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Data-Driven Marketing Statistics

Integrated strategy, omnichannel versus multichannel, predictive analytics, customer insights and attribution. These are the are the elements of data-driven marketing that will differentiate the modern marketer. All marketing is data-driven and measurable. Campaign management and reading and reacting to results in a timely and relevant manner is key to your business and your increasingly personalized relationship with your customers. Are your results in line with the competition? Start comparing now.


Featured Data-Driven Marketing Trends from 2017 DMA Statistical Fact Book

The Only Constant is Change

Here’s how the data-driven marketing story played out in 2016

The focus of many marketers has gone from understanding their customer bases at a segmentation level to gaining deeper insight into who their customers are as individuals. In fact, according to our 2016 Digital Marketer, the top priority for marketers is to learn more about who their customers are and what they wantTwitterLogo_#55acee.

But how can marketers achieve this goal?
As the latest and greatest technology continues to flood the market, consumers have changed the way they interact with brands. The good news for marketers is, more channels and devices equal more data. And more data means marketers can finally deliver on the promise of highly personalized, one-to-one marketing communications.

By focusing on the needs of the customer, brands can build loyalty that lasts a lifetimeTwitterLogo_#55acee.

But the sheer volume of available data is only half the battle. It’s not until marketers can derive relevant insights from what the data is saying that the real value of data can be recognizedTwitterLogo_#55acee.

With the right technology, resources and data management practices, marketers can realize the true power of data – the ability to fill in the blanks about their customers and reach them where they want to be reached, regardless of channelTwitterLogo_#55acee.

Data Stream

Collaboration is key

  • Look for more brands and organizations to centralize their disparate data sets
  • Many organizations have data sets that don’t always speak to each other
    • For example, point-of-sale systems, CRM systems and loyalty programs all capture unique data points about customers, but often live in separate databases or systems
  • Break down these silos and encourage collaboration to access a more singular view of your customersTwitterLogo_#55acee
  • More informed marketers can create a seamless experience for those customers across all devices and channels

Go beyond the channel

  • To succeed, put the customer at the center of the marketing strategyTwitterLogo_#55acee
  • Marketers no longer have to rely on basic demographic information
  • The availability and combination of first-, second- and third-party data, as well as the appropriate partnerships to match customer data, enables marketers to communicate only the most relevant messages to individual customers, regardless of channel
  • Helps marketers tell one cohesive story across all devices, rather than the segmented messages of the past.

What’s working and what’s not?

  • The ability to measure the sales impact of an entire campaign is the most beneficial aspect of dataTwitterLogo_#55acee
  • By delivering specific messages to individuals, marketers can better understand which messages are resonating with customers, as well as which channels are performing the best
  • This level of insight can help marketers become more informed about their next interaction with the customer to create a better customer experience overall

There’s no way around it, the volume of data is growing exponentially every day. But data can be every marketer’s best friend if they are able to manage it effectively and pull actionable insights. True personalized communications are within grasp. And once the next change in the industry comes along, it will be data that will help marketers adapt and succeed.

2017 DMA Statistical Fact Book Byline Excerpt by Matt Seeley, Global President of Experian Cross-Channel Marketing

Are your omnichannel efforts falling behind?

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Why is customer recognition such a low priority for marketers?

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Recognition is one of the three universal ingredients to omnichannel success.

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Recognition, Engagement and Orchestration are the three universal ingredients to omnichannel success.

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2016 Statistical Fact Book Byline for Marketing Overview by Bruce Biegel, Senior Managing Director at Winterberry Group and DMA Board Member, and Samantha Braverman, Manager at Winterberry Group

Despite a volatile first quarter in the equity markets, a continued expectation of low (or no) growth across the US and global sectors, US-based direct and data-driven marketers businesses expanded throughout 2015 and all indicators point to another strong year ahead for the discipline.

Major trends continue converging to fuel increased spending on data-driven efforts, including the proliferation of media devices, audience engagement on those devices (and the growing expectation of anytime, anywhere relevant content), an ongoing shift to programmatic marketing, continued adoption of and investment in technology to support these insight-based efforts, and a growing supply chain of providers eager to guide the evolving strategies and demands of today’s marketers.

Not surprisingly, though a small majority (52.1%) of data-driven marketing (DDM) practitioners surveyed in January expressed confidence that the US economy was well positioned for growth, a larger proportion (72.9%) said they were optimistic about the prospects for the DDM businessTwitterLogo_#55acee.

Practitioners continue to confirm that data is critical to their marketing strategies and efforts—and growing more so. According to Winterberry Group’s Global Review 2015 report published with the GDMA, 81.3% of global marketing practitioners called data “very important” to their efforts, compared to 80.4% that said the same last yearTwitterLogo_#55acee.

Spending patterns underscore this focus on data; in 2015 topline media spending remained relatively flat, accounting for $126.5BB in investment, which was mostly buoyed by spending on television ($68.8BB). The election cycle and summer Olympics should keep TV budgets up through 2016—and the channel will again support the rest of the “measured media” mix, though the real growth has been, and will continue to be, in data-driven media—the digital channels and the most traditional data-driven approach, direct mail.

Marketers increased spending on data-driven approaches by 6.4% in 2015, to a total of $163.7BBTwitterLogo_#55acee. Though investment in digital media is growing fastest (spending on display advertising rose by 23.3% to $24.9BB and spending on search rose by 12.8% to $27.3BB), direct mail continues to command substantial—and growing budgets—due to its continued efficacy, a less crowded inbox, rising postage costs and new ways to integrate messaging with mail, email and digital activity. (Direct mail accounted for $46.8BB of spending in 2015 and is expected to rise to $47.0BB this yearTwitterLogo_#55acee).

If we consider data to be the “fuel” that powers these efforts, marketers are lining up at the pumps, filling their organizational engines with the raw information as well as the refining elements (particularly analytics) to run their strategies and programs. Winterberry Group’s proprietary data spend model shows that investment in data, including related services, analytics and technology in support of direct mail, email and display advertising grew at a rate of 7.3%, to $11.6BB in 2015 and is expected to grow to $11.72BB this year with spending on data in support of display advertising and email growing most (26.6% and 12.7%, respectively).

While marketers will continue to invest in all media channels and supporting data—albeit at various rates—we expect an overarching trend for 2016 to be a diminished focus on the channels themselves. Rather, practitioners will increasingly aggregate disparate data assets from across their organizations (and marketing silos) in an effort to glean insights to inform engagement strategies.

Ultimately, those insights will inform a broader set of PII and anonymous (though segmented) media and CRM tactics, and though all media channels will remain necessary options in the mix, as the data grows more important, the channels themselves will grow less so as marketers continue on the path towards “always-on omnichannel,” de-emphasizing the batch campaign approach to marketing (though that is not going away anytime soon). Winterberry Group expects brand marketers will increasingly place their audience, including customers, visitors, browsers and buyers, at the center of all efforts and use increasing amounts of data to engage them in the more effective ways.

Featured Marketing Statistics from 2016 DMA Statistical Fact Book

Where Channels are Going Over the Next 5 Years

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Enhancing our Knowledge of our Customers Needs Attitudes and Motivators Ranks Highest Among Marketers' Top 2016 Priority

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Aggregating and Assimilating Sources to Get a 360 Degree View of the Customer

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What is the single most exciting marketing opportunity coming to your organization?

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Personalizing the Customer Experience

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Direct and Digital Ad Spend

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Challenges to Creating a Complete Customer View

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What are Database Managers Earning?

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