridging the spheres
between the physical and digital worlds.
The data gathered by Digital Twins helps
companies better understand customer
interactions and needs, enabling a more
focused development of products and
services while driving business innovation.
DIGIT
AL
TWIN

5. Direct. Immutable. Value based.
innogy SE – innogy Innovation Hub · Object Marketing - Copyright: innogy Innovation GmbH 5
Digital Twins cutting out intermediaries in supply chain, financing, marketing and retail
Object Marketing
Refers to all activities
related to the Digital Twin
of a product in the
consumer domain.
• Direct interaction and
sales channel GDPR complied
• Unique product lifecycle record
• Contextual interaction and new
business models
Electronic
Health Record
DIGITA
L
TWIN
Product
Lifecycle Data
Crypto
Wallet
Unique
Identities
Digital Twins having
impact to many of
todays processes
and industries.
What will be the
benefit for digital
marketing?

6. Interact object based
Receive feedback, give vouchers,
provide product information and
services to object’s users.
innogy SE – innogy Innovation Hub · Presentation Guidelines 6
Unique identity
Each object has a
unique identity attached.
(e. g. smart tag)
Scan Digital Twin
Download the Digital Twin app,
scan the object and add it
to your collection.
1 2 3
innogy SE – innogy Innovation Hub · Object Marketing - Copyright: innogy Innovation GmbH

7. 4 interaction levels of object marketing
7
Object marketing is branded interaction
Interaction
Transactional
Object Marketing
Shared Value
Object Marketing
Personal
Object Marketing
Public
Object Marketing
Unique Product information Relational Information App releated servcies Insentivation of users and influencers direct sales channel
Transforming:
Hotlinks to direct purchasing
Transforming:
Cash Back to loyalty activities
Transforming:
One time interaction to digital
personal user docu. and pay by use
Transforming:
Influencer marketing to
incentivizes for referrals
Direct communication channel
Proof of provenance
Trusted recommendations
Mass customization
Proof of ownership
Document personal usage
Wallet
Business Model Innovation
Selling additional services
Predictive maintenance
Affiliation & incentivation
Shared ownership
Self ownership
innogy SE – innogy Innovation Hub · Object Marketing - Copyright: innogy Innovation GmbH
Trusted user feedback

8. 8innogy SE – innogy Innovation Hub · Object Marketing - Copyright: innogy Innovation GmbH
DIGIT
AL
TWIN
Overcoming the challenge of GDPR
Opportunities of object marketing
Customer centric marketing is based
on gathering personal data while
privacy concerns are growing.
FOCUS IS ON
OWNING & CONSUMING PRODUCTS
TODAY
Object centric marketing is based on
usage data which leads to precise, valuable
and privacy secure user interaction.
FOCUS IS ON
EXPERIENCING & MEANING
TOMMOROW
• From 2018 onwards the GDPR will have a deep impact in nowadays practice in digital marketing
• Consumers seek for immersive user experiences customized to their personal context

9. What do you want to do with your Digital Twin?
Get in touch …
9
Dr. Carsten Stöcker
Dr. Michael Rüther
Machine Economy Evangelist and Lead
carsten.stoecker@innogy.com
Platform Development Lead
m.ruether.extern@innogy.com
innogy SE – innogy Innovation Hub · Object Marketing - Copyright: innogy Innovation GmbH
Nicole Reinhold
Marius Goebel
User & Market Insights
nicole.reinhold@innogy.com
Service Experience Design
marius.goebel.extern@innogy.com